v2 PLC video 3 worksheet
THE FAST CLIENT ENROLLMENT FORMULA "How do I get my message out to hundreds or thousands of people?" "How do I get my message out to just one person to start with?" The answer to getting your message out to more people or even just one person if you're starting out right now starts with enrollment. I'm going to teach you the Fast Client Enrollment Formula, which is broken down into two different parts:
1
3 enrollment philosophies that will give you more confidence to enroll your clients
2 7 question framework that will empower you to enroll more clients, and to stand in your own personal value so your clients pay you what you're worth The thing I want you to understand right now is that enrollment inspiring a customer to take action in just one program today is the foundation for spreading your message to tens, hundreds, thousands and even millions. Start with one.
7 QUESTION FRAMEWORK Begin by setting the context for your enrollment conversation How does a conversation go if you're going to enroll a client? When you start off the conversation, the entry point starts something like this: "Thank you for being here. What I'd like to do today during our 45 minutes of this strategy session is 1, I'd like to help you crystallize your message or your vision." For me, I'm helping people with their message so I say message. You might just say I'd like to help you crystallize your vision around your health if you're a health practitioner. If you're a financial services professional, you might say I'd like to help you crystallize your vision around your financial abundance or your retirement. You help them crystallize a vision. "Number 2 is I'd like to talk to you about the challenge that you're facing that's preventing you from accomplishing this vision and what's in the way, and number 3, I'd like to share with you a plan and path to accomplish this vision and this dream that you have." This is preframing what the discussion's going to be about. Notice how it's all about the vision. It's all about the dream. What I'm doing right now is setting the stage for the conversation that I'm about to have with my client and setting the stage for the first question I'm going to ask.
Question 1: "What inspired you to show up to this conversation today?" This question gets the client talking and allows them to communicate their purpose for actually being here in an enrollment conversation with you. When we have a common purpose, when we have an agreement that we are both here, that means we stand on solid ground and now I can do my job of helping my client and inspire them to take action on their vision and their dreams. This question is in alignment with my sales philosophy #1 which is inspiring clients to take action on their vision and their dreams. That's all sales is inspiring a client to take action on their vision and their dreams and not yours. Too many times people are focused on selling the product like I was when I first started in the insurance business. A product has nothing to do with somebody's vision and their dreams other than it being a vehicle to help them accomplish that. How can you sell something when you don't know anything about the client's vision and their dreams? Ultimately, if you help somebody paint their vision and their dreams, who would say no to that? We want to get the client clear on their vision and their dreams and then we take their vision and their dreams and we align it with our product that we are offering up to the customer.
Question 2: "If you could accomplish anything you wanted in the next year, both personally, professionally and financially, what is it that you'd like to see happen?" Notice how I'm asking that question: I'm already putting them in the mindset of having accomplished it and I'm setting the frame for them knowing that they can accomplish and achieve it. What happens here when I ask this question for a health practitioner or a financial advisor? They might pull back a little bit and want to know why am I asking about their financial life? Because I'm just helping with their body or I'm just helping them with their breakthrough. I ask: "Do you think?" A breakthrough in their health would lead to greater performance and energy in their life, which would lead to greater productivity and greater productivity in their career would lead to a greater income and finances. So do you think their health has some correlation to their finances? Ultimately when I ask any practitioner this, they agree. You need to get the entire vision of your customer's life so you understand everything they want to accomplish, and then you link your product and your program to the vision of what they want. When you help somebody break through in an area, it's not an isolated case. One part of their life affects the entire whole. Somebody is willing to pay more if your work is going to create an entire transformation in their whole life rather than just one part of their life.
Question 3: "Out of everything you just shared with me about your personal life, your professional life and your financial life, what's most important to you?" Let's say the client says: "You know, the most important thing for me really in the next year is that I want to be in a career that I'm fulfilled in. I want to do something that I love and something that I'm passionate about." I'd say: "Awesome. If you were in a career that you are passionate about, how do you think that would impact your family life? How do you think that would impact your ability to show up in your career and produce at higher levels? How do you think that that would impact your relationships with your kids and your family?" I'm probing how their most important thing would impact every single area of their life. I want to understand why it's important and how it's going to impact them holistically. This information sets me up at an advantage to communicate to what's most important to them when I present my blueprint at the end of the enrollment conversation. When I make my offer, why is a client ever going to say no to something that's most important to them? If I don't know what's most important to them, I don't have a leg to stand on when it comes to offering up my product and my program. If I know what's most important, it's all about them and what they want versus what I want. Sales philosophy #2 is standing for a client's transformation when they are not ready to stand for themselves yet. If I know what's most important to them, it's very easy for me to stand for their transformation and hold them to the thing that they said is most important to them, which is why I ask this question.
Now if you were in the health business, or the financial business, or the relationship business, and the client starts talking about their most important goal being money, all you need to do is tie in their most important goal to your product. If they say my most important goal is I want to make a million dollars in the next year and I'm teaching health, I'd say: "Great! If you had greater vitality and greater energy in your life, do you think it would serve you in being more productive and accomplishing your most important goal of making a million dollars?"
Question 4: "What do you think it's costing you in your life right now not to accomplish and have what's most important to you?" I'm establishing the pain associated with not having their most important goal. A client might say to me, "You know Ted, what's stopping me from making this million dollars is that, or what's causing me of not making this million dollars is it's costing one of my fulfillment. Because I know that if I was earning more in my business that I'd have more time and freedom to create more, and I'd be more fulfilled in my life. If if was more fulfilled I'd show up in my family and I'd be happier and I'd spend more time with my kids. It's costing me my family life, it's costing me my sanity because I know I should be achieving more and I'm not. Quite frankly it's costing me my time because I'm a slave to my business." Now, I'm getting all the things that it's costing my customer. I take a mental note of all these costs, because when I present my blueprint which is my offer all I'm doing is taking what they are sharing with me about the cost that are showing up in their life and I'm connecting it to how my blueprint can help them move through what it's costing them in their life.
Question 5: "Now that we know what it's costing you not to achieve this, what's the biggest problem that's standing in your way that that's stopping you from achieving this?" The problem is the barrier that's in the way of achieving the most important thing. Now, I'm getting to the problem. This is huge because when I understand the problem, I can really connect and resonate with the customer. Let's say the problem is the client doesn't have a blueprint and hasn't created their first product. if the client shares that with me, then I'm making a mental note that they don't know how, they don't have the tools and the systems to get there. I'm going to dig a little bit more, because what the client is establishing right now is what I call the surface problem. The surface problem will get me so far because I can share with them how I can solve that problem, but if I get to the secret problem of the customer guess what happens? I build a real relationship and get to the real vulnerability of what my customer is feeling. In that moment here is what I say: "I totally get that your problem is you need the system. Clearly, I'm going to teach you that system and I'm going to show you the entire blueprint and I'm going to share that with you at the end when I offer up my program to you. However, I know that underneath somebody not being able to figure out the system for doing this is a secret fear that people have. What's the secret fear you have right now in your business?"
Ultimately I get the truth. A client might say: "You know what? The truth is, I kind of lack the confidence to go ask for the check and enroll customers. I lack the confidence of whether my clients will really pay for my life story message. I lack the confidence to just stand there and talk about my life story and talk about my product and program." Now I'm getting the real issue. I drop in with the client for a moment and say: "I totally get it. I totally get that the problem of not having the system is real for you. I get that feeling unworthy is also real for you. These are two major problems that you are having on a surface level and a secret level that we've now established. I'd like to ask you the next question now..."
Question 6: "If we were to solve this problem for you, what do you think would happen in your life?" This question establishes the outcome for them of solving this problem. All I'm doing is getting in their words what it would mean to them. Somebody might say: "If you would have helped me with this breakthrough, I would be able to go get paid what I'm worth. That would mean everything to me because I would walk confidently and proud into client meetings. I'd be able to confront my clients and confront my dreams. I'd finally feel worthy in my life and I'd be able to go home and hold my head up high for my kids and my wife and look there and know that I've done my best job at the end of every single day." Then I go deeper and ask, "What's that worth to you? If you had to put a price tag just showing up confident, feeling worthy in your message, what would that be worth to you?" Some clients would go, "It's worth millions." Some clients would say, "It's worth thousands of dollars. I'd go get my first client and make thousands."
Some clients would go, "It's worth millions." Some clients would say, "It's worth thousands of dollars. I'd go get my first client and make thousands." I say: "Whatever it is that it's worth to you, you are going to establish the value for yourself. I think it's important to really hone in on this and understand that that this one thing could change everything for you." I'm getting them focused in on what it's worth to them, because when I present my offer at the end, they've gold me what the value is. We are establishing and helping the client determine the value, helping the client determine what they want to solve, helping the client determine the vision for their lives.
Question 7: " On a scale of one to ten, how committed are you to accomplishing this vision that you say you want?" If the client says, "I'm an eight." I'll say to them, "An eight is really a five in disguise. You are either committed to the ten or you are not. You are either all in or you are not, because being all in, in this business is saying, "I'm ready to do this thing is what this is about and that's what commitment is about. Are you committed at a ten to your vision or are you not committed at all?" This is when is I get them committed at a ten, because ultimately I reinforce their vision of what's most important to them and I ask: "Do you think you need to be at a ten to accomplish what's most important to you?" They might say: "Absolutely." I say, "When would now be a good time to get you to a ten?"
They say, "I'm at a ten." I say, "Awesome." Now I've got the client fully committed before I ever get into the offer and my blueprint. Now you have a 7 step framework that: 1 establishes the client's vision and dreams 2 establishes your client's value that they hold for themselves 3 establishes that it's not you selling your product. It's you just talking to them about their vision and their future and selling them on their vision and their future. If you can do that, what client would say no to their vision and their dreams and their future?
Your action plan: 1. Go role play these seven questions with a friend. Or if you have a potential client that you've been holding off on, and you know it's time to get into action, go sit with them and ask them these seven questions. If you are a veteran, you clearly have a program already and you may not be getting paid what it is that you are worth right now. Now is the time to reestablish and reassess, what is your program really worth as you correlate it and relate it to the client's value and their dreams of what they want for their life? 2. Take these seven steps, go sit in front of a client, ask these questions and enroll your next customer. If you can get into action and do this right now, this is the beginning of mastering inspiring clients to take action.
1
3 enrollment philosophies that will give you more confidence to enroll your clients
2 7 question framework that will empower you to enroll more clients, and to stand in your own personal value so your clients pay you what you're worth The thing I want you to understand right now is that enrollment inspiring a customer to take action in just one program today is the foundation for spreading your message to tens, hundreds, thousands and even millions. Start with one.
7 QUESTION FRAMEWORK Begin by setting the context for your enrollment conversation How does a conversation go if you're going to enroll a client? When you start off the conversation, the entry point starts something like this: "Thank you for being here. What I'd like to do today during our 45 minutes of this strategy session is 1, I'd like to help you crystallize your message or your vision." For me, I'm helping people with their message so I say message. You might just say I'd like to help you crystallize your vision around your health if you're a health practitioner. If you're a financial services professional, you might say I'd like to help you crystallize your vision around your financial abundance or your retirement. You help them crystallize a vision. "Number 2 is I'd like to talk to you about the challenge that you're facing that's preventing you from accomplishing this vision and what's in the way, and number 3, I'd like to share with you a plan and path to accomplish this vision and this dream that you have." This is preframing what the discussion's going to be about. Notice how it's all about the vision. It's all about the dream. What I'm doing right now is setting the stage for the conversation that I'm about to have with my client and setting the stage for the first question I'm going to ask.
Question 1: "What inspired you to show up to this conversation today?" This question gets the client talking and allows them to communicate their purpose for actually being here in an enrollment conversation with you. When we have a common purpose, when we have an agreement that we are both here, that means we stand on solid ground and now I can do my job of helping my client and inspire them to take action on their vision and their dreams. This question is in alignment with my sales philosophy #1 which is inspiring clients to take action on their vision and their dreams. That's all sales is inspiring a client to take action on their vision and their dreams and not yours. Too many times people are focused on selling the product like I was when I first started in the insurance business. A product has nothing to do with somebody's vision and their dreams other than it being a vehicle to help them accomplish that. How can you sell something when you don't know anything about the client's vision and their dreams? Ultimately, if you help somebody paint their vision and their dreams, who would say no to that? We want to get the client clear on their vision and their dreams and then we take their vision and their dreams and we align it with our product that we are offering up to the customer.
Question 2: "If you could accomplish anything you wanted in the next year, both personally, professionally and financially, what is it that you'd like to see happen?" Notice how I'm asking that question: I'm already putting them in the mindset of having accomplished it and I'm setting the frame for them knowing that they can accomplish and achieve it. What happens here when I ask this question for a health practitioner or a financial advisor? They might pull back a little bit and want to know why am I asking about their financial life? Because I'm just helping with their body or I'm just helping them with their breakthrough. I ask: "Do you think?" A breakthrough in their health would lead to greater performance and energy in their life, which would lead to greater productivity and greater productivity in their career would lead to a greater income and finances. So do you think their health has some correlation to their finances? Ultimately when I ask any practitioner this, they agree. You need to get the entire vision of your customer's life so you understand everything they want to accomplish, and then you link your product and your program to the vision of what they want. When you help somebody break through in an area, it's not an isolated case. One part of their life affects the entire whole. Somebody is willing to pay more if your work is going to create an entire transformation in their whole life rather than just one part of their life.
Question 3: "Out of everything you just shared with me about your personal life, your professional life and your financial life, what's most important to you?" Let's say the client says: "You know, the most important thing for me really in the next year is that I want to be in a career that I'm fulfilled in. I want to do something that I love and something that I'm passionate about." I'd say: "Awesome. If you were in a career that you are passionate about, how do you think that would impact your family life? How do you think that would impact your ability to show up in your career and produce at higher levels? How do you think that that would impact your relationships with your kids and your family?" I'm probing how their most important thing would impact every single area of their life. I want to understand why it's important and how it's going to impact them holistically. This information sets me up at an advantage to communicate to what's most important to them when I present my blueprint at the end of the enrollment conversation. When I make my offer, why is a client ever going to say no to something that's most important to them? If I don't know what's most important to them, I don't have a leg to stand on when it comes to offering up my product and my program. If I know what's most important, it's all about them and what they want versus what I want. Sales philosophy #2 is standing for a client's transformation when they are not ready to stand for themselves yet. If I know what's most important to them, it's very easy for me to stand for their transformation and hold them to the thing that they said is most important to them, which is why I ask this question.
Now if you were in the health business, or the financial business, or the relationship business, and the client starts talking about their most important goal being money, all you need to do is tie in their most important goal to your product. If they say my most important goal is I want to make a million dollars in the next year and I'm teaching health, I'd say: "Great! If you had greater vitality and greater energy in your life, do you think it would serve you in being more productive and accomplishing your most important goal of making a million dollars?"
Question 4: "What do you think it's costing you in your life right now not to accomplish and have what's most important to you?" I'm establishing the pain associated with not having their most important goal. A client might say to me, "You know Ted, what's stopping me from making this million dollars is that, or what's causing me of not making this million dollars is it's costing one of my fulfillment. Because I know that if I was earning more in my business that I'd have more time and freedom to create more, and I'd be more fulfilled in my life. If if was more fulfilled I'd show up in my family and I'd be happier and I'd spend more time with my kids. It's costing me my family life, it's costing me my sanity because I know I should be achieving more and I'm not. Quite frankly it's costing me my time because I'm a slave to my business." Now, I'm getting all the things that it's costing my customer. I take a mental note of all these costs, because when I present my blueprint which is my offer all I'm doing is taking what they are sharing with me about the cost that are showing up in their life and I'm connecting it to how my blueprint can help them move through what it's costing them in their life.
Question 5: "Now that we know what it's costing you not to achieve this, what's the biggest problem that's standing in your way that that's stopping you from achieving this?" The problem is the barrier that's in the way of achieving the most important thing. Now, I'm getting to the problem. This is huge because when I understand the problem, I can really connect and resonate with the customer. Let's say the problem is the client doesn't have a blueprint and hasn't created their first product. if the client shares that with me, then I'm making a mental note that they don't know how, they don't have the tools and the systems to get there. I'm going to dig a little bit more, because what the client is establishing right now is what I call the surface problem. The surface problem will get me so far because I can share with them how I can solve that problem, but if I get to the secret problem of the customer guess what happens? I build a real relationship and get to the real vulnerability of what my customer is feeling. In that moment here is what I say: "I totally get that your problem is you need the system. Clearly, I'm going to teach you that system and I'm going to show you the entire blueprint and I'm going to share that with you at the end when I offer up my program to you. However, I know that underneath somebody not being able to figure out the system for doing this is a secret fear that people have. What's the secret fear you have right now in your business?"
Ultimately I get the truth. A client might say: "You know what? The truth is, I kind of lack the confidence to go ask for the check and enroll customers. I lack the confidence of whether my clients will really pay for my life story message. I lack the confidence to just stand there and talk about my life story and talk about my product and program." Now I'm getting the real issue. I drop in with the client for a moment and say: "I totally get it. I totally get that the problem of not having the system is real for you. I get that feeling unworthy is also real for you. These are two major problems that you are having on a surface level and a secret level that we've now established. I'd like to ask you the next question now..."
Question 6: "If we were to solve this problem for you, what do you think would happen in your life?" This question establishes the outcome for them of solving this problem. All I'm doing is getting in their words what it would mean to them. Somebody might say: "If you would have helped me with this breakthrough, I would be able to go get paid what I'm worth. That would mean everything to me because I would walk confidently and proud into client meetings. I'd be able to confront my clients and confront my dreams. I'd finally feel worthy in my life and I'd be able to go home and hold my head up high for my kids and my wife and look there and know that I've done my best job at the end of every single day." Then I go deeper and ask, "What's that worth to you? If you had to put a price tag just showing up confident, feeling worthy in your message, what would that be worth to you?" Some clients would go, "It's worth millions." Some clients would say, "It's worth thousands of dollars. I'd go get my first client and make thousands."
Some clients would go, "It's worth millions." Some clients would say, "It's worth thousands of dollars. I'd go get my first client and make thousands." I say: "Whatever it is that it's worth to you, you are going to establish the value for yourself. I think it's important to really hone in on this and understand that that this one thing could change everything for you." I'm getting them focused in on what it's worth to them, because when I present my offer at the end, they've gold me what the value is. We are establishing and helping the client determine the value, helping the client determine what they want to solve, helping the client determine the vision for their lives.
Question 7: " On a scale of one to ten, how committed are you to accomplishing this vision that you say you want?" If the client says, "I'm an eight." I'll say to them, "An eight is really a five in disguise. You are either committed to the ten or you are not. You are either all in or you are not, because being all in, in this business is saying, "I'm ready to do this thing is what this is about and that's what commitment is about. Are you committed at a ten to your vision or are you not committed at all?" This is when is I get them committed at a ten, because ultimately I reinforce their vision of what's most important to them and I ask: "Do you think you need to be at a ten to accomplish what's most important to you?" They might say: "Absolutely." I say, "When would now be a good time to get you to a ten?"
They say, "I'm at a ten." I say, "Awesome." Now I've got the client fully committed before I ever get into the offer and my blueprint. Now you have a 7 step framework that: 1 establishes the client's vision and dreams 2 establishes your client's value that they hold for themselves 3 establishes that it's not you selling your product. It's you just talking to them about their vision and their future and selling them on their vision and their future. If you can do that, what client would say no to their vision and their dreams and their future?
Your action plan: 1. Go role play these seven questions with a friend. Or if you have a potential client that you've been holding off on, and you know it's time to get into action, go sit with them and ask them these seven questions. If you are a veteran, you clearly have a program already and you may not be getting paid what it is that you are worth right now. Now is the time to reestablish and reassess, what is your program really worth as you correlate it and relate it to the client's value and their dreams of what they want for their life? 2. Take these seven steps, go sit in front of a client, ask these questions and enroll your next customer. If you can get into action and do this right now, this is the beginning of mastering inspiring clients to take action.
