It’s the 4th quarter of the year, and historically this is the time of year when things get slower. The holidays are coming up, kids have been back in school, football season is in full swing and people are just generally less focused on their health and fitness. Sales start to dip as we see people disengage from the message of Beachbody.
This will be my 8 th year going through the 4th quarter with Beachbody, and this will my 8th year seeing success in the 4th quarter and I can’t wait. It might feel like you’re paddling upstream when you’re trying to work your business with people who aren’t engaged. However, I can tell you with confidence that if you work my 9 steps, you will see success in the 4th quarter too!
Before I walk you through the 9 steps, I want to lay the foundation for what our focus should be in the 4th quarter. Your focus in the 4th quarter should be around bringing people onto your Beachbody team who are ready to help you manage the January surge. Because everyone knows that everyone else is looking to lose weight in January! No one likes to be sold to, so don’t sell anyone anything. You’re looking for people to join your team who will be able to help you come January; plain and simple.
9 Steps to Beachbody Success in the 4th Quarter
Step 1: Create Your Master List
Creating your master list is basic stuff. And it doesn’t matter what kind of success you have or haven’t seen in the past; this will work if you use it. Go through your memory jogger and list out everybody you possibly know and don’t worry what you are going to say to them. Include everyone you’ve helped in the past, people who in the past weren’t ready and even people who’ve cancelled! Literally, everyone!
Step 2: Break Down Your Master List
You are going to number each name on this list as appropriate.
1’s: People you’d absolutely love to work with. You’re not intimidated by them and you see them easily exceeding.
2’s: You can’t really see them doing this business at all; people who just don’t seem like a fit.
3’s: People who you really look up to and the people who you are really afraid to talk with about the opportunity.
Step 3: Make Initial Contact
You’ve made your list and now it’s time to make contact. I highly suggest making contact face-to-face if at all possible. Talking face-to-face allows the other person to hear the enthusiasm in our voice about what you are doing. The next best option is over-the-phone, then text, social media, or email. Sometimes your form of contact will be determined by what information you actually have for the person.
The first step is to reconnect with the person by asking open-ended questions (e.g. How are your kids? How are things going for you? etc.). When the small talk has faded, make the following statement in any variation: “I’m not sure if you know but I am a Beachbody coach and we’ve got this massive influx of people come January. I’m really going to need help. Was just wondering if you would check this out because I think it might be for you.”
For those you’ve marked 2’s and 3’s, you will change that up a little and say, “I know this isn’t for you but do you know anyone who might be a good fit?” The idea is to get a continuous stream of people to get the opportunity in front of.
Step 4: Send Them Your 3rd Party Tool
Send them as much 3rd party information as you can! I love the “Introducing the Team Video” of Mike Ryan’s. It’s a short video that goes through and gives a great overview of the entirety of coaching. Send them to your team’s page as a sneak peek. Or even send them in the direction of my podcast which talks all about being a Beachbody coach. They can listen when they’re folding laundry or commuting to work.
Step 5: Follow-Up
If you’ve gotten the 3rd party tools in their hands and they’ve had time to look at them – follow-up! Take notes while speaking to them on what they liked about the opportunity and also what made them hesitant.
Step 6: Fill Out Your 10 and Play List
A lot of coaches have people on their 10 and play list forever. Ideally, you want to get them off the list as soon as possible. How do you do that? Get a yes or no answer from them!
Step 7: Educate People!
Refer back to the notes you took and provide additional resources to that individual that addresses their initial concerns. For instance, if they liked having a passive income, share the video about the team cycle bonus. Resources are everywhere – find them!
Remember, we are educating, NOT selling. Focus on the individual and develop a relationship. During this step only, send them additional 3rd party tools.
Step 8: Sign People Up!
Let them know that you will be by there side 100% and they won’t be going through this alone. Then get your yes or no answer!
Step 9: Teach New Coaches Steps 1 – 8
Most people fail at this step. They start but don’t continue. You have a new coach now – TEACH THEM THIS SYSTEM! Get them doing the same thing and get them doing this especially during the 4th quarter!
Never stop inviting 3-5 people a day from your list. Most people will sign-up 1 or 2 and then stop inviting more. Never stop inviting! The 4th quarter is a great time to grow your business exponentially. Don’t waste this opportunity!