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if you own a gym or you need a gym this is your guy hi I'm Mike Carson and I spent most of my career in the fitness industry and helping those in it succeed and after helping over 2,000 studios and 50 different franchises within the industry I've learned a lot about what it takes to be successful here I'll teach your studio how to advertise how to sell retain more members increase profits and become an overall better business owner in the space and I share it all with you here welcome to the GSD show alright guys welcome back to another episode of the GSD show I'm Mike RC and today I am here with Laurel Roach Laura welcome the show Thanks alright so I got you on because you are crushing it in corporate sales and that's something you and I have talked about for a while now we've been talking about your excitement to get more involved in it we've been friends now for what like five years yeah yeah and you've had your studio for a while but really this last year or so maybe not even that long not even a year yet even in six eight months you focused on how do I get more sales in just one sale and so you've made a about four big sales over the last like what a couple months since September September October I really started and and they were like what two thousand three thousand dollar sales I mean ninety thousand dollar contract sorry ninety thousand dollars total with everything so far and I have three that have been recurring so recurring monthly what and then some one times with challenges and stuff which I'm sure we'll get into yeah absolutely okay so let's start from this what's what's your biggest packaging you sold probably the biggest one was my first which was actually a small team a small law firm with seven people and he pays 2,900 a month and then just recently have some new opportunities that I expect to be bigger they're all tiered based on how many people are participating so how many people for that for which one for the one that's 2,900 a multi-service seven 7/7 people are paying you 2,900 a month yeah hold on what's the math on I know I feel like I'm that's hold on 2,900 divided by seven that's four hundred and fourteen dollars a month per member what do you normally charge for not that not that we're doing some different things for them so that with that they get we do a quarterly learning event for them a couple-hour event they get unlimited training in the studio they also get our online virtual challenges so it's kind of the whole thing and then I'm also charging kind of a management fee to run all of that so you're doing extra stuff so it does justify the cash but still like that's a really good deal mm-hmm what do you typically charge a member it's at your studio like just in general but that doesn't have all that stuff sure on average about 200 a month 200 to 250 a month she want you to teach $50 a month okay and your employees do they enjoy working with the corporate accounts is it better yeah I mean that's that's really the direction that all of us want to take the studio going forward is is exclusively I'm hedging all my bets on this really yeah okay so tell me about all the pros because you've listed them out when you tell your employees here's why we should do this and then you start listing all the reasons what were those reasons well I think one of the challenges that I was running into is that you know everybody knows this there's so much competition in the space they're just more options available for people and so when I looked at that it's like I'm one of a lot of people in the space doing fitness and so when I made this transition I was looking at what are people doing in the corporate space and are they doing it well are they getting results is it is it going well for these companies and and it's really not in my opinion there's so much opportunity for a studio owner if they understand some of the things that I know now going into it what works and what doesn't work and how to speak the language that a company is looking for when they have a program like this there's some specific things you need to know so it's taken me you know probably a year with all the research to figure that out but I think in general you know for a studio owner we're looking at saturation in the market and having to compete with all these people how do we keep our members engaged to where they'll stay with us for a long period of time with a corporate contract it's an annual contract really so they pay you in full for a year they don't pay you in full but your contract okay the contract because you know and the verbage is really easy to explain that to a company that if we're working with your employees we need to have more than a month or two to make these changes with them it's going to take us some time so it's not as as difficult of a sell that it would be with an individual saying well you're with me for a year right you know and I think from the trainer's standpoint a lot of trainers at least my team they want more they don't want to make what they make in the fitness industry forever they want to have more opportunity and this gives them the ability to do that so as an employer like let's say me my company why would I sign up my employees versus you know go to your own thing sure well I'll tell you the problem that probably is the biggest place to start so when I looked into doing this I started interviewing everyone I reached out to every CEO that would talk to me partners at law firms anyone who would talk to me say hey what are you doing for wellness I want to understand what's happening in this space what programs do you have and what I found is a lot of companies have a wellness program it's it's a retention tool for employees it's you know it makes the company look like they care about their people but it's not helping anybody that's what other what I found that it checks a box that they have it but it's not doing any difference some of the companies that I've interviewed that have have scored the highest on what's like in the business journal you know healthiest workplaces all that stuff day it's a bunch of BS really they've got doughnuts in the break room everybody's overweight they're not so they're doing these things with not moving the needle and the other thing that I've found is that for the average company with let's say 30 to 300 employees they are not big enough to qualify for any [Music] incentives off their plan like they're not making any money back so they're spending money on this program and it just caught it's just a cost it's just an expense so I thought how do I figure out a way and I'm still working through this you know but I've learned a lot how do I figure out a way to make this a no-brainer where for somebody like you how many employees you have about 42 perfect so you're kind of in that sweet spot where you're just about big enough where if you're doing this and you do it in a certain way you can qualify for up to 12 percent off your insurance renewal there's some things where you actually will get money back but most companies aren't big enough like the Amazon's of the world they're big enough where their costs directly impact what their plan is those smaller companies they don't get that yeah sound pretty cool yeah okay so so now what are the that's the benefits of I can save money on insurance but I'm still paying for the fitness right so the cost that I'm saving on insurance doesn't make up for the cost of I'm paying in fitness unless there's some other tangible thing what what why else would I want my people to go through this what are the selling points sell me on it sure well the reap the rebate on your insurance absolutely would pay for it really 100 percent 12 percent depending on what you're paying so if you have a plan through yours a little different I know you have redirect hell yeah but if you have a traditional Sedaris I'm doing both so it's cost me like three to four holders a month for employees that's really low for the average person okay the average company they're paying six seven eight hundred per employee for that is that also age because I have a lot of young people - not necessarily that's just what traditional health care is caught it is costing right now so like for example if you have a plan with Cigna or Blue Cross Blue Shield for example if you're paying let's say you're paying $500 a month per employee just kind of even I'm really bad at math yeah okay if you were paying $500 a month yep and you have a hundred employees so hundred thousand dollars a year okay your average renewal is about ten ten percent it's gonna increase the following year so do the math sixty thousand it's going to increase sixty thousand dollars right through specific things that we can do there's three main ones that get you to qualify for those discounts if you were to save 10% off that renewal you're saving sixty thousand dollars that stays for our program that does favor pays for our program and so my kind of selling point to to the customer if I'm talking to you the CEO of a company with a hundred employees I'm saying hey okay you're gonna invest this in the front end but your insurance is gonna go up ten percent every year on average so it pays for it the second year what about all those intangible benefits productivity employee culture all of those things Harvard did a study that the average employee that is healthy that's exercising that has healthy habits it's three times more productive yeah I believe in something else three times I believe so think about that like if you if you have a staff that's making $50,000 a year how much more are you getting out of those people but I can't prove that I can prove through insurance so my selling point is is the numbers hands down and that's the problem with a lot of wellness they're talking about all the fluffy benefits they're not talking about the numbers and that's what a CFO or CEO or whatever they're look at that what do I get out of spending fifty grand on this program right right so are the employees actually using it do you see them going through it is it a pretty good usage rate yeah so I have basically have two I have two things up until kovat happened three months ago I had an entirely different business we all do yeah yep so now it's changed it significantly again so I was a studio first then I started with corporate and I've been figuring that out as we go now three months later I have now this new service so what I'm going to offer employees what I am offering employees now is live stream training because before that we didn't have access you know we had our programs but unless they were within five miles of our studio they don't have the benefit of getting coaching from us so for any studios not doing livestream coaching you absolutely 100% have to do that I mean I would bet I bet my whole business on it at this point well you have I'm gonna have yeah it's everything towards it mm-hmm that's pretty crazy yeah so so talk to me about your day now what's your day look like because now you're going after corporate business so what's what does that look like what's your sales process like your follow up process your prospecting process how are you how are you finding the business and then how are you working on sure well I mean I'll be honest it's it's been a lot with everything that's happened the last few months so just recently I offloaded almost everything to my team so I can focus on sales because you know the book the one thing you actually recommended to me if my one thing that's going to make everything else less important is sales I have to clear off everything off my schedule to be able to focus on that so the way that I'm getting business is a couple different channels but primarily LinkedIn okay I use sales navigator for LinkedIn and we've talked about before about building a course around this because there are specific things that you need to look for so for the average gym owner they're thinking way too big oh I have you know I don't know I can only think of Amazon for some reason I have Amazon across the street from me thousands of employees are GE or whatever it's way too big so the sweet spot is like I would say probably no less than 30 I like to focus on 30 - no more than 300 but that 50 to 100 is really the sweet spot because it's big enough where you can make a difference for them but it's not too big where you lose engagement because they've got offices all over the place they're not even connected via this employee doesn't even know they don't know these people yeah so what I look for is that 50 to 100 employees local ownership so like local decision making somebody like yourself who's involved in the business they are close to their day-to-day they know their employees I look at culture too so that's a big one for me so you can do some research on the company's website find out what their core values are so when you're reaching out to somebody this is not a numbers game it's not it's not how many calls can I make today it's a slow process of research on the firm making sure they're the right fit I send custom loom videos to every prospect and so what do you what are you what's that look is a luma screen recording yeah it's basically just like almost like a YouTube video of me talking and I'm still testing different things and seeing what what works but it's me so they can actually see me and hear me talking number one I think that just comes through more genuine I took the time to do it number one so if you got a loom video from me I'm saying hey Mike I looked at your website and I found this this this and I see that your employees are super important to you that's one of your core values is the team and I have a wellness program that's very different than anything else you might have heard it actually really improves employee health and through some of the things I can show you it pays for itself you know I think would be worth 15 minutes to meet with me no I think it would be worth 50 minutes immunity okay so so now you send that out and now all the things you search criteria like size of the company and the position and all that you can use sales navigator to do all that so you could say I look for companies within 10 miles or five miles of my location that have 50 to 100 employees beautiful thing is they don't even need to be within 5 10 miles of your location if you're doing livestream virtual and that was one of the problems I was running into six months ago I would hate to say kovat has been a blessing it's been awful but it's forced us to adapt and that was one of the big holes in I'll admit in our program how do we give people to benefit the coaching we have at the studio because the average person doesn't know what they're doing in the gym so we give them a gym membership but don't that's not gonna help anybody so if we have the live stream now we can give them access to that coaching so the location doesn't really matter so now we in Arizona we've been open for three weeks four weeks like that has that impacted you at all like at our people like hey this was really cool but I kind of want to get back into a physical gym now I have about half in the studio and half still doing life I was actually supposed to come to your studio some are coming in not as much as I thought okay we're limiting capacity is six in a session and we're not even filling that sometimes really there's a lot of people that would still like doing the live stream myself included I'm freaking busy I know if I could just work out you'd be posted - yeah if I could just wake up and get this done and I'm done and not have to go anywhere it's convenient so I think for a lot of people it's a really good solution so we're still refining that making it better and we're using EBS that you created you present that really well I've developed some relationships with Cigna the reps at Cigna health care and I showed them a demo of EVs and that I'm so glad that I made that investment because it's the presentation right whatever you're offering is it needs to look really really good you've been using an EVs for everyone watching is a leap virtual studio I think you just added calm to that you go to the site but leave virtual CEO calm so you've actually been using EVs to help leverage and sell these corporate accounts better yeah instead of looking like I just threw this together right here's our program that's pretty cool you're the first one I know that's actually gone out and done with that yeah that's really good everyone else is just using it as a replacement to their studio but you're using it to make more corporate sales and the other thing I'm thinking about I haven't done this yet but I'm thinking about doing is for those for those clients who may be our normal programs out of their budget it cost me nothing zero to charge five bucks per employee per month for a hundred person group and they have access to the elite virtual studio platform we add them to our Facebook group so they get the access to the coaching and they see our recorded right I recorded lives I think that's what we kind of talked about right was we talk about somewhere was like yeah just get him in for something but you found a way to get him in for something where it doesn't literally cost you anything I haven't done that yet okay just because the one I just sold Academy mortgage they've about two thousand employees across the country but they operate in silos so they have statewide decision-making and they have 200 locally here and they pay 1,900 a month they do 90 they have 200 employees 200 employees but only only about 25 are using it only 25 are using it right now and so that's why it's 1,900 so your goal is to number one I'm assuming continue to use that to overt rate all the other employees within that same one yet location and then from there create case studies to sell to all the other ones exactly are you are you like are you gonna create video like create a cool video showing their story yeah I mean they just signed up okay like just signed up and one of the cool is document where they're at now yeah do a beginning to end mmm-hmm it's like hey you guys you're starting is it okay if we document like the journey of your employees and we'll give it to you as a company you can leverage it as a recruiting tool to show how we actually care about our employees sure but you also get to leverage it and this is how we help companies yeah hey hold on I know this episode is really good and you want to get back to it but before we do it's important you help me with something please like comment and subscribe to this show so that we can get more and more people to hear about it like you do alright thanks back to the episode so one of the barriers that I've come across so far is that the current clients that I have haven't been as interested in I haven't been able to create case studies around them because they're either a little bit too small so like the law firm seven people it's not big enough for me to you know go over like the insurance discounts and all that stuff Academy mortgage is almost too big there are two thousand there on a big group plan so my focus is really partnering with Cigna and the benefits group that I've kind of built a relationship here I feel like we're all over the place there's some good stuff that I wanted make sure everybody get well no I mean you've you've already you don't what what I've done even with my business right like in the very beginning when we wouldn't in this shouldn'ta Fitness we were like we got personal trainers and then we had big bucks and then we had all the small group and then over time we were like okay we can't help the personal trainers we can't help with the big box but this is our sweet spot there's a large group fitness that was our sweet spot the aren't series you have forty fives the title boxing is all that right and so once we knew that that's we pay attention it's not that these aren't awesome but yeah the case studies are all in here right right so that's that's kind of what my big pushes so you know an advice to anybody looking into doing this number one I have a relationship with the the largest employee benefits group in the state if you can their name is benefit commerce group they're like right down the street from you actually but if you can introduce yourself to any benefits companies in your group find out who they work with so for employee benefits it's either there's property casualty insurance or there's employee benefits none of this stuff I knew so when you're doing research if you're just looking at insurance providers they do property casually or employee benefits you got to find these people and then you got to further find what's their sweet spot who do they work with so some employee benefits troops might work with companies with ten or less this particular one I found works in my exact niche fifty-two like three hundred really my exact niche I've built relationships with them I'm meeting with the CEO tomorrow showing them me colleges that meeting what did you say how did you get that meeting well I told you I went all in yeah so I found a group called accelerant yes they operate in some different states they're not in every state it's $20,000 a year to be a member in it but it's all all large company not large but mid-sized companies they're doing well in my niche yeah all of them so I found Academy mortgage through that I got the benefits the introduction to the benefits group there the title sponsor of that group so I thought all right if I'm a member of this group it cost me 20 grand I need to get one yeah one comment I got back with the $1,900 yeah and I've been a member since December right so I I think my first month I had like 49 meetings or something I was just like everybody I'm gonna meet them and whatever so it's still getting there but I've gotten one and it's paid for itself so employee benefits groups they need to find those in their state and make sure they are in that niche that they deal with if they can find through the employee benefits group they have the relationships with the insurance brokers all those insurance brokers have their wellness people so that's now who I'm building relationships with the people who you know Cigna for example has seven wellness reps they're called wellness engagement reps or something like that there's seven of them in Cigna here locally if I build relationships with them they all have a book of business of 50 clients so it's a very relationship driven that's how you're gonna get the so so when you when you're prospecting and you go okay I'm gonna reach out to these people obviously send the loot video said that that's good so you introduce yourself there once they message you back and they say alright you know what let's do it let's get something the books what's the next step do you go meet with the owners and have the numbers conversation do you meet with the employees and get them excited about what you do do you meet them all at the same time how does that work I've tried a lot of things yeah which one's worth the best what's work the best honestly if if you can find somebody who is fit themselves so I'll just use you as another example you don't laugh McKenna we're on camera control yourself you're the producer here he's not fit because she laughs she loves to be I give 1 flex actually hilarious it's not some bicep main there you know McKenna has been working out a year now she's got a whole different standard as to what fit is go do your boss you mind somebody but for you you're a fit guy so obviously you're living this what I'm looking a LinkedIn if the person if the CEO or the person I want to meet with is 400 pounds overweight they're not bought into what I'm what I'm selling you know so that is something that I look for as well and I will invite them to a class so I either invite them to the studio I invite them to a livestream class they take a class they meet my team who's awesome I'll put them with one of my best coaches I'm on that class with them the livestream to the studio do you prefer they do work the same both ways really yep it's work the same both ways so if I'm thinking back on the ones that have really been successful they experienced what we do and they know the difference so then it's easier for me to talk about it with them instead of saying you know oh this is how it is they've seen it wow I get so much great coaching this is so much better than if I offer my employees a gym membership you know so that's kind of been the the first step it might be like a coffee or something first but I think what a lot what I did wrong in the beginning is just overkill just gave way too much in the beginning almost like word vomited on them yeah yeah so now it's like hey I think this could be this could be really good for your employees I love for you to experience it how I got Academy mortgage was I offered them a free month of live stream at a dedicated time so I created one zoom link for their entire company I think we did too because they have 200 employees so it was outside of my existing schedule I didn't have to mess with all that and it was on a Thursday so I said you know Jake do you they have like a hands-on all hands on meeting on a Monday so why don't you do this on a Thursday you send out the link whoever wants to come on can come on we had about 50 participate on that and the feedback was so great did cost them a thing he got to see who used it for four weeks Wow I got to build a relationship with him in the meantime met with him a couple times on phone and then it the other thing that I like about it is it creates some urgency so now your employees have been using this for four weeks yeah what happens in week five are you gonna stop it are you gonna just stop or it almost like forces a decision either way which is the most annoying thing it's like just tell me I'm a big girl I can handle no mmm stop pushing it off which is what happens yeah you know so it kind of forced a decision okay I like that so now let's say I do push you off how do you how do you follow up with me I mean that hasn't happened really okay I think if it if it did happen I would I would basically say that you know hey your employees are really in a really great rhythm here I would hate to have them stop all this positive momentum and people that are exercising and they're doing this I'd hate to have them stop that right you know what what are your goals by the end of the year or however you design your goals whether it's a certain month or this month or whatever about how how do you want to like measure your success for sure well I mean revenues down for me like almost 40% everyone with everything that happened so my goal is just to get back to where we were for this year but that's for revenue but I mean corporate how many corporate sales are you looking to make or is it a dollar amount or is it a amount of clients or is it about of employees you know that's one of the things I've kind of struggled with because it used to be number of clients and and I really I can't really control that it's a longer sales cycle number one so my goal is really focused on activity I can't control if somebody signs necessarily but I can control how many meetings I'm having how many times I'm meeting with the Cigna reps how many times I'm meeting with benefit commerce group the benefits group has 30 that all have a book of business so this is how I built my my in my corporate job before I own the gym built up to five million in revenue in four years just relationships focus on building the relationships and when the opportunity comes is there they will use you that's pretty cool you know what are the margins on that versus you know the standard membership that you had I still have but yes I mean I shoe for a 30% margin okay that's cool and and let's say you have 200 employees at a company mm-hmm how many employees would you need to manage that because one person do that could one person manage several of those companies it depends what they're doing okay so on the live stream plenty of capacity I think that's that's easy it's just a matter of hiring more 1099 trainers to coach those classes if I need to add additional zoom classes if the things end up being full and that kind of thing the other thing we didn't talk about is so I have the live stream and EVS the challenge model was kind of how I started do you want to talk about that I think that's yes so when I did all this research in the beginning I think I told you the problem was you could measure success like it was we're doing a wellness program we have no idea who's participating participation rates are really low it's not helping people get healthier so I started doing research I found a company called newbie decor sink talked to the CEO they dealt with really big companies Pfizer GE national groups well CEO and I kind of after talking he said he wants to change his model to work with studios select studios that can work with my kind of a higher end corporate clientele train them how to do what they're doing in corporate training them how to do that and you know it's an additional revenue stream for a gym so that's originally how I started was with this and I sold to I think in a few months or something it went really quickly and so with that model they have an app that can be branded to your company I've been talking to him about I think it needs to be white labeled so it looks like it's the actual studio owners app when you downloaded it says core sync so he and he's open to that so there's an opportunity to have that be available to everybody that's really good I want to do that the math on that too so for everyone listening is going o to sales in two months but your sales are like $24,000 contract it was like three months it was like September and I think October or November December but either way like you have like twenty four thousand dollar contracts right yeah okay so if you made two sales that's 48 thousand dollars yeah okay divide that by 12 what's four thousand dollars if the average member is paying 150 in a normal studio that's like adding 26 members yep but not having to do all the work and they face for a year stay for a year yep which if your average retention six months that's really like adding 52 members yes technically yeah right and if you add 52 members in a two three-month period that's not a bad game and the average length of time that a corporate contract really exists is really like two to three years if you're doing things right and you're present and involved and everything why would they leave right right right you know that's awesome so Laurel if somebody wanted to learn more from you can they learn more from you or you teaching people this stuff or are you just kind of like you're on the show no I mean I'm totally open to doing that I think that was I saw my Costco leaf quadruple in 2018 that's why I did this I was like I can slowly go out of business or I could figure something else out you know so we started doing that with a couple loud room or kind of I guess as a as a pilot right and then Kove it happens yeah so but I think you helped one get yeah right yeah Bob got a yes to proceed they're fine with the cost they're fine with everything they just want to know that their employees want to participate so I had a call with him like a week and a half ago and he as soon as that company can meet in person again he's gonna do the the presentation which is one thing I've found you got to get in front of them that's one thing you have to get in front of them first tell your story that's a big thing for me like I tell my story get people to connect emotionally with you then tell them you have an opportunity hey your boss cares about you they want you to be healthy you have this great opportunity to participate in this awesome program it's not cost you a thing and we're getting like 70% participation like crazy so when you say tell your story how deep are you going how long are you talking for I go deep but that's just me well yeah you're deep person I get that but like how long is this just so people are listening to go oh man so it started all on a rainy day no no no so like what's what's the length of time that you allocate for this story that when you say deep like how deep will you go so my presentation basically sales process get them on LinkedIn set up a meeting either a trial or whatever it is my next step is hey let me do an in-person event a Lunch and Learn I don't even buy the lunch do you get a sponsor is what you do they buy lunch oh they buy lunch I say do it do a team meeting with all your staff I'll come in and we'll do kind of like a kickoff thing we'll see because it's very low pressure for the person if I did that for you and I said I said hey before we move forward at all the first thing you probably want to know is do people want to do this or not right like if they're not interested we're kind of done you know so that makes sense right yes so let me come in I'll do a presentation about you know health and fitness why this matters to them get them thinking about it at the end we'll survey them and we'll see who wants to participate like hey if this was either free or cost you this much whatever it is we want to say we survey them at the end I calculate all the results and what happens is when you connect with people emotionally they buy on emotion they back up with logic so when I'm in front of them and I'm talking about why their health matters to them Mike you know you're 60 years old and you've got grandkids or whatever why does this matter to you like you want to be around for your grandkids right like you want to be available to play with them and either for them when they get older don't you yes then I give you a survey and I ask you how you rate your health today would you be interested in participating if this was offered to you everybody in the moment everybody's saying yes that's pretty cool you know so I calculate those results the same day the same day send them back to the CEO and I say we got 93% let's say they want to do something awesome so when you're doing that presentation to them and that's kind of that part of the question so you got you know stuff you talked about fitness and wellness and you get into them but when you talk about your story how much time do you spend on yours maybe five minutes or so five minutes okay so it's not that's what I mean it's not like a 20 minute presentation on just your story no five minutes in your story how you got to where you were to where you are today what I do is that I talk about a lot of fitness sort of owners I've I've noticed kind of a theme we all kind of have a past there's some reason that Fitness means a lot to us that we care about it and we'll passionate about it either you had a unhealthy family member or you had a history of drugs now I mean whatever there's something there for most people one of my employees has a pretty crazy story too it's like almost homeless and drugs and whatever he's totally turned his life around so we tell our story why it matters to us I play a video that's like six minutes it was actually oh of en't I stole it and it's very impactful gets people thinking about why this stuff matters what they want their life to be like and then we get into like the opportunity what they have in front of them so it's pretty short maybe 3040 minutes the whole thing what's the video is something I can find on YouTube I can send it to you yeah very good okay you know Will Smith narrating who doesn't love that wait wait is it like different clips of Will Smith talking yeah he's talking about self-discipline and it's either pays for it now or later and oh maybe it's different yeah I would look I like to see cuz I there's one that I really do like if you search on YouTube Will Smith inspirational it's like a 9 minute 58 seconds I wonder if it's the same one it might be it might be but it's awesome I've had my team watching before yeah so yes and it took me we'll see so you got it you know I thought I could either get up up there and talk about I forget who told me this I think my a oh group just like man I got this opportunity in front of everybody what do I talk about do I talk about exercises they can do it their desk no no they don't care you know talk about why it matters to them right right that's really cool that's awesome I I want them to reach out to you cuz you're making you're making money and you're having more fun and you're already at the point where you're saying you're betting your whole business on and you're going towards it now yeah you're in the Facebook group so everybody that's part of loud rumor in the Facebook group it's Laurel Roach search or you can mess her there but then how else can they reach out to you yeah I mean they can send me an email or whatever I mean really what I think makes the most sense is I gotta create like a step-by-step how to do this cuz there is a system but I've I'm figuring it out as I go to write you know okay so if you're part of loud remembers only that Facebook group go ahead and connect with her there if you're not well they just you say seven email do you want to give your email here sure yeah okay what is it Laurel Lau are al okay at traffic wellness.com at Troy fit and it's try not like I want to try to do this it's try like tricep zoom in on the tricep McKenna try fit wellness or TR I fi t-- wellness calm yeah okay awesome Laurel thank you yes awesome yeah thank you so much for sharing here and for everybody watching and for everybody listening we will see you next week thanks for watching if you liked this episode make 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