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in this episode i'm here with sonal kokarni owner of spanga sugarland and the reason she's on the show is because she was the winner of the contest that we had to end the third quarter of last year you've never had a studio before you've never had a business before no i've never had a business before this is my first studio who can get 100 members in 100 days and you were the winner i was the writer and you did it in what 35 days 30 days 30 days yes so you get 100 members in 30 days so we're here to talk about that okay and how you got 100 members in 30 days by the way this is your first business this is my first time you've never had a studio before you've never had a business before no i've never had a business before this is my first studio first studio um now you look fit so were you a fitness enthusiast yes i am definitely a fitness enthusiast i've always been working out loved working out and i definitely wanted to do something in the fitness industry spenger came along the way and i loved the workout thought i could do something and do something for the community as well you beat almost a thousand studios in this challenge some of them have had many studios for many years and you came in first right and so coincidentally you were the person out of everyone that is part of lrvt you went through more trainings that same month than anybody else so and i'm sure there was other stuff you're learning too so you just you learned a lot so high level is you learned a ton and you applied stuff that you already knew works what i want to talk about on this show is in particular what are some of the moves that you've made and what are some of the things that you valued and and how that went so uh right now where are you currently how many members you have currently currently if you have 249 249 and your studio still doesn't open up for another month right another month right another month and so you'll probably end up around 350 400. i'm really hoping yes and we will be there you will be there yeah so uh but you you got that many off of only like 500 leads or something like that right yeah it's not a ton so talk to me about you know what i want to go through the beginning of this what does the process look like for you when you get a lead in especially in pre-sale by the way you're not even you don't even have a satellite office no i'm working for my home everything's from your house everything to it is one man army for the most part yeah she got 250 paid members in pre-sale from your house yes from my house essentially so basically i watched a ton of your videos and i learned a lot it was a huge steep learning curve for me because it was my first business and i wanted to apply everything i wanted to learn everything that came my way luckily for me i had mike rc and i had lrt so i basically went through all your lrv2 videos whatever came my way i watched it and watched it again and kind of uh and i basically tried to replicate everything so basically whatever i learned i applied so now give me an example like once one thing that you applied that you didn't know that you feel was super important to you being able to get that many members in such a short time right i mean whenever a lead came in you had said that within the first couple of minutes you have to reach out so that's what i did i didn't really care i was on the phone whenever yeah i mean if the lead came in at even 9 30 in the night i would text them and i said hey and so and so if you're available to chat i'm going to call you those are usually the most responsive yeah because i knew that people are just they're done with the day yeah they're in their bed just going through their facebook or whatever and they have nothing to do they have time to talk and probably they will talk to me and i used to say i just need a couple of few minutes were you ever afraid of bothering people i i don't i don't care no no i was there because there's a lot of people listening that are like i don't want to bother people not late i never i never even thought about it yeah i just thought that hey if you're free i'll chat i'm not and i said that i'm not here to bother you yeah but this is from spanga i really want to chat with you i see that you have created a profile and i just need a couple of minutes of your time can i talk to you i can call you or you can call me whatever is you know convenient for you and they would say hey i cannot talk my kid's sleeping okay can i chat with you i love it and then they would say okay i'm free to chat then i would start chatting if somebody called me at 10 o'clock i or a lot of people did that because i am working out of my office and i do have a studio number but they don't know that for sure like what number they're calling so they would be like uh sorry i don't know i said that's fine if you are free to talk i'm free to talk i don't really care so see what she did for everyone listening watching what someone did here is they didn't say no they said i'm putting my kid to sleep you didn't hear i don't want to talk about this you heard i can't talk about this but it doesn't mean that i can't text about this but i can't talk about this yeah some people will hear that and think oh they're blo they're brushing me off they're blowing me off but you just heard no i can't do it this way but how else can i do it was a question you asked which is great and so you got a lot of response from that i got a lot of response because people i mean a lot of moms right so they'll be like okay i can chat yeah and then i'm just i would be very simple very straight and they would be like okay then call me tomorrow what would that chat go like so she'll be with that chat like how would it sound the next one yeah yeah yeah i would say hey i'm from spanga sugarland and i see that you have created a profile and i would like to chat with you for a couple of minutes if that is okay yeah i can't talk i put my baby to bed yes okay can i text you is that okay yes yeah okay we can talk via text messaging yes i would be like okay perfect so do you know about swanga what do you know so already do you see spanga then there was oh it was a facebook ad or instagram and i was driving by whatever it is like perfect do you know anything about spenga they would be like yeah i looked up and i saw some video with some i said okay let me give you a quick rundown and i would just copy paste you know i had my own notes so i would copy paste and give them a short note as to what spangler is if i'm texting and they would be like okay and then we would go on from there wow actually so depending on what they had to say yeah how many calls were you making in a day how many calls you're making right now in a day well uh as many as i can what is it what do you think that comes out to see now i have some help but when i was by myself 40 50 60 whatever it takes yeah i mean i was always on the call if i'm in the car i'm talking if i'm at my kid's swim meet or at swim school i would go sit outside and if somebody said call me at five i would make a note and i would call and and now that you have help how many calls you guys making we're making um i mean depending now we have a crm so we follow the crm but uh say today we only have 20 calls ing to the crm then we'll do the 20 calls and then i just go back meaning that you have to call 20 people you have it set up in your crm to where you know yeah today's day to follow up with these 20 specifics so we definitely get we reach out to them and depending on what response we get we take it from there but i mean after some time if i say that hey i'm not having that many people to call then i actually go back and i pull records and i see right right which are the prospects that we haven't touched based and then we start calling them again yeah so you probably run the crm the same way i do so guys this is the i ran a sales tour of over 70 people before and i love i've been in sales for my whole life and i've definitely learned inefficient ways to do it i've learned efficient ways to do it so the most efficient way for me to be able to manage a sales pipeline is to use a crm effectively and what sometimes may feel like it's slowing you down is actually speeding up your results so i'm always going okay there's there's a few things that have to happen as soon as i get off the call right at that moment i'm now putting in a few different notes one note is basically covering what we talked about right another note is covering what we are going to talk about and then there's a date set as to when we're going to talk about it right so if i hang up the phone with you and you say hey mike i really do want to chat we talk about 10 minutes about your goals how you want to lose 15 pounds and then i say okay great let's get you set up today well i'm leaving for alaska today on a cruise i'll be back on monday that sounds great what day on monday what time on monday can i call you 12 o'clock 12 o'clock straight so now my notes would say hey she wants to lose 15 pounds she's really excited we talked for about 10 minutes she's doing it because she's saving up for a wedding this and that um and then my other note i would say follow up after her cruise to a her alaskan cruise she said to call it this time so now every day when i pull up uh my crm i know exactly what to call today because i've already in the past put the date of yeah so these pulled up right right at the top but more importantly i can see when an alaskan cruise that's why we're waiting the song sonal how was that alaskan cruise did you have fun yeah great well listen i know you want to lose 10 to 15 pounds we're still on board with that goal has has that changed at all i know you were on a cruise is it 16 pounds now right yes yes it should be right that's right so so as much as you can work in some humor and stuff like that too yeah so you did a good job of using your crm tracking leads and also that probably helps now that you have help meaning you have two people following up right i have one person like two including me yeah yeah so you and her yeah so now you both can see leads if for any reason one of you needs to call one of your own leads right [Music] awesome [Music] you