I. LET THEM KNOW THEY ARE SAFE:

Outline agenda. Be the doctor. (no chit chat on this second call. Be professional. )

1. I want to be respectful of our time, I have this hour now do you?

(ie. make sure they are not distracted. Video zooms help to ensure they are focused)

Great. So I am just going to outline what we are going to do on this call so you know what to expect.

a) First, in order to make sure I really understand what is going on with you, I’m going to ask you a bunch of questions. I really want to get to know you and understand where you are at. Really get clarity around what’s going on.

Some of these questions might be the same as I asked last time - but just like a doctor’s visit, sometimes afterwards, you think of something you wanted to say. Feel free to change or update your answer and say what feels true for you at the moment.

b) Then I’ll let you know what I’ve got going on over here and then you can ask me any questions you want at that time.

c) And then, we’ll make a decision together as to what are the best next steps for you. Sometimes based on this call there is something or someone that I may refer you to or sometimes there is something that I have that may be just what you’re looking for. But we’ll get crystal clear on that today.

d) How does that sound?

(I totally get you want that answer now and if that’s something you need before the call can proceed then it probably means we can say goodbye now and part as friends because we know we’re not a fit to work together. But if you feel like you can hang in there with the outline for the call that I have, I’d be happy to walk you through this process and then when we get to the part where you ask questions and it makes sense for you to ask that then you are absolutely welcome to do that. At this point I don’t even know if I have something to offer you so I can’t answer that at the moment. But if you don’t want to wait until we get to that part that is okay too and we can just part as friends here.)

II. OPEN EARS AND HEART: 30 min. Diagnostic Phase. 10 % talking.

1. ICP: So tell me where are you at right now with respect to your........ health? What

are you looking to create for yourself?

(What’s the # 1 challenge or worst part for you? )

2. DCT: Where do you want to go with your......... (health)?

(What are you most looking for? )

3. Why is that important to you right now? (look for urgency)

4. If we were to work together more closely and it is the best experience you’ve ever had, how would things be different for you in 1 year? What does success look like for you?

(looking for RESULTS. not vague. 1 year DCT.)

- “Tell me more.”

- ”Can you be more specific?”

- ”How would we know if this happened?”

- It’s okay if you change your mind. Not a test. Just look to see what you want.

5. What have you already tried so far? How long? Did it work? (ie. meds/ doctor visits)

6. Why do you think you’re not there/solved this yet? What do you think is tripping you up or holding you back from getting to the other side of this?

**NOT my turn to talk. Do NOT tell why mine is better or about mine!!

- go deeper

-”If you had to guess why... ”

(get them to say something that sounds like they need you)

7. Okay on the other hand when you’ve been successful.... When you’ve reached

other goals (degrees) what was different about that than this? What helps you be successful?

- For some - it is accountability or support or they just knew the steps to take. Any of these a factor that help you?

8. What’s wrong if you don’t solve it? Let's say you stay exactly as you are - is that okay? No big deal .. Or .. no - you HAVE to solve this but you just don't know how.

** look for them to acknowledge some of the ripple effect costs if they don’t solve it.

- THEY have to step up and acknowledge that might be hard to solve but NOT solving it is even harder or more costly/deadly

- Let them decide Yes or No

- If they don’t care if they solve it. That’s fine. They get to want what they want but they aren’t your client.

- Unselling: Safe place to say no. Do NOT convince. They have the right to be miserable. “It sounds like you’re fine if you don’t solve it. If you do nothing what do you think the chance of success is? Are you okay with that?”

9. How long is it okay for it to take you to solve this? If it takes 3, 6 months, a year, 5, 10, 20 years ... What is the time frame that you would like to have ithis solved by?

10. Why is it worth it to you to do this faster? Why not just do T & E and hope you get there? Why is now the time to invest in addressing this and not just wait & see.? ... or is it?

11. What is your best idea right now to increase your chances of success?

- Get them to see the GAP. It should feel like they are practically begging to work with you and asking for your program. A nod to make them an offer.

So we've come to a fork in the road on this call. This is actually what I call a second date and not everybody gets a second date. But on our first call it seemed like this was important for you and so I was happy to do this second clarifying call. At this point - sometimes I send people on their way with the lovely parting gifts ... I'll add them to my FB group - give them a couple free tips - or sometimes there is someone or something else that I refer them to.

But for you - I have a better idea. At the beginning of this call , I said I was going to let you know what I had going on - so what I do is:

(See: power statement below III. VOICE IDEA. )

ALTERNATE If no urgency or burning desire:

“Thank you so much........ Based on your answers to the questions it seems like

you are fine to wait and see and I only work with people who are in a critical 6 month - got to get this done and fixed now - situation. It is really a priority for them. So let’s stay connected. Here is a link to my FB group. I post some tips there and if and when this becomes a priority for you to get on the other side of, by all means - reach out to me. You know where to find me. I wish you well.

They have to jump up and down now and beg you.

III. VOICE YOUR IDEA FOR THEM:

1. “At the beginning I told you I was going to tell you about what I’ve got going on over here, so what I do is:

I help …(IC: busy moms)…. who/with …(ICP:Problem)….

to …(DCT: specific RESULT) ... *so they can…)…”

So what I do is work really closely with people over a period of 12 weeks, to bring them from where they are now:

(hand gestures) - ICP ie. in pain, confused, bloated, exhausted, .....

and take them by the hand and walk them through the steps so that by the end of 12 weeks they/ you will have:

(hand gestures)- DCT ie. soothed your gut, lost weight, boosted your energy and mood .

2. So at the beginning I said you could ask me any questions.... Now is your

chance, What questions do you have?

_Look for another nod and confirmation they want this.

-THEY ask for the details.

**Don’t give details of your program. Make THEM ASK.

3. Anything else? What other questions do you have?

Possible answers: “We would meet just like this - face to face over zoom.”

IV. EMPOWER TRANSFORMATION:

If want in program, direct to payment website while on call or at least take 25% deposit. (see video call on this)

If not asking details and logistics:

“Do you want me to let you off the hook? I always want to give you a Safe place to say no. I always have the right number of clients at any given time. If you have a better idea - you should definitely do that. I only ever want to be your best idea. The fact you are not asking me for logistics at this point tells me 1 of 3 things: Either:

1. You don’t think I can get you this result

2. You don’t really want the result

3. You don’t think YOU can get the result

So which one is it and let’s talk about it. (or just say good bye)

----------

If asking price questions. Take them to website to pay on the call. (min. 25% deposit)

** If talk to husband:

“Ok. Before I let you go, go ahead and talk to ... do what you need to do but I did want to share one thing I’ve noticed.

- sounds like I know you really plan to come back and invest in this

- but in my experience - very few have actually come back and invested

- so if you hang up there is less than a 5 % chance you are actually going to solve this problem with me

- So I feel like I need to let you know that so you can make an informed decision

- Obviously it’s your decision. I respect that completely. But the outcome of this decision doesn’t impact my life. I’ve got a full roster for this, But it only impacts your life. I always have the right # of people for my programs. So I don’t have a problem with that

- But right now you have the maximum clarity you are ever going to have and as soon as you get off the phone, the clarity is going to fade. Things are going to come up and people are going to give you other opinions and ideas and suggestions and you are going to get overwhelmed and confused. Indecision really is the thief of dreams.

So if that is okay with you, that is okay with me. But if you truly want this program and you want to work with me to do it, now is your chance to do that.

-------

** If want to think about it:

I also want to make sure I am creating a safe place to say no.

Clear Yes or Clear No. I am going to be fine. But if it isn’t a clear yes for you, then it is a clear no for me. I don’t work with maybes.

- Like ask to marry and they say they want to think about it. Want to take back offer.

HOW MUCH IS IT?

- So the investment to take you from where you are now ---

(ICP: struggling to sort through all of this mess, exhausted, bloated) ...

to over the course of 12 weeks to work really closely together to ---

(DCT: soothe your gut, improve your weight, boost your energy and mood is ...

going to be when this officially launches in the Spring/next season $3000

but for right now it is just a single payment of just $1500 or 3 monthly payments of just $550.

- What other questions do you have?