Enrollment
Template
Money
Time
Partner
Think About It
5 Deeper Concerns
Lean Outs
to Lean Ins
Transformational Story
FAQs
Self-Rating Tool
DANCE with CONCERNS AT SUMMIT
1. MONEY CONCERN
1a. Thank you! I appreciate your honesty. Can I ask you a question about that?
1b. If it wasn’t for the money, would you want to move forward with this?
If they say Yes:
Got it! So, if we could figure out the money thing, you would like to do this?
Acknowledge and Reflect
Can I share about a time when I was really struggling with money?
Share _________(Transformational Story)
How does this resonate with you?
Acknowledge and Reflect.
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Strong Lean In (No Concerns)
Go to Enrollment Call (Invitation)
Other Concerns
Go to "Circle Buttons" 2-6 Below
Lean In (But Need Help with Money)
If they are Hesitant
I’m sensing some hesitance and I’m happy to listen if you’d like to share what’s present for you.
Acknowledge and Reflect
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Other Concerns:
Go to "Circle Buttons" 2-6 Below
They want Full Pay:
Go to Enrollment Call (Invitation)
They're leaning in (can't do Full Pay):
If they say no
Thank you. I’d love to hear more about what doesn’t resonate with you (if you’d like to share).
Acknowledge and Reflect
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Other Concerns:
Go to "Circle Buttons" 2-6 Below
If they're clear it's a no:
Thank you so much. I appreciate your time. Is there anything else I can do to support you?
1c. It sounds like you'd like to do this and money is the main thing stopping you... Can I offer you a couple of other options?
They Need Support Finding the Money.
Awesome! It sounds like you really want to do with this.
I actually have a list of 9 really simple strategies that have supported me to invest in some highly valuable education and support.
And, they've also helped some of my clients to find the money to join my _____(package / program).
Many of them will probably not work for you, but I imagine that if 1 or 2 of these strategies work, it could make a huge difference in allowing you to reach ______(result).
Would you like me to share this list with you?
Acknowledge / Reflect
Awesome! I will share them in the Zoom Chat and I can also email them to you if you'd like.
Allow them to read the list
I'm curious... As you read through this list, do any of the strategies stand out for you... that might make it possible for us to work together to help you reach your goals?
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9 Strategies to Shift Your Money Situation
Make More Money
1. Get a part-time or full-time gig.
2. Bring in More Clients OR Ask for a Raise/Promotion
Borrow Money
3. Open up a Paypal 0% Interest Credit Card for 6 months.
4. Open up a new credit card (or put payments on an existing credit card).
5. Apply for a business loan or line of credit.
6. Ask someone who believes in you if you can borrow money (or if they will invest in you).
Leverage Your Assets
7. Pull money out of an investment or savings account.
8. Sell things you no longer use (or value).
9. Reduce expenses you no longer need (or value).
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Offer Mastery and/or Payment Plan
2. TIME CONCERN
2a. Thank you. I appreciate your honesty. And... can I ask you a question about this?
2b. If you had all the time in the world to get _________ (result)... would you want to?
If they say Yes
Got it. So if we could figure out how to create the time to make more money in your business, you’d like to do this?
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If they seem hesitant:
Go to the middle column:
If they’re leaning in:
If they are Hesitant
I’m sensing some hesitance and I’m happy to listen if you’d like to share what’s present for you.
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Other Concerns:
Go to "Circle Buttons" 1-6 Below
If they say no
Thank you. I’d love to hear more about that (if you’d like to share).
Acknowledge and Reflect
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Other Concerns:
Go to "Circle Buttons" 1-6 Below
If they're clear it's a no,
2c. Fortunately, you can grow your business in as little as an hour per day...
So, for you to say ‘"yes" to making more money in your business, what would you have to say "no" to?
2d. What would your life be like if you chose making more money in your business instead of_____ (what they’d need to say no to)?
2e. If you don’t spend the time on making more money in your business now, how will this impact you one year from now?
Strong Lean In (No Concerns)
Other Concerns
Go to "Circle Buttons" 2-6 Below
3. PARTNER CONCERN
3a. I appreciate that you want to include your partner in this decision. Can I ask you a question about this?
3b. Do you feel like making more money in your business could have a positive impact on your relationship?
3c. If your partner were to say “yes,” would you want to move forward with this?
If they say Yes
“Got it!
Awesome! Sounds like you want to do this. Would you like support in getting your partners’ support?
If they are Hesitant
I’m sensing some hesitance and I’m happy to listen if you’d like to share what’s present for you.
Acknowledge and Reflect
Other Concerns
Go to "Circle Buttons" 2-6 Below
If they say no
Thank you. I’d love to hear more about what doesn’t resonate with you (if you’d like to share).
Acknowledge and Reflect
Other Concerns
Go to "Circle Buttons" 2-6 Below
3d. If they are a “YES!” if Their Partner says yes:
PART 1
I have some ideas about how you could have an inspiring conversation with your partner that might help them get on board with this. Can I email them to you (and then if you have about 5 or 10 minutes we can go over it together)?
Copy and Paste the Email below and send it.
Then,, go to Part 2 of this section below.
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Subject: I'm rooting for you!
Hi _________ (Name)!
I would love to help you get _________ (result). And, no matter how this goes, I’m rooting for you and I’m rooting for your relationship.
Here's the outline for what could be a really powerful conversation:
Share with your partner:
1. Share how important your partner is to you and what you appreciate most about them.
2. Share how getting ________(result) is also important to you.
3. Share how getting (result) could benefit your partner.
4. Share about this work with me and why you believe that this work could really help you.
5. Address your partner's concerns or fears.
6. Share how much your partner's belief in you matters.
7. Ask for your partner's support in our work together.
I hope this helps and I am here if you need my support.
Signature
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PART 2:
Awesome! Can you check your inbox to make sure you got it?
4. NEED TO THINK ABOUT IT
4a. Got it. I understand because I sometimes like to take time to think about important decisions also. Is there anything else you need to know or information that you’re missing in order to make your decision?
Questions
No Questions
Still leaning in:
Just want to think about it.
4b. Are there any other concerns you have about working together, that you haven’t shared yet?
Other Concerns
Go to "Circle Buttons" 1-6 Below
No Concerns
Still leaning in:
Just want to think about it.
4c. What would need to happen for you to feel like working together was a really great decision?
Strong Lean In
Other Concerns
Go to "Circle Buttons" 1-6 Below
Just want to think about it
4d. If They Need More Time
Book a Check In Call
So, I recommend that we book another call to check in to continue this conversation so that you can ____________(relax knowing that you are supported in whichever way you decide to move.) lf you'd like to reconnect, I have _____(time/day) or _____(time/day) open for a quick check in call to support you. How does that sound to you? Awesome!
If they're leaning in
In the meantime, I would hate for you to miss out on the Super Bonus... which is the Grand Prize which you secure once you put down your deposit by Sunday at 9pm Pacific!!!! Would you like to put down a $497 deposit, knowing it's refundable until Wednesday?
If it's before 1pm Pacific on Sunday
This also means that you'll get to join Sharla’s Welcome and Celebration Circle (Sunday (about 1pm pacific)... And meet many of the new Thrive Members who will be joiningyou.
If they say Yes to the $497 Deposit
Awesome! I will have to jump on another call in ____ (min) but I’m happy to get you started. I can drop the link into the chat. www.ThriveAcademyPrograms.com and walk you through the first part.
Wrapping up:
I'm looking forward to talking with you on _______(date) at ________________(time). Awesome! In the meantime, I would invite you to ask yourself this question: Since you have a big vision, what BIG support do you need to reach ____(their vision)?
I look forward to talking with you on _________ (day) at _________(time).
For this 2nd call, use the: Check In After the Free Consult Template.
5. DEEPER CONCERNS
5a. Can we set aside _______(Mastery/Platinum) for a moment so we can dive deeper into ______(deeper concern)?
5b. Coach them using the templates below
Will this Work?
Acknowledge and Reflect
Would it be helpful if I share why I think you can get ________(result)?
I think you're amazing! I think you really want this and that this is really important to you.
I have _____(credibility) and I have total faith that if you truly dedicate yourself, you'll be able to get _________(result)!
Are you with me on that?
Optional Success Story
Can I share about another Thrive Member who was feeling ________(what they're feeling)?
(Client Success Story)
How is this resonating with you?
Acknowledge and Reflect
Not Present to Urgency
If it’s 5 years from now and you’re still in this same place… how do you feel?
Acknowledge and Reflect
How about 1 year from now?
Acknowledge and Reflect
What would most support you to reach _________ (result)?
Acknowledge and Reflect
What would you do if you knew you weren't going to fail?
Acknowledge and Reflect
Not confident
Acknowledge and Reflect
Can I share about a time when I was faced with ________(what they're faced with)?
(Transformational Story)
How is this resonating with you?
Acknowledge and Reflect
I believe in you and I know you are amazing. Can you share about a time when you overcame a big obstacle?
Wow! What is your takeaway from that experience?
And, how could that support you today?
Acknowledge and Reflect
Hard Time Deciding
Acknowledge and Reflect
If you let go of getting _________ (result), how would you feel?
If you prioritize ________(their hesitation) over (result), how would you feel?
If you were to truly get _________(result), how would you feel?
Acknowledge and Reflect
Can you imagine the most positive version of yourself 5 years from now?
What decision would move you closer to this Future Self?
Acknowledge and Reflect
6. LEAN OUTS TO LEAN INS
6a. They are distracted
They are Walking/Driving
I really want to support you… and for this to make the biggest difference possible, I have found it’s best if we’re both stationary, so we can both be fully present with this conversation. If that’s not possible, no problem, I would be happy to reschedule this for another time.
If they can get stationary:
Return to Where You Left Off
They are Multitasking
It seems like you may have a lot going on right now... and I understand because I can get very busy too!
I would love to support you as best I can to get __________(result) and to do that it's going to take us both fully showing up for this.
Do you have so much going on right now that we should reschedule for another time? Or are you able to put all that aside for now, so that you can receive my full support?
If they can fully show up:
Return to Where You Left Off
6b. They seem Resistant
They seem Confronted
I’m here to support in any way I can and I’m curious if something just came up for you?
Acknowledge and Reflect
I think you’re __________(amazing)! How can I best support you right now?
Acknowledge and Reflect
Share Relevant Personal Story
Share Relevant (Thrive Success Story)
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Once They're Leaning In:
Return to Where You Left Off
They don’t seem Coachable
Acknowledge and Reflect
I am getting the sense that you may not be open to my support or coaching… Is there anything that I can do on my end to support you better?
Acknowledge and Reflect
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Once They're Leaning In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
6c. They're a Long Talker (or Withdrawn)
They're a Long Talker
Step 1: Step into your Leadership and Make them Right.
Step 2: Match their energy and voice tone with Active Listening.
Step 3: Enthusiastically Interrupt them to Acknowledge them.
Step 4: Re-direct the conversation to the place you left off in the template.
Once They're Leaning In:
Return to Where You Left Off
*(More instruction in the FAQ's below).
They're Quiet / Withdrawn
Reflect and Acknowledge
I think you're ________(amazing)! And I am also noticing that you seem quiet… is there anything that I can do on my end to support you better?
Once They're Leaning In:
Return to Where You Left Off
6d. They seem Upset With You:
If they say "this feels salesy"
I really appreciate your honesty. And if this is coming across as salesy, I apologize, that is not my intention.
I think you are ______(amazing) and my genuine intention is to support you as best I can. So, what would most support you?
Acknowledge and Reflect
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If They Lean In:
Return to Where You Left Off
OR
If it's clearly not a good match:
I want to thank you for having this call with me. And while I wish you the very best, I do not think that we're the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re upset, but respectful
Go to How to Turn Your Upset Client into Your Biggest Fan
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If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this call with me. And while I wish you the very best, I do not think that we're the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re being really disrespectful
I am happy to support you in any way I can… and whenever I work with any of my clients, the foundation of the work is respect. That being the case, would you like to continue this session together?
Acknowledge and Reflect
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If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this call with me. And while I wish you the very best, I do not think that we're the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
LAST 10 MIN OF THE CALL
Last 10 min (They're Leaning In)
Strong Lean In
Acknowledge and Reflect
Not Present to Urgency
I really appreciate ______ (acknowledgment) about you.
And, whether you say yes or no will not change that.
And I am going to need to wrap this up in the next few minutes. I know that _________ (result) is important to you and I’m here to support you if you’d like my support. How would you like to move forward?
Acknowledge and Reflect
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They're ready to sign up:
Go to Enrollment Call (Invitation)
They need support finding the money:
Go to Need Support Finding Money
They Need to Think About it
Last 10 min (They're Leaning Out)
Leaning Out (but still engaged)
They Seem Like They Want to End the Call
I am here to support you. And, I’m happy to keep going if you’d like or we can end here if you’d like. What would serve you most?
It's a No (and they're leaning out)
Thank you. It sounds like you’re clear. Is there anything else I can do to support you right now?
YOUR TRANSFORMATIONAL STORY
Intro to Your Transformational Story
What is the difference between Hero's Journey Story and Transformational Story?
Your Transformational Story uses the same basic structure as a Hero's Journey Story.
The purpose of the Hero's Journey is to share how you faced the Problem that your people face (with your health, relationship, money, beauty) and how you got the Result that your people want.
The purpose of a Transformational Story is to share how you faced the Concern that your Potential Client brought up, (money, time, partner not in board or lack of confidence) but you chose to invest in coaching to help you reach your dreams, in spite of your concerns. And why you are glad you made that choice.
You can tell a Transformational Story that transforms one concern or multiple concerns. The example below transforms the money concern.
Why this is Important
One of the best ways to stay stuck is to bow down to your fears, doubts and circumstances intead of honoring what is most important to you.You get to lead by example. This is where you get to leverage some of the courageous decisions that you made (like investing in your personal or professional development, or investing in business development with Thrive.
Structure of Your Transformational Story
» Get Permission: Can I share about a time when I was in a similar situation?
» Low Point: Quite a while ago, I was faced with _________
» Turning Point: I was scared, but I wasn't willing to settle for ___________. So, I decided ________.
» High Point: I'm glad I did because._______
» My Commitment Was Bigger Than My Fear
» Back to them: How does this resonate with you?
Money Transformational Story Example
Can I share about a time when I was going through a really scary financial situation?
When I first started my coaching business, I was faced with this incredible desire to make it work... but I couldn't get even 1 paying client. Every day I worried about money and whether I would be able to pay the rent. Sharla, who was my girlfriend at the time was putting groceries on credit cards, which was taking us deeper into debt.
One day, I had an insight. I realized that there was nothing wrong with me. I was a great coach who was terrible at getting clients. I realized that there were people who were good at getting clients and I needed to do find a way to learn from them.
Investing $6,000 on our first training was terrifying. I scraped together my life savings, and Sharla had almost no money and her credit cards were about maxed, so she borrowed $3,000 from friends and family.
A year later, we had our first 6 Figure Year. We’ve gone on to help over 100,000 people and make millions of dollars which has allowed us to get a personal chef, to live in a beautiful home and to donate generously to causes we believe in.
Over the years, we’ve invested many hundreds of thousands of dollars into coaches, consultants, seminars, programs, and online courses. And you know what we’ve found... not every single investment we made was a slam dunk. But it was our willingness to say YES, in spite of our fears, doubts, and circumstances that ushered in the millions of dollars.
Our commitment to helping a LOT of people has been bigger than our fear of failing. And I believe that when you get in touch with what is most important to you, that you too have the power to make magic happen.
How does that resonate with you;?
DANCE WITH CONCERNS FAQ'S
How Important Is Mastering This Skill?
Mastering this skill has the power to take you from surviving to thriving. It is the lifeblood of your business.
What Are Your Potential Clients Really Saying Yes To?
The first step is to help your Potential Clients say Yes to their Highest Commitment (what’s truly most important to them). When they are in touch with their Highest Commitment, their fears doubts and circumstances become less significant. Once they are in touch with their Highest Commitment, they are more likely to take the second step: Saying Yes to working with you.
What Are You Really Doing When You Are Transforming Concerns?
You are taking on the role of Trusted Advisor. You are helping your Potential Clients make a great decision for themselves. You are coaching them to make their decision from an empowered place that is far more trustworthy than making their decision from doubt, fear or circumstances.
How Do You Avoid Pushing Too Hard For Them To Say Yes?
Keep giving the outcome over to a Higher Power that is bigger than you and your potential client. Set the intention to help your client get to an empowered yes or no. Respect their decision
How Do You Avoid Believing Their Story?
Do The Work of Byron Katie, which starts by asking yourself if your own disempowering stories are really true. When you do your own “work” it’s easier not to believe your Potential Clients’ disempowering stories
Why is Empowered Alignment The Most Important Thing?
Potential Clients who make their decision from an empowered place are much more likely to get better results and stay with you longer because they are relating to you as an adult (not a child).
How Do You Know If Your Potential Client Is In a Space of Empowered Alignment?
Their posture, voice tone, and words will give you an indication. When you look for it, you’ll find it.
What Does it Take For a Potential Client to Say YES in Spite of Their Fear?
» They feel that you care enough to take a stand for them
» Their desire for the result you offer is BIGGER than their fear, doubts and circumstances
» They see that it actually costs more to NOT work with you
How Do You Avoid Sabotaging Yourself?
As a Thrive Member, you can acknowledge yourself for making many decisions in line with your desire to serve more people. And, if you want to avoid sabotaging yourself, it’s important to look at the places where you’re not showing up...where your spirit is calling you to say “YES!!!” but you’re saying no out of fear.
Before you ask your Potential Client to say YES in spite of their fear, take a moment to re-commit now to saying YES in spite of your fear. As you live your own Highest Commitments, you’ll find hat the questions in this template become a natural extension of your desire to serve people.
What Do You Do if You Feel a Lean-Out?
Lean-Outs are inevitable. If you feel a lean-out, go to Lean Outs to Lean Ins.
Resume Transforming Concerns when they are leaning back in.
Can You Be Too Bold?
You cannot be too bold... but you can be too heartless.
Shaming people for "not stepping up," "making excuses," or telling them to "just get over it" is not Heartselling. It's a misuse of the trust and power your people generously give you when they assume that you have their best interest at heart.
That being said, sometimes, your Potential Client might stay in a maybe energy until you boldly (and compassionately) invite them to make a decision. So, sometimes your boldness can serve both you and them.
Before being bold, check in:
1. Do you feel warmth and kindness for your Potential Client.
2. Are they leaning in enough to receive your boldness?
If not, save your boldness for another time.
But, if your boldness is in service to them, proceed with kindness and respect. If you do,, you will never get bored with delivering consults because it's exciting to invite potential clients into their heroic self.
And, our boldest members are often our most successful members.
Can You Be Too Soft?
If you’re attracting wishy-washy clients, it could mean that you’re not being bold enough. Take a deep breath and gently ask yourself to be bolder next time. When you include acknowledgment and curiosity, your boldness will usually be received well.
How Long Do You Dance With Concerns?
If they are not in empowered alignment, keep dancing until
1. They come to a Yes or No
2. The Arc of the Conversation feels over.
3. You want to (or have to get off the call).
What Do You Do If You Get Attached to Them Working With You?
Inner Work:
Remember that we live in a friendly Universe and that the Universe is on your side and is only going to pair you with people who will either bring you great fulfilment and/or help you grow. This person may (or may not) be your perfect match.
As Byron Katie says: “If they say no, you’ve been spared."
You may never know what you’ve been spared of... but you can rest on the idea that in this Universe that is for you and not against you, you've been spared of something that would not have been in your Highest Good.
What you can say:
I am noticing that in my enthusiasm to help you get (niche.result), that I’m feeling really invested in us working together. Perhaps overly invested.
I’m sharing this to be transparent with you, .and also to let it go and return to my original intention which is to show up in complete service of you and whichever direction you want to take. I appreciate your listening to me share this and I'm curious how I can most support you right now.
What Do You Do If You Became Pushy in a Conversation?
First, be really gentle with yourself. If you don’t get a little pushy from time to time, you’re playing it too safe. And most of our most successful clients have been pushy from time to time.
Fortunately, when you recognize that you may have crossed a line, you can clean it up. This could be in the moment or soon after the conversation.
You can say:
I want to apologize to you. Because my intention was to support you to get _________ (niche.result)! But, sometimes I get overly passionate... especially when I really believe in someone and want the very best for them, I can push too hard.
I feel like I did that with you and I really apologize. Can I do anything to clean this up with you?
SELF-RATING TOOL
Why This Self-Rating Tool is So Important
After you dance with concerns, it can be easy to assume that you were awesome if you got a "yes" and that you were not good enough if you didn't.
That puts a lot of pressure on you and can lead to burnout.
This self-rating tool allows you to rate the 6 key areas that will make or break your consults.
It will help you pinpoint where you were strong and where you can grow your client attraction and leadership skills.And it will help you track your progress over time.
Please be gentle with yourself. Mastery takes time. And love. And tenacity.
Be truthful. If your score is low, get support from your coach. Role play with another Thriver, or watch a Free Consult Hot Seat . As you get better and better at delivering consults you will trend toward more yes's at higher rates!
Why This Self-Rating Tool is So Important
After you dance with concerns, it can be easy to assume that you were awesome if you got a "yes" and that you were not good enough if you didn't.
That puts a lot of pressure on you and can lead to burnout.
This self-rating tool allows you to rate the 6 key areas that will make or break your consults.
It will help you pinpoint where you were strong and where you can grow your client attraction and leadership skills.And it will help you track your progress over time.
Please be gentle with yourself. Mastery takes time. And love. And tenacity.
Be truthful. If your score is low, get support from your coach. Role play with another Thriver, or watch a Free Consult Hot Seat . As you get better and better at delivering consults you will trend toward more yes's at higher rates!
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