Intro
Diagnose The Weak Link(S)
Optimize For Mastery
Confidence And Effectiveness
Value
The Invitation
"ConsultS TO CLIENTS" Optimizer
TURN CONSULTS INTO HIGH-PAYING cLIENTS
INTRO
⭐ Start Here | How to Use The Optimizer
⭐Let's Get More Clients!
On average, Thrivers convert over 65% of consults into clients by using the Free Consult Template ↗️ & Dance with Concerns Template ↗️
If you're not at 65% yet, our goal is to help you get there.
If you are consistently getting 65% or higher, it's time to charge more (or take a stand for your premium package) and stay at 65% conversion or higher.
Results move in the direction of your intention.... especially when tracked.
So, the best way to turn consults into clients is to track your consult results (by celebrating your successes each evening in the HUB.
⭐ There is no straight line to success.
The best way to describe entrepreneurship is:
Get Stuck. Breakthrough. Get Stuck Again. Breakthrough again. Etc.
The faster you breakthrough each stuck point, the faster you'll reach your goals.
So, the goal is NOT to avoid getting stuck.
The goal is to get great at pinpointing exactly where you're stuck and leveling up immediately.
⭐ Step 1 | Find Your Stuck Point
There are many small steps to getting consults. Choose the step that you believe is your biggest stuck point.
You can use your Personal Scoreboard Success Rate to help you determine where you're most stuck.
・Start with the Mastery Game
・Check out your % Enrolled (# of new clients / # of consults delivered).
・If it's lower than 65% it will be either yellow (neutral) or red (growth area).
Our goal is to help you breakthrough and increase your Enrollment percentage by 10-20% this month.
⭐ Step 2 | Open the Inner Game or Outer Game Drop Down
Don't overthink it. Sometimes an Outer Game strategy can shift an Inner Game issue and vice versa.
⭐ Step 3 | Use this Guide Regularly
This Optimizer can be your Thrive on-demand Coach.
Not all the coaching below will resonate with you. .But, sometimes, all it takes is 1 question, 1 perspective shift, or 1 practical strategy to uplevel your success.
1 | I'M BOOKING CONSULTS BUT THEY'RE NOT SHOWING UP
⭐ Inner Game
⭐ Are you giving or taking?
If they sense that you're primarily looking to take from them, they may feel it and back out.
Give yourself exquisite self-care... and show up with 51% (or more) of you, focused on serving them!
⭐ Are they leaning in?
If they're not leaning in... Connect, Serve, Acknowledge & Be Curious... Then Invite them into a Consult.
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Send 3 Reminder Emails and 1 Text
Use the Consult Funnel. If we haven't built it for you yet, you can copy and paste the 3 emails and 1 text and send them manually. They will be far less likely to get distracted and forget to show.
⭐ Present Your Credibility
So they feel lucky to get a free session with you.
⭐ Use the Magic Question
If they have no idea what they'll get from the Consult, they might say yes to avoid an awkward conversation but then not show up.
The Magic Question invites them to imagine what they'll get from a session with you. To which you can reassure them that they'll get that, and more... (if that's true).
⭐ If they don't show up...
Follow up with them at least 3 times, via text, email, FB Messenger, Instagram DM, phone call, email.
Email should be the last resort (because emails are easy to miss and easy to ignore).
🌱 Next Step
Go to Heartselling™ Conversation with Potential Clients ↗️
Section 4b. If we were to do this session together, what would you want to get from it?
2 | THEY'RE SHOWING UP BUT NOT BECOMING A CLIENT
Pinpoint Exactly Where You're Stuck
⭐ Identify Your Stuck Point
A high enrollment rate comes from doing 10 things masterfully!
Let's pinpoint where you're most stuck (growth areas) and turn them into your strongpoints.
The "Rate 10 Questions" Game
⭐ Step 1 | Copy / paste the 10 Questions below onto a Google Doc or the Workspace in your Trello Board.
⭐ Step 2 | Think back to the consults you delivered in the last 3 months. Rate the following, on a scale from 1-low to 10-high...
Confidence and Effectiveness
1 | How closely did you follow the Free Consult template? ↗️
2 | How confident were you while delivering the consult? ↗️
3 | How much did you expect them to say “YES?” ↗️
4 | How strong were the 5 Elements (including Wood)? ↗️
The Value
5 | How clearly did you express your credibility? ↗️
6 | How valuable was the session (including but not limited to the Recommendations)? ↗️
7 | Did you overcoach (give too much away)? ↗️
The Invitation
8 | How confident were you in the value of your package? ↗️
9 | How masterful were you with dancing with concerns? ↗️
10 | Was the deadline to make the decision clear? ↗️
⭐ Step 3 | The questions you rated the lowest are your stuck points (growth areas).
⭐ Step 4 | Go to the questions you rated lowest and apply the coaching (until you reach 65% conversion or higher.
⭐ Step 5 | Give yourself a raise and then start the process again.
CONFIDENCE AND EFFECTIVENESS
1. How closely did you follow the Free Consult template?
⭐ Inner Game
⭐ 1 | Explore Any Resistance to Using the Template
The Free Consult Template has helped thousands of Thrivers generate hundreds of millions of dollars. Closely following this template can immediately increase sign ups.
Before changing the template (which you can do in the right column),
Ask yourself:
・ On a scale from 1-1o, how closely did you follow the template?
・Which part(s) of the template did you skip or change?
・What do you get to avoid by skipping or changing those parts?
・What makes you feel uncomfortable about each part?
🌱 To change the wording of the template
Go to Outer Game (Right Column) ➡️
⭐ 2 | Explore the Fear of Being Salesy
・ What would it mean if someone thought you were salesy?
・Would you be more successful if you weren't afraid of being salesy?
・"People are going to judge you anyway. So they might as well judge you while you're getting wealthy and making a big impact.
-T. Harv Eker
How does this resonate?
🌱 Next Step
To feel more confident (when your potential clients leans out,
go to Free Consult Template | Turn Lean Outs into Lean Ins ↗️
⭐3 | Explore Your Discomfort with the Language
The wording was designed to make you most effective at delivering this consult. But if you're not used to this language it might feel foreign or inauthentic to you.
・Are you willing to expand your comfort zone and invite this different language to become a small part of how you get clients?
⭐ 4 | Explore short bursts of courage
Our most successful Thrivers practiced courage for short periods of time (when they were scared to say something on the template).
They discovered they didn't die, but they DID get clients and make a lot of money.
・Can you make it a goal to courageously say at least 1 bold thing on the template each day?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ 1 | Change the Wording
・Go to your Thrive Machine account.
・In the Upper Right Corner, click on: Thrive Templates & Funnels.
・Click on Mastery Templates (7.0 or the Latest Version.)
・Click on Get Clients Templates (with assets)
・Free Consult (Click on the blue Edit button)
Edit the sentences in a way that keeps the INTENTION of the sentence but feels more like you.
Check what you wrote to make sure you didn't:
・Strip the boldness from the template.
・Lose the intention of that segment.
Save your work (unless you're on auto-save.)
⭐ 2 | Practice that Section 10x
Practice saying the bold thing 10x. After saying it 10x, is it less scary?
⭐ 3 | Role Play With Someone
Getting practice using the template with live people can dissolve your fear of using it with potential clients.
⭐ 4 | Ask your Role Play Partner to Lean Out
Facing your fear of the Lean Out, and practicing the Lean Outs to Lean Ins template, can dissolve your fear.
🌱 Next Step
Go to Free Consult Template Section | Turn Lean Outs into Lean Ins ↗️
2. How confident were you while delivering the consult? 1-10?
⭐ Inner Game
⭐ Empowering Questions
・Who do you admire that you can emulate during the consults?
・ What positive qualities do your potential clients see in you?
・ Why are your potential clients better off for becoming your client?
・ What have you accomplished that's harder than leading a consult?
・ What did you learn from accomplishing that?
⭐ Do the The Work of Byron Katie ↗️
・What belief is present when you're not confident?
(For example, "they won't want to work with me."
・Is it true? Can you absolutely know it's true?
・How does it impact your consults when you have that belief?
・What would your consults be like if you couldn’t think that thought?
・What is the exact opposite of that belief
And how is that as true or truer than the original belief?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Exquisite Self-Care
Self-care increases your confidence, because it reminds you that you're worth treating like a VIP.
・Can you do self-care before and after your consult?
・What self-care can you do that will likely double your confidence?
⭐ Add Value to Your Package
How can you make your package more valuable so that you genuinely believe that they'd be crazy to say no.
⭐ Practice the Consult
Practice in the mirror, on Zoom, with a Thriver, a friend or family member... before delivering it to your potential client.
🌱 Practice the Consult by yourself
In the mirror or on Zoom, read the Free Consult and Dance with Concerns templates out loud, pretending someone else is answering the questions.
🌱 Practice with a friend or Thriver
Ask for practice partners in the Thrive FB Group.
🌱 Practice with AI
Tell Chat GPT Audio. I want to deliver a consult and I want you to be _____ (ideal client) with ______ (problem) looking for _______ (result). You are my potential client.
On a scale from 1, totally resistant to 10, ready to become my client immediately, please be a ___ (5).
Coach Chat GPT (as needed) to make the demo most useful for you.
⭐ Go for 20 No's this month!
"If someone says no to you, you just got spared." -Byron Katie
You may never know what you got spared of... but in this Friendly Universe that is always for you, and never against you, you got spared of something that simply wasn't supposed to happen.
And... every no, leads you closer to your YES's!
When you celebrate no's and lean into this Friendly Universe, you lose your fear of that 2 letter word, and your confidence soars.
⭐ 20 Consults Challenge
We challenge you to book 20 consults in one month! You’ll feel SO much more confident after getting 20 more consults under your belt!
3. How much did you expect them to say “YES?”
⭐ Inner Game
⭐ Visualize your Potential Client saying "YES".
What you expect will happen... usually happens.
So... in your mind, actually visualize what will happen when lots of your people say yes!
Actually hear them, in your mind say: "Yeah! Let's do this!" or
"I'm so in for this!"
⭐ Embody what it will feel like to have them say "YES!"
Imagine the consult is over and you ROCKED it and just got a new premium client! How do you FEEL?
Pre-Celebrate: Do a Fist pump, happy dance, or simply smile big and enjoy the moment!!
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Create a package that they'd be crazy to say no!
Charge more and be more generous. Create a VIP experience for your clients.
Be so generous (and add so much value to your package) that you inherently know they'd be crazy to say no.
Use the Package & Pricing Wizard to upgrade your package(s).
Get on a Package & Pricing Session with a Specialty Coach ↗️
4. How strong were the 5 Elements (including Wood)?
⭐ Inner Game
⭐ Explore your Weak Element
In your last 3 consults:
・Which element was strongest? Give an example of how it was strong.
・Which element was weakest? Give an example of how it was weak.
・What would you have to let go of to make this element stronger?
・What would you have to step into to make this element stronger?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Practice Your Weak Element Every Day
You can do a role play with your Success Coach using the
Free Consult Template and practicing your weakest Element.
VALUE
5. How credible did you seem to your potential client?
⭐ Inner Game
⭐ Practice saying your credibility 5 times.
Do it right now. And, again before you meet with your next potential client. Keep doing this every day, until it feels natural.
⭐ Afraid to be judged as arrogant?
Role play with a Thriver or your Success Coach and ask them to pretend to be offended by your arrogance.
You can use the Free Consult | Turn Lean Outs into Lean Ins template to get back on track.
⭐ Get Extra Support
Bring this to an:
6. How valuable was the session?
⭐ Inner Game
🌱 Next step
Go to 2 | How Confident Were You? (Inner Game section) ⬆️
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Become More Comfortable with the Template
🌱 Next step
・Read through the template 3 times before your next Consult
・Practice role playing the Free Consult Template ↗️
⭐ Strengthen Your Recommendations
Increase the value of the Recommendations you make.
🌱 Next step
Go to the Free Consult Template | Stage 3 ↗️
⭐ Get Better at Acknowledging & Reflecting
Your ability to acknowledge and reflect is a deeply healing and empowering skill that adds huge value to your session. Practice this skill.
7. Did you overcoach (give too much away)?
⭐ Inner Game
⭐ Focus on your Inherent Value
What do you feel are your 3 most amazing qualities?
⭐ Nurture Your Younger You
Sometimes when you aren’t feeling valuable, there might be a little kid inside of you who doesn’t feel appreciated.
・What does this younger part of you need in order to feel more valued?
・What does this younger part of you need to hear?
・What does this younger part of you need to say to you?
・What promise do you want to make to this younger part of you?
⭐ Don't Manipulate People
If I over-give will you... love me, be nice to me, be impressed by me, pay me?
Over-giving can be a spiritual form of prostitution. Instead of giving away your body, you’re giving away your time, which is your most precious resource.
What would be possible for you if you gave what felt good...
Trusting that they will sign up if it feels good to them.
How would you operate differently?
⭐ Explore How You Feel When You Over-Give
You just over-gave again...
How do you feel? Where do you feel it? Breathe into it & feel it deeply.
What were you trying to avoid?
Being too salesy? Disappointing them? Wasting their time?
Which is more painful… the possibility of disappointing them?
OR
The guaranteed certainty of disappointing yourself by draining yourself of life force?
What if you didn't overgive?
You might have more energy to provide more value in less time.
🌻 Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Practice Exquisite Self-Care
You are amazing and SO worth the BEST that life has to give.
What Exquisite Self-Care Practices can you do to value yourself more?
⭐ Play a Game to Get to the Invitation within 30 min
Play a fun, lighthearted game to spend less time coaching and instead invite them into your work at least 5 minutes earlier than you usually do. (and ideally within 30 minutes of starting the session).
This might mean resisting the temptation to give just one more little piece of coaching.
THE INVITATION
8. How confident were you in the value of your package/program?
⭐ Inner Game
⭐ Forgive Yourself for Your Mistakes
Do the inner work to forgive yourself for all of your mistakes. So that you truly feel worthy of the best that life has to give you.
・What have you learned from your biggest mistakes?
・What would you do differently next time?
⭐ Forgive Other People for their Mistakes
One of our mentors, Rev. Michael Beckwith, says that we haven't truly forgiven until we can say "Thank you for--giving me that experience."
How have you grown and gotten stronger, wiser and more compassionate as a result of this experience?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Practice saying your rates
Practice saying your rates using the template, 10x until you feel confident with it.
Bonus: You can step into a fun or empowering archetype or persona as you share your rates.
⭐ Add Value to Your Package / Program
What can you add to your package/program to increase the value of the offer?
🌱 Package
・More sessions or Longer Sessions.
・Text or Voxer Access.
・Emergency Laser Sessions.
・Coaching Gym or Longer or More sessions.
More months. Bonus sessions with a JV Partner.
🌱 Program
Platinum Members only can Go to the Design Your Program template in the Get Leverage Section of the HUB to get more ideas on how to add value.
⭐ Increase Your Skill
Get better at helping your people get the tangible results they want. Read books, take courses... do your own inner work... whatever it takes to help your people get the best results possible.
⭐ Lower Your Rates (VERY optional)
Would it serve you to temporarily lower the price so you EXPECT them to say yes?
No pressure to do so. But it is imperative that you EXPECT them to say yes. Because we usually get what we expect.
9. How masterful were you with dancing with concerns?
⭐ Inner Game
⭐ Empowering Questions | Rate from 1 Low - 10 High
・How much were you seeing them as the hero of their life?
・How inspired by their future vision & excited to help them reach it?
・How willing were you to go to the mat for the sake of their future self?
・What would you need to let go of to increase these scores?
・What would you need to focus on to increase these scores?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Practice!
Go to the Dance with Concerns Template ↗️
You can practice with a Thrive Coach, friend, Thriver, AI or by yourself.
10. Was the deadline to make the decision clear?
⭐ Inner Game
🌻 Afraid You're Pressuring Them?
In massage, too much pressure hurts. Not enough pressure is disappointing. But just the right amount of pressure is heavenly.
In Heartselling™ you'll sabotage your success if you're in the sales box or the Heart Box.
⭐ Sales Box (Too much pressure)
For example: Sign up before we get off zoom or lose the discount and bonus).
⭐ Heart Box (Not enough pressure)
For example: Let me know if you'd like to work together. I'll be here, whenever you're ready...
5 years later... I'm still here...
・If you got 20 more high paying clients this year... But 2 people thought you were a little too salesy, would it be worth it?
🌱 Next Step
Go to the right column to give just the right amount of pressure. ➡️
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Use the Dance with Concerns Template
Without a deadline, most humans procrastinate. A deadline gives people a reason to make a decision that could change their life forever.
🌱 Next Step
Go to Dance with Concerns | I need to think about it and practice reading that out loud or with a partner. ↗️
3 | I'M GETTING CLIENTS BUT NOT MAKING ENOUGH MONEY
⭐ Inner Game
⭐ Feeling Guilty about charging what you want to charge?
Check out this template
Make Money Without Guilt
⭐ Not sure if they see the value of your program?
Their perception of value of your work comes from:
1 | Your Image.
Book an Image Specialty Coaching Session ↗️
2 | Your Credibility, Niche, & Code,
Book a Code Session ↗️
3 | Your Success Stories
Ask your clients for their success stories. ↗️
⭐ Not sure if your work is valuable enough to charge more?
The value of your package or program can increase every month with your commitment to making your work more valuable.
Make a list of 10 things you can do to increase the value of your work.
Now choose the top 3 things and do the first one this month.
⭐ Are you trying to be the "good guy" hero?
Does a part of you want to be seen as the good guy/gal? The hero? Shake that off... that will drain you forever.
See THEM as the hero. Discover what's most important to them and commit to helping them get it.
You get to be the mentor to the hero.
⭐ Don't want to disappoint people?
Unfortunately, you cannot please everyone, no matter how hard you try.
Disappointing people is part of the game. If you disappoint someone, ask yourself:
1 | How can their feedback help you improve?
2 | Is there anything you can do to make it right with them?
⭐ Get Extra Support
Bring this to an:
⭐ Outer Game
⭐ Give Yourself a Raise
To increase your package
・Go to Create Your Package Template ↗️
To increase your program tuition
・Go to Get Leverage Templates | Price Your
Program Template ↗️
To get Support giving yourself a raise
・Book a Packaging & Pricing Specialty Coaching Session
⭐ Increase Your Heartselling™ Skills
・Master the Free Consult Template ↗️
・ Master the Dance with Concerns Template ↗️
⭐ Repeat Your Prices 10x before your next Consult
Say it so many times you get bored with it. So, you can share it at your next consult with no emotion.
Like, the grass is green, the sky is blue, and I charge $4,997 for my premium package.
© 2023 THRIVE ACADEMY. ALL RIGHTS RESERVED