0:01 yo what's going on guys hope all of
0:03 y'all are doing absolutely amazing and
0:05 welcome back to the video so in this
0:07 specific video we're going to be talking
0:09 about how exactly uh you can use this
0:11 setting framework that I use to book
0:14 over 5 to 15 calls every single day for
0:16 my coaching business and this is the
0:17 framework and structure that I teach
0:20 over 100 different sales reps in SMU and
0:22 so you know this has been proven and
0:23 tested time and time again and it works
0:25 in every single Niche specifically to
0:27 make money online Niche the fitness
0:29 Niche and the dating Niche so without
0:30 with that being said if you're looking
0:33 to add an extra 5 to 15 book calls every
0:36 single day use this specific framework
0:37 and stick to the end so that you really
0:40 understand how to use it alright so
0:42 let's go ahead and get started
0:44 so the best framework to use and set
0:46 appointment setting so should you use a
0:48 script all right that's that's what a
0:49 lot of people ask me should you use the
0:51 script now scripts are the absolute
0:53 worst and it's the single reason why you
0:56 sound so robotic even in DMS right what
0:58 I want you to use is a framework and a
1:00 structure instead and what this will
1:01 allow you to do is you'll be able to hit
1:03 all the pain points you get the
1:05 emotional side out of them you're
1:07 booking a lead 10 times easier all while
1:09 sounding natural that is amazing that I
1:12 want you to understand so you need to
1:13 sound Naturals right and so the same
1:15 structure is very very simple there's
1:17 seven steps personalized opening you
1:19 know sending a Outreach message that is
1:21 personalized to them building report
1:23 saying agenda slash leading question
1:26 pain uh probing question and consequence
1:29 question consequence question and the
1:30 transition to a booking and then post
1:33 booking report all right so seven steps
1:34 we're gonna break down every single one
1:36 of them so the first part of actually
1:38 you know sending the first Outreach is
1:40 to be different by being unique and
1:42 personal you need to realize that the
1:44 person you're reaching to is also
1:45 getting other people's Outreach message
1:48 and so what you can do is you can be
1:49 hyper personalized to stand out from
1:51 everyone else are reaching to that
1:52 specific person
1:54 so an easy way you can do this is just
1:56 analyze his profile before you send a
1:58 message do not give value at all just
2:00 want your genuine conversation so with
2:02 this guy you know I hopped on this page
2:04 and I saw that he was posting clips of
2:06 him working out and clips of him working
2:09 on a laptop so I would soon I assume
2:10 that he was in entrepreneurship and
2:12 fitness and then I said how long have
2:14 you been working out that is a
2:16 personalized question again another one
2:18 Felix you look absolutely jacked I'm
2:20 going to put a
2:21 um what is it called exclamation mark
2:23 there not a question uh starting on my
2:24 fitness journey I was wondering how long
2:26 it took it took you to get that physique
2:28 so a few typos but you get the point
2:30 right it's very specific to each person
2:32 and because both of them are in the
2:34 fitness space I asked about how long
2:36 have they been working out or how long
2:37 did it take him to get that physique right
2:39 right
2:42 so very very simple and another way is
2:43 just to ask a question about the places
2:45 from so if you see he's from he posts a
2:48 post about him being from a specific
2:50 area maybe it's Taiwan right they say yo
2:52 man sorry from Taiwan plan to go there
2:53 this year any places you recommend I
2:55 should visit very simple straight to the
2:57 point he knows his personalized because
3:00 he's from Taiwan right very simple and
3:02 maybe it's a question about story he
3:03 posted now this is a great way to
3:05 actually get into the DMS without
3:08 without them expecting it at all swipe
3:09 up on your story
3:11 swipe out right and the reason why is
3:13 because no other person is doing it
3:15 every other person is just commenting on
3:17 posts reaching out and all that but if
3:18 you see that the person posted a story
3:22 then I'll reach him that way right and
3:23 something that I need you to understand
3:26 is that you have to find ways that no
3:28 one else has used and what I mean by
3:30 that is if everyone's sending DMS to
3:32 this person and it's going into the
3:35 Inbox and everything then like it's just like
3:35 like
3:37 you're the same as everyone else right
3:39 but if you actually swipe up on a story
3:41 and you find different ways to actually
3:43 connect with that client in a way that
3:46 no one has ever done before he is he or
3:48 she is much more likely to respond to
3:50 you okay so I want you to get taken into
3:52 into account that when you're actually
3:54 outreaching find a way to differentiate
3:56 yourself from the competition so that
3:58 you don't get left undelivered
4:00 you know let's say some guy posts about
4:02 chai jbt just as a simple question like this
4:03 this
4:06 so simple right so these are a few ways
4:08 that you can get go to it now building
4:11 report talk about talk about the first
4:13 Outreach message you set and Spark the
4:15 conversation off of that topic so send
4:17 voice messages if you can now obviously
4:18 I know some of you are strictly Setters
4:20 but if you're a coach send a voice
4:22 message you know this will really make
4:25 him or her open up as well and check
4:28 similarly to how you text a friend I
4:29 don't want you to treat him as a
4:31 prospect I want you to treat him as a
4:33 friend that you're talking to and this
4:35 will let let his guard down right
4:37 hey look at this you know I'm swearing a bit
4:38 bit
4:40 um I'm talking to Rodney who's one of my
4:42 guys uh we're in the same age holy
4:44 haha just asking him questions talking
4:46 to him and all that stuff respect you
4:48 know all that good stuff right and so
4:50 find specific things that you can agree
4:53 on build a connection that way that's
4:54 one of the easiest way to build
4:56 connection at this point you should not
4:58 try to frame yourself as an authority I
5:00 want you to be 50 50 with your prospects
5:02 and you're not trying to get into the 40
5:05 frame too early by trying to make the
5:07 convo 80 20. all right
5:09 this is where you build tons of a report
5:11 by actually relating to the person
5:13 agreeing on things and just getting to
5:15 know each other well so as you can see
5:18 just like this very very simple
5:21 so setting the agenda questions in this
5:23 part of the process you should subtly
5:25 maneuver the conversation into finding
5:28 out about the potential client's pain so
5:30 a very sneaky way to do this is to ask
5:32 him about their day you know and when
5:33 they ask the same question back to you
5:35 you can mention that you finish a few
5:37 sales calls or client work and what this
5:38 will do is because you mentioned
5:41 something subtly this could Sparks
5:42 curiosity and make him ask more
5:44 questions and so
5:46 you also mention something about
5:48 expertise that is subtle but still gets
5:50 the point across right so let's go ahead
5:52 and look at a few examples
5:54 a great way to do this is to mention an
5:56 impressive achievement
5:57 so how's your day going obviously it's
5:59 like not how's your day going but how
6:01 have you been uh then you respond to
6:03 something like this
6:05 yeah man coming off at 8K a month hoping
6:06 to scale past 10K this month I finally
6:09 hit five figures so realize how I didn't
6:11 explain what I was doing I want him to
6:14 ask that's what I want and in
6:16 appointment setting you can't you can't
6:18 just like tell Telltale you need to get
6:20 the person to actually ask you right and
6:22 that's how you're actually going to get
6:23 results that's how you're going to get
6:25 the client to really find out about you
6:27 you have to implement you know a sense
6:29 of mystery that the client doesn't know
6:30 what you're doing and so he asks you and
6:32 then that's kind of how you maneuver the
6:34 conversation into actually you know
6:36 talking about your program talking about
6:37 how you can help him and then booking
6:39 your call all right and another one is
6:41 just I've been super busy with going to
6:42 the gym in bulking if your Fitness coach
6:44 is perfect over the past month I've
6:46 gained 20 pounds of pure muscle so the
6:48 work is paying off and so you see a live
6:50 example here right
6:51 honestly I would say appointment setting
6:53 because I started on when I was 16. I
6:55 made 13k my fourth month and something
6:57 definitely changed my life forever right
7:00 simple like that not too pushy not too
7:02 you know direct very subtle that's what
7:03 you want
7:05 and so entry is a prospect and they'll
7:07 wonder how did he do that you know
7:08 that's an insane achievement
7:10 Etc and which will eventually lead to
7:12 them asking you a question and if they
7:14 don't ask the first time they just carry
7:16 on the conversation right carry on the
7:18 conversation get to know the guy and
7:19 you'll actually eventually book him in
7:21 for a call so now we're transitioning
7:23 into actually finding the pain and this
7:25 will actually make or break the
7:27 colonization and it is crucial to not
7:30 come off too picture or too salesy if
7:33 they ask you how you did it explain and
7:35 then ask if he's tried anything like
7:37 this before and he's like no you know
7:40 I've never tried it and then you ask why
7:41 you ask a deeper question by asking a
7:43 pro being such consequence based
7:45 question right this is finding the pain so
7:47 so
7:49 after we do that we ask why what's been
7:51 stopping you from trying it how long
7:53 have you thought about doing this or if
7:54 he's already tried it then are you on
7:56 track with that goal what's the biggest
7:58 obstacle you face and so you have to
8:00 kind of read and react appointment
8:02 setting is a read and react game all
8:03 right that's what's something that I
8:05 need you guys to understand it is a read
8:06 and react game because
8:08 every client is different every Prospect
8:10 is different and so if you kind of use
8:11 the same script and you use the same
8:13 structure for every single person then
8:15 it's not going to work right some people
8:17 are more experienced some people are not
8:18 so experienced right so you kind of have
8:21 to just read and react if a client opens
8:22 up in this way then just probe deeper
8:24 but if a client doesn't open up then
8:27 talk more about yourself and then probe
8:30 deeper so it all depends on each each
8:32 Prospect in each conversation it just it
8:34 really just depends all right so and
8:37 then transitioning to a call do not rush
8:39 a step oftentimes sellers actually make
8:40 the mistake of transitioning way too
8:42 early with not enough trust built if you
8:43 see that there's a ton of trust built
8:45 then go ahead and Pitch the call right
8:48 and so Caleb was actually one of my
8:50 clients and he's an SMU right now
8:52 um he was talking and then I said
8:53 awesome man you can I can definitely
8:55 help you with that which would love to
8:57 hop on a call to discuss more details
8:58 who if I send over to my calendar link
9:00 and then because there's only enough
9:02 trust built it worked right
9:04 and so when you're finding the pain I
9:05 want you to be very careful with this
9:07 step a lot of Setters make the mistake
9:09 of being way too pitchy so read and
9:10 react to their improvise accordingly
9:12 right gift tips that they open up about
9:14 the problems relate to them as much as
9:16 possible so say something like man I
9:18 remember when I was in the exact same
9:20 spot as you I tried everything but I
9:22 persisted through and I eventually use x
9:24 strategy and figure it out you need to
9:26 do X in order to solve y blah blah is
9:28 giving them tips and establish yourself
9:30 as an expert and then when you
9:31 transition to a call
9:33 sometimes you should actually wait until
9:35 the client experiences multiple
9:37 different problems after you've helped
9:38 them solve the first problem and then
9:40 you say look man I'd love to help you
9:42 out but I can only do so much in DMS
9:43 which should be down to hop on a call so
9:45 we can discuss your problem in depth and
9:47 figure out Solutions together so this
9:49 incentivizes him to actually hop on a
9:51 call because you're promising that you
9:53 solve a solution right but if there's
9:54 enough trust bill then go ahead and
9:56 build it or you know
9:58 actually pitch the call and so you can
10:00 see with Lou
10:02 um I said dope hospitality industry can
10:04 be tough just relating to him and then
10:06 because it's already trust being built
10:09 I'd say I picture in the call very very simple
10:10 simple
10:12 post-booking report now how many of you
10:14 actually continue a conversation after
10:16 you book a call chances are you never
10:17 even thought about it except reminding
10:19 him that we have a call right and so
10:21 what I want you to do is I want you to
10:23 continue to build rapport leading up to
10:25 the call by giving him advice and asking
10:27 about General Life stuff and this will
10:29 actually increase his chances of showing
10:31 up to the call by and buying the program
10:33 by almost 30 because it shows that you
10:35 genuinely care about that that person
10:37 right you're not just saying it's a book
10:38 in a call you're in it because you
10:40 actually like that person and it'll make
10:42 the whole sales process 10 times easier and
10:43 and
10:46 so a few irishing guides that I want you
10:48 to understand is the most important part
10:49 of outreaching is allowing the
10:50 conversation to flow
10:52 so ask yourself this
10:54 can I use a script and make sure that
10:56 the appointment setting and the whole
10:59 structure of the DMS is natural no right
11:01 and so use a structure outreaching is
11:03 the hardest strategy for appointment
11:04 setting so if you actually Master
11:07 Outreach and you know how to outreach to
11:08 a code leads and everything then you're
11:10 going to be able to master inbound leads
11:12 you're going to be able to master warm
11:14 Outreach and all that because cold
11:16 Outreach is the single hardest part of
11:18 appointment setting so learn cold
11:20 Outreach first and then learn more about
11:23 reach and then we'll learn inbound leads
11:25 so that's going to wrap up this video
11:26 hope you guys enjoys hope you guys got
11:28 tons of value and if you guys actually
11:30 want more information and want more
11:32 strategies on how to actually book in
11:35 calls whether it's inbound or mileage
11:37 cold Outreach or whatever go ahead and
11:40 DM me on Instagram the word
11:42 free and I'll actually send you a
11:44 completely free course I used to charge
11:46 three to 4K for this but I'm releasing
11:48 it for free only for the people that's
11:50 watched to the end and just go ahead and
11:52 leave me the word free on Instagram or
11:55 Twitter at the John gaw make sure that
11:56 you DM me and I'll send you the course
11:58 for free and yeah I'll see you guys soon peace
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