SECTION 1

BUILD RAPOR
Hey, _________! What’s up? How are you……

SECTION 2
FRAME THE CALL
I want to be respectful of our time today – we have about 45-60 minutes or a little bit more to talk and the
reason why are you on this call with me is to see if we can help you (stop pain, get pleasure), right? (yes)
Amazing! In that case, there will be 3 possible scenarios at the end of the call if I see that I can help you and
that you are good fit for us – first one is that you will say yes and we will immediately get you on board.
Second option is that you can say no which is absolutely fine, you won’t hurt my feelings as I am doing dozen
of this calls with quality potential people to work with such as you. The third option, (name), that we want to
stay away from is “I need to think about it”, “I need to oversleep it”, “For now is no but I will take back to you”
etc. because, the last thing I would do in my life is to force someone into making decisions they don’t want.
But, as I have you on this call, I assume that you are really serious on working towards your goals and that
option yes or option no can be only ones at the end of the call. What do you say, (name)?
Great! So, in order to determine if we can help you, I am going to ask you some questions to find out what the
problems are so we can fix them and I want you to be open and honest in answering, okay, (name)?

SECTION 3
DIAGNOSE THE PAIN AND GAIN CLARITY
Let’s start from the top, (name). Why do you want to achieve (pleasure)
Why is that important to you?
What is the pain caused by that problem?
How is that affecting your life?
How is that affecting your family and friends?
Is it affecting your self-esteem?...

SECTION 4
DIAGNOSE THE PAIN AND GAIN CLARITY, CONNECT THEM ON THE EMOTION OF POTENTIAL
OUTCOME
Ok, I am clear on what’s not working.
Imagine, we achieved (pleasure). How would your life look like?
What would you be doing differently?
How would that feel? (walking 10kg lighter, going to the beach with lean body…)
How will that affect your self-esteem, your family, friends, partner?

SECTION 5
CLARITY ON THE COST OF STAYING STUCK
What is not knowing how to fix/solve (pain) costing you, monetary and non-monetary, (name)?

How do you think your life would look like in this case if don’t solve (pain1 behind pain, pain 2, pain 3, pain
4…)?

What is going to happen if you don’t figure that out? How long are you willing to stay stuck where you are with
it costing you (monetary and non-monetary cost they’ve told)
SECTION 6
CREATE AND CONFIRM DOUBT
What have you tried till now to (stop pain to get pleasure)?
How is that working for you?
What are the results of this?
Why do you think that didn’t work?
How does that feel knowing you are not making progress at all using all those methods?
What will happen if we can’t get that fixed/solved, (name)?

Have you invested in any coaching or PT before to help you (stop pain to get pleasure)?
What didn’t work about that course/program for you? (listen here and use against them on explaining how my
program is working)

Okay, gotcha. Let me tell you now more about how this industry is operating people. First of all, people try to
take a PT which is charging them 150$ per session. At least 3 sessions per week is 450$. Multiply it by 4 you
get 1800$ by a month. Multiply it by at least 4 months and you get the cost of 7200$ to only get 10% of
results… How is the feeling knowing now this, (name)?
Next after people get to this point, they start searching for online programs like “beach body”, “get shredded for
12 weeks”, “lose weight for 14 weeks” etc. which are around usually around 1000$ and they start praying that
this is the program they actually need and that they’ve been searching it for. After they realizing that it’s not
working for them, they start looking for another program, and program by program, because you are not
achieving results you wanted and specially on long term, you are starting to feel frustrated, nervous,
depressed because you can’t lose weight on healthy and way more sustainable way. So, you probably spent
at least another 3000$ only on online programs and let me ask you, (name), why do you think they are not
working?
Because everything is automatized and nothing is tailor made for you, for your needs, for your lifestyle, for
your taste. We are all different, unique and we need something that is working for us, not for someone else,
right (name)?
So, you spent 7200$ for PT and now around 4000$ for online programs that are not working for you which
means you spend more than 11200$ and years of your life, (name). Maybe you can resonate with this, it’s
usually how it goes and this is the specific story of the past client of mine. Do you get it know?

So, let me recap what we’ve done till now. You want to achieve (pleasure) but you can’t do that because:
(insert what you’ve concluded that is bothering them)

1. Challenge 1

2. Challenge 2

3. Challenge 3

How confident do you feel on a scale of 1-10 that you can fix this by yourself based on where you are
at the moment and knowing all of this now?

If they say more then 3:

So, how confident do you feel on a scale of 1-10 that you can fix this by yourself (in specific time of period
they’ve said they want solution by) by where you are at the moment?
SECTION 7
QUALIFY
Are you open and willing to investing time, money and energy into a solution to solve this if you are 100% sure
if this is exactly what you need to (stop pain, achieve pleasure within time)?
if they say no, ask why and dig deeper and decide if I need to end the call

Ok great and have you thought about how are you going to fund your success in (achieve pleasure within
time)?
Great. If we take you on as a client and walk you through our mentoring to achieve your results, are you going
to be committed and coachable?
Ok, good. Is there anything that will stop you from doing whatever it takes to (achieve pleasure)?

if they mention money, steps are next:

Sure, we’ll cover that in a moment. What I am asking at this stage is there anything that would stop you,
including being financially resourceful from doing what it takes to (achieve pleasure and never get pain)?
If you need to end the call because they aren’t the right fit, then you say:

It sounds like you aren’t ready to work with us yet, I recommend when you get (reasons why)…

SECTION 8
RECAP AND SUMMARY
Let me make sure I’ve got this right. From what you have told me so far, you want to (achieve pleasure within
desired timeframe) but you can’t do that because (pain and challenges from section 3 and 6)
Is that right? Is there anything else I missed?

SECTION 9
CONNECT THE DOTS
Ok, I am 100% committed to you and solving those problems with you and you told me that you are 100%
committed to solving them as well, right? (yes)
Great! So here is what we are going to do to get this solved for you forever with our EFM 3 step system:
(questions from section 6, compare what’s not working, make it specific)
1. First thing we are going to do is to teach you how you can eat whatever you love and want without
sabotaging results. Imagine for a second, you are eating broccoli and chicken for the breakfast,
lunch, dinner every day knowing you will achieve your goals.
How would that feel (name)? We are not going to give you only customized, tailor-made nutrition
program to you so you can (achieve pleasure), we are giving you the knowledge on how you can be
able to always create nutrition plan that you will enjoy in 2, 5, 10 years and always adapt it to your
current lifestyle without ever ever worrying you will come to state where you are right now or even
worse. (questions from section 6, compare what’s not working, make it specific)

2. The second thing we are going to show you is how to train with minimal effort so you can achieve
maximum results in terms of your health and looking. Because, imagine that you are going 6 times
per week to the gym spending at least 2 hours per session which is 12 hours spent into gym for whole
week and I am going 3 times per week spending only 45min per session which is 2 hours and 45
minutes per week. Who is winning in this situation, me or you, (name)?

3. Third thing we are going to do is something we call Elite Lifestyle Recalibration – mine method
developed after more of 5 years into experience in helping you replace bad habits and incorporate
good habits that will help you speed up results of (problem). It’s not about doing more, (name), it’s
about doing less and smart so, at the end, you invested minimum effort and you achieved maximum
 results while enjoying the whole process, without any restricted diets, restricted 3 hour a day workout
plans for 6 times per week and never ever worrying and guessing what is the next step in getting rid of
(pain) and getting (pleasure).

As I mentioned, the whole solution is designed to you, to get you to the (pleasure) you desire so you never
ever need to throw thousands of dollars and years of your life trying to figure and find out what can work for
you! So, do you see how with our step-by-step system, you just cannot fail, (name)? Now knowing what you
will do with us, does this give you confidence that you can get to (pleasure) in (desired frame time)?

SECTION 10
EXPLAIN THE PROGRAM
Okay, let’s dive deeper into my program now.
This is about mentorship, so that means we’re not just ordering you around or showing you how to do it, we do
it with you which takes the guesswork out of the equation. In 12 weeks, you’ll follow modules step by step,
directly from me so you can never find yourself lost. Not only that, you will have 24/7 support so you can
always ask us for the help and to always get you back on track if we see that you are starting to go offroad.
We will have always at least one strategy session per week and support calls where you can ask me things
and solve any challenges at place! You will learn how to implement exact 3 step system that we’ve discussed
moment ago anytime in your life because we are teaching you to understand and always have that knowledge
in your life to maintain or get even better health and physique and never throw thousands of dollars again on
any other PT or online program, because, after this, you will be your own mentor in this area! Your nutrition
and training program will be updated on every week, as you will progress as the needs are always changing
and to learn and implement new habits with our EFM method. You see, how we are doing things totally
opposite of (what didn’t work about that course/program for you? question from section 6)?
And do you see, we are with you every step of the way supporting you and kicking your butt at the same time,
(name). The step-by-step system with incredible support and accountability is how you get such amazing
results so quickly! That’s how we do it!

SECTION 11
GAUGE EXCITEMENT
So, how does that sound to you on a scale 1-10?
if they object or say I don’t know

What is keeping you from being 10 out of 10?

We will get to that shortly, but first what I am asking – is it this what you always needed?
if they still ask how much it is or it depends how much it costs

I get that, but if you are going to make the decision on money alone, you are giving money the power over you.
We will talk about the investment in a minute, but it’s important I know if this is something you want and always
needed in your life.
if they don’t choose yes because of money

If you are going to make a decision purely on just money, you will be stuck here forever. The first part of
making a change is being in control of your power and being willing to find a way, no matter what. To do that,
you have to make decisions based on your power to choose because we figured out that this will work for you
100%. Do you want this or do you want to carry on with (pain and be stuck over of time they’ve been stuck and
increase pain)?
Where would you like to go from here?
SECTION 12
MAKE THE OFFER, DEAL WITH OBJECTIONS AND TAKE THE PAYMENT
To stop the (pain which was costing you monetary/non-monetary) and get you to (pleasure) it’s only 3000$ or
you can do 2 payments of 1600$. Which works best for you?
if they say yes, proceed to section 13

if they have objections, use objection document

if they say “No, I have to do this – I just don’t have the amount of money you’re asking for right now”

Ok, great and I will always help people who are committed to find a way to do this so I’m sure we can figure
this out. Let’s take a look at your finances and where they are at the moment and see if we can figure out
something out that can work for you. So what do you have available right now?
after this, if they still don’t have money, take a deposit. If they object for it, take objection document

if they have enough money available to make the first instalment on payment plan, say next:

Ok, so based on what you have available now, what we can do is a payment plan of X$ now and then X$ of
payments. So we can take the first instalment of X$ now and get you started immediately with access to my
program so you can stop (pain) as soon as possible and start getting (pleasure) within (time frame). Then at
any point within the next 30 days before the next instalment is due, once you’ve gotten that (options that we’ve
discuss about getting that money) you can pay the difference in full so you will not need more instalments as
most people chose that option as it will be much cheaper for you and save you X$ but you haven’t had to wait
to get started working towards your goals – you can literally start today.

Ok, so how shall we do this – what kind of card would you like to use?
if they still have objections, handle them with objection handling document

SECTION 13
POST SALE TO REDUCE BUYER’S REMORSE
Ok, now that we’ve done it let me tell you one big congratulations! You’ve made a serious step towards
achieving your dream goals. Now, I want you to do next – mark down in your calendar todays date with a start
next to it. When you look back in the future, you’ll know that the star represents the day you took the definitive
action that have changed your life – well done again!
Let me tell you what is going to happen next. We need to schedule our on-boarding call where I can explain
you in more detail how things are going to function, all documents and materials that I will provide you,
accesses etc. So, what date suits you best?
Now, one final thing… please remember you’ve taken the biggest step towards leaving (pain) behind and
started having and working on your (pleasure). You and I know that because we’ve been talking about It for
the last hour or so and we know it’s the logical choice. However, I can promise you that within the next 72
hours or so you’ll have a moment of questioning your decision. Not only that, you’ll talk to a friend (whilst they
mean well) doesn’t get it and will try to bring you down. Maybe you’ll even have something – like a big bill
come trough or you’ll feel less confident than you do on the call with me and your reaction will be to call me up
and say you want to quit. I am telling you this now so you know it’s totally normal – it’s your brain going crazy
and trying to get you back into your comfort zone where you’ve been stuck for the past (time they’ve been
stuck). So know when that happens, it’s not a sign to say you’ve done the wrong thing – it’s simply fear of
change because even positive change is scary! And, if that happens, just reach out to me and I’ll talk you
through it. Makes sense? Ok, great. And final one last thing, (name). As soon as we are done with our call, I
want you to write down 10 reasons why you must to this now and how it will feel in a few months when your
(pain) is a thing of the past. I want you to write it, feel it and send it to me so I can remind you of it in a few
months when everything has changed for the better. Deal? I want you to send it to me as soon as we finish our
call. Welcome again, (name)! I am really glad we are starting to work towards your dream goals and I’ll see
you on our on-boarding call!