That's where most people mess up.

They either just do way too much coaching, they never pitch, they don't know how to actually hold the call. So what you're going to do is step one, treat it like a normal report call, but just with a little extra coaching, okay? You're not just qualifying them, you're actually helping them and giving value, okay? So show them that you know your stuff. So step two, ask some identity-based questions after you give some value. Okay, so like what's your main goal right now?

What you're doing here with these questions is to make them realize that they potentially might need your help. Welcome back to the fitness business podcast. I'm going to talk to you today about what most coaches do after Black Friday, which is they kind of fuck up everything. They sort of exhale, they close their laptop, they call it a year. They don't take advantage of this after Black Friday window, this Cyber Monday window, which is about 72 hours where your audience is still heavily in buyer mode. And they're even more in buyer mode because they have this kind of phomo mentality of, man, like I kind of missed out on potential Black Friday deals, right? And so we want to be able to like use a strategy that I'm

going to share with you today that's going to allow you to stack your calendar with really qualified

high intent calls for January. Last year, a lot of our coaches who have used this booked tons of

calls. And based on our data, about 60% of those calls turned into either clients or referrals

for their business. So I'm going to walk you

through the exact strategy today. What exactly to offer, how to position it, sort of a copy-paste

system to make it super easy. Okay, so quick note, if you're listening to this and you haven't

heard first the overarching Black Friday strategy yet, I would definitely check that out. We just

hosted a free master class where we had like over 200 health and fitness coaches where I spent an hour walking through the entire setup. You can grab the replay for that masterclass in the show notes. Or if you want kind of the condensed version, the sort of what, not the how, check out episode 691 where I break down the Black Friday playbook, but definitely watch the replay of the webinar because that way you can get the template, see the example posted and post and all that kind of stuff, right? So let's get into it. So a quick example of a coach that we worked with, she crushed her Black Friday. All right. She sold like 16 clients on the front end. She sold, she upgraded another like 12 on the back end. She did like $80,000 in revenue. But then she

kind of just said, well, I'm done. And there were a lot of people in her audience who were still like watching her content, but they didn't take the action on the Black Friday offer. And so, you know, what she wanted to do was just kind of like run a discount, you know? And I was like, no, no, no, we're not going to do that or just not do anything or just kind of continue her

normal content. But instead what we said, we're like, hey, let's do this instead. We said on Sunday night, we're going to have you post a free assessment offer, not a sales pitch, a genuine value-led call. And she basically positioned it as we told her how to do this, a Cyber Monday special where she's given away five free 30-minute metabolic health assessments where we look at your eating pattern, stress, sleep,

and build you a custom fat loss protocol. This is limited to the first five people who comment

assessment. Okay, she used our caption formula and I'm going to share with you to kind of tell

the story, build the value, and within 48 hours, she booked 11 calls. Now, she took those calls, and I think of the calls that she booked, like maybe like nine showed, right? Six of those, she kind of soft sold into her program, booked another call and closed four of them. And then she had another two of those calls that led to three referrals. All right. So pretty sick, pretty sick.

Right. Anyways, let's get into like who this strategy is for. So number one, if you just ran a Black

Friday promo, use this as your Cyber Monday pivot, right? Number two, if you're brand new or maybe

getting ready to launch your program, this is absolutely perfect for you because it's going to give

you an opportunity to get some potential leads on calls,

build some value in relationship with those people, and stack your pipeline for people to convert

later maybe when you do launch your call, okay? Or maybe you just need to like fill your January

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