Sales is ultimately about two things. Your two goals of a sales call. Number one is to identify

whether or not this person is a great fit for your program and that you're sure that you can help

them and to convince them that they can be sure that you can help them. Right. Now, if you're sure

that you can help them, the second goal is to help them make the best decision for them.

Now, the problem is that decision is always going to come outside of a comfort

zone. Before we sold our fitness business, our best year that we had to date was at $2,155,000.

Now, the crazy thing is we averaged a 66% close rate, not just that year, but over the five years

that we ran that business. Now, we actually did $5 million

dollars in combined revenue in that business before we sold it. And then if you also factor in

Impact Fitness Coaching Academy, we've done over 35 million in sales. It's right about 36 million

in sales. That's 40. It's combined over 40 million in sales. Okay. And a lot of people lie about

their numbers. So those watching on YouTube, I'm actually showing QuickBooks income statements. Okay. And the reason I share that is not to impress you, but really to impress upon you, as Tony Robbins says, that a lot of the calls that we would get on in our fitness business, a lot of them were nose. A lot of them didn't have the money on the surface, but we had a financial objection framework that we developed and have refined called the triple tie down system. Okay, and then we use this to average a 66% close rate again over five years. And so I want you to stop and picture this for a minute. Those watch it on YouTube, I have some visuals going on where, and for those watching on YouTube, you can see the visuals.

But if you're just listening, I want you to just picture this in your head. Okay, so you're on a 45-minute sales call. It's a perfect prospect. Let's say you work with busy moms. She wants to lose 30 pounds. Loves everything you said. You pitched perfectly, drop the price. You're like, okay, it'll be 3K for six months, let's say. And then she says,

wow, that's way more than I expected. I cannot afford that. Okay, so what do you do? Most

coaches panic, right? And they immediately jump to, okay, no worries. You know, we can do a payment

plan. Like, how about we do, you know, four payments of 750. What happens here is you just

cut your upfront cash in half. And the more upfront cash we can

collect, the more likely it is that that client is going to stick to the program. It's more

sticky. The more cash that we can then reinvest into the business, especially in advertising,

then acquire more customers. And just ultimately the more healthy the business is going to be. Okay. So today I'm

going to give you a framework that is called the triple tie down system that's going to allow you to

collect more cash and overcome, I would say at least half of your financial objections easily.

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