Financial objections

Question 1

Do you have payment plans?

Answer 1

Is that something you need, or are just curious about?

Question 2

I can pay in full. I was just curious about payment plans.

Answer 2

Can I tell you what I would do if I were you? And you are sure this is what you want to do, correct? Then, I would do it upfront. Two reasons. One, the people who commit 100% to going ALL IN on their dream are the same ones who show up powerfully and get AMAZING results in the first week, 30 days, and so on. ALL BECAUSE they decide to metaphorically draw a line in the sand and go ALL IN on committing to their vision. And when you are able to go all in on yourself, Richa and Lucy are going to be even more empowered to go all in with you the same exact way. It is also just the best bang for your buck. Make sense? Are you sure? Feel good? Ready to get started on some homework?

Question 3

I need to break it up. Do you have payment plans available?

Answer 3

Okay, well, look. It depends. Most of our students do take care of the investment upfront. But we can look into breaking it up. How about we do half now and half next month?

Question 4

Why is it more expensive if I break it up?

Answer 4

This is to cover us for cash flow gaps that happen by not getting the investment all at once.

Question 5

I can’t afford half now. Can we break it up more?

Answer 5

For a second, let’s just pretend that investment is out of the equation. How do you feel about the process? Do you still feel like it’s what you need to get to (outcome)? So just to be clear, payment plans aside, there is nothing that is keeping you from being less than 100% certain that this is what you need to get to (outcome)? Cool, so we could split it 3 ways - so $1650 a month. Does that work?

Question 6

I can’t afford $1650 right now.

Answer 6

Alright, well, could you do $1250 a month over the next 4 months?

Question 7

I can’t afford that either. What is the lowest I can do?

Answer 7

Well, it depends. What are you able to do monthly?

Question 8

I can do $500 a month. Does that work?

Answer 8

Okay, so the minimum we can go while still making sure we have enough cash flow to support the team behind Badass Body Boss is $850 x 6 mo. Would this be possible for you?

Question 9

I can’t do $850.

Answer 9

Do you think you can save up in 1 month to afford the $850/mo plan?

Question 10

Yea, I could save up for a month and do the $850 plan.

Answer 10

Okay, I hate to see you delay starting your dream life today, so how about making a $500 refundable deposit to hold the 1K discount, and then switch to the $850/mo plan next month to get started?

Question 11

No, I can’t save up and start the $850 next month.

Answer 11

So based on where you are at financially, it might be possible to make something work now, or at the very worst we can at least create a game plan for you to work towards in the future so you can do it sometime down the road. That said, are you comfortable having an open and honest conversation about exactly where you are at financially right now? And based on that we can figure out what’s the next best step from here?

Question 12

Well, it’s more than just the price. I just don’t know if it will work for me.

Answer 12

No worries, and I’d like to acknowledge you for being honest with me about that. That’s something I can appreciate. Now can I be honest with you for a second? You just got done telling me that you were a (#) out of 10 on the process because (reasons they told you) and now it seems like you are nowhere near that certain about the process. So can be honest with me? What is really going on?

Question 13

No, I don’t want to talk about my finances

Answer 13

Can I be honest with you for a second? You just got done telling me that finances aside, you were 100% certain this process is what you needed to get to (outcome) and that you knew you needed to do this and that ultimately, it’s your goal to make this work. But now it seems like you are not willing to be open and honest with me about where you are at financially so we can together figure out a way we can possibly make this work for you. So look, how do you expect me to be able to support you in ways we can make this work so that you can (outcome) if you are not willing to be open with me about resources you really have?

Question 14

Sure, we can get into my finances I guess.

Answer 14

Ok, cool. (Pull up excel sheet and share screen) So talk to me about what cash you have on hand right now. So like savings, checking, under your mattress. Do you have access to credit? How many cards? How much do you owe right now, and what do you have available? 401k, assets, or help from family/friends? Ok, and how much do you make a month? Now, let’s get through your monthly bills. How much is rent/mortgage, lights, gas, water, house/renters insurance? Car note, gas, car insurance? Phone, loan/debt payments, food, meds, misc?

Question 15

If after going through their finances, and they still can’t afford, what should you do?

Answer 15

Okay, thank you for sharing that with me. Based on where you are financially, it might be possible to make something work now. Are you open to hearing how other people have made this work in similar situations as you?
Discuss the use of Papal or Upstart to take a loan out for this.

Question 16

I can’t afford anything and I can’t take a loan out.

Answer 16

I am taking Badass Body Boss off the table. What do you plan to do?

Question 17

I am going to save until I can join.

Answer 17

How long do you need to save up? (Pull up spreadsheet and write out plan). And what do you plan to do in the meantime? I am sorry that (recap history) and it’s affecting so many areas of your life like (pain), and you’re going to stay stuck seeing your weight go up and up. I am going to send you this spreadsheet so you can start putting money aside for this so we can get you in and started. Additionally, I am going to send you something to work on while you are putting the money aside to ensure your health and well-being are being addressed during this period. I will also check in with you periodically to make sure we are working towards meeting these goals. How does all of that sound to you?

Question 18

I can’t afford the $4800.

Answer 18

Okay, then, well look - most of our students do take care of the investment upfront. But for certain students, I don’t feel like that’s the best thing for them to do based on their financial situation, so we allow them to break it up. That being said, since it’s your goal to do this, do you want to explore ways we could potentially break it up to make this work for you?

Question 19

Yea, I mean breaking it up would make it a lot easier. What would that look like?

Answer 19

Great - so we don’t have any set payment plans. It is really all customized depending on what is best for you. So, based on where you are at financially, it might be possible to make something work now, or at the very worst, we can at least create a game plan for you to work towards in the future so you can do it sometime down the road. That said, are you comfortable having an open and honest conversation about where you are financially right now? And based on that, we can figure out what’s the next best step from here.

Question 20

Using credit/taking out a loan is bad/risky.

Answer 20

Gotcha, so when you say you don’t believe in using credit, what do you mean exactly?

Question 21

I mean, I just don’t think using my credit card would be responsible right now.

Answer 21

So basically, to you, you just don’t think using credit would be a responsible thing to do financially. Appreciate you being honest with me about that, and it’s something most people struggle to understand. So no worries. Now I also want to remind you that you said your goal was to (heaven), right? And let’s just pretend for a second that you knew this was going to work. I know nothing in life is 100% guaranteed, but just suspend disbelief for a second and pretend it is. If you put $4800 on a credit card, and it produces for you your dream body and life (heaven), that would be worth it, right Right! So the real issue isn’t credit cards. The real issue is what’s keeping you from feeling like this is going to work for you?

Question 22

I do believe it will work, I just don’t want to risk getting into too much debt I am worried about using my credit card is all.

Answer 22

Appreciate you being honest with me about that, and I totally understand your feeling as if using a credit card and taking this risk makes you feel like you are irresponsible financially. At the same time, I want to realign you with the fact that the exact reason you came on this call is because your health and wellness have no stability, and you wanted to step into this issue to change that, right? And growth/change almost always requires a person to take risks. So, it’s not about whether using credit cards is financially responsible or irresponsible; what it’s really about is what decision will give you stability in your health and wellness in the long run. Is it doing nothing and continuing to stress week after week about your health and wellness, for the coming months, if not years? Because you are afraid of taking risks like everyone else? Or, is it more financially responsible to get a little uncomfortable in the short term, to provide lifelong health and wellness for yourself and your family, therefore preventing more expensive health-related issues like diabetes or heart disease, or things money can’t put a price on, like being able to keep up with your grandkids? Therefore, taking the necessary steps required to truly become healthy? Which one of these two types of people do you want to be?

Question 23

That’s a lot of money

Answer 23

I hear you, so when you say it’s too much, what do you mean?

Question 24

I mean, it is just more money than I have ever spent on this before.

Answer 24

Gotcha, well I appreciate you bringing that up. Thank you. And I also want to reassure you that a lot of our students felt that way before they put it in proper context. Now that said, can I be honest with you? Earlier on this call you told me that your worst fear was (hell/pain), right?
And beyond that, it’s not just about avoiding that, but you also want to have a body that when you look into the mirror, you don’t feel shame. And instead, you can actually feel good in your own skin for the first time since your 20’s. So I want to realign you with the that for a moment. And put this all into proper context. Cause while I get that $4,800 right now might seem a little scary, this is an investment to get your health back. Your self esteem back. Not just now, but for the rest of your life. And to get that outcome, I guarantee if you put in the work, you will be there in less than a year. So just to put that investment into context here. $4800 spread across 2 years is just seven dollars a day. Is that too much to invest in getting your health back for a lifetime? So if we can show you how to reclaim your health and finally get the body of your dreams over the next couple of months, is it worth seven dollars a day to do this?

Question 25

Deposit close due to logistics

Answer 25

What we do for people who feel good about the process and just need to figure out some logistics is we take a fully refundable deposit that holds the ‘on the call 1k discount’ and secures an onboarding call for tomorrow since our schedule is super booked. Are you okay with this?

Question 26

Deposit close due to partner/spouse

Answer 26

Great, so what we will do from here is put down a refundable deposit to hold your spot and so you can draw the line in the sand about that commitment to making this change. Then if by chance your partner is going to leave you over this and all goes south, no worries at all, we will go ahead and cancel the deposit. We are not in the business of ending marriages. So, let’s go ahead and do that deposit now, and then set a follow-up call to re-review things that your partner is more than welcome to join in on. And then we can figure out what the best next step is from there. Does that make sense?

Question 27

Sure, lets do the deposit.

Answer 27

Great, so the refundable deposit is just $500. Let’s take care of that and then schedule a time for us to meet tomorrow to discuss the next steps, whether that includes onboarding or not. Does that work for you?

Question 28

I don’t want to do the deposit

Answer 28

I want to be 100% sure that you are clear on the purpose of the deposit. You DO understand that by not putting down a refundable deposit you are losing out on the 1k discount that would typically be held for you while you took care of (logistical objection) correct?

Question 29

I can’t do the deposit

Answer 29

Okay, but you haven’t even heard how much the deposit is. What if I said the deposit was only 50$?

Question 30

It doesn’t matter how much the deposit is, I just can’t do it.

Answer 30

Okay (name), I am going to be honest with you really quick. I do a lot of these calls, and when people don’t put down a deposit, it’s because the answer is no. So talk to me (name), what’s really going on?