SIZE UP: QUALIFY THE CLIENT Flashcards
Happy
Dance
“Let’s say we invite you in, and solve [biggest challenges].. what’s a [X] that would have you doing a happy dance?”
(X = goal weight, income, something your wife would say)
Paint The Dream
SOLVE THEIR PROBLEM
“We’re helping you fill your calendar with ideal clients - what’s a monthly income that would make you do a happy dance?” Or modify to your offer.
“What would be the best part about never having that problem again?” Deepen.
Paint The Dream
SELF
“Okay, so let’s say it’s 2 months from now, and you [describe an awesome outcome]. And you’re shocked, but you start to realize, this is your new normal. What’s the first thing you do for yourself when you’re [outcome]?” Deepen and have them get specific so they can REALLY visualize it in detail.
Paint The Dream
LOVED ONES
“All right, I love that. Okay what’s the first thing you would do for your (kids/wife/etc)?” Deepen and have them get SPECIFIC so they can really visualize it in detail. “And what do you think (he/she/they) would say?”
Three Traits
“Here’s what I’m seeing. I love your dream. But everyone I talk to wants to [outcome]. But you know what? I’ve been doing this for years now and the most successful clients have 3 traits that make all the difference when it comes to [outcome]. Those traits are [X], [Y], [Z] and describe all 3.
Commitment
Check
“From this moment forward, is there any reason why you can’t be all 3 of those things? Because that’s what it’s going to take to get you out of [problem] and into [describe their dream].”
Mini Recap
“All right, let me make sure I have everything. You’re struggling with [describe problem] and you want to get to [outcome] so that you can [reason why]..and the reason you’re reaching out to us is that if we don’t get this fixed now, in [deadline] you’re looking at [consequences]. Do I have that right?”
Transition
100% CONFIDENT 1/2
“Okay great. Well the good news is that based on everything you’ve told me, I am 100% confident we can help you fix this problem and get to [outcome].
And the reason I say that is because that is exactly what our program is designed to do to [describe outcome]. And I say that with great confidence because l’ve worked with clients in your exact situation, and they are [describe outcome].
Transition
100% Confident 2/2
In any case, this is what we do every day, and we’re the very best in the world at it and that’s why I’m 100% confident we can help you with this. That said, where do you want to go from here? I can walk you through the whole strategy from A to Z about how we help you [outcome] if you like.”
