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Introduction
Course Introduction (2:34)
Course Objective (3:48)
What You Will Not Learn In This Course (0:51)
Course Layout (3:49)
Supporting Materials (0:46)
What Is Client Enrollment? (3:30)
Who Is Sam, Anyway? (2:13)
Sam's Style (or: Overall Learning Themes For Course) (6:51)
How To Avoid Feeling Awkward, And Be Yourself! (2:27)
You Don't Have To Prove Yourself! (1:40)
How To Avoid Feeling Like A Fraud (Imposter Syndrome, Ho!) (2:33)
How To Enroll with Confidence (2:55)
But Sam, What If I'm Simply Not Good At Enrolling? (2:57)
How To Set Yourself Up For Success On Enrollment Calls (2:04)
What If I'm Still Uncomfortable With Enrollment, Sam? (0:58)
Conclusion to Introduction Module (1:19)
Quick Tips for Introduction (3:14)
Downloadable Quick Tips & Cheat Sheet - Introduction
Pre-Qualification
Introduction to Pre-Qualification (0:51)
What is Pre-Qualification? (0:45)
Why Pre-Qualify? (2:23)
When to Pre-Qualify (2:03)
How To Pre-Qualify (2:51)
My Current Pre-Qualification Questionnaire (3:24)
How To Turn People Away Elegantly (3:04)
How and When to Pre-Qualify Friends & Acquaintances (1:57)
Why You Should Never "Have Coffee" As A Pre-Qualification Tool (2:10)
Conclusion to Pre-Qualification (1:34)
Pre-Qualification Action Steps (1:24)
Downloadable Quick Tips/Action Steps & Cheat Sheet - Pre-Qualification
Get Them To Declare Their Vision
Introduction to Get Them To Declare Their Vision (0:52)
What Is Enrollment? (1:53)
What To Do Before the Call (3:24)
How to Open the Call (2:27)
Set Framework & Context (1:36)
Demonstrate Expertise & Build Rapport (3:59)
How To Never Have To Pitch Again (4:33)
Unpitch (2:12)
How to Direct the Call (3:43)
Get Them to Declare Their Vision (3:05)
Conclusion to Get Them To Declare Their Vision (1:22)
Quick Tips & Action Steps for Get Them To Declare Their Vision (1:45)
Downloadable Action Steps/Quick Tips & Cheat Sheet - Get Them To Declare Their Vision
Money Mindset
Introduction Money Mindset (1:20)
Money Block - Neediness (2:41)
Money Block - Greediness (1:57)
Assuage Worry About Greediness By Being Of Service In These Ways (2:57)
Money Block - Assuming They Can't Pay (2:18)
What If I Don't Feel I Am Worth The Money? (1:11)
We Value Things Based On How Much We Paid (2:55)
Buying Psychology (3:16)
Enrollment Call Equals Coaching Call (1:30)
Conclusion To Money Mindset (1:01)
Quick Tips for Money Mindset (1:15)
Downloadable Quick Tips/Actions Steps & Cheat Sheet - Money Mindset
Get Them To Say Yes To Coaching
Introduction to Get Them To Say Yes To Coaching (1:30)
Why Is Inviting Them To Work With You So Hard?!? (1:26)
How To Invite Them With Confidence (3:08)
Enroll Based on Value (2:01)
Unpitch (3:15)
How To Explain Your Offer (Part 1) (1:54)
How To Explain Your Offer (Part 2) (1:58)
Present The Price (2:08)
Why And How To Ask For Payment Upfront (2:44)
But How Do I, Actually, Say The Price? (2:03)
Conclusion to Get Them To Say Yes To Coaching (1:13)
Get Them To Say Yes To Coaching Quick Tips & Action Steps (1:08)
Downloadable Quick Tips/Action Steps & Cheat Sheet - Get Them To Say Yes To Coaching
Handle Objections
Introduction to Handle Objections (0:50)
How You Handle Objections Is How You Coach (3:01)
Enrollment Truly Begins With The First "No" (1:33)
Objection Handling Overall Comments (1:22)
3 Levels Of Objection Handling (2:05)
How To Respond To Objections (1:12)
The Most Common Objection - "I Don't Have The Money" (2:34)
Why Do Potential Clients Stall & Evade? (3:17)
But Sam, What Do I Actually, You Know, DO?!? (3:07)
The Six Objection Categories (1:33)
Objection Group 1 - Money (Part 1) (2:33)
Objection Group 1 - Money (Part 2) (2:53)
Objection Group 2 - Value (Part 1) (1:28)
Objection Group 2 - Value (Part 2) (2:26)
Objection Group 3 - Competition (Part 1) (2:19)
Objection Group 3 - Competition (Part 2) (1:42)
Objection Group 4 - Time (Part 1) (2:11)
Objection Group 4 - Time (Part 2) (2:03)
Objection Group 5 - Stalls & Brush-Offs (Part 1) (3:08)
Objection Group 5 - Stalls & Brush-Offs (Part 2) (2:46)
Objection Group 6 - Personal (1:22)
How To Request & Accept "No" Gracefully (2:58)
Conclusion To Objection (1:10)
Objections Action Steps (3:01)
Downloadable Actions Steps & Cheat Sheet - Handle Objections
Get Them To Pay You
Introduction To Get Them To Pay You (1:03)
Managing Your Energy At The End Of The Call (1:23)
Why Is It So Hard To Request & Accept Money? (4:52)
What If They Act Coy Or "Play Hard To Get"? (3:22)
What If They Start Negotiating? (2:57)
Be Crystal Clear About What They Will Get (2:52)
What If The Client Asks For A Discount? (3:37)
When Should I Offer A Discount? (Hint: Never) (2:45)
What If I Want To Negotiate? (3:05)
How Will You, Literally, Accept The Money? (6:12)
Keep It Simple & Guide Carefully (3:30)
Managing Problems While Hovering Over The "Pay" Button (2:15)
Conclusion To Get Them To Pay You (1:01)
Get Them To Pay You Quick Tips (1:04)
Downloadable Quick Tips & Cheat Sheet - Get Them To Pay You
Set Expectations & Avoid Buyer's Remorse
Introduction To Set Expectations & Avoid Buyer's Remorse (0:55)
The Most Difficult Decision In The Buying Experience (1:25)
Congratulate & Honor Their Decision (0:53)
Honor The Click (2:04)
Explain Details (1:44)
Offer Certainty, Clarity & Comfort (1:44)
Conclusion To Set Expectations & Avoid Buyer's Remorse (1:00)
Set Expectations Quick Tips (1:36)
Downloadable Quick Tips & Cheat Sheet - Set Expectations & Avoid Buyer's Remorse
Follow Up
Introduction To Follow Up (1:00)
You Finished The Enrollment Call, No-Go, Now What? (2:42)
ALWAYS Set a Concrete Next Step (1:51)
So What DOES Count As A Next Step, Sam? (2:37)
How To Prevent Them From Ghosting (2:51)
You've Sent The Proposal But They Haven't Responded (0:52)
How Not to Design Follow-Up Emails (Real Life Example) (2:49)
How To Get Them To Respond To Your Follow-Up (4:17)
Be Pleasantly Persistent (1:52)
But Sam, I Don't Want To "Bother" People (2:14)
Follow Up At Least Six Times (Yes, Really!) (3:30)
"Guidance Please" Email Example (2:19)
What If You Don't Want To Work With Them? (3:33)
Conclusion To Follow Up (2:01)
Follow Up Quick Tips & Action Steps (1:21)
Downloadable Quick Tips/Action Steps - Follow Up
Final Review
Introduction To Final Review (0:28)
Overall Course Review by Module (3:44)
3 Most Important Takeaways From The Course (2:07)
3 (More) Most Important Takeaways From The Course (1:33)
Recap Of Course Goal - Are We Get There Yet? (1:58)
What Do I Do To Keep Getting Better At Enrollment? (1:29)
Okay Sam, So Where's The (Un)Pitch? (1:23)
Objection Group 5 - Stalls & Brush-Offs (Part 2)
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