Tips to Grow Your Business From the Beachbody Elite
Coach Jimmy: Okay. So we’re talking like ten years ago, I was one hundred pounds overweight, a three time college dropout, broke actor, bartending, and a buddy of mine that was bartending then started losing weight and as guys go, we see another person losing weight, we are not like you ladies. Ladies you are like, “Sweetheart, what are you doing? How did you do that?”
We just kind of watch each other. We go, “Damn. What’s he doing?” We don’t ask.
I finally asked the guy. I was like, “What are you doing?” and that’s when he introduced me to Power 90 and that started me on my journey as a customer first. How were you introduced?
Chris: So I was a customer too and I was a SWAT team leader at Haltom city just outside of Fort Worth and what happened for me was I implemented a physical fitness standard that in in 2009, I almost failed.
Coach Jimmy: You failed your own test?
Chris: Almost, and I was one of those cops, I don’t know if you know those cops that they’re just really very big and we kind of convince ourselves that we’re strong and healthy but it’s not really true. I was like, “Okay, you know what, I’m creeping up on 300 pounds.” So I’m sorry, I am getting side tracked, but I went on a foot pursuit, jumped on the fence to go over the fence and the fence fell down.
I was like, “Okay, it’s time for me to do something,” and so I did P90X and I did two rounds exactly as it was supposed to be and lost 62 pounds and then everybody was like, my guys were asking, “What in the world are you doing?”
Coach Jimmy: And that’s a perfect segue, what in the world were you doing? So today we’re talking about Challenger. Now some of you run traditional challenge groups and some of you don’t. So for those of you, I don’t want to lose you when I say challenger and you are like, “But Jimmy, I don’t run a traditional challenge groups.”
Think of challenger and the word customer. Same way. Chris and I started as customers.
I have a question, by raising your hand, who in here started as a customer first? Awesome. Now look around, look around, keep your hands up. Now, out of those customers, how many of you, as a customer, said, “I will never do that coaching thing?” Like almost all of you.
Okay, so hang with us here today. There’s a few things that I need you to pick up on as we are going through this.
I’m really big on setting attention on what you’re going to learn and I want you to be the most amazing coach to get your customers or challengers results. Because not only at the essence of what we do as coaches, it’s also going to be the most perfect breeding ground for you to find your next long-term, strong coaches that are in this for the long haul.
Would that be helpful? Awesome!
Chris: So the first thing that you have to do is you have to be prof the products work and it’s funny, if you haven’t noticed when there’s National Coach Calls or even these workshops, really you’re being told pretty much the same thing over and over and over again.
There’s no magic secret to being successful with this, but you have to be prof the products work and set the example because if somebody comes to you and they want help and they ask you, “Hey, I need to get in shape, but I’m really busy. I really just don’t have time to work out, I have kids, and I work full time and I do volunteer work.”
And your answer is, “I know. I really don’t have time either,” because you’re not putting together the time to make it a priority, then why would they come to you? So you have to be proof the products work and we’ll talk more about this, but really that means doing a program as it’s intended and that’s going to be part of your story too because if you, as a busy person, are able to be proof that the products work, the people will see that.
If you’re proving that, you know what, busy people can’t get in shape, people will see that too.
Coach Jimmy: I have this conversation with coaches all the time and coaches that are going to quit or they going inactive or something and it’s always like, “Oh, I got like six bags of that Shakeology sitting on my counter,” anybody ever heard that one before? So my first question is like, “So, how are sales?” and they’re like, “Well, they suck,” and I’m like, “Why would someone ever buy that thing from you that you don’t drink every day?” Like there’s no integrity in your business if you’re not proof that the products work.
Chris: So it’s about sharing your story. Again when I got started, sixty hours a week, midnights, three kids, wife works full time, but I made it happen. There was one thing that I knew that was going to happen basically every day, or six days a week, was I was going to do P90X.
I’ll tell you, I never rested on Sunday because somewhere along the line with my busy schedule I missed that day, but I still made it through two rounds basically missing like two days out of the 180 and that’s why I got the results and that’s why people could come to me and say, “I need to do what you’re doing,” because I was getting the results.
If you’re just not doing anything and you’re like, “Hey, I’m a coach and I’m doing P90X or 21 Day Fix,” and 22 days later you look at exactly the same, why would they come to you to solve that solution? Because that’s what we are trying to do is solve problems.
Coach Jimmy: And if you’re sharing your story, so we’re talking about focusing on these customers, there people that are coming to you that want to get results and they want to get long term results. I really pride myself in the fact that in ten years of this, I haven’t put a lot of weight back on. This really became a lifestyle for me and I didn’t know that going in.
I didn’t know that starting Power 90 as my very first program back in the day and Tony in those short shorts doing whatever this move was. Some of you like, “I didn’t even know Power 90.” I just wanted to keep going.
So as you’re sharing your story, you’re going to set an example as a coach for the exact same thing you going to ask that customer to do coming in is to share your story. The very first thing I tell somebody is, “Cool, you need to let people know you’re starting this journey,” and so many people, we will talk a little bit more about this as we are going along, but there’s many people want to wait until the after photo. They want to wait till 5 pounds from now or 15 pounds from now.
There is something so powerful about you sharing your story along the journey. Not when you get to where in that dress size that you think you need to be in, not when the abs start popping, but if you are sharing your story now, that customer that comes to you or that challenger that comes into your group, when you ask them to do the same, one of the key things for those of you are taking notes (cause smart people take notes) is one of the things we do in the groups that we run is I say, “Look, you may not be ready to share your story publicly, but I need you to do it in this group,” and I make sure they know this is a safe place.
I’m going get up and share my story. Everybody that shares a picture or photo or video, nothing goes outside of this group unless there’s permission granted because I want to create a safe place for them to start sharing their stories because they’ve got two thoughts in mind. I want to get them long term results and if I get them a life of long term results, people start asking the same way you said the cops that watched you do it asked you. When they make that transition to being a coach, I’m going to want them to share their own stories.
Chris: And there’s some people maybe, I don’t know about you, but I came across people who actually won’t even want to take a Day One picture. They’re like, “God forbid. I will never ever share this.” I tell them, “Look, you don’t have to show anybody, but I promise you if you do this is as it’s supposed to be, three months from now, you’re going to wish you had a Day One picture.”
Coach Jimmy: I’m one of those people. You never see, you’ll see my before and afters here in a second, and you will notice in top before pictures, I don’t have that awesome, pissed off, fat face, shirtless picture that are so awesome for so many before and afters. I wish I did and it was told to me this way after I started my journey was take these pictures, and I think this was before they were all digital, put it in a drawers is what I was told, call them your goodbye photos because you’re never, ever going to look this way again.
You don’t have to show anybody. Even if they don’t want to put it in the Challenge group or whatever, but like three weeks from now I wish, instead of that amazing Hawaiian shirt that I’m rocking for musical when I was in college. Thank God for Beachbody fitness and fashion. I think I got a little better.
I wish I just had the really good before photo but I didn’t and I had to go find that.
Chris: To begin with, I lost 14 pounds in the first two weeks and that’s when I took my before pictures. It was 14 lbs from my heaviest. So you’re going to run into that all the time so just meet them where they are. You don’t have to share, but I’m telling you, I promise you, because they’re coming to because you have this credibility. They’re coming to you because you have the answers. Tell them, I promise you’re going to wish you had this picture, two weeks from now, three weeks from now, if you do this.
Coach Jimmy: Yeah and it’s the point that if you look at these pictures, and we continue to talk about encouraging your customers to share their story, remember the integrity of this business. I tell my team this when it comes to the business and I tell my challenger and my customers this, “I will never ask you to do something that I’m not willing to do.”
We’re going to talk about the ebbs and flows of what your journey is because it’s always, that picture on the bottom there with the biceps, that one’s easy to share, but I don’t look like that every day of my life and so many people think, “I can’t share anything until I get right there either,” and it’s a matter of you want to be relateable.
Chris: And so there’s a difference right? This guy has always been this svelte guy you are seeing in front of you now right, since he started Beachbody, but that’s not what I’ve been.
I lost a lot of weight and then I really started getting focused on the business and started doing bunch of hybrids. Doing my own thing, shipping leg day, skipping cardio day, never looked at the meal plan for a long time until you know I really got back to the point where I was like, “I gotta do that.”
I started Hammer and Chisel the day after Thanksgiving and did a round or two of that and so you have different stories, but that’s the thing. For as many people that are in here, that’s how many different stories there are and each one of you are going to relate to hundreds, if not thousands of people, that the people on either side of you are going to be able to relate to.
So every single person in here can succeed, you just may be reaching different people. So that’s why it’s so important to share your story and be you. I can’t be Jimmy Nelson. I have to be me and you will see that in the next slide that is be who you are, but be the best version of who you are.
Coach Jimmy: What’s so cool, and I’m sitting here listening, I was reminded earlier in the day and, I almost hate to bring these things up because I’ve been a coach for nine years, so we were customers before there was coaching. There was no Facebook and we have an amazing message board and I’m assuming the message boards are still around, but that was the way we communicated back in the day.
So when I was first getting started with Power 90 and I plugged into these message boards and magic of them that I thought it was so cool, as you’re encouraging your challengers, your customers inside that private group, that safe place, some of you have people that they all want to start on the same day and do 21 days or 60 days or 90 days. A lot of the groups that I run, have people coming in and out whenever somebody starts.
They’re a little more in these bigger groups because for me when I came into that group, I loved seeing the people that were just one or two weeks ahead of me. That motivated me and then when somebody came in behind me, I mean this is just as a customer not as a coach, somebody that was few steps behind me, one week behind me that hit a problem, that I can turn and say, “Hey, buddy. I had the same thing happen. I had the bad pizza day,” or whatever and I could encourage them not as the ripped guy that was done, but as the guy that was just a couple steps ahead of them, I could encourage them.
I think that is really key as you start allowing your customers or your challengers to start taking care of each other. They may have come to you as their coach, but sometimes they’re a little intimidated by you. If you’ve had a huge transformation, you’ve been doing this a long time, maybe they’re a little intimidated and that person who just came in a week ago, few days ago, can go, “Hey, it’s okay. You’re going to have a bad day.”
They can be encouraged by that and then remember also, we were told at Leadership few years ago that the long term coaches that have had the most success in business, really came in as customers and upgraded themselves.
There are a lot of us that bring people in as coaches from the beginning. Nothing wrong with that. I do that a ton, but I do feel like there’s something about coming in and having success with the program that builds so much confidence in programs that they may promote later as a coach.
Chris: So if you guys follow me on Facebook or those of you know me personally, like I said, I don’t love to work out, but I do it because I want to live longer, but I am me, okay? So you have to be you. So this picture in the caption, for the picture me right after my work out holding a Blue Moon, and I’m like, “I just can’t seem to slim down. I’m putting on size.” You know just for grins, right? I’m running a half Disney marathon and I think that’s a Diet Coke and a slice of pizza on mile 12 and it’s just about being who you are.
So for me, who I am is somebody who I working out, but I really struggle with the nutrition side of things, but I do it because I know that I need to do it to live a longer life and to just set a better example for my kids. So that’s one of the things that, I think I was going to talk about this later, but since I’m just talking about kids. It’s about noble excuses.
I didn’t talk about noble excuses yet, right? I talked a lot to myself backstage.
So, noble excuses though, right? My kids are the reason, my family, that’s the reason that I work out and they’re so often used as a noble excuse for why people don’t work out or why they don’t work the business, okay? We’re talking about working out here, but you know people are like, “I would work out, but I wouldn’t lose that sixty, seventy pounds that I need. My kids, they have homework and they have band and they have Scouts and I work full time.”
So, I’m like, “Yeah, your kids. That’s exactly why you should lose the sixty, seventy pounds so you can see the results when you see them later.”
Coach Jimmy: What I love so much about watching Chris, like I said, I get such a kick out of these pictures because I see him and I love the fact that he doesn’t take himself too seriously. He’s super honest with life, “This is when I’m on my fitness and nutrition and this is when I’m off,” and it’s about staying relateable.
Now pay attention here, because this is a really fine line. Chris and I were talking about this and putting this together. So it’s about staying relateable, right? Because have you ever had, tell me if this sounds familiar, we get these emails all the time. “So I’m doing Insanity and I missed the last two days and I have a vacation for three days. Should I start over?”
Has anyone ever got that email or message? No, just keep going and so many people have a bad day or they have a bender or they go to a bachelor party in Vegas or whatever and they beat themselves up so much that it’s always a series of starting over and I think if I can take that out of my customer’s vocabulary and go, “We’re creating a lifestyle and every time you use the word ‘start over’, you’ve created this giant mountain.”
Now think about this, like you starting your journey, you have this huge mountain to climb. You’re climbing this mountain and you get day one, day two, and you’re in this a little bit and maybe you have a hiccup. Instead of just thinking that, there’s this base camp on the mountain, that I took a day and didn’t make progress. You can still pick back up from that spot and turn around and go, “I’ve come this far. That’s pretty cool,” and go ahead.
You as a coach and for your customers, if every time we mess up or get off track we go, “Well, I’m starting over again,” and we go back here, that mountain always seems so big and we create this giant wall for ourselves and never make…again, we’re talking the long term progress. So I think it’s really important for us to show, “Hey, I messed up,” but on the second hand, what were you saying about if they see every Wednesday, you’re messing up.
Chris: Yeah, it’s that and also if you just go completely off the wagon, say it’s after 21 days or 30 days or 60 days, if you go completely off the wagon and there’s been people on the fence trying to decide. “Hey, is this the person is going to help me get fit?” and then you go off the wagon, once you’ve reset the clock for the next time you start over and you are like, “Okay, I’m about to get in shape,” they’re going to be like, “Okay, well you didn’t lasted 16 days last time you did this.”
So, they’re not even going to come around until 16 days because you’ve already set your expectation for how long it is that you can stay focused on something.
Coach Jimmy: And the other thing that when I do my posts, so two things real quick, is if I have a hiccup day, you have the burger and pizza day, the beer day, the whatever is own it. I make it public because that’s my way of accountability, but it’s also a way to edify what you do as a coach in your group and for your customers, right? They’re going to see, “He’s human. She’s human.”
I never do a post, there’s never a ‘woe is me’ post. My wife and I always talk about no Eyores. You know, the, “Thanks for noticing me. Feel sorry for me.” It’s, “Hey, this happened yesterday and I am so thankful for the supportive community that I plugged into that I know I’m getting right back on track tomorrow.”
Because that’s where most of our customers get off track. They get three days in, they get four days in, and they have that one hiccup and they are so hard on themselves and that guilt overtakes them that they either completely bail or they start completely over. If we can remind them that, “Hey, we’re human too,” and I say this all the time, the only difference between successful people and non-successful people is not that successful people don’t mess up, they just correct to get back on track quicker.
And that’s what I tell my customers. “Look, you’re not going to follow all of this meal plan exactly. You’re going to skip that yoga day that nobody wants to do. It’s okay.” Yes, just give yourself some grace and that’s what the group is for. That’s why you want to come back to the group to keep going.
Chris: So we have pretty much already covered that. When people, we’re talking from a business standpoint for you, if you want to get people started, you have to be sharing your story now like we talked about. There are people that are going to identify with you that aren’t going to identify with other people.
Everybody in here is unique and everybody in here is going to be able identify to people that the people on either side of you aren’t going to be able to identify with. You have to be you and you share that in the beginning. Again, if you do this and you…when you have coaches come in, they’re going to tell you the same thing and so, again, you can’t be like, “Yeah, me either. I don’t do that either.”
You might have to say, “Well, I didn’t, but I sure wish that I did,” because there are people, like you talked about, you know people always you know that this is what Jimmy looks like and so people want to see that journey all the way through and you have going to be open like that.
Coach Jimmy: And I have two things here, number one is a little bit of my story. You saw those pictures earlier and I was always really, for those of who watch my You Tube videos of my training and stuff, you know every time I start something, it’s like, “Hi, I’m Jimmy. I was a 100lbs overweight, 3 time college dropout living back at home with my parents.”
I’m always reminding people where I came from, until we shot Insanity and it was really just weird thing. I finally made this former fat kid get into the most ultimate fitness video ever and about a year after, once it kind of started taking traction, people like, “Oh, you were in the videos and stuff,” something changed in my head and I told myself, “Oh, I’m no longer…”
I became really ashamed of my story and I felt this weird pressure to be the 6% body fat, lean, ripped guy all the time. I needed to be small, white Shaun T for some reason, but that’s just impossible. Funny thing happened, did I gain fans or people that are like, “Oh, that’s inspiring?”
Yes and my business tanked because I was no longer relateable. I wasn’t reminding people where I came from, people that didn’t know me beforehand and just thought, “Oh, Jimmy, he’s always been this way,” and I had to let go of, like even when those pictures came up, I don’t know the last time I looked like some of those pictures to be honest with you and it’s okay.
I had to let people know, “This isn’t every day. Here is where my life goes,” and the other thing beyond that is I want to give you something really quick here. Make sure you write this down, that’s going to give you credibility and you customers and coaches credibility. Really quickly, I’m a big fan of giving people quick wins, give them momentum early. This is what I call the Power of Your First 7 days story.
An example of that is in my first seven days of drinking Shakeology, I dropped five pounds and kicked a soda habit. That story is so much more powerful than Coach Jimmy lost 100 lbs and here’s why. I told you about the mountain, right? People look at a 100lbs weight loss story or see Chris’s before and afters or whatever and they think, “Oh, that’s awesome. You’re awesome. I could never, ever, ever do that.”
So let’s say you are not where you are in your fitness journey right now or where you want to be and somehow you feel that’s holding you back from the business, but anybody ever say that? “I’ve fallen off the track. I put some weight back on and my business suffered.” The First 7 Days story will give you credibility because somebody knew you seven days ago, somebody knew your customers seven days ago.
If they can say, “In seven days I’m doing the 21 Day Fix and using the containers, I lost x number of pounds,” it gives you something to celebrate with them and all those people, their family, those people at work go, “Oh, I knew her seven days ago. If she could do it, I could do it,” and it’s just going to help more people take their momentum as well.
Chris: You want to find out why it is they want to do things and this is so crucial for the business and all of the stuff goes hand in hand. The business or the fitness side of it. You want to find out their why.
If somebody tells you, “Hey, I want to lose ten pounds.” You have to find out why they want to lose ten pounds. I generally ask people, I’m like, “Hey, do you have an event coming up? Is there something that you’re getting ready for?” because you want to find out what it is that they are trying to accomplish. You have to be specific about this and you really want paint that picture.
I say, if somebody says I want to lose 15 pounds, “Cool, how would your life look? How would your day look if you lost that? How would it change?” and then they will say, “I’ll feel better in a swimsuit. I won’t run out of breath playing with my kids. My clothes will fit me better. I will feel better about myself,” and you have to reel in as many questions as you can ask to paint that picture in your mind about where it is they’re trying to go, the more likely they are to be successful.
Then you can find out too when later if they just if they start falling off the wagon or the start disappearing or whatever, you can say, “Well, I know that you wanted to find a way that you could look better in your swimsuit,” or that “You can play with your kids without running out of breath and it really sounded like that was really important to you and I believe you that it was. Did you find some other solution or is this something that we just need to refocus on and figure out how to stay on track and make this happen?” The more detailed and the more clear you can make that, the more powerful it is. It’s not just, “I want to lose weight.”
Coach Jimmy: No, it’s always more than that. I use something very similar to what Chris just said, somebody is like, “I want to lose twenty pounds,” I go, “Cool. What are you going to be able to do 20 pounds from now that you feel like you can’t do now? What is your life going to look like 20 pounds from now, what’s it going to allow you to do that you feel right won’t allow you to do?”
Sometimes it goes beyond…when it comes to your why and I think we hear that so much that sometimes we become callous to this find out your why and it’s these really surface things, but Chris share a very like touching story with me. We’re talking while standing behind right there. If you don’t mind sharing with them a little bit. So what drove you, why do you keep going? You kind of shared a little bit while you were on the job still.
Chris: You know seventeen years of police work and I was there when a lot of people drew their last breath or had just very recently drown their last breath and based on their age, I can give you an idea about what that person looked like, right? Because the younger they were, the larger they were. The term is little old man for a reason right because I didn’t go on a deceased person call for large eighty year old, ninety year old people, but I went on a lot of late 40s, early 50s for large people.
And so that that’s one of the things, we’re started running low on time here, but that’s how powerful and how amazing this opportunity is for all of us. Okay, I did a lot of cool stuff as a cop and there some people alive today because I did some cool stuff, but I’ve done more good for more people as a Beachbody coach than I did 17 years as a cop. Because the people that want my help, first of all, they want my help and there are people that now, because they are in a Challenge groups so they did a program, they’re going to go to graduations and weddings and see grandchildren born, that they wouldn’t have seen if they didn’t buy a challenge pack and change their life.
How can you not be happy and excited about saving someone life?
Coach Jimmy: As you’re digging into somebody’s why, you got to be willing to get vulnerable with your people because if you give them your surface why, they’re going to give you their surface why and all I know is that surface whys are easy to bail out on. If it’s just about the bikini, if it’s just about the abs, and I think sometimes we think the why is always like warm and fuzzy thing.
Dropping out of college for the third time, living back at home with my parents, a hundred pounds overweight, coming out of a pretty serious relationship where I just felt destroyed, I remember the morning like it was yesterday.
I was stepping out of the shower and normally I step out of the shower, towel, and get out. I don’t stand in the front of the mirror and for whatever reason that day I stopped and I looked at myself in the mirror. I stopped chasing my dreams. I was just surviving day to day. I’m embarrassed because I’m living back at home with my folks.
All I remember is looking at myself and saying, “Jimmy, if you don’t change, you’re going to be alone the rest of your life,” and I got pissed that day. Really mad. Not rah rah, we are going to change our lives. Like really mad and that was my fuel.
I didn’t have the solution yet, but the decision was made that day. Because I was like, “I’m not going to be that person. This is where it’s going to end,” and I share that with the people that come in because maybe it’s something noble that drives you or maybe it’s a really dark place like it was for me to keep going.
I don’t care as long as it keeps you going.
I’ve done a lot of really positive things in my life from what started in a very dark place and I share that with you because I think sometimes we are not willing to get vulnerable with our customers and so they’re not willing to get vulnerable with us. I’m going to establish an immediate trust with you because I’m going to open my guts and my heart and kind of share where I started and why on the days I didn’t feel like doing it or the day that I fell off the wagon, I came back.
This is why I’m a Beachbody lifer. This is why after ten years, I’m still around here and I’m going to tell that to them because I want to go, “Look, there are going to be days you don’t you want to do this either, but I’m with you. I’m in the trenches with you. I know how dark and scary it can get. I know what the depression is. I know how the self-hate can come back,” and I get super real with them because I know that at times there are deep issues.
It’s so easy to think health and fitness, but everybody comes into this with a deeper baggage of why they want to get in control of their lives and health and fitness is one of the ways that allow them to do that.
Chris: So when these people start, you have to get their permission to hold them accountable. That’s really important. Our next slide is for setting expectations and they really go hand in hand. When somebody comes to you and they’re like, “This is what I want,” and you’ve established their why, then you tell them, “This is what we’re going to do. This is what I expect from you. This is what you can expect from me,” and you can tell them, “Do I have your permission to hold you accountable?”
So when they’re slacking off or they disappear and come back and you tell them like, “Hey, remember when we just got started and I said, ‘Do I have your permission to hold you accountable?’ and I asked, ‘Do you want me to be mean or do you want to be nice?’ How do you want to deal with this? How is it that I’m going to help you get those results?” and you have the permission set to begin with then when you come back around, you’re just doing what it is that you said you were going to do and that’s all about holding people accountable.
That’s why this sets us apart from the gyms and everything else. The coaches in this room and the coaches in this network, we are what make Beachbody different than all of the other fitness solutions out there.
Coach Jimmy: This seems like such a small step and this is a step, up until recently I skipped because I wasn’t willing to be bold with people. I was too scared of hurting someone’s feelings or I just wanted to be everybody’s buddy. I wanted to make sure everybody liked me and I was not serving…and you don’t have to be mean to do this, but it does take a bold leader. You are a leader as a coach, people want to be lead if they are working with you, and for the longest time I wasn’t going to go, “Cool, let me lead you.”
I just didn’t want to push it on anybody.
I didn’t want to hurt anybody’s feelings, but to set this expectation, it doesn’t take long and my buddy Mark Ryan had one of the greatest quotes and it drilled in my head when it came with business and with the fitness thing. He’s like, “Look, somebody that’s in this just for a minute or just for the discount and goes away and that person that’s in this for a lifetime, all goes back to the quality of the first conversation you have with them,” and it’s exactly what Chris said.
“Cool, as a coach, here’s my support system. You’re going to get access to my group, Zoom calls, whatever it is that you do to support that coach, maybe it’s one on one, maybe it’s group things. There’s so many amazing ways you can execute this and what I expect from you, show up at the call. What I expect from you, be in the group every day and let us know,” and that’s exactly what Chris said.
“If I don’t see you for a day or two days, do I have the permission to call you? Can I send you that Facebook message? How best could I get you accountable?” and then you sign this verbal contract. This is where I used to make the mistake, I didn’t have this conversation so then when they vanish or they did something and I went chasing after them afterwards or try to have a frank conversation with them afterwards without setting the expectation of what I was going to do, they didn’t respond really positively to it.
So this super, super, super key to you guys.
Chris: You have to emphasize the Beachbody Challenge in the tools that we have. This is what one of my coaches, a long-time friend of his a name is Heath Greenlee, he won $2,000 from the Beachbody Challenge. My other friend here in the front of the row, Kim won from the Beachbody Challenge. Who else here as won from the beach body challenge?
Okay. So let me clarify that a little bit. I think a lot of people don’t actually know who won money from the Beachbody Challenge because one of your customers won from the Beachbody Challenge, right? That’s a big deal and we forget about that. We forget about all of these fantastic tools the Beachbody gives us. They’re giving away money and if you’re not focusing on that, then you’re missing out because we’re different from all the other health solutions here. We really are.
Coach Jimmy: And Carl just talked to me about Health Net backstage. Which we’re still learning about, we didn’t know it existed 48 hours ago, but what I love this company is that it keeps giving you incentives on, “Hey, what motivates you?”
There’s an old phrase that I love and it’s, “What motivates, motivates.” What that means is for some people, yeah, a little extra cash may get you to do like a couple extra power moves like that maybe. Maybe it is just getting that T-shirt. I’m always amazed by what people would do for a T-shirt in this company. But who was really proud of their t-shirt?
So take advantage of the tools, and again, this goes back to the first conversation you’re having with those people. Maybe, you know, as you’re saying, “Here is all the things. Oh, and you can win money!” You know when that person perks up and goes, “Oh, I can win money if I work out? Awesome!” So make sure you are using the tools your advantage.
Chris: Show other people’s success stories. If you don’t have your own yet, then share other people’s and when your people are seeing some success, you have to share that stuff too. Every day, find something to celebrate about somebody in your group and share that openly because if you’re like, “Hey, congratulations to Susie. She’s lost 20 pounds so far,” and you share that on your wall and her wall too, it’s going to have such attention people are going to be coming in and you are going to find out what they want to do.
Napoleon said something along the lines of, “Men do amazing things for the little piece of ribbon.” He’s exactly right. Whether it’s a t-shirt, whether it’s a tagged picture on Facebook, whether it’s a mention at the bottom of your customer email, “Special shout out to Jimmy N. and John D. for really crushing their workouts this week,” and so there are people that will come in and are like, “Oh, I’m going to really tell Jimmy how great I’m doing so maybe he’ll put my name under his email.”
It’s all about making people feel appreciated to keep them going when they don’t necessarily want to, when maybe they lose a little bit of traction on their why, but they want that appreciation from somebody else, that edification, that what is it they are doing is working. So it’s like, “Keep it going. You’re doing great!”
Coach Jimmy: And celebrate these small victories like they won a Super Bowl. That five weight loss like, “Hey, I drank my shake for four, five straight days, I’ve been on the meal plan,” just blow that up like that it’s a hundred pound weight loss. Also, there are so many tools, if you’re like, “I don’t have a customer yet. I can’t fill a challenge group yet.” Cool, you know where I go? I’m on the Team Beachbody Facebook page, YouTube page, and I’m sharing success stories maybe of coaches I don’t know or customers I don’t know, but I connect with their story somehow.
So, let’s say I’m going to take a pre-existing video or somebody else’s picture, I’m going to write my own thing about what about that story, not just, “Hey, look, Suzie lost weight.” I’m going to say, “Man, this story really touched me because xyz and it’s inspiring me to do this the next three weeks. I’m looking for people that want to do this with me,” and I do want to touch on this just a little bit, guys, the more you talk about your journey and if you hit me up like, “Man, Jimmy. I want some long term customers. I can’t get short term customers.”
Remember this, guys, and we’ve talked on this so much, quit waiting until twenty pounds from now, twenty dollars from now with a company, or with your business. Start sharing now about your vision of where you want to go and say, “Man, I’m not there yet, but I was inspired by this story. I’m committing to the next sixty days of this program because I want to go there. I would love if some people want to come along and take this journey with me.”
I was reminded recently that people want to be a part of building something so much more than they want to come to something that’s already established. If I’m on the journey or I’m on the road, I’m not on the mountaintop. People don’t want people at the mountaintop looking down and making orders at them, but if we’re in this together, “Hey, let’s take a step. You had a bad day? I had a good day too. I’m going to pick you up. Vice versa.”
That’s when people would come along. If you’re just a couple days in and like, “Hey, I want some people to come along with me,” that’s much less intimidating to someone and the person who looks like or you feel like they’re at the end of their journey. I continue to do this ten years in. I still find ways to, “This is what I’m currently working in my health and fitness. Who wants to work on that same thing with me?”
Chris: You have to do what it is that you say you’re going to do. You have to be holding them accountable. We talked about this already too, but if you tell them, “Hey, I’m going to post daily workout videos. I’m going to check with you.” This is a big one guys and I know I’m guilty of it. If I tell somebody, “Hey, if I don’t see your post, I’m coming after you,” then I don’t see the post and I’m like, “You got busy that day?” then I’m being a bad coach.
You have to do what it is that your say you’re going to do.
Like Jimmy was talking about, maybe right now you’re like, “I can’t find a whole bunch of people. I’m just looking for that one,” and I want to go back to what I was talking for just a second about living a life of significance or the impact that we can have because the people who are living longer because of the conversations that I’ve had or now that my team have had, I get to claim a little bit of that. So these people who are living longer or having kids that they weren’t going to have, who are going to grow up and cure cancer or be a president or do something amazing, that’s friggin impactful man.
Every single person in this room has the ability to have their little…just a little bit of their fingerprints on something amazing and the cool thing is you won’t everyone know about it. There are people that generations from now, when everybody in this room is gone, they’re going to be living a better life because I’ve became a Beachbody coach and I’ve had conversations with people who had conversations with people who did something that made somebody else do something amazing and none of us will ever know about it, but I go to sleep knowing that I’ve had that kind of impact on the world and I think that’s an amazing thing and I get really excited about that.
Coach Jimmy: It is exciting. Make sure that you’re helping them and that you’re focusing on their goals, what they need, and the next thing that’s really important is to help them choose another program or do another round. We were talking about it backstage for those of us that have been doing this for a long time and why are we around so long? What do we do? It wasn’t from jumping from program to program, we love On Demand, but the slippery slope that can be On Demand is, “I don’t know what I feel like doing today. Oh! I like this one. I like that one.”
So you think you ever do the workout that you don’t want to do? How many of guys have literally done one program beginning to end and tick them off at the check boxes? Nice! Okay, that’s awesome, because what I’ve been seeing is that people like, “Eh, I got in a week of 21 Day Fix then I did some Cize and I did whatever,” and there’s something really powerful about taking one program that was designed by people way smarter than any of us, that was designed specifically for, “This is the ebb and flow off it. Here is ninety days for P90X. Here is 60 days of insanity,” and those of us that we are around early before, we have so many programs would do. One, two, three rounds of P90X to where we could finish Tony’s jokes, right?
We got really invested in 60 days of Insanity and sometimes that second round, you knock things out better because your form was better, your knew what was coming. So I’m going to challenge you, before you leave here today, to pick a program. One. It could something brand new or you can go old school.
I really do feel like there’s such a marketplace right now for some people to go, “I’m going old school. Who wants to go in with me for ninety days of P90X? Sixty days of Insanity?”
Don’t be ashamed that they’re hard programs. Go, “I’m in. Who wants to build this thing with me?” So I’m going to challenge you to do this before you leave here today, commit to one program and let another human beings in here that you’re sitting around know what it is you are doing.
Go public today in your social media wherever you happen to play the most social media and go, “I’m committing to starting a round on whatever day. I’ll love some people to come along with me.” You will be shocked at the I’m-starting-over-group. The “I started P90X over four years ago and I never finished it. I’ll finish it this time and commit to that program.” What are you committing to?
Chris: I’m doing Hammer and Chisel again. Here is the thing I’m going to talk about real quickly because we are already passed time. These programs are just like a map. If I gave you guys a map to my house and it had thirty seven turns to get there, if you follow the map, you will get to my house. That’s what this program is. I didn’t rehearse this, but I’m going to throw this to my team for just a second.
The programs are such a big deal that if you do it and you do it right, what will it do? It will change your life. If you do it and you do it right, it will change your life. Whether it’s the business or the fitness side of things, that’s what you have to know in your mind because you know you’ve either done it or you’re doing it. So I’m doing Hammer and Chisel, what you’re doing?
Coach Jimmy: Going old school. 60 days of insanity. Are you equipped to serve people long term? Are you going to be proof of this product long term? Thank you guys, take action, have a great day.
Chris: We going to change the world guys.