Philadelphia’s Super Saturday Keynote Speech
Coach Jimmy visited Philly this last weekend to share insights he’s gained from building a seven figure business over the last 9 years as a Beachbody Coach as the keynote speaker for the Beachbody Super Saturday. From excuse busting to handling objections from prospects and sharing his story, if you’re just starting out as a Beachbody Coach, you absolutely, positively need to watch this video and check out the transcribe from the Q&A section below!
Philadelphia Keynote Q&A
Minus the vital behaviors, because we know that’s the first thing we’re supposed to do, what do you give your coaches as the first thing they should do to get started on the right path? What is their first line of attack?
Great question. Great question. You’ve got to start sharing your story now. I will tell you, all of you are sitting on a million dollar story right now and you’re not because you’re waiting on your ‘after’ photo. You’re waiting to get to Emerald. You’re waiting til you make 20 more bucks. You’re waiting for something else.
If you would start sharing your story right now, “Hi, my name is Billy. I just signed up to be a Beachbody Coach. I have 60 lbs to lose. I’m not making any money, but I know where I’m going, who wants to come along?” People want to be part of building something. Stop trying to wait until it’s built to advertise it. Do you feel me? Do you get that?
Because if that girl that’s next to you in the office watches you in your first five days and you’ve got a post that’s, “I’m new at this. I don’t know what the hell I’m doing, but in the first 7 days of drinking Shakeology I dropped 8 lbs and kicked my Diet Coke habit.” The girl that’s next to you in the office goes, “Psh. If she can do it, I can do it.” But, you’re like, “I can’t do that. I’m going to wait until I lose 100lbs and then I’m going to share my…”
Get out of your cave! Bring people along with you. People want to be a part of building something. Create some enthusiasm because you’re excited about it, so somebody else would love to come along with you. You have got to start sharing your story immediately. While you’re…like, “I’m doing this program because of this. I’m starting this thing…”
My buddy Chris Reed says it so perfectly. The day he signed up as a Coach, he came back to his house and told his wife, “I’m pretty sure this is a scam, but I signed up anyway.”
And that’s part of his testimony! He’s signed so many Coaches because of it because every other prospect that goes, “Huh, he thought that too.”
Great question. Next?
My biggest fear is offending someone. I typically don’t mind being offended, but when I dig into my story, I was 197lbs when I first started and if somebody had come up to me and said, “Girl, I got this great opportunity and it will help you drop that weight.” I’d be like, “Who said I wanted to lose weight?” But, now that I’m here, I’m so happy and so excited so my biggest thing is, how do I walk up to a person and go, “I have this solution that can change your life,” without offending them?
You know what? I’m glad you asked that question. I used to work at a bank as a teller and I hated that job because I just felt like a fat guy in a sausage with a tie and like just not comfortable in my own skin. I had somebody with another company literally say that to me, who came up in line, and it wasn’t received very well. I’ll be super honest with you. So I don’t know if I’d go about it that way.
The way I go about it is that I share me and my excitement and then…the other thing I tell Coaches, I’m going to tie these two questions together, the other thing I tell Coaches to do and they go, “Uh huh,” and then they don’t do it, is I take them through a memory jogger list. We go through the whole thing and I say at the very top, I say, “Note, these are not the people that are going to be a part of your team. Please don’t pre-judge this list.” We go through the list and I always ask my groups, “How many people?”
And there’s always 200, 100, and a guy’s like, “Fifteen.” I’m like, “Lie.” But what I do with those people is I just reach out and say, “Hey, I started a new company. I’m really excited about this because it’s improved my life and stuff. I just wanted to let you know because if there’s anybody you know looking to improve their health and fitness or could use a little extra income, just send them my way.”
Now, that person may go, “Oh, me!” but they may not. So you’re not pushing them. You’re just excited about what you’re doing, right? And you’re not offending. You’re not going, “Sweetheart, you’re chunky.” You know? You’re just saying, “I feel better about me. If somebody wants to feel better…if chunky friend wants to come along, come on!” And if she doesn’t, she’s going to watch.
The people…we were talking this morning, the vocal minority will derail you while there is an army of silent watchers waiting to see if you’re going to stick with this and that next post or share or phone call or text message may be the thing that they said, “Okay, I’ve been watching you for 6 months…” and they’ll never click ‘like’. They will never comment. It will be in the silence. It’s like a bad drug deal, “Pssst, come here. So…”
Does that help? Okay. Awesome. Great question.
My question is, how do you deal with objections and move forward?
Yeah, it’s rough because none of us like being told ‘no’ and so many people think that whoever your favorite Coach is, we just think, “Ugh, nobody tells her ‘no’ anymore. Nobody tells her ‘no’ anymore.” What I learned before…I remember, my buddy Tommy Mygrant, was super nice and took me on the first top 10 trip Carl took a group with. These are like my idols. They were kind of my peers because I had been around, but they were doing in the business what I had wanted to do.
When we would go to dinner and we would talk, what I realized really quickly, the best part of that trip for me was not learning ‘The Secret’ or ‘this is what you say that nobody ever says no’, it was listening to all of them complain about how their new coaches don’t do anything and these people say no to them and I was like, “You guys suck just like me!”
The difference is that they were willing to hear ‘no’ more often than I was. They got their ego out of the way. Still one of the best objection handlers I’ve heard in my entire life goes a little something like this.
“Hey, yeah, I can’t afford that.”
“Well, I don’t know about that. All I know is that I was $60,000 in debt with 3 maxed out credit cards and I knew that if I wanted to do something different, I needed to find a way to make it work and if you’re not completely satisfied in 30 days, you can get your money back.”
“Yeah, but I don’t have time!”
“Yeah, all I know is that Wayne Wyatt has like 5 kids and is an orthodontist and he made $1,000,000 in this business in 2 years and was a top Coach for 2 years. Are you that busy?”
Seriously guys. This is what you need to do before you leave here. Meet some people you don’t know and swap stories. I have about 5 – 6 good stories I keep in my back pocket exactly for that. I have one from my buddy Dave Ward who was a lawyer. My “I’m successful. I already make enough money, but I don’t see my kids.” I have a story for them, right? Seriously, right?
The difference is that they were willing to hear ‘no’ more often than I was. They got their ego out of the way.
Think about this. Somebody in here is not talking to their successful friend because they think, “My friend already makes too much money, why would they want this little thing I’m doing?”
But that friend is working 14 hours a day and never sees their kids. Now, they may be banking, but they have created themselves a nice set of golden handcuffs and their quality of life sucks.
Quite pre-judging people.
You don’t know people’s behind-the-scenes and you may be selfish in changing someone’s life.
Does that help? Cool. Awesome.
I think that a lot of Coaches advance to Diamond or even Emerald really quickly and then they kind of hit a wall and then they get super frustrated. What do you say to them on your team?
What do I say team? Do we stop?
Biggest mistake, getting to Diamond, getting to Emerald, whatever. Let’s just say getting to Emerald. “Okay, I’ve got my two people. Now what I’m going to do is I’m going to be like the helicopter parent of my two people.”
“Are you doing your thing? Are you doing your thing? Are you gonna do your thing? Are you gonna do your thing? You’re going to be inactive and I’m going to drop from Emerald next week?!”
Dude, they don’t care. No, no, no, no because you’re smooth. You’re really slick. You’re like, “This isn’t about me. I’m just checking to make sure you knew that you’re going to be inactive and…it might be about me, but I’m just making sure that you’re on your thing.”
Same thing with Diamond. Okay, here’s 12 individuals, like your eight sponsors, their two, their two, and again, they think they’re the CEO of this huge organization. It’s 12 human beings and know this, I shared this this morning, your first 12 people does not mean that those are the pillars, the leaders, the long term people in your business. They’re just the first 12 people that said ‘yes’ and if you are banking on those 12 people to build this thing for you, you are sorely, sadly mistaken.
I still recruit 9 years later every month because people will quit, I’ve had Diamond Coaches in my organization quit, I’ve had Star Diamond Coaches in my organization quit. I am always recruiting to replace because sadly, the minute we want it more for our team than they do, bad math and I gotta work with people that want to work.
You are responsible to people, not for them
So if somebody just went Diamond, I’m like, “Great.” In fact, we no longer have a Diamond group in our team. We do it in tiers and in order to get what most people consider the Diamond Tier, I don’t let them in there and get more of my time until they have 12 PS Coaches and 4 Emeralds because I want them solid. I want them solid and so…guys, whatever you did to get to any rank, to get to any income status, to get to any thing, keep doing that.
The minute you go into management mode and stop bringing people in, it will start to crumble because people will just leave. It just happens. When people quit, it’s not a reflection of you being a bad leader so quit taking blame for it. A big shift in my business was, if somebody would quit…because I’ve had people and have cussed me on the way out telling me why it’s my fault. Why they didn’t get support. Why I didn’t do this. Why I didn’t answer any phone call. Whatever. It’s my fault.
It just killed me because these were people that I just gave my heart and soul to and I had to make a shift and say, “Here’s the deal. If I can’t take credit for their success, I can no longer can be blamed for their lack of it.” My job is to present an opportunity, introduce them to a business, point them at the tools that I used to build this, and that is really it.
Now, many of us do so much more for our teams because we love them to death, but you are responsible to people, not for them. Seriously!
Hey Jimmy, I have two questions. One is for everybody in here. My first question is how many male Beachbody Coaches are in here?
Oh, I like where he’s going with this.
My second thing is, me personally, all of my clients and all my personal sponsored Coaches are all women. Do you have any advice for the guys in here? As far as what you’ve done to really grow your business because I know, for guys, that it can be sometimes intimidating seeing all these really successful women and they’re like, “I really don’t feel like I connect with that and I’m trying to grow my business and I’m trying to grow my story.” I just really want the guys in here to know that it’s super easy to get women on board with you, if they connect with you. So that goes back tying in with you sharing your own story and selling yourself. Do you have any advice for the guys in here that get intimidated easily?
Absolutely. I think I’m kind of the unicorn in the network because my network, the last time I did an audit of my entire organization, it was half men and half women. We were talking at dinner the other night…I’m going to come back around to what I would say just to the guys, but I want to add this in.
I went to a branding and marketing seminar a couple weeks ago because I am always investing in me. I am always investing and learning things in and outside of corporate to get better. This doesn’t just happen on accident. You have to continue to grow and let people push you. I’m always going to events and seminars and things like that.
They did this thing where we’re trying to identify our ideal client because they were saying that when you post on social media or you’re writing a blog post or videos, you should have this one individual in mind. You’ll attract other people outside, but you want to know what it is and I was really struggling with this because I was like, “Wow.” My instinct’s like, “Oh, my ideal client is a dude,” but the people I like working with the best are super hard-nosed girl bosses that really respond to my tough love.
So I was like, for me, I attract a mentality more than I do a gender, right? So for those of you that have watched my videos, you either love or you think I’m an ass real quick. And, for the longest time…I had a mentor that used to say, “Jimmy. If this is the line of upsetting somebody and making people mad,” he said, “You are leading from way over here.” Because Fat Jimmy, who still lived here for a really long time, wanted to be part of the Cool Kids’ Club and just wanted everybody to like him. So I was just the biggest cheer, cheer leader, rah, rah.
It was one night after a team call where I was like, “Hey, come on. We can do it,” and then shut that off and sat down on the couch. My poor wife just heard me just light into what I was frustrated about and she was like, “Why don’t they hear you? Why doesn’t your team hear this?”
I was like, “Oh, I can never tell them that! I can never tell them that they’re a bunch of lazy ass…” Sorry, there’s kids in the room. Sorry! “Just do the work! Quit giving me excuses!”
She challenged me, she was like, “If you’re going to build this, be you,” and my business changed because I found the type of people that respond. Did I lost some? Absolutely, but the ones that stepped up when I was just me…and I think that a lot of you are probably a version of yourself on social media or a version of yourself on your team calls.
So for guys, number one, it’s a business, right? I think guys, by nature, are super entrepreneurial in some way. I also look at it….I used to delay treating any of my Coaches like employees because I’m like, “Well, they’re not employees,” but people have been hard wired to act like employees until they’re taught to be entrepreneurs, in my opinion.
And so, I gave them metrics, they would have sales quotas, here’s the things you need to do. So treat it like something that’s familiar to what they’re already doing in their career is the biggest thing I would say to another guy. Challenge them, let them know, “Hey…” Competition usually works really well, “So and so hit this in this time frame. You don’t have to do that. I know it’s kind of tough…”
It’s always good to see it in their eyes. It works with some of the girls too because they’re like, “Well, I’ll do it then!” and just take off.
How many guys are here again?
Keep your hands up if you’re coming to my men’s event in May.
Alright, okay. I’ll make a deal with this room. Those ticket sales are closed, but I will put private link in a your group if the other dudes want to come join these other guys and I’ll open up those tickets.
It’s me, Dave Ward, thirteen other six-figure earning guys, and Gary Vaynerchuk in Dallas, Texas. So we’ll do that as well. So, absolutely.
First of all, thank you for sharing so much of your knowledge and tips and everything with us. It’s really appreciated for sure. I’d like to know how you deal with objections concerning price. People who have seen your success online, but they’re really reluctant to join because “Oh, it costs too much. Shakeology costs too much.” How do you deal with that?
It’s a bit of what I said earlier, that “I don’t know, but all I know is…” and then I’m going to share a story because did you have to find the money?
I had to save up for it.
Thank you. So you share that story.
I also share…one of my favorite things is that there’s a little stat that I came across, and I don’t know how these people…it could be a made up stat, but I like the story anyway, that says the average person has between $1,000 and $2,000 worth of crap in their house that they don’t use. “Oh, I saved a playbill. I have a Stars Wars collection. I have these shoes that were from 3 years ago. I have an old iPhone that I don’t use.” or whatever.
So, on one hand, I’m like, “Well, cool. Jump on eBay, sell…” is it worth you giving up your iPhone from 3 generations ago to change your life? Then the other thing that I say is, specifically on the business side or on the financial side, think about this just for a second. What other business do you know that you can earn six, seven figures…I try not to do into big numbers because sometimes people’s brains just shut off when it gets big. So, let’s go this way, when else can you start a business that can put your kids in private school or when else can you start a business that takes that bill off the table that keeps you and your husband fighting for under $200?
When you think about it like that, there’s no business loan, you don’t have a board of trustees, you have a 30 day money back guarantee if you don’t do anything with it.