Open the Conversation
Find Out What They're Looking for
Share Recommendations
See If
You're a Match
Ask for the
Next Step
Dance with
Concerns
Lean Outs to
Lean Ins
FAQ's
Self-Rating
Tool
800-632-2944
FREE CONSULT TEMPLATE
STAGE 1: OPEN THE CONVERSATION
Stage 1: Open the Conversation
1a: Warm Opening
Hi ____________ (First Name). I’m really inspired to support you today!
I have us down for __ minutes, but I always leave a cushion in case we need more time. Sound good?
Great! I’m so excited to support you because I appreciate ________ about you.
And after ___________(talking with you/ reading your application) I see _______ is possible for you.
1b: Structure for Call
Awesome! So, here’s how I would like to structure this call so you can get the most from it.
“I’ll start by sharing briefly about why I’m so passionate about helping __________(people) get __________(result). Then, I’ll help you get crystal clear about where you are when it comes to __________(problem) and where you want to be 6 months from now. And then I’ll share some powerful keys to support you reach your goals.
And finally, if it seems like I would be able to support you further, we can talk about that as well. Sound good?
Awesome! Given all of that, I'm curious if there's anything else you want to make sure you get from our session together?
Acknowledge and Reflect
1c: Hero's Journey Story
So, here’s a little bit about me and why I am so passionate about this work.
(Hero’s Journey Story)
STAGE 2: FIND OUT WHAT THEY’RE LOOKING FOR
2a: What are your biggest challenges with ______(problem) and what's it like dealing with those challenges?
Alternate Versions:
When we last talked, you said that your biggest challenge was__________. Can you share more about that and what that's like for you?
OR
On your Application you shared that your biggest challenge was __________. Can you share more about that and what that's like for you? .
They're Present to the struggle
Acknowledge and Reflect
They're NOT present to the struggle
Acknowledge and Reflect
That sounds really _______(challenging). How is that for you?
They don’t have the problem you help with
It sounds like you’re doing great when it comes to __________(problem)
I'm curious.... what inspired you to book this call?
********************************************************
If they want support:
Go to the left column of this row.
If you're not sure if you can help them:
Go to How to Ask For Referrals (Stage 2).
********************************************************
2b: What have you tried to do to resolve __________(problem)? And how effective was it?
Alternate Versions:
When we last talked, you said that you tried to resolve this by doing ________., and that it was ________ (not very effective). Have you tried anything else?
OR
On your Application you said that you tried to resolve this by doing ________, and that it was ________ (not very effective). Have you tried anything else?
2c: What is the impact or cost of still having this __________(problem)?
Alternate Versions:
When we last talked, you said that the impact or cost of still having ________ (problem) is ________. I’d love to hear more about how it is for you.
OR
On your Application you said that the impact or cost of still having ________ (problem) is ________. I’d love to hear more about how it is for you.
The Cost is HIGHER Than Your Package Price
Acknowledge and Reflect
The Cost is LOWER than your Package Price
Acknowledge and Reflect.
You’re really courageous to be going through this.
I’m curious to hear more about what it’s like for you. How do you feel when you're faced with_______(problem)?
[Optional] How does ______(challenge) impact your partner/family?
[Optional] Is there a financial impact?
Go to 2d
2d: How much longer are you willing to deal with __________(problem)?
Alternate Versions:
When we last talked, you said that you were ________ (not willing to deal with this for any longer). Does that still feel true for you?
OR
On your Application you said that you were ________ (not willing to deal with this for any longer). Does that still feel true for you?
Present to the urgency
Acknowledge and Reflect
Not present to urgency
If you were still dealing with this challenge in 5 years, how would you feel? How about 1 year?
I see you as __________(acknowledgement). And I believe that you can have _________(result). Are you okay with this because you’re truly okay with it or because you are feeling a bit hopeless about getting _______(result)… or something else?
Acknowledge and Reflect
2e What do you want instead? What’s your vision?
Alternate Versions:
When we last talked, you said that what you want is ________. Can you share more about this?
OR
On your Application you said that what you want is ________. Can you share more about this?
2f: What would your life be like if you were able to get _______ (result)?
Alternate Versions:
When we last talked, you said that if you were able to get ________(result) it would allow you to ________! I would love to hear even more about that!!
OR
On your Application you said that if you were able to get ________(result) it would allow you to ________! I would love to hear even more about that!!
2g: On a scale from 1-10, how important is it to you to get __________(result)?
Alternate Version:
Based on everything you’ve shared with me so far, it sounds like it’s ________ (very important) to you to get ________ (result)! Does that resonate with you, and if so, I’d love to hear more!
8-10 (high importance)
If it's highly important to them:
Acknowledge and Reflect!
If they say 8-10 but it seems less important:
Awesome! I appreciate ________ about you. And I love hearing that this is important to you at a level ____(10).
And I'm noticing a bit of a disconnect. because I am sensing, from ________ (your energy or from what you said earlier) that this may not be that important to you.
I could be totally off base, which is why I wanted to check in with you.
So, when you get really honest with yourself, how important is getting _________ (result) to you?
7 or below (lower importance)
I’d love to hear more about why you chose that number, if you’re open to sharing with me.
A: If # is low due to Deeper Concerns:
Go to Dance with Concerns / Deeper Concerns .
OR
B: If this is not that important to them:
I appreciate your honesty. And I see you as ______(acknowledgment) and would love to see you get ______ (result).
This being said, I have found that my clients who get the best results are those who have the strongest commitment.
And commitment comes from recognizing that getting _________(result) is very important to you.
If it is NOT that important to you, then I would rather focus our time on supporting you in an area of your life that is important to you. Perhaps I can help or I can refer you to someone who can support you further.
Or if this is stirring something up in you and you're realizing that this is really important to you than I would be happy to give you some recommendations to help you get _________(result).
.What would serve you most?
If this is important to them:
Go to 3a.
OR
If this is NOT important to them:
Go to How to Ask For Referrals (Stage 2).
They don’t want to choose a #
I appreciate your honesty. It sounds like ____________ (reflect what they said).
Overall, it sounds like this is ______(very/not that) important to you.
Go to the left or middle column in this row.
STAGE 3: SHARE RECOMMENDATIONS
3a: Recommendation 1
Share: ________(Consult Recommendation 1)
Powerful Recommendation Template
3b: Recommendation 2
Share: ________ (Consult Recommendation 2)
Powerful Recommendation Template
3c: Recommendation 3
My third recommendation is that we continue the work we are doing together in my ________(Package/Program). As I shared earlier, I’ve helped lots of people go from __________(problem) to __________(result).
And, I am really inspired by you and it would be my honor to help you as well.
The mistake I see a lot of people make is that they try to get ________(result) without a strong support system.
Getting __________(result) can be challenging, even with support. But, without support, it can often be nearly impossible.
That's` why I recommend we work together to help you get _________(result) much sooner than if you were to do this alone!
STAGE 4: SEE IF YOU'RE A MATCH
4a: How does this sound?
They’re Leaning In
Acknowledge and Reflect
They ask about your pricing
I would be happy to share about my package(s)/program(s), but, before I do, I would love to know…
They’re NOT leaning in
4b: If we were to work together, what would you see yourself getting?
They’re VERY excited
Awesome! I think you're _______(amazing) and I believe you can get _________(result)!
[If Relevant] I have helped many people get _________(result) and I believe that if you dedicate yourself to this, that you will be able to do this, too.
They’re SOMEWHAT excited
Acknowledge and Reflect
Thank you! That's really important! And, is there anything else you could see yourself getting from our work together?
Acknowledge and Reflect
Would it be okay if I share about one of my clients who was facing __________(similar problem)?
{Share Client Success Story 2}
[If Relevant] I have helped many people get _________(result) and I believe that if you dedicate yourself to this, that you will be able to do this too.
sThey are not sure what they'd get
Sounds like you’re not sure…
Would it be helpful if I shared about a client I worked with?
(Client Success Story 2)
How does that sound?
Go to left or middle column of this row.
4c: PACKAGE INVITE
Would you like to hear about the Full Pay Discount and Bonus for my _______(Package)?
Package Full Pay
I charge $_____ / session.
But, based on what you shared... I recommend you join my
________ (Premium Package).
It's $________ for (#)___ of months of ________(coaching / sessions).
Which means you save $_____!
And if you pay up front, I would be happy to match your commitment by gifting you ____ (1 extra session).
Package Payment Plan
Yes, I'd be happy to share about my Package payment plan.
I charge $_____/ hour.
But, based on what you shared... I recommend you join my ________(Premium Package).
It's $___ / month for (#)___ of months of _____(coaching / sessions).
Which means you save $_____!
OR
4d: PROGRAM INVITE
Would you like to hear about my ______ (Program)?
Program (Full Pay)
A: Read Invite from your Program Funnel Page
Insert Link to Program Funnel Page
OR
B: Share about your program using this "Program Invite template"
Program Invite Template
You shared that you are struggling with _______(problem) and my ________(Program Title) is designed to take you from _______ (Program Problem) to _______ (Program Result).
Here's a little bit about my program:
________(Short Hot Copy, adjusted to what they said they want)
This is a ____ (Length of Program) Program.
Included in this program are: ______(Program (Features)... so you'll have lots of support to get ______(Program Result).
Do you have any questions?
If you were to work with me privately for ____(Length of Program), it would be $.______
(ideally 2x your program tuition).
But I have found that my clients get amazing results when they have a community to support them...
And since I’m working with a group, I can lower the price for you.... so your investment in this program is $________(Program Full Price without discount).
Optional Guarantee:
And this comes with a guarantee.
________ (guarantee)
Optional Bonus(es):
I’m also including _______(a bonus / bonuses) because I want you to be able to get started right away.
______Quick Start Bonus
______Other Bonus
If this is resonating with you, I would love to offer you $________ off if you sign up by _____(day).
So if you're ready to do this, you can join us with an investment of $________(full pay with discount)
And if you pay up front, I would be happy to match your commitment by gifting you ____ (1 extra session).
Program (Payment Plan)
I'd be happy to share about my Program Payment plan.
Based on what you shared... I recommend you join my ________(Program Title).
It's $___ / month for (#)___ of months if you sign up by _____(day)
Which means you save $_____!
STAGE 5: ASK FOR THE NEXT STEP
5a: Do you have any concerns that would keep you from moving forward?
No Concerns
Yes, Concerns.
Go to Dance with Concerns
5b: Awesome! Would you like to get started?
Yes
AWESOME! I'm so excited to work with you!
SCHEDULE 1ST SESSION
Let’s set up our first session.
Would ________ (date/time) or ________ (date/time) work for you?
Fantastic! You’re in!!
TAKE PAYMENT
And how would you like to pay for this?
A | Awesome! I'd be happy to take your credit card information now so we can get you onboarded right away.
OR
B | I can email you a form to fill out and I'm happy to stay on the line while you fill it out, in case you have any questions.
CONTRACT (OPTIONAL)
Great! So that we can make sure that we're on the same page, I have a short _______(agreement) for you to sign.
I can email it to you now... And, if you have 3 minutes, I can be here with you to answer any questions.
CALL COMPLETION
Awesome! Let’s do this! I’m so inspired by you and I can’t wait to help you get (result).
All right! I’ll see you on _____(day/time)!
AFTER THE CALL
Step 1: Do a Happy Dance
Step 2: Share your success and Learning in the Thrive FB Group!
Hesitant or No.
Go to Dance with Concerns
STAGE 6: DANCE WITH CONCERNS
7: LEAN OUTS TO LEAN INS
7a: They are distracted
They are Walking/Driving
I really want to support you… and for this to make the biggest difference possible, I have found it’s best if we’re both stationary, so we can both be fully present with this conversation. If that’s not possible, no problem, I would be happy to reschedule this for another time.
If they can get stationary:
Return to Where You Left Off
They are Multitasking
It seems like you may have a lot going on right now... and I understand because I can get very busy too!
I would love to support you as best I can to get __________(result) and to do that it's going to take us both fully showing up for this.
Do you have so much going on right now that we should should we reschedule for another time? Or are you able to put all that aside for now, so that you can receive my full support?
If they can fully show up:
Return to Where You Left Off
7b: They seem Resistant
They seem Confronted
I’m here to support in any way I can and I’m curious if something just came up for you?
Acknowledge and Reflect
I think you’re __________(amazing)! How can I best support you right now?
Acknowledge and Reflect
Share Relevant Personal Story
Share Relevant (Client Success Story)
**********************************************************************************************
Once They're Leaning In:
Return to Where You Left Off
They don’t seem Coachable
Acknowledge and Reflect
I am getting the sense that you may not be open to my support or coaching… Is there anything that I can do on my end to support you better?
Acknowledge and Reflect
*********************************************************************************************
Once They're Leaning In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
7c: They're a Long Talker (or Withdrawn)
They're a Long Talker
Step 1: Step into your Leadership and Make them Right.
Step 2: Match their energy and voice tone with Active Listening.
Step 3: Enthusiastically Interrupt them to Acknowledge them.
Step 4: Re-direct the conversation to the place you left off in the template.
Once They're Leaning In:
Return to Where You Left Off
*(More instruction in the FAQ's below).
They're Quiet / Withdrawn
Reflect and Acknowledge
I think you're ________(amazing)! And I am also noticing that you seem quiet… is there anything that I can do on my end to support you better?
Once They're Leaning In:
Return to Where You Left Off
7d: They seem Upset With You:
If they say "this feels salesy"
I really appreciate your honesty. And if this is coming across as salesy, I apologize, that is not my intention.
I think you are ______(amazing) and my genuine intention is to support you as best I can. So, what would most support you?
Acknowledge and Reflect
********************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re upset, but respectful
Go to How to Turn Your Upset Client into Your Biggest Fan
******************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re being really disrespectful
I am happy to support you in any way I can… and whenever I work with any of my clients, the foundation of the work is respect. That being the case, would you like to continue this session together?
Acknowledge and Reflect
************************************************************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
8: FREE CONSULT FAQ’s
How do I Personalize this Free Consult Template (in Thrive Machine)?
Log into your Thrive Machine Account
Go to: Sites > Funnels
Click Mastery Templates 7.0
Click "Get Clients" Templates (with Assets) 7,0
Click Dance with Concerns Template
[Video Walkthrough] How do I go from the Working Draft to the Preview Version? ↗️
[Video Walkthrough] Basic Editing Tools ↗️
Should I Do My Free Consultation over the Phone/Video (and Not in Person)?
Yes, we highly recommend you do your sessions over the phone or video and NOT in person.
1) It saves you lots of time.
2) You get to use your Thrive Templates much more easily.
.Note: If you do sessions by phone, you have more freedom to use the templates, but less intimacy than video. If you use video (Zoom, Skype, Facetime, etc.) you’ll have more intimacy. But it’s essential that you really know the templates well and use this Smart Template, so that all of the templates you need are just a click away.
How do I use this Template and Stay Connected?
Minimize the window with the template so that you can see the template and your Potential Client side-by-side. Scroll through the template so that the lines you're reading are as close to the top of the screen as possible so that it looks like you're looking at the camera and not down at your template.
What happens if they Lean Out?
Hit the Lean Out into Lean In Button and use the templates provided. As soon as they lean back in, return to the spot in the template where you left off.
When Do I Share Client Success Stories?
Sprinkle 1-3 client success stories throughout your consult. Make sure they’re 30-60 seconds max. If you’re inspired by the story, then your inspiration will carry over and inspire hope in your potential client.
How do I Gracefully Dance with a Long Talker.
Letting a long talker talk endlessly can be very draining and might have you start to dread consults.
So, how do you rein them in without being rude?
Here’s what NOT to do:
1. Get annoyed and cut them off.
2. Hope they notice that you’ve stopped listening and let you talk.
Do this instead:
Step 1: Step into your Leadership and Make them Right.
Step 2: Match their energy and voice tone with Active Listening.
Step 3: Enthusiastically Interrupt them with Acknowledgement.
Step 4: Re-direct the conversation to the place you left off in the template.
Here’s an example:
Long Talker: “That reminds me of the time when I was a little girl and my parents divorced… it was so painful that…
You:
Step 1: (thinking to yourself) I'm so glad she is sharing so much. It must mean she trusts me.
Step 2: Mmmmm…. That does sound painful.
Long Talker: It was so painful. I didn’t want to come out of my room for weeks, and…
You:
Step 3: You were so brave to have gone through that and to come out the other side as such an amazing woman!
Step 4: And I have to wrap this up in about _____ minutes… so, I’m curious... Ask the question that you left off with in the template.
Pro Tip:
If you are long-winded, you will unintentionally invite your Potential Client to be long-winded. Practice getting to the heart of the matter in your communication as well.
Is it best to Ask for Referrals During Your Consult?
After the Free Consult, only ask them to refer people if they do not become a client.
If they say “Yes!” or are thinking about working with you, hold off on your request. Their decision to work with you is a big enough decision to sit with and you want to start the relationship off by serving them and not asking them to refer people.
If they say Yes to becoming a Client
After a great session where they were excitedly sharing the results they’re getting. At the end of the session, you can say: “Do you have one more minute for a quick check in?
I really appreciate __________ about you and I’m so excited that you’re getting such great results like ____________! And I know that there are lot of people who have _________ (problem) and would love to get __________ (result).
Would you be open to introducing me to friends who are looking for __________ (result)?
Awesome! The best way to introduce us would be to introduce us through an email. If you’re open to it, I’ll send you an email that you can send to three of your friends. Sound good?
Go to How to Ask for Referrals Template
If they say No to becoming a Client (but they're leaning in)
I appreciate your clarity and I hope that this session was valuable for you.
And, I know that there are many people who have _________ (problem).
Would you be open to introducing me to friends who are looking for ____ (result)? Awesome!
The best way to introduce us would be to introduce us through an email. If you’re open to it, I’ll send you an email that you can send to three of your friends. Does this sound good?
Go to How to Ask for Referrals Template
9: SELF-RATING TOOL
Why this Self-Rating Tool is so Important!
After you deliver a consult, it can be easy to assume that you were awesome if you got a "yes" and that you were not good enough if you didn't. That puts a lot of pressure on you and can lead to burnout.
This self-rating tool allows you to rate the 10 key areas that will make or break your consults.
It will help you pinpoint where you were strong and where you can grow your client attraction and leadership skills. And it will help you track your progress over time.
Please be gentle with yourself. Mastery takes time. And love. And tenacity. Be truthful.
If your score is low, get support from your coach, role play with another Thriver, or watch a Free Consult Hot Seat .
As you get better and better at delivering consults you will trend toward more yes's at higher rates!
How Close Are You to Mastery?
1-3 “I’m on My Way”. Get support from Your Thrive Coach to raise your score.
4-6 Good. Better than 90% of entrepreneurs. Time to use this template with potential clients!
5-7 Great! You should see great results when you use this template!
8-10 AMAZING! You have attained mastery that will make you magnetic to clients.
Many Thrivers are making 6 and 7-Figures because they had the audacity to use templates before they felt ready. If you scored 1-3, get support. If you scored 4+, you are ready enough. Start now, and watch yourself soar. You are unstoppable.
© 2023 THRIVE ACADEMY. ALL RIGHTS RESERVED
© 2023 THRIVE ACADEMY. ALL RIGHTS RESERVED