Science Behind OTF
She founded and created OTF
who is Ellen Latham?
A tool used to build rapport and find the "Why" behind a client calling in to the studio
What is the CI?
the 5 objections
what is price, time, spouse, shopping around and uncertainty?
the 3 A's that every OTF employee should follow to make a great first impression
What is appearance, approach and attitude?
Explain the 5 minute rule to someone who has arrived to their class late
What is the importance of arriving on time?
- no distractions for the coach
- having plenty of time to warm up your body
- Not a safety hazard to other members
two external factors that can determine heart rate?
The 5 steps of the handoff
What is the transfer of trust, current fitness routine, current fitness goals, injuries/ restrictions, save me 5
From the perspective of a coach, a good way to handle the shopping around objection
What is something holding you back from joining today? What do you think you could get at (blank) that you can't get here at OTF?
The difference in HRM response for an endurance day vs power day on the treads
What is endurance (rolling hills) power day (peaks and valley's)
A $28 fee charged to clients who do not have a membership
what is the drop in rate?
After a certain amount of classes, members get a personalized max heart rate when recalculated
What is 20 classes?
the 5 components of the hand back (What are coaches suppose to say and what are SA's suppose to look for)
What is the coach recap of the graph, Frequency prescription, OtBeat HRM recommendation, Pre-book for next class, Walk up with the SA?
The 3 R's are
What is Respond, Restate, Recommend?
3 of our 5 Values we have here at Orangetheory
What are integrity, passion, accountability, innovation, community?
call the SA or coach first. Then reach out to their direct supervisor, then their designated regional. Keep calling in rotation until you hear from someone.
What to do if a coach or SA is a no show?
Orangetheory's Formula for tracking Heart Rate
What is the Tanaka Formula?
The bottom of the "YES" Pyramid which leads to success in all Sales Process'
What is confidence?
give us 30 days to show you More Life.
What is the Quit Free Gurantee?
the 5 steps to explaining the weight floor? (coaches only)
what is overview, reveal, demo, encourage, ready set go
the age to workout with and without a parent at Orangetheory
What is 14 & 15 with a parent and 16 & 17 with parental consent?
What EPOC stands for
Excess Post Exercise Oxygen Consumption
the 7 steps of the intro process
What is...
1. The Meet and Greet 2. Studio Tour 3. Hand Off 4. Fitness Orientation 5. Class 6. Hand back with the coach 7. The Closing/ Overcoming Objections
Shelly is uncertain about joining with a membership today. She's not doing anything for fitness and wants to lose 20 pounds but is about to walk out the door.
what is holding you back from joining today? Is there anything in particular that you are uncertain about? I recommend we get you set up on...
Refer to Image of this 4 year member
Who is Griffin Howe?
John's billing date is 4/18/22 and he requests to cancel his membership today on 4/21/22. His last day to use his membership is....
What is 6/18/22?