LASER Focus
These five words make up the LASER acronym
Leads, Appointments, Shows, Enrollments and Referrals
These three stages make up NPP.
Needs Analysis, Practical and Presentation
This form must be reviewed and completed with every new member 100% of the time (Both Brands)
The New Member Checklist, or NMC
For StretchLab clients, how often should MAPS be repeated to assess progress?
Every 4-5 Weeks
According to the StretchLab process, this is the number-one cause of cancellations.
Non-use
For Anytime Fitness coaching, BSC stands for these three outcomes.
Book, Show and Close
During the NPP & DASH, this emotional motivation is sometimes referred to as the prospect’s “why.”
The X factor
Our onboarding process requires this wellness appointment to be booked for new members.
A nutrition appointment with a Registered Dietitian (Dietitian Live)
At Anytime Fitness, measurements and a new program should generally be completed within this timeframe.
Every 4-6 Weeks
Anytime Fitness coaches should conduct this progress-focused meeting every 30 days.
An MSM, or monthly strategy meeting.
At StretchLab, this should be collected before every Intro to strengthen the commitment to show.
Payment
Name the 4 most common objections?
Cost, Want to talk to a spouse, Want to do it on their own, and Think about it first
StretchLab members should have AT LEAST this many weeks of sessions booked during onboarding.
Four weeks (12 if possible & confirm recurring)
Name the four DASH stages in order.
Download, Assessment, Stretch, Handoff
StretchLab should reconnect with a member after this many days of no use.
14 Days
At StretchLab, this percentage of booked appointments should SHOW.
90%
Name all six LAIORC steps in order.
Listen, Agree, Isolate, Overcome, Re-enthuse, Close
At least this percentage of new members should be booked for a Nutrition Consultation.
60%
For an Anytime Fitness, Name the five major stages of a GREAT Session.
Group Introduction and Engagement, Ready Warm-Up, Education, Epic Workout and Awesome Conclusion
StretchLab members with five-session packs receive this amount of time before expiration.
3 Months
During the first 3 days, the follow-up process for new leads is ____ total number of call & text attempts / touchpoints?
9
Name the four steps in the Core Ventures referral process.
1) On the floor: ask during the tour/session, 2) After the sale: pen in hand, 3) Ask again: Plus one, who else, 4) Who’s the best
For StretchLab Paid-in-Full & Pack clients, follow-up tasks should be set at these two points before the end date.
Two weeks before and one week before the end date
During the DASH Download, these four pieces of information are transferred to the Flexologist.
Primary focus
Emotional driver or why,
Injury considerations
Lifestyle contributors
Name the three major stages for responding to a cancellation request (Both Brands).
Hint: The 3 ‘R’s
Re-build rapport, Re-qualify and revisit the original goal, Re-engage with a customized solution
( + Follow procedure = CES)