There are 5 levels of Leadership the first one is Position and the the third one is Production. Name one pitfall of Position Leaders.
1. People follow you because they have to
2. Least engaged followers of all levels of Leadership
3. Barely getting a 70% return on effort
4. Getting the least amount of effort, energy, and mind
100
People decide within the first ___ _________ if they like you.
4 seconds
100
What is the definition of communication?
The response we get
100
The first mandate is the same as the first habit in the 7 habits of highly effective people. What is the first mandate, or first of 7 habits.
Define the results you want.
Start with the EOM
100
In order to help build rapport you want to _______ and ______ the potential member.
Mirror and match
200
The biggest flaw in Leaders is not taking the time to give team members....
Positive feedback on a regular basis
200
When asking for the sale most people break ________. This happens a lot with PT sales.
Rapport
200
Instead of policies and procedures as the language pattern we as leaders want to use ______________ ____ _____________
Standards of Excellence
200
Mandate number 5 requires incredible awareness of what you are doing with your _____ and ______.
Mind and Body
200
The golden rule does not work in sales. We should follow the Diamond rule which is....
Treat others in the unique way they like to be treated.
300
As a leader whenever doing coaching you must start with the intended _____ of the _________ you are working with.
goal - individual
300
When closing the sale always get 3 to 6 ____ questions before moving forward.
Yes
300
What is one question the Fitness Manager could ask to preframe their potential new client before the close?
What did you think about working with me today?
Did we do things differently than you did them in the past?
Could you see the benefit of a coach by your side three days a week?
300
The law of Requisite Variety states... and this is mandate number ___
The person or the system with the most flexibility wins.
Mandate number 4. Flexibility.
300
What do people buy first?
You
400
When you have an Internal Locus of Control what impacts your daily beliefs, actions, and strategies.
Nothing. You use your internal beliefs to guide your beliefs, actions, and strategies.
400
People have a preferred language pattern. Name one of three.
Visual - Look, see, imagine, picture, show
Auditory - Ask, talk, heard, speak
Kinesthetic - Feel, touch, dig into, hold
400
Preframing new team members should start in the group interview process. Name one example of preframing in group interviews.
Taking the interviewee through the role play of a TI.
Setting the expectation of excellence.
Asking them how they feel about answering the phone, while making a smoothie, while having a member with a billing issue
400
Mandate number 5 requires that you come from a place of _______ all the time.
Excellence
400
Unconscious Trust is created through building exceptional ?
Rapport
500
When modeling a system that works. Most people forget to model the
Strategies: Seeing, Hearing, Feeling
or
Filter patterns: Values and Beliefs.
500
What does it mean to "Future pace" a new member or PT client?
Ask questions that allow them to see, hear, and feel the result 3 months from today.
500
What question could you ask a potential new hire to understand their beliefs around training?
What type of member does not need training?
Could you tell me why a member would not need training?
Is there any type of member that does not need training?
500
How many actions should you define to get to a goal/result.
Minimum of three
500
You need to be ________ _____________ and not doing a data dump of endless talking to make the most sales and help the most people.