1. business and industrial

How to Get the Clients You Want
And the Money You Need
With Brian Whetten, Ph.D., M.A.
Welcome!
Please print this page, write in your call details and
PRIVATE PIN CODE below, and tape it to your wall.
Then print the rest of the handouts and bring them
with you on the call, okay?
I’m looking forward to connecting with you, and
seeing how we can create exceptional value for you
and those you serve.
Brian
Call Details
Date: ______________
Time: _____________
Dial In Number: ________________
PIN Code: ___________ (Your Private Code)
3 Tips To Get The Most Out Of This Call
1. Print this sheet out so you can write and take notes during the call
2. Visit www.sellingbygiving.net to watch four short videos, and to register
for your $197 Practice Building Kit - Free
3. Start exploring the value you would receive from a full, abundant practice
Special Note: This teleseimnar starts on time according to www.time.gov so please dial-in five
minutes early so you don’t miss any content, and so you have a chance to introduce yourself to
the call. Your courtesy will be most appreciated.
[email protected]
1
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What You Can Learn By Participating In This Call
1. The six ________ that will cause clients to enroll themselves in your practice
2. The seven ________ of practice building
3. The single most important thing to know about building your _______ practice
4. The fastest, easiest, most _________ way to build your ideal practice
Plus….towards the end of the call we’ll be offering you a ____ and a special offer.
(Six Blanks: Questions, Stages, Ideal, Business, Efficient, Gift)
[email protected]
2
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What Have You Been Taught About Selling Your Services?
What are you doing now – or what do you think you should be doing – to get new
clients? Feel free to brainstorm and ideas that come to you…
1.
2.
3.
4.
5.
The Key to Heart-Centered Enrollment
Most practice builders think that getting new clients is all about what we show and
________ to people
But exceptional value doesn’t come primarily from your solution. It comes from your
clients’ _________
And effective, enjoyable enrollment doesn’t come from telling people about your
services. It comes from asking the right ___________
(Four Blanks: Tell, Needs, Questions, Business)
[email protected]
3
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The Six Questions of Value Based Enrollment
1. Where are you _______?
2. Where do you want to ______?
3. What’s in the _______?
Now
Blocks
Future
4. What’s the best solution for your _______?
5. Why _________ you want to invest in this solution?
6. Why _________ you?
(Six Blanks: At, Be, Way, Needs, Would, Wouldn’t)
[email protected]
4
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Questions 1 and 2: Where Are You At / Where Do You Want to Be?
So let’s try this out…
Where are you at, in terms of your current practice? And where do you want to be?
For example…
Now
Future
How many clients per week are you
seeing?
How do you feel about the sessions you
have with your clients?
How much money are you making per
month?
How do you feel about your ability to get
new clients?
How often do you get stuck in busy work
or procrastination?
How much are you charging per hour?
How many hours per week are you
devoting to your practice?
[email protected]
5
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The Seven Stages of Practice Building
The Seven Stages of Practice Building are an easy way to gauge where you’re at on the
journey of practice building, and where you want to be.
We’ve modeled them both on the ________ colors and on the idea of different martial
arts belts which you receive for different levels of mastery
Here are the core goals of each stage.
1. Student. Graduating from a professional training program.
Goal: trust in the value of what you’ve ________
Approximately 80% of practitioners earn their red belt
2. Intern. First five unpaid regular, repeat, individual clients.
Goal: trust in your ability to provide exceptional ________ to clients
Approximately 70% of practitioners earn their orange belt
(Three Blanks: Chakra, Learned, Value)
[email protected]
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3. Apprentice. First five paid regular, repeat, individual clients.
Goal: trust in your ability to get clients to ______ for your services
Approximately 60% of practitioners earn their yellow belt
4. Practitioner. Covering your monthly expenses (typically $3000-$4000/month)
so you can afford to make your calling your full time career.
Goal: trust that you can pay for your core monthly _________
Approximately 40% of practitioners earn their green belt
5. Master Practitioner. A full, abundant practice with a waiting list (typically $7000$10,000/month).
Goal: trust that you can bring in new clients at _________
Approximately 5% of practitioners earn their blue belt
6. Teacher. Creating value on a larger scale, through a combination of classes,
information products, individual sessions and group sessions (typically $10,000 $20,000/month).
Goal: trust that you can run a _________
Approximately 1% of practitioners earn their indigo belt
7. Leader. Building a scalable organization that serves people even when you’re
not the one doing the work.
Goal: trust that you can take an extended retreat or _________
Approximately 0.1% of practitioners earn their purple belt
Which belt are you currently working on? _________________________
Which belt do you want to earn? (Within the next 2-3 years) _____________________
(Five Blanks: Pay, Expenses, Will, Business, Vacation)
[email protected]
7
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Question 3: What’s in the Way?
What’s standing between where you’re at and where you want to be? What skills would
you need to develop to build your ideal practice? What blocks would you need to move
through?
Feel free to brainstorm any ideas that come forward for you…
The One Thing I Wish Every Practice Builder Knew
Traditional business doesn’t _________ for purpose driven practice builders
It doesn’t work practically and it doesn’t work __________
Four Reasons Why Traditional Business Doesn’t Work For Us
1. Your services are not an impersonal ___________
2. Your value is not based on offering the ___________ prices
3. Your value is not based on helping people ___________ from their issues
4. Your paradigm is not based on scarcity and __________
(Six Blanks: Work, Energetically, Commodity, Cheapest, Hide, Stress)
[email protected]
8
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Question 4: What’s the Best Solution for Your Needs?
If your goal is to earn your blue belt and have a full, abundant practice, you need to
acquire and bring together five core ingredients.
1. A Valuable ____________ - An offering that provides exceptional value.
2. A New ______________ - A new, different, more loving way of doing business.
3. A Proven ____________ - A recipe for business success.
4. Heart-Centered Enrollment ____________ - A set of new abilities sourced from
your existing strengths.
5. __________ - Assistance with the challenges that automatically arise on the path
to success.
The fastest solution is one on one _____________
The most cost effective solution is the 6 _________ Practice Building Academy
(Seven Blanks: Service, System, Approach, Skills, Support, Coaching, Month)
[email protected]
9
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How Does the Practice Building Academy Work?
The next ________ starts its 6 month journey on November 2nd
Each team is limited to no more than ________ students
Classes meet the first three Tuesdays of each _______ from 1:00 – 3:30 pm Pacific
All calls are recorded, and you can dial in from anywhere in the world
Barring emergencies, I personally teach each class
The Academy is entirely based on answering one question: what _______?
It gives you your “business in a ______”
It includes a *tremendous* set of educational, experiential and support ____________
For more information on the Academy, please see the following:
http://www.sellingbygiving.net/academy.php - Academy web page
http://www.sellingbygiving.net/docs/pba-overview.pdf - Academy overview
http://www.sellingbygiving.net/docs/pba-application.doc - Academy application
(Six Blanks: Team, 20, Month, Works, Box, Resources)
[email protected]
10
www.sellingbygiving.net
What Does it Require?
Mutual Fit: Admission is by application and mutual _________
We look for people who are Caring, Conscious, and Committed
Investment: Your financial investment is $495 per month for 6 months
Your time investment is 5-8 hours per week for 6 months
Your emotional investment is a commitment and a ____________ to receive
support and to baby step through any fears that come up during the process
(Two Blanks: Interview, Willingness)
[email protected]
11
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Would You Like to Go On Another “Date” Together?
Value based enrollment is all about building relationships based on stair steps of trust
and _______________
It’s a lot like ______________
But most people’s approach to sales either involves __________ on the first date, or
never asking for commitment at all.
So here’s an easy way for us to take the next step together towards supporting you in
building your ideal practice.
The Get More Clients Now 1-Month Teleclass – Starting October 5th
-
October 5, 12 & 19, 1:00 - 3:30 pm Pacific Time
-
It serves both as a stand-alone program and as a bonus, optional first month
of the Academy
-
Your registration fee can be applied to your Academy tuition
-
This gives us an opportunity to build relationship, start creating exceptional
value, and see if the Academy would be a mutual fit
(Three Blanks: Commitment, Dating, Proposing)
[email protected]
12
www.sellingbygiving.net
Special Offer - Get More Clients Now 1 Month Teleclass
Here’s an invitation, as a way of taking the next step towards what we hope will be a
long term relationship with you.
OPTION 1
A one month, Academy level teleclass
$495
Learn what it takes to build your ideal practice
Diagnose and avoid 9 major practice building mistakes
Discover if you’re really ready to build your ideal practice
Practice the most crucial heart-centered enrollment skill
See if the Academy is a mutual fit
A one hour coaching call with Scott
$150
Individualized recommendations for your practice
Personalized support in helping you get to where you want to go
Regular Price
$645
Your Price
$195
OPTION 2
Includes everything in Option 1
Plus:
The Selling By Giving Home Study Course
$645
$995
Your “business in a box”
Learn a new, different, more loving way of doing business
Master a system that actually works - for you
Regular Price
Your Price
$1640
$495
Both options come with a complete, 100% money back guarantee
Either investment can be applied to your Academy tuition
To register visit www.sellingbygiving.net/getmoreclients
[email protected]
13
www.sellingbygiving.net
Questions 5 and 6: Why Would You Want to Make This Investment?
Why Wouldn’t You?
Why would you want to make this investment? (In the Practice Building Academy?)
The key here is to help people differentiate benefits from ___________
Why wouldn’t you?
The key here is to help the people differentiate reality from ___________
This is where _____________ sales and marketing often gets into trouble.
Practice Building Academy Benefits
Here are some of the benefits graduates have reported receiving:
 Owning the value of your services
“Brian, I have to share that this 4th chapter was incredibly powerful for me in seeing that I
truly have a valuable service and package (me!)” – Frances Fuji, Executive Coach
 Learning a new, different, more loving way of doing business – one that
works for you both practically and energetically
“Thank you from the bottom of my bank account. Why knew business could feel so
good!” – Melanie DuPuy, Breathing-Life Coach
 Discovering a proven, step by step recipe for success
“This course has been absolutely life-changing for me! I know without a doubt I’ll be able
to implement what I’ve learned and make a success of my practice. And it’s simple!”
– Liesel Teversham, Energy Healer
 Mastering the art of heart-centered enrollment
“I have doubled my income since taking this class, my income is now regular and
consistent, and I no longer fear selling my services.” – Nilofer Safdar, Energy Healer
 Transforming the way you feel about selling your services
“My income almost doubled after taking this class. It helped me release my fears and
judgments around money and it gave me some great ideas and tools for marketing my
business.” – Stephanie Wiltgen, Educational Consultant
(Three Blanks: Bullshit, Resistance, Traditional)
[email protected]
14
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Some more benefits graduates have reported receiving:
 Support in working with challenges as they come up
“To think, I almost gave up – inches from the water trove, the paradise of doing my true
heart’s desire and being paid well for my offering. Thanks, Brian!” - Marsha Jane Orr,
Small Business Coach
 Earning at least one more practice building “belt” in 6-12 months
“After graduating from the Academy, I built my practice from nothing to $16,000 a year,
in a single month, just by giving out 9 gift certificates and then following through on what
I’ve learned.” – Susan Bryan, Life Coach
 Creating your soul-centered, six-figure practice
“Thanks to Brian and Selling By Giving, I increased my income by $74,600 in one year.
This stuff works!” - Susan Ortolano – Relationship Coach
 Doubling or tripling your income
“I referred a colleague…he mentioned that he’s not even done with the program and has
doubled his client load!” – James Stevensen, Massage Therapist
 Developing trust that you really can create your ideal practice
“This is the class I’ve been waiting for my entire life.” – Aileen McKenna, Energy Healer
Plus, people have gotten book deals out of the program, transformed their marriages,
developed the self-confidence to pursue their dreams, overcome debilitating patterns of
procrastination and victim consciousness, and more…
Our Exceptional Value Guarantees
If you don’t receive exceptional value from the Home Study Course, you
can return it at any time for a full refund.
If you complete the Practice Building Academy and don’t receive
exceptional value from it, you can receive a full refund. (Our goal here is
both to build trust while also supporting your commitment to yourself. For more
details, please see http://www.sellingbygiving.net/docs/pba-overview.pdf )
[email protected]
15
www.sellingbygiving.net
Two Free Gifts
Please take advantage of our free gifts to you
-
Register for your $197 Practice Building Kit
(www.sellingbygiving.net)
-
Claim your $49 Special Report on The Seven
Stages of Practice Building - email
[email protected] to receive this
Why Wouldn’t You Want to Make This Investment?
Here are some common things we hear from people.
What if it’s not a fit for me?
What if I don’t have enough time right now?
What if I don’t have enough money right now?
What if I don’t have what it takes to be successful?
What if my services don’t really offer exceptional value?
What if I’m too scared?
What if I’m not good with technology?
What if I’m not good at business?
What if I don’t have enough motivation?
Our goal isn’t to __________ you that the Academy is a fit for you.
Our goal is to help you figure out what’s reality for you and what’s ___________.
Because fear is an almost perfect way of knowing when you’re on __________.
(Three Blanks: Convince, Resistance, Course)
[email protected]
16
www.sellingbygiving.net
Special Offer - Get More Clients Now 1 Month Teleclass
If you received exceptional value from what you learned today, please take advantage
of our special offer so we can continue with what we started today.
OPTION 1
A one month, Academy level teleclass
$495
Learn what it takes to build your ideal practice
Diagnose and avoid 9 major practice building mistakes
Discover if you’re really ready to build your ideal practice
Practice the most crucial heart-centered enrollment skill
See if the Academy is a mutual fit
A one hour coaching call with Scott
$150
Individualized recommendations for your practice
Personalized support in helping you get to where you want to go
Regular Price
$645
Your Price
$195
OPTION 2
Includes everything in Option 1
Plus:
The Selling By Giving Home Study Course
$645
$995
Your “business in a box”
Learn a new, different, more loving way of doing business
Master a system that actually works - for you
Regular Price
Your Price
$1640
$495
Both options come with a complete, 100% money back guarantee
Either investment can be applied to your Academy tuition
To register visit www.sellingbygiving.net/getmoreclients
[email protected]
17
www.sellingbygiving.net