$ $ HIGH PAYING CLIENT $ © Copyright 2013, Bright Ideas. LLC www.BarbWade.com Be Wealthy. Live Fully. Don’t Settle. ENROLLMENT CONVERSATION THE ART OF THE UTILIZE STICK STRATEGIES Get them scheduled to begin ASAP. Send them a questionnaire, starting materials, or small congratulatory gift. 5 OVERCOME OBJECTIONS “I Can’t Afford It” is usually a smokescreen. What is the true fear underneath why they “can’t?” Remind them of this “choice point” to take contrary action. 4 BOLDLY PRESENT THE OFFER Remember to lead with results. Presume a “yes” answer. Use incentives and limiters to create urgency. 3 CREATE THE VISION What will life be like when they achieve their intentions? What will they be able to do, be, have, or experience that they cannot now? 2 UNCOVER THE PAIN What are the client’s deepest struggles and challenges? What is the true cost or impact – in all life areas – of these issues? Let the client to do the talking. 1 Use conﬁdent self-talk. Own your value and expertise. Establish leadership from the start. ADOPT A WINNING MINDSET

Art of Enrollment Conversation

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A simple mind map on steps to enrolling high paying clients to your services

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HIGHPAYINGCLIENT

www.BarbWade.comBe Wealthy.Live Fully.Don’t Settle.

ENROLLMENT CONVERSATION

THE ART OF THE

UTILIZE STICK

STRATEGIES Get them scheduled to begin ASAP. Send them a questionnaire, starting materials, or small congratulatory gift.

OVERCOME OBJECTIONS

“I Can’t Afford It” is usually a smokescreen. What is the true fear underneath why they “can’t?” Remind them of this “choice point” to take contrary action.

4BOLDLY PRESENT

THE OFFER

Remember to lead with results. Presume a “yes” answer. Use incentives and limiters to create urgency.

3CREATE THE

VISION What will life be like when they achieve their intentions? What will they be able to do, be, have, or experience that they cannot now?

2UNCOVER THE PAIN

What are the client’s deepest struggles and challenges? What is the true cost or impact – in all life areas – of these issues? Let the client to do the talking.

1 Use confident self-talk. Own your value and expertise. Establish leadership from the start.

ADOPT A WINNING MINDSET