Title Page
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Document No.
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MC Appraisal
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Client / Site
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Conducted on
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Prepared by
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Location
INTRODUCTION & 10 – 10 – 10
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FRONT PAGE OF PFP COMPLETED
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REPPORT BUILDING (ADDRESS/BIRTHDAY/EMPLOYER/REFERRED BY)
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Y – IS THE MEMBERSHIP FOR YOURSELF?
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M – WHAT MOTIVATED YOU TO COME INTO THE CLUB TODAY?
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ARE YOU EXERCISING AT THE MOMENT?
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WHAT TYPE OF EXERCISE/HOW LONG HAS IT BEEN SINCE ANY EXERCISE?
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C – HAVE YOU BEEN A MEMBER OF A CLUB BEFORE?
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WHEN WAS THAT/WHERE WAS THAT?
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WHAT TYPE OF THINGS DID YOU ENJOY DOING THERE?
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A – WHAT WOULD YOU LIKE TO ACHIEVE?
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ARE YOU INTERESTED IN FAST TRACKING YOR RESULTS?
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P – HAVE YOU HAD A PERSONAL TRAINER BEFORE?
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IF NO - ARE YOU OPEN TO FINDING OUT MORE ABOUT OUR PERSONAL TRAINERS?
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IF YES - TELL ME ABOUT THE RESULTS YOU ACHIEVED
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HOW OFTEN WERE YOU USING YOUR TRAINER?
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NOTES:
MAIN GOAL
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MAIN GOAL SECTION OF PFP USED (TICK AREAS TO IMPROVE)
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WHAT IS YOUR NUMBER 1 PRIORITY?
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WHAT ARE THE AREAS YOU ARE NOT HAPPY WITH? DRAW ON DIAGRAM
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WHY THESE AREAS, WHAT DON’T YOU LIKE ABOUT THEM?
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ON A SCALE OF 1-10 – HOW IMPORTANT IS IT TO ACHIEVE THESE GOALS?
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HOW LONG HAVE YOU BEEN THINKING ABOUT IT (WHEN LAST TRAINING)
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WHEN DO YOU WANT TO ACHIEVE THESE RESULTS BY?
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WHY THIS DATE, WHAT’S COMING UP THAT YOUR TRAINING FOR?
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HOW WOULD YOU FEEL COME THIS DATE IF YOU HAVENT ACHIEVED THIS?
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NOTES:
TOUR
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HOW WOULD YOU FEEL COME THIS DATE IF YOU HAVENT ACHIEVED THIS?
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PART OF OUR SERVICE HERE AT GOODLIFE IS A FREE PROGRAM, BUT YOU SAID YOU WANTED TO ACHIEVE RESULTS BY _____, YEAH? Tie down to PT
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PT BOARD: ALL NEW MEMBERS GET 3 PACK
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ALL OF OUR TRAINERS ARE FULLY QUALIFIED, AND AS YOU CAN SEE THEY SPECIALISE IN DIFFERENT FIELDS (SO YOU WILL BE MATCHED)
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FEATURE, BENEFIT, EMOTION AGREEMENT (FBEA) MIN 2 TIMES
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TRX / GROUP FITNESS – MC HAS GOOD KNOWLEDGE OF THESE
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PROSPECT KNOWS ABOUT PARKING / CLASSES / LOCKER USE
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INTRODUCE TO 2 MEMBERS OF STAFF – Relationships keep members
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NOTES:
TIMELINE
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FEEL STAGE – increase in NRG, decrease in stress
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SEE STAGE – decrease weight, increase tone, fitness, strength
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MAINTAIN STAGE - Lifestyle
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WHEN ACHIEVE RESULTS, HOW LONG DO YOU WANT TO KEEP THEM FOR?
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TOP LINE REPRESENTS RESULTS ACHIEVED WITH A PT, BELOW YOUR OWN
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YOU MENTIONED YOU WANT TO FAST TRACK RESULTS, BUT MAINTAIN LONG TERM – DIDN’T YOU?
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OUT OF THE 3 STAGES, WHERE DO YOU WANT TO SEEE YOURSELF
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NOTES:
PRICE PRESENTATION
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BASED ON WHAT WE DISCUSSED, WE HAVE TWO OPTIONS THAT SUIT YOU BEST
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(LIFESTYLE MEMBERSHIP) FULL LIST PRICES (COMPLETE AND CORRECT)
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(EZY EXPRESS MEMBERSHIP) FULL LIST PRICES (COMPLETE AND CORRECT)
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PRESENT 3 PACK
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SOME AND MOST – WEIGHT LIFESTYLE
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ALTERNATE CLOSE
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FANTASTIC _______, LET’S GET YOU STARTED
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STOP TALKING AND WAIT FOR PROSPECTS ANSWER
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NOTES:
HANDLING OBJECTIONS
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EMPATHISE – “I UNDERSTAND COMPLETELY” – FEEL, FELT, FOUND
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ISOLATE – “JUST SO IT’S CLEAR IN MY MIND, WHAT EXACTLY IS IT THAT YOU WOULD LIKE TO THINK ABOUT? OTHER THEN THAT IS THERE ANYTHING ELSE STOPPING YOU FROM GETTING STARTED WITH ME TODAY?
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OVERCOME – FANTASTIC NEWS _______, I JUST HAD A CHAT TO MY CGM....
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RE-CLOSE – LET’S GET YOU STARTED
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NOTES
REFERRALS
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ASKING FOR REFERRALS - REFERRAL MESSAGE LINKED TO CAMPAIGN
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DISCUSS BENEFITS TO MEMBER – TRAINING BUDDIES / VALUE OF PASSES
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QUALIFYING REFERRALS - LTRQ<br>
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NOTES:
SIGNATURES
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Club Name
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Date of appraisal
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MC Name
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Add signature
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ACGM Name
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Add signature
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CGM Name
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Add signature
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RSM Name
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Add signature
