Guest blog post by Steve Hochman
This a guest blog post by my good buddy Steve Hochman… Steve is flat out the best guy I have ever known IN MY LIFE at getting referrals…
Seriously, the dude is INSANE at this stuff
I mean, like, seriously f*cking insane…
WARNING: Do Not Use The Referral Mind Control Method For Evil.
You may have heard my buddy Chris McCombs talk about how back in the day he would watch me get literally 5-6 new clients a day – All referrals.
Well, until now, I’ve never totally broken down my Referral Mind Control Method piece by piece. To be honest, I didn’t want to but McCombs twisted my arm, and if you hadn’t noticed he’s a pretty burley dude.
So here is the step-by-step breakdown of how to apply the Referral Mind Control Method (R.M.C.M) so you get TONS of referrals.
Tip – You need to apply all of these techniques together to unleash the R.MC.M’s full POWER.
1. Plant the seed…
End your initial pre-qualification phone call with this, “Oh, part of being in my program involves letting me count on your for a couple of referrals. And to make it interesting, your gonna get your next month at 50% off for each referral. Do you have a few friends in mind already?”
2. Right after they sign up you say, “Mrs. Jones, 90% of my clients come personal referrals. Make this agreement with me, (Touch her arm) as I help you achieve your goals, can I count on you to refer 2-3 of your friends, so that I can achieve MY goals.” Now, shake here hand and say, “deal!”
3. Next, send her an email congratulating her for signing up and (blah, blah, blah).
End it with, Ps. Mrs. Jones, you can count on me to hold up my end of our deal.
4. Call Mrs. Jones at her work (most referrals come from co-workers) and say, “Hi Mrs. Jones, I called for two reasons. The first is that I wanted to know how your feeling after our first workout… You did AWESOME by the way. The second was because was just thinking how much fun I had with you on our first workout… I wish I had 2-3 more clients just like you.” (You’re sub-consciously reminding her of your verbal referral agreement)
5. On her 3rd visit, hand her 3 plastic cards, the kind with the magnetic strip on the back and look like they are loaded up with cash-o-la.
(You can get them custom made online pretty cheap, just search Google for “plastic gift cards”)
Tell her that these card are worth about $200 to her, because she gets half off her next month for every referral she recruits. Tell her to carefully select 2-3 people that are as cool as her to give these to. (These plastic gift cards are very powerful because prospects think that they are as good as cash)
6. 1-2 times a week, blast an email to your database. In this email your going to profusely thank (a real, or fake) client for bringing in a referral. In your email make sure you publicly praise this (Real or fake) person.
So there it is, I hope your happy McCombs… You finally got me to spill the beans about my Referral Mind Control Method!
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Check out Steve’s brand new personal trainer marketing blog at SteveHochman.com
And if you haven’t done so already, be sure to opt-in for my free Kick Back Life Personal Training, Fitness Marketing and Boot Camp Marketing updates… I’ll also send you a link to a secret video that shows how you can make a lot more money and work a lot less hours from using little known underground Internet marketing tactics.
Let me know what you think…
Steve, truly awesome!! I love it. No one else is doing this and I'm gonna kill it in my city. Your clients looks like a hero as well making their friends think they spent $100 and such on the gift cards.
Steve,
This is AWESOME stuff mate
The Plastic Gift Cards is a killer way to add value AND also create hugely perceived value. Even the credit card companies now have $100 Gift Cards etc. The Mind Boggles at what could be done with these babies.
Another great example of the importance of building the relationship with your client and adding value to their lives and in turn you get what you want… more clients and more cash.
It staggers me that there are still alot out there that have NO IDEA … not only that they dont want to have an idea.. hell just coming to this Blog will Boost your income 10 fold provided you take action.. and its FREE…
keep em coming boys..
and folks if you aint been on Steve Hochmans blog yet… GET TO IT… I listened to his interview with some some IM Freak named McCombs? Apparently he's 6'6' and 317? pfft… I doubt he even makes 6…
Adam Toohey
Dude killer mind control methods.
Defiantly will be applying this.
……
I might have to try it with my gf too ; )
yea dude
that is some killa shizza in the hizza yo!
I been rockin the referrals but now I gotta rock them MORE!
Not so sure about the 50% off gig though – can't that get out of hand?
–z–
Nice!
Now this is some cool stuff.
Definitely going right into action at my place!
Thanks for the great tips.
Nice.
I recently purchased some of those gift cards with the card holders.
I'll let you guys know how they work out for me.
Have a great day!
where can i get those plastic cards to give my clients??
sounds good!
Hochman you definitely think outside the box when it comes to fitness marketing. I'm definitely going to check out your blog.
never mind…saw and misread the part above. okay…what about local area—such as???? thanks
Nice tips lads
What's the score with these cheap plastic cards gizmo.
Can you show us what you mean?
I'd tinker with it a bit as far as value given. Like Zach says, you could get out of hand but not a bad problem to have I suppose.
You guys ROCK!!!
Im so glad I am on your email list. Here on the east coast people go about selling PT a bit different then on the west coast. When I use your methods I get great results. Thanks for all your help
http://www.cardprinting.us/
This is the company I use.
Hey Zach!
Thanks for the comment…
I get that concern all the time… My answer, HELL NO! Here's why:
Let's say you have 50 clients paying you 10k per month… If they all referrred 1 client, you wold have 100 clinets and would be making 15k per month… 5k more that you did the previous nonth… But the best part of all… The next month you will be making 20K, and that's pretty fuckin cool!
I've personally experienced this and it's the SHIZNIT!!!
Steve
I really like this post…not only is it informative, but it's short and to the point…no scrolling, clicking links…great info, fast! Thanks!
Im lovin this idea. Great stuff. Let me know if you would like to do a guest post Steve
Hey Brian,
Are you on Twitter…
If so DM me @stevehochman1
Steve
AWESOME STUFF! Like the idea of the plastic cards…I could probably just do some on my printer as well!
Great stuff printing this out for future reference and I am going to try one of the step right now!
Awesome post Steve. People really don't understand how powerful words are! You can literally program your clients to be refferal generators. Just be relentless…as long as you deliver the awesome training and results they will deliver the refferals!
Hey Steve-
I like your Jedi Mind Trick. Good tips on referrals. It is easy for clients to refer their friends, family and colleages. Who wants to do this alone. Getting people you know involved in the same health and fitness program is motivating and they are likely to stick with it for life. The plastic gift card was an awesome idea. I took a bunch with me to pass out.
Great stuff!!!! The best thing is that the cards are reusable!
where did you get your cards from?