P PURPOSE O OBJECTIVES or OUTCOMES A AGENDA or ACTIVITIES D DECISION or Deliverables This tool is VERY effective for BOTH sales meetings and internal team meetings. I have a business mentor who uses this anytime we speak, even if he is calling me to set up dinner plans. PURPOSE How many times have you had someone call you and it was 5 or 10 minutes into the call before you even knew why they were calling. A quick "Hey, the reason/purpose for this call is...." Can really help us get in sync and on the same page. Use this at the beginning of sales meetings to start setting the stage and expectations for your prospect. Example: "The purpose of today's meeting is to explore how a Krav Maga training program can empower you with self-defense skills, improve your physical fitness, and enhance your confidence in everyday situations." OBJECTIVES or OUTCOMES Example: "By the end of our session, I aim to have a clear understanding of your fitness and self-defense goals, discuss how our program aligns with those goals, and address any initial concerns you might have about the training or commitment required" AGENDA Example: "Our agenda for today includes a brief overview of the Krav Maga training program, including its structure, benefits, and success stories from our current and past members. We'll also discuss your personal goals and how our program can help achieve them, followed by a session to answer any questions you have." DECISION Example: "As we conclude, I'd like to understand your thoughts on the program and any further information you might need to make a decision. Does that sound fair?" Implementing POAD: - Preparation: Before the meeting, gather all necessary materials, such as program details, success stories, and FAQs. Be ready to adapt your discussion based on the prospect's responses and interests. - Engagement: Throughout the meeting, actively listen and engage with the prospect. Tailor your presentation to their interests and concerns, making the conversation as relevant and personal as possible. - Follow-Up: After the meeting, send a summary of what was discussed, any additional information requested, and the agreed-upon next steps. This shows professionalism and keeps the momentum going.

I mentioned in our call today that ever since dialing in my numbers. I have been more focused on looking for “employee” referrals. Like most things that I implement in my business, I think it’s important to “Lead by example” it’s actually a value at Fortitude. So far I’ve been able to get two in the last two days. One of them was someone I went to middle school with who engaged me on Facebook. I’ve been on a Facebook hiatus and haven’t been posting at all. (Normally I was 1x day) He reached out to me because I’ve been sharing my story for years and he’s seen me accomplish some remarkable things. (Haven’t talked to him in over 15 years) - he came in the next day and enrolled on $49/week - Nice job @Brian Connin The second one was as I boarded the plane today. I ran into a past student who stopped training because he felt the impact was too much in his body. He loved the community and culture, just not Krav Maga. I let him know about our robust schedule (7 days/week) plus our multiple programs. (KM Bag, KravFit, Str & Con) we have times 9am,12:15pm and 6pm. He said “I gotta do that” I told him I’d have my team reach out, added him to our highlevel and pipeline on my phone in the plane. I wanted to share a few of the things I’ve been doing to get some more leads. My goal is 65/month 😀 Do you get referral leads that don’t come from your website or paid ads? How many per month? Would love to hear/see some comments on more ways to keep getting leads… Did you know Kelly Campbell started Krav Maga because of a booth inside a mall, they were handing out free class passes.

Hey All! I have been spending a lot of time on sales and budget forecasting these last couple weeks. Today I finished up and I created this quick video for my sales team. https://www.loom.com/share/37e4a445845846e1b34723b36df5a309 In the video I break down our current lead, book, show, close percentages. Then I use Alex's framework around types of leads to brainstorm how we could get more in 2024. Then I lay out exactly the types of memberships and how many of each we need to hit our goals for the year. I also include our churn and the numbers for that. I would love to hear input from you all! - How can I get to 65 leads a month this year? - What tips and tricks do you have to increase book, show, close percentages? - Are there things you are doing now to "lock your back door" I want to keep more students! Thanks for reaching and or watching, I really appreciate it.