Because this is a short course, it is assumed that you will be following these steps and run the Corporate Fitness Program yourself.

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2 Assumptions Because this is a short course, it is assumed that you will be following these steps and run the Corporate Fitness Program yourself. It is assumed that you have some business knowledge, are certified and insured, have resources to legal advice, are personable and professional. It is further assumed that your purpose in purchasing this product is to simply learn the steps to securing a Corporate Fitness contract.

3 Course Objectives The objective of this course is to lead the Personal Trainer step by step in the simplest and most direct route to landing their first Corporate Fitness contract. Though many of our students choose to become more valuable to their clients by learning and implementing the Corporate Boot Camp System, the purpose of this course is to simply help you secure your first corporate fitness contract. Do not try to go further if you are not prepared.

4 Learn & Absorb this Process Please follow these steps Respect is shown to your prospect when you are knowledgeable and prepared. They do not want to take the time to teach you yet they will discuss their business needs with you. Take this time to listen and learn, you are investing in your future. I have done this, so I know you can do it too!

5 Your Objectives Eliminate procrastination by knowing where you want to go Create your vision (or use the one we supply) Post it, read it, memorize it, speak it.daily Use your roadmap (checklist supplied)

6 Clear Distinctions Defining Wellness Understanding Corporate Wellness Terminology A glossary of Corporate Wellness related terms and concepts is included for your review.

7 Let s Start at the Beginning Understanding Wellness Wellness is so much more than simply not being sick, it is much more than managing disease with medications. Wellness is a lifestyle of habits that support and nurture the body and mind, supplying all the tools needed for optimal health.regular exercise, proper nutrition, fresh air, water, sunshine, restful sleep, and stress reduction.

8 What Are We Talking About Onsite Exercise Programs The dynamics of onsite programming are very different than off site programs. Incorporating your exercise program into their existing wellness program. How have they structured their wellness program?

9 Why Do They Need Wellness Programs? To gain control of their healthcare costs (direct costs and indirect costs see glossary) To increase employee productivity and attendance at work To increase their business profits Stats: Business w/100 employees 1 uses cocaine 5 are being treated for diabetes 10 drink alcohol heavily 10 have high blood pressure 10 have diabetes (5 of them don t know it) 25 smoke cigarettes 25 have high cholesterol 25 have heart disease 30 are overweight by more than 20% 50 feel moderate stress Source: UHF and APHA annual report Dec 2005

10 Typical Wellness Offerings Biometric Screening Health Risk Assessment (HRA) Health Fair Lunch & Learn Newsletter from Benefits Provider

11 Expanding Your Knowledge Base Data and hard evidence Indisputable facts within their own organization CDC, NIH, HHS NOTE: Please make sure that any data you use is supported by government or cited in multiple research studies by independent sources.

12 Preparation

13 The Most Direct Route Already has a wellness program in place. Possibly already provides gym memberships. Has a CEO & HR Director with a mind for wellness. Has an interest or known need in physical fitness. Is someone in your circle of influence.

14 Where to Get Your Leads Your current client base is full of people who are decision makers or influencers. Tap them. Join your local Chamber of Commerce and become active in their events and networking. Tap it. Though we suggest many other methods, these two are the most direct route to capture your leads.

15 How to Secure a Meeting 1. Personal Introduction 2. Letter of Introduction 3. Reference 4. Referral Though we offer other options, these are the fastest and most sure way to secure a meeting with your prospect.

16 What to Bring to the Table 1. Know what you want the meeting to achieve. 2. Know what questions you must have answered and what discussion you want to hear. 3. Bring a professional presentation. 4. Be able to answer questions concisely & directly. 5. Ask for the order.

17 How to Ask Good Questions 1. Know your objectives before asking. 2. Ask open ended questions (not yes or no). 3. Rephrase their answer back to them in your own words to see clarification and understanding. 4. Keep asking until you get agreement, then ask for the order.

18 Discussing Your Program Who, What, When, Where, Why, How What do they want.help them get there What do they need.help them get it When do they want to start ask for the order Where will you exercise in their building Why wait

19 Other Legalities Invoicing and Terms Your contract Class Sizes

20 After Your Meeting Follow Up Follow Up Follow Up Follow Up And Follow Up

21 Your Process At any given time you will have one or two contacts at various stages of your process. Follow up. Follow up. Follow up. Keep great records of who you have contacted, what their response was, and when you should follow up.

22 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs.

23 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action.

24 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action. 3. Talk to your clients and networks to gather leads.

25 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action. 3. Talk to your clients and networks to gather leads. 4. Set appointments/meetings/discussions.

26 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action. 3. Talk to your clients and networks to gather leads. 4. Set appointments/meetings/discussions. 5. Meet and discuss, then close.

27 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action. 3. Talk to your clients and networks to gather leads. 4. Set appointments/meetings/discussions. 5. Meet and discuss, then close. 6. Hold an employee orientation.

28 Step by Step 1. Gain the knowledge to converse with a business owner about his/her wellness needs. 2. Create a professional presentation and a plan of action. 3. Talk to your clients and networks to gather leads. 4. Set appointments/meetings/discussions. 5. Meet and discuss, then close. 6. Hold an employee orientation. 7. Run your program effectively for contract renewal.

29 Your Steps in Summary 1. Read and research everything you can about Corporate Wellness issues. At bare minimum have a grasp on all that we have covered. 2. Create a sales presentation to help you explain and demonstrate your fitness program. 3. Find prospects within your circle of influence. 4. Get your meetings set. 5. Hold the meetings, answer all questions. 6. Secure the contract. 7. Run that Corporate Fitness Program like it s gold!

30 Differences Regular vs. Corporate I ve got a Special Report for you that covers the key points of this topic. This is very important for you to understand so you don t get booted out or lose your corporate contract. Three that I want to share with you today are: - Respect the company time and space - Respect all employees equally - Respect the noise volume

31 Thank you for helping America get fit If you have comments or questions we d love to hear from you Contact us at cbcscourse@gmail.com or visit for information on our more comprehensive course that helps you become a valuable wellness provider to businesses everywhere. Now, go get your corporate fitness contract!

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