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BEing Speaker Program

Eric Lofholm
THE BEING MOVEMENT INTERNATIONAL
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Table of Contents
Create Your Story...................................................................................................................................2
How to Build a Coaching Practice..........................................................................................................3
Coaching Enrollment Process.................................................................................................................3
The System.............................................................................................................................................4
Pricing and Packaging Models...............................................................................................................5
Finding Coaching Leads..........................................................................................................................5
Being Speaking Ways.............................................................................................................................6
Generating Leads and Prospecting........................................................................................................7
Appointment Setting..............................................................................................................................8
Appointment Setting Template..............................................................................................................8
Appointment Setting Script...................................................................................................................8
Boss Talk...............................................................................................................................................10
Speaking, Coaching and Sales Being....................................................................................................11
Being Speaking Coaching Script...........................................................................................................11
The Close Framework..........................................................................................................................12
NOTES...................................................................................................................................................13

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Create Your Story
How long you have been studying personal development?

How are you connected to Steve Hardison and/or the Being Movement?

Share about your experience with the book.

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How to Build a Coaching Practice

I have sold about $1M in one-on-one coaching and $8M when you add in my group coaching
and home study course. I have done this by applying systems.

Coaching Enrollment Process

Start off with Trust and Rapport: Ex: Insight to who you are and the reason for your call.
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Coaching Agenda:

Here is how our call is going to go today.

First, I am going to ask you some questions about your business, so I can get to know you better
and what some of your goals are.

Then, I am going to give you an experience of coaching, and I will share some ideas with you
that can help you.

Then at the very end, I will share with you how my ongoing coaching program works. If we both
feel it is a good fit, you will have the opportunity to sign up and become a client and if not then
no problem. Sound good?

Probing Questions:

Create a list of questions based on the type of coaching you do.

(For any question you can say, “tell me more about that”. You can also say, “Why is that
important to you?” You can also say “Can you give me some more detail about that?”)

Key Point: IDENTIFY THE “PAIN BUTTON

Paint a picture for them of what the future could be like if you helped them solve their pain.

You can say:

• Let’s say we improved you in closing. What would that mean to you?
• Oh, an extra $1,500 per month for life. What would that allow you to do?
• Oh, hire an assistant. How would that help you?

Then give them experience of coaching.

If appropriate, transition into the close…
Closing Script

What I would like to do now is share with you how my ongoing coaching program works.

The maximum number of clients I work with at any one time is X. The coaching is done over the
phone or zoom. I work with clients 1 hour or 2 hours per month.

The investment for 1 hour is $XXX per month and the investment for 2 hours is $XXX per month.

The coaching is a month-to-month agreement.

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Would you like to be one of the x clients that I work with?

Would you like to do 1 hour or 2 hours per month?

Great, what credit card would you like to use?

I am going to send you an email in a few minutes. It says everything I just told you. It will
indicate we are going to run your credit card today and this is a month-to-month agreement
that can be cancelled at any time.

Would you like to schedule our first coaching session?

The System

1. Determine your coaching pricing model. (You can have more than one pricing model)

2. Determine what a full coaching practice looks like (how many clients)

3. Generate Leads by:

• Giving free talks, webinars

• Become a content creator
• Offer free coaching sessions to anyone you feel would benefit.

If you give a speech, you are going to offer a free coaching session during the speech.

4. Deliver the free coaching session and offer your coaching package by using a prepared sales
presentation. You will need a way to accept payment.
Pricing and Packaging Models

Key Idea – Have clarity for what you are offering.

• Hourly – set rate per hour.

• Month to Month -m1 hour or 2 hours per month set up on an auto charge.
• Block of time – 5 hours
• As part of a program group coaching program

If you are new you can go:

• Free
• $50
• $100

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• $100+

Finding Coaching Leads

Look for networks that have your target market. Email lists, Facebook groups, and employees of
companies, sales teams, MLM teams, and POI’s.

How of find leads of sales teams:

• Google
• Craigslist
• Help wanted ads

You want to prospect these networks and draw people to you by speaking or offering free
content. In order for someone to hire you they need to become familiar with you. This is why
writing books, writing articles, doing podcasts, and creating videos is valuable. Show examples.
Don’t be overwhelmed by this. You can create content one piece of content at a time.

So, we draw people to us and offer a free coaching session.

It is a good idea to create a website for your coaching business where someone can opt in to
join your list and get free content.

Being Speaking Ways

How to create your chunks - content

Stories
Distinctions (train)
User generated content
Exercises

Being Baseline

Your Being baseline is your current ways you are being. What you are doing is working for you.
Keep doing what you are doing and shift one state of being. Ask yourself what is one state of
being I would like to shift?

Here are some examples.

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• Technology (your relationship with technology)
• Conflict (how do you show up in conflict)
• Relationship with a loved one (spouse, kids, friend, parents)
• Work ethic
• Commitment
• Fitness

Modeling

The modeling principle says, if someone else is producing a result if you do what they do, then
you will produce a similar result. We can model states of being. My being here today is
because of a book called The Ultimate Coach by Amy Hardison. The book is written about Steve
Hardison. One of Steve’s superpowers is being loving. I notice his loving way of being and I
model it in my way. Spend 3 minutes thinking about who you could model that has a way of
being that could help you in your life.

• Maybe you have a relative that is always so considerate.

• Maybe you had a mentor that took you under their wing.
• Maybe there is someone at the coffee shop that is always so friendly.
• Maybe you know someone that is so committed. Maybe they are committed to their
fitness, or their career or their marriage.

Take 3 minutes right now and see if you can come up with someone.

Generating Leads and Prospecting

The Jim Rohn Speaker Model can be done with cold market. Once you have identified the type
of groups you want to speak with you will need to find leads to contact.

Here are some ways to find leads.

• LinkedIn
• Facebook
• Craigslist
• Google search
• Buy lists
• Software like Seamless AI
• Referrals
• Warm market

Prospecting

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Prospect by any means necessary

• Phone
• Email
• Text
• DM on social media
• Walk in

3-Way Introduction

Script idea – Could you do me a favor? Let them respond. Could you do a 3-way text or email
introduction for me. I would really appreciate it.

Sequential Marketing

This means you would reach out to a prospect repeatedly (7-12x over 12 months) using multiple
prospecting methods (phone, email, text, etc)

Appointment Setting

When booking yourself as a speaker we have 3 audiences we are serving:

• The person in charge of the meeting

• The audience
• You

When contacting a person to book yourself as a speaker you want to have an angle you can
share as to why it would benefit them to have you as a speaker.

You can contact them under the Being Movement International brand or your own brand.

If you are contacting them under the Being Movement International brand, the angle could be:

• Increased business performance

• Increased sales
• Teamwork
• Parenting
• Health and wellness
• Increased recruiting (for MLM)
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If you are contacting them under your own brand, your angle would be whatever your skillsets
are. So, I am a sales trainer. I offer to speak on increasing sales. If you do teamwork training,
your angle would be a talk on teamwork.

Appointment Setting Template

This is who I am.

This is why I am reaching and what I would like to do.
Would you like to do it.

Appointment Setting Script

Hi _____, this is Eric Lofholm. I am a speaker with Being Movement International. The reason I
am reaching out is to offer to do a free speech for your leadership team on ways of increasing
performance. The training would last for 30-45 minutes. The training is done on Zoom or
similar. All I ask for is 5 minutes at the end to introduce a personal development seminar that
can help your leadership team be more productive. How do you feel about me being a guest
speaker?

Hi _____, this is Eric Lofholm. I am a speaker with Being Movement International. The reason I
am reaching out is to offer to do a free speech for your leadership team on ways of increasing
performance. The training would last for 30-45 minutes. The training is done on Zoom or
similar. There is nothing for sale. I will offer a free coaching session for anyone who would like
some one-on-one time with me. How do you feel about me being a guest speaker?

Hi _____, this is Eric Lofholm. My company is ______. The reason I am reaching out is to offer
to do a free speech for your ________ (state who you want to speak to. IE your association,
sales team, moms’ group, executive team) on ______ (what you topic would be). The training
would last for 30-45 minutes. The training is done on Zoom or similar. There is nothing for sale.
I will offer a free coaching session for anyone who would like some one-on-one time with me.
How do you feel about me being a guest speaker?

Exercise:

What is your angle or angles you will do?

Write a basic script to book a speech.

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Boss Talk

Outcomes for the Boss Talk:

• Confirm Appointment
• Find out how many will be participating
• Get location of the meeting or the zoom link
• Find out how long the speech is
• See if you can end the meeting
• Get clarity that you will be making an offer and how the money is going to work

Template: Boss Talk Script

Hi, Is _____ in?

Hi_____ this is_____ from Being Movement International (or say your company) . I am calling to
confirm that you have me, scheduled to speak at your office/speak on zoom on _____ at _____.
Prior to our meeting I have a few questions to ask you so I can customize the workshop for your
team.

• How many people are you expecting to be at the meeting?

• How long do you have me scheduled to speak?
• What is most important to you about my presentation?
• What I have found best is if I end the meeting. Would that be ok?

How the meeting is going to go is, I will train for _____ minutes. What you can expect is for me
to share at least 3 great ideas with your team. At the end of the training, I will spend about 5
minutes sharing with your team about our upcoming virtual seminar.

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If anyone would like to register for the seminar, do you want to pay for it, split it with them or
have them pay for it?

Speaking, Coaching and Sales Being

Reverse Engineer Results

Results
Action
Thought (language)
Being

You are going to be expanding your being. This is likely going to require a shift in your being.

3 Distinctions of Being

We are always being

We can observe our being
We can shift our being

Take 20 minutes to observe your being around speaking, sales and coaching. Write down what
you notice about who you are being.

Small Breakouts

Now take 20 minutes and write down who do you need to be around speaking, sales and
coaching.

Group discussion
Being Speaking Coaching Script

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I have 2 great free offers for you today. The first free offer is a brilliant video interview of Steve
Hardison that is an hour and 23 minutes long. Steve charges $5,000 per hour and he rarely
does interviews. I have watched this video, and it is great! And I want you to have it.
My second free offer is 30 minutes of time with me. During our 30-minute coaching call I can
coach you on being and share insights with you that can create the possibility of a breakthrough
for you! I highly recommend this session.
In Person
To request the free offers, I gave you all in index card. Take out the index card. Write down your
name and email legibly on the card. This will get you the video interview. For those who would
like the free coaching session with me put a C in the corner of the index card and circle it. If you
would like the coaching session also add your cell phone to the index card. (have them turn in
the cards now or at the end)
Zoom
To request the free offers, send me an email or text right now. Here is my cell phone and here is
my email (put it in the zoom chat). Text or email me know and I will send you the video. If you
would like the coaching session with me, and I highly recommend it, put the word coaching in
the email or text. A little later today I will send you the video and reach out to book the
coaching session for those who would like the coaching session.

This is a framework. The video offer above in marketing is called a lead magnet. You can use
your own lead magnet.

The Close Framework

1. Name of the program
2. Investment 3. What you will learn
4. What is included?
5. Bonus
6. Guarantee 7. Price discount
8. Call to action!
9. Double bonus close (offer an extra bonus for immediate action)

NOTES

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