1) When building your brand you need to fill in the blanks to the following statement:  I help ____________ to ____________

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1) When building your brand you need to fill in the blanks to the following statement:

 I help ____________ to ____________.

 I own ____________ and can ___________.

 I want ____________.

 All of the above

2. The Big three for managing and growing are: systems, team, and numbers.

 

 True

 False

3. When someone gives you an answer that is vague you should respond with:

 

 why?

 how is that working for you?

 Can you tell me more about that?

 None of the above

4. If you want to be successful it is crucial to understand that you cannot have a successful business if you cannot sell. In fact, if you cannot get paying clients you essentially have a hobby.

 

 True

 False

5. As fitness business owners, we run an immediate gratification business.

 

 True

 False

6. We are asking people who come on board with us to

 

 Trust us

 embark on something new

 Rearrange their life

 Get out of their comfort zone

 All of the above

7. Training groups can be run at specific times of the year with a theme or

 

 Every quarter

 Every 6 months

 Anytime you want to

 None of the above

8. Everything you do in the value building phase should be about YOU.

 

 True

 False

9. During the "building value phase" you want to tailor your information specifically to what the person is looking for based on how your program can meet their needs / wants.

 

 True

 False

10. Premium pricing is charging what you are worth, in a way that still the client feels like they are getting more than they bargained for.

 

 True

 False

11. The worst way to approach upsells is the "better way upsell"

 

 True

 False

12. One exercise that can help determine your personal values is to think about events you are proud of, can write down how you felt, and pinpoint what skill sets, traits, and values you utilized during these events.

 

 True

 False

13. In effective selling skills, you must position yourself as a(n) _____________ in order to ensure that people will seek out and your business will become more magnetic.

 

 Authority

 Salesman

 Friend

 All of the above

14. When looking at your profession, much of what you do on a day to day basis is selling.

 

 True

 False

15. During a launch sequence the traditional approach is:

 

 Pre-sell the item you will sell

 Have people opt â in and receive a free item

 Both A and B

 None of the above

16. A few examples of better way upsells include:

 

 More access to you

 Increasing the number of training sessions per week

 better nutrition coaching

 All of the above

17. ______________ is another great way to establish yourself as an authority.

 

 Give away materials

 Pricing

 Both A & B

 None of the above

18. The order of the four phases of selling are:

 

 Discovery, Engagement, Solution, Value Building

 Engagement, Discovery, Solution, Value Building

 Engagement, Discovery, Value Building, Solution

 Value Building, Engagement, Discovery, Solution

19. Which of these prospects have been to your site before, watched your video content, and likely already likes your Facebook page?

 

 Cold

 Warm

 Hot

 All of the above

20. When looking at your target market you should be thinking about ____________ and ________.

 

 What is their greatest need and how can you help them get it?

 What is their greatest want and how can you help them get it?

 Both A & B

 None of the above

21. According to Justin Yule, "you have go to hire for the activities you are trying to get rid of."

 

 True

 False

22. In order to enter into a longer program discussion with a client who is in a short term program, it is crucial to have a follow up meeting on the calendar midway through their short term program.

 

 True

 False

23. Your business mission statement should be:

 

 Short, Concise, and to the point

 Business Oriented

 Something that your employees can get behind and work towards

 All of the above

24. According to Margaret Merrill, the four-part formula used to create a purpose statement (I use my A to B for C to D) include the following components. Choose the answer with the components in the correct order.

 

 Beneficiaries, Essential Concern, Intended Impact, Essential Action

 Essential Concern, Beneficiaries, Essential Action, Intended Impact

 Essential Action, Essential Concern, Beneficiaries, Intended Impact

 Intended Impact, Essential Action, Essential Concern, Beneficiaries

25. Building your platform, simply put, is the way you are expressing your brand.

 

 True

 False

26. Ideally communicating with an online client once a week as compared to once a day forces them to think through their training program and focus on what is going well and what they need help with.

 

 True

 False

27. Training Materials and documents should include:

 

 Programs (Training Templates)

 Trainable Menu (progressions / Regressions)

 Both A and B

 None of the above

28. The number one question you should ask during the discovery process is: "If we were to have this conversation again 12 months from today, what would have had to have happened for you here for you to be ecstatic with your results?"

 

 True

 False

29. The best way to give your clients an idea of what good form looks like is through:

 

 Email

 Videos

 Skype

 None of the above

30. The Brand Message of your marketing plan includes what you want to be known for.

 

 True

 False

31. When it comes to sales psychology, you have to work very hard to:

 

 Close the sale

 put yourself in the position of the prospect

 Give the prospect space

 None of the above

32. Training Groups are good for people who:

 

 Are more experienced Trainees

 want accountability

 are in a target niche that you are focused on

 All of the above.

33. Creating your brand is designed to attract your ideal client.

 

 True

 False

34. Positioning through your brand standards means:

 

 The service you provide

 The methods you use

 The experience you create

 All of the above

35. The engagement phase begins with a platform of trust.

 

 True

 False

36. Our focus when we are in a selling environment is often:

 

 Ourselves

 Others

 The needs of others

 All of the above

37. Often we tend to think of someone as a "tire kicker" if they are not willing to take action on our timeline.

 

 True

 False

38. Two reasons most people get into online training include: helping more people and adding a revenue stream.

 

 True

 False

39. When people engage with different aspects of media, they are looking for someone who is authentic and someone that they can connect with.

 

 True

 False

40. The questions, "Who do you want to work with? What format do you want to deliver your training? How much income will you bring in? How will you be spending your time?" are questions one needs to answer when considering what __________ means to you.

 

 Failure

 Success

 Creating systems

 None of the above

41. Which of these prospects can you assume have never heard of you before?

 

 Cold

 Warm

 Hot

 All of the above

42. One of the best ways to ensure you stand out to your idea client, online, is:

 

 More content

 Freebies

 Social Proof

 None of the above

43. People have confidence in things that show up consistently over time.

 

 True

 False

44. People that email more frequently make more money.

 

 True

 False

45. The core of the value building process is going back to what people told us in the

 

 Engagement Phase

 Discovery Phase

 Both A & B

 None of the above

46. The purpose of engagement is to get someone to

 

 Know you

 Like you

 Trust you

 All of the above

47. One way to incorporate a dynamic element into your online assessment is to ask the client to take videos of:

 

 Push-ups

 Squats

 Lunges

 All of the above

48. When thinking about the engagement process you want to make it easy for the prospect to move into a conversation with you that leads to an in person conversation face to face or via phone call.

 

 True

 False

49. Your first hire when setting up your idea business should be:

 

 Trainer

 Office Manager

 Part time customer support

 Bookkeeper / Accountant

50. Once you have someone opening up more, the best follow up question is, "great! Now can you tell me what needs to happen or change for you to get there?"

 

 True

 False

51. If you are the premium provider you:

 

 Are a specialized provider

 You do things that other people donât do

 Work with one segment of the market

 All of the above

52. The best way to address possible objections is to have a follow up plan in place.

 

 True

 False

53. Understanding who you are trying to reach shapes a lot of the messaging you do.

 

 True

 False

54. In order, the steps for a strong success session are:

 

 Engagement, Discovery, Value Building, Prescriptive, Next Steps

 Discovery, Engagement, Value Building, Prescriptive, Next Steps

 Value Building, Engagement, Discovery, Prescriptive, Next Steps

 Prescriptive, Engagement, Discovery, Value Building, Next Steps

55. During intake and assessment âjQuery22409203370701293709_1607128443573 the initial email should be catered to the client and should get them excited about the process.

 

 True

 False

56. It is important to track the following to be highly effective (Select all that apply):

 

 number of appointments we set

 number of people that actually show up

 sales closed

 revenue collected AND monthly recurring revenue.

 All of the above

57. According to Robert Cialdiniâ??s Influence being persuasive involves:

 

 Reciprocity, commitment, social proof, being likable

 Social proof, being likable, being the authority

 Scarcity, social proof, commitment, reciprocity

 Reciprocity, commitment, social proof, being likable, being the authority, scarcity

58. The first step in building your Facebook ads platform is to reverse engineer your process from ad to client.

 

 True

 False

59. In order to provide more accountability it is important to set goals and to break them down.

 

 True

 False

60. Two rules to follow when transitioning a client from a front end offer to include: Never go one day without a new lead and never go two consecutive days without a success session.

 

 True

 False

61. According to Warren Buffet, after writing down the 25 things that you want to achieve you should get rid of the bottom:

 

 15

 10

 22

 20

62. The coaching process is a cycle of program design â?? client feedback â?? coach feedback

 

 True

 False

63. Repeated ___________ thoughts become fixed parts of our ___________ mind.

 

 subconscious, Conscious

 Emotional, Thinking

 Conscious, subconscious

 accepted, emotional

64. When building the bridge to the success session the three most important things to do for your clients are:

 

 Create a connection, Build Value, Make them comfortable

 Create a connection, enroll them in a subscription program, build value

 Build Value, Make them comfortable, Give them accountability

 None of the above

65. According to Pat Rigsby, all effective entrepreneurs are ____________.

 

 Producers

 Smart

 efficient

 All of the above

66. A fast action offer is:

 

 Deadline driven

 Offers an incentive for the person to make a decision soon

 Both A & B

 None of the above

67. One goal of an onboarding email is to get someone to know, like, and trust you as well as position yourself as an authority.

 

 True

 False

68. Everything in your business centers on you setting the tone and if you want people to follow suit, you have got to lead by:

 

 Strength

 Sales

 Skills

 Example

69. It is important that our prospective clients see us as:

 

 as a salesperson

 as a partner AND someone who can provide a solution to a problem they are having

 as someone who can provide a solution to a problem they are having

 as a friend

70. One option when seeking referrals from current clients is to ask for their advice. Which steps do you need to follow to pursue this option?

 

 Ask, Act, Compliment

 Compliment, Ask, Act

 Compliment, Act, Ask

 None of the above

71. An Online Training Group is:

 

 all of the people who "like" your Facebook page.

 A large group of online clients in one setting / environment

 Both A & B

 None of the above

72. One of the oldest ways to establish yourself as an authority in your area of expertise is:

 

 Write a book

 Record videos

 Speak at events

 None of the above

73. In addition to planning blocks of time for workouts, family time, email / phone time, social media, and reading; it is important to set aside 60-90 min a week for:

 

 Review of the week / planning

 Sleeping

 Administration work

 Recreation

74. The 5 Step formula to determine your perfect client includes: Mark all that apply

 

 What do they need / want?

 What is the big result?

 Why should they choose us?

 All of the above

75. The "Big Three" when marketing your ideal business are Relationships, Referrals, & Facebook.

 

 True

 False

76. A Minimum Viable Product is a product with just enough features to gather validated learning about the product and its continued development.

 

 True

 False

77. Regardless of your platform for running your online fitness group, the flow you want to use to engage them is:

 

 Email programs â Sales page â Facebook Group

 Sales page â Facebook Group â Email programs

 Facebook Group â Sales Page â Email Programs

 Sales Page â Email Programs â Sales Page

78. When considering how to make your brand magnetic, it is important to consider credibility, positioning, and _____________.

 

 Convenience

 Relationships

 Financial Security

 All of the above

79. In order to be highly effective it is recommended that you set:

 

 Daily targets

 Annual targets

 Weekly targets

 None of the above

80. When determining your pricing you want to start with "How much is your time worth?"

 

 True

 False

81. When building your team one of the first things you need to do is take inventory, every day for a week, of your:

 

 Time

 Materials

 Needs

 ability to be likable

82. The four-part formula for defining your ideal business includes: who do you help? What are their biggest wants / problems they are facing? How do you solve their problems? What is their outcome?

 

 True

 False

83. Start up materials and documents should include:

 

 Waiver / Release of Liability

 Start up / Assessment Sheet

 Understanding Workouts Document

 All of the above.

84. In order to embrace solution selling you should think of every prospect as:

 

 a future friend

 a future employee

 a future client

 none of the above

85. Taking your business online has the benefit of removing the limitation of geography.

 

 True

 False

86. The ways to position yourself through connecting are:

 

 Being likeable

 Being consistent

 Being visible

 All of the above

87. The mentality of selling is and should always be, "us vs. them"

 

 True

 False

88. In order to capture peopleâ??s attention, you need to deliver something valuable via email at least ____ times per week.

 

 5

 3

 2

 7

89. In solution based selling your job is to help people uncover:

 

 The perception of what is holding them back from where they want to be.

 The reality of what is holding them back from where they want to be.

 Both A and B

 None of the above

90. Once you understand the "why" behind a client coming in and you have asked the questions that need to be asked, then you can start to build ___________.

 

 Trust

 Authenticity

 Value

 None of the above

91. When it comes to client feedback:

 

 Less is better than more

 More is better than less

 Consistent is better than inconsistent

 Inconsistent is better than Consistent

92. A Minimum Viable Product is a product with so many features that the consumer is overwhelmed by everything involved.

 

 True

 False

93. Having an aversion to selling is common in the fitness industry

 

 True

 False

94. According to Salary.com the average person wastes and average of ____ hours per day.

 

 1

 3

 2

 4

95. Making yourself interesting instead of showing someone that you are interested in them is the best way to start the conversation during the engagement phase.

 

 True

 False

96. An ideal business includes which of the following traits?

 

 Authentic and Distinct

 Created by the vision of others

 Lucrative

 All of the above

97. When a client fills out an intake form, its only purpose is to find out what their goals are.

 

 True

 False

98. Solution based selling is:

 

 Solving a problem for yourself

 Solving a problem for someone else

 Both A & B

 None of the above

99. Which of these prospects have already given you their contact details?

 

 Cold

 Warm

 Hot

 All of the above

100. Using static posture pictures with your online clients gives you:

 

 an understanding of issues they may have

 an understanding of posture

 an understanding of how they break down

 All of the above

101. The Market part of your marketing plan should only include geographical regions when thinking of who to target.

True

 False