1. How to Launch Your Profitable Health Club Fitness Bootcamp TODAY! How to Capitalize on the Easiest & Cheapest Lead Generation Source… REFERRALS

2. The Reverse Marketing Funnel

3. The Typical Approach to Marketing

4. The Reverse Marketing Funnel Characteristics of the Typical Marketing Funnel: Expensive Cast a Big Net Need To Qualify Cold Leads

5. The Reverse Marketing Funnel The Reverse Marketing Funnel: Lead Generation Made Easy

6. The Reverse Marketing Funnel The Way It Works: 1.Every guest is asked for leads 2.If they provide 3-5 leads – they are rewarded 3.You contact the lead with a ‘gift’ 4.Once that lead becomes a guest - repeat

7. The Reverse Marketing Funnel The Benefits: Makes referring new business easy Builds your list FAST Multiplies every marketing activity Provides you with warm leads Immediate gratification for referrer

8. The Reverse Marketing Funnel Example Script: “I truly appreciate you choosing (Your Camp) to help you reach your goals. Now that you are a member of the (Your Camp) family, we’d like to offer you the opportunity to share your experience with your friends! Because of this, I’d like to extend a special offer to you. If you have anyone in your family, or friends that you think would also benefit from our programs, list them here and we’ll call them and offer them a 14 Day Trial Membership as a gift from you. Plus, as an added bonus, if you provide us with four referrals that we can invite in, you will receive a free (Your Camp) T-Shirt as a gift from us. So let’s go ahead and fill in this card, and then we will call the people you recommend and invite them in as your guest.”

9. The Reverse Marketing Funnel Call the phone number for each lead the same or next business day you receive it. “Hello, this is ____ from (Your Camp) here in (Your Town). How are you today?” “That’s great. The reason for my call is that one of our new members – (NAME) – recently received a gift 2 week membership that they could provide to a friend or family member they thought would enjoy our camp and they chose you to receive the gift.” Follow up with appropriate rapport-building questions and responses to lessen the shock of going right into a pitch. There is a difference between this call and a regular information call in that you initiated the call and have probably totally surprised the lead by contacting them. So take a few more seconds to converse with the lead and then close the call appropriately using this approach: “I have an opening today/tonight/tomorrow at ____ or ____ to go through our camp orientation. Which is best for you?” “____, do you know how to get to the facility / park / etc.?” (Always give directions.) “I look forward to seeing you _______.”

10. The Reverse Marketing Funnel Maximizing The Reverse Marketing Funnel Ask everyone Be assumptive Make a good offer Pre-Qualify with the script Call the leads immediately and build tons of value