Transcript Wellness Evaluation

Welcome to the
Wellness
Profile
Training
All Roads Lead To
The Wellness Profile
Weight Loss Challenges, Smoothie Party Time, and
Corporate Nutrition Club Method Of Operations Take First
Step Of A Wellness Profile Appointment!
FREE Smoothie Coupons Go To A First Step
Mini-Profile At The Counter (See Mini-Profile
Training)
The Wellness Profile Creates Massive
Value And Drives Product
Consumption!
Wellness Profiles
Lead To Product Consumption Which
Leads To Distributors Which Leads To
Supervisors
Simple & Easy
Concepts
What Is A Wellness
Profile?
A 45 Minute To Hour Sit Down
Session With A Retail Prospect Where
A Nutrition Coach Walks Through A
Full Presentation And Health And
Wellness Analysis With A Desired
Outcome Of Getting Prospect On A
Herbalife Healthy Meal Program.
Concepts
Why Conduct A
Wellness Profile?
 Wellness Profiles Are Designed To Pull A
Prospect Towards Becoming An Herbalife
Life Time Customer
 Utilizing Body Composition
Analysis And The Daily Diet
Analysis, The Prospect Is Give The
Opportunity To Really Get A Reality Check
On Their Current Health Status
Concepts
When Do You
Conduction A
Wellness Profile?
 At A Nutrition Club As An Appointment Or After
A Mini-Profile Is Conducted
 At The Individuals Home From An Appointment
Set Up From A Mobile Wellness Coach Card
Invite Or An In Service Such As Smoothie
Party Time or Corporate Wellness
Day.
 At Home Or With Friends When You Are
Practicing Wellness Profiles. (See Practice
Wellness Profiles Training)
Wellness Profile
Step 1.
Come
Prepared
Preparation
Always Be Ready To
Conduct A Wellness
Profile!


All The Tools Below Have Ready To Go In Your
Car:

Wellness Profile Folders, Documents

Nutrition Club Presentation

Tanita Ironman Scale
You Can Find Complete Wellness Profile
Zip File, Nutrition Club Presentation,
Scale Resources, and Logs, Online At:
http://www.wellnessnc.com/tools.aspx
Preparation
If Wellness Profile
Conducted At The
Nutrition Club…




Be At least 30 minutes Early
Have Client’s Wellness Profile
Folder And Documents Waiting In
Preparation
Welcome The Client
Ask Client If They Wish To Buy A
Smoothie Service (No Pressure)
Preparation
If Wellness Profile
Conducted Outside
The Club…



Be At least 15 minutes Early
Have Client’s Wellness
Profile Folder And Documents
Prepared
Be Sure To Have A Tanita
Ironman Scale Available
Preparation
Look Like A Coach!



Polo Shirt & Jeans Or Dress Pants
Where Your Buttons And Look
Official
Maintain Good Hygiene. Bad
Breath, Odors, or Dirty Clothes
Will Lose Clients. Most Of The
Time You’ll Never Know.
Preparation
Wellness
Evaluation Guide!
The ILASA Process
Everything You Need For a WEV
Follow The Cheat Sheet Step By
Step
Key Script In Blue Text
DO NOT SKIP STEPS! EVERY STEP
HAS A PURPOSE!
http://www.wellnessnc.com/tools.aspx
Section: [3] [E] [9]
Key Wellness
Profile Control
Documents!
 Body Composition Analysis
(Coach Keeps This Completed Document)
 Wellness Profile Results
(Client Keeps This Completed Document)
 Daily Diet Analysis
(Coach Keeps This Completed Document)
 Health Survey
(Coach Keeps This Completed Document)
 Meal Plan
(Client Keeps This Completed Document)
Preparation
Key Wellness
Profile Control
Documents!
 Body Analysis Definitions
(Reference Document)
 Product Ailment Guide
(Reference Document)
 Walk Run Fly Product Guide
(Reference Document)
 Protein Counter
(Reference Document)
Preparation
Wellness Profile
Step 2.
Build Rapport &
Identity
Rapport & Identity
Rapport -
occurs when two
or more people feel that they
are in sync or on the same
wavelength because they feel
similar or relate well to each
other.
Identity –
Who you are, who
you represent, and why you
are qualified to be their health
coach.
Process
Build Your And
Herbalife’s Identity
Through Rapport
Using The
Presentation Book!
“I’m going to walk you through a quick
presentation first, that is going to show
you why Herbalife can provide you with
an incredible health and wellness
solution. And! Why I am qualified to help
you achieve your health goals…!”
http://www.wellnessnc.com/tools.aspx
Section: [3] - [B]
Walk Prospect
Through The
Presentation To
The Obesity Page
•
Intended To Shock The
Client.
•
The Majority People Are
Unaware Of the Health
Risks Of Obesity.
“We are in a nationwide obesity
epidemic. And the complications of
obesity can be life threatening!”
Process
Process
Stay On Obesity
Page While You
Run Their Health
Numbers And
Review Them!
Wellness Profile
Step 3.
Logic & Reason
Review Their
Health Numbers
Process
The Coach Pulls Out
Body Composition
Analysis Form
Be Sure To Complete The Following
Sections:
 Client Information
“Let me get some general
information”
*This Form Can Be Found On http://www.wellnessnc.com/tools.aspx
Process
The Coach Pulls Out
Body Composition
Analysis Form
Be Sure To Complete The Following
Sections:
 Get Their Health Goals
“If there were three things about your
health you could improve, what would
they be?”
*This Form Can Be Found On http://www.wellnessnc.com/tools.aspx
Process
The Coach Pulls Out
Body Composition
Analysis Form
Be Sure To Complete The Following
Sections:
 Ask About Occupation, Activity
Level, Exercise Level, And Have Them
Rate Their Health Diet
*This Form Can Be Found On http://www.wellnessnc.com/tools.aspx
Process
The Coach Pulls Out
Body Composition
Analysis Form
Be Sure To Complete The Following
Sections:
 Go To The Scale And RUN The
Customer’s Health Numbers
“Let’s go ahead and check your
numbers now!”
*This Form Can Be Found On http://www.wellnessnc.com/tools.aspx
Process
The Coach Pulls Out
Body Composition
Analysis Form
Using The Tanita Scale, You Will
Complete The Information
Requested Starting From Weight
Up To Visceral Fat Within The Body
Composition Analysis Section Of
The Form
Process
The Coach Readies
The Tanita Ironman
Scale
Please Review Tanita
Ironman Scale
Training For
Information On Body
Composition Analysis
Process
Use the Body Analysis
Cheat Sheet To Review
Their Numbers
“Let’s review your numbers now!”
Use The Highlighted Facts In Blue Text To
Educate Your Client. Circle The BMI And
Fat % Charts. Keep The Presentation
Book Open On The Complications While
Reviewing The Numbers.
*This Form Is Part Of The Wellness Profile Zip File Online
At: http://www.wellnessnc.com/tools.aspx
Process
REMEMBER!!!
Use PAIN!!! An
UNDISTURBED
Customer Will Not Buy!
Show Your Client That They
Are At RISK If They Don’t Make
A Change. You Have Their
Solution!
Process
Tell Your Story, Or
Use The
Presentation Book
For Examples
This Is Critical To Demonstrate
Social Proof. This Program Worked
For You, It Worked For Your
Colleagues, And It Can Work For
Your Client Too!!!
Process
Tell Your Story, Or
Use The
Presentation Book
For Examples
“Here’s where I was before Herbalife…
And here’s where I am now…”
Show Pictures If Possible. If You Do
Not Have A Testimonial, Borrow
Someone Else’s. Use The Presentation
Book To Jump To Relevent
Testimonials That Match Your Client’s
Goals.
The Coach Pulls Out
Body Composition
Analysis Form
“Would you like to improve your
numbers?”
Set Goals (Body Fat %, Metabolic
Age, Visceral Fat) (Weight Loss >>
Men 8-10 lbs/mo, Women 50 &
Under 6-8lbs/mo Women Over 50
4-6lbs/mo)
“When would you like to reach
these goals?”
Process
The Coach Pulls Out
Body Composition
Analysis Form
Ask If They Are Serious About
Getting A Health Result. Ask Them
To Rate Their Seriousness On A
Scale Of 1-10 (They Should Say 10
If You Pained Them)
“How serious are you about reaching
these goals, 1 being the least, and 10
being the most serious?”
Process
The Coach Pulls Out
Body Composition
Analysis Form
Ask If They Are Serious About Getting A
Health Result. Ask Them To Rate Their
Seriousness On A Scale Of 1-10 (They
Should Say 10 If You Pained Them)
“I’ll give you 125% in helping you achieve
your goals. Will you give yourself the
same commitment?”
Sign And Date In The Signature Section.
Have Customer Sign And Date As Well.
Process
Process
Complete The
Health &
Lifestyle Survey
This Critical Form Is Designed To:
Assist The Coach In Understanding
Their Client’s Health Challenges
Help The Coach Target Specific
Products That Can Assist The Client
With Their Ailments
*This Form Is Part Of The Wellness Profile Zip File Online
At: http://www.wellnessnc.com/tools.aspx
Process
Complete The
Health &
Lifestyle Survey
Ask Customer To Complete The
Health And Lifestyle Survey. Use
The Product And Ailment Guide To
Mentally Map Herbalife Products
To Existing Health Conditions For
Product Order.
*This Form Is Part Of The Wellness Profile Zip File Online
At: http://www.wellnessnc.com/tools.aspx
Process
Complete The
Daily Diet
Analysis Form
This Critical Form Is Designed To:
Assist The Coach In Determining How
To Best Serve The Client.
Help Client Willingly Making A Food
Consumption Shift To Herbalife
Products.
*This Form Is Part Of The Wellness Profile Zip File Online
At: http://www.wellnessnc.com/tools.aspx
Process
The Daily Diet
Analysis Form

Assist The Client With
Completing The Daily Diet
Analysis Form. Have Them
Fill Out Their Eating Times,
What They Drank And Ate,
How They Felt, And How
Much They Spent. Place
“N/A” For Any Empty
Sections.
Client Should have, daily:
½ body weight – water in oz.
¾ body weight – protein in gms.*
*If
Muscle Mass Is Undetermined
Process
The Daily Diet
Analysis Form
 Coach Will
Determine Protein
In Grams, Water In
Ounces, And
Estimated Calories
Of Their Diet
Client Should have, daily:
½ body weight – water in oz.
¾ body weight – protein in gms.*
*If
Muscle Mass Is Undetermined
Process
The Daily Diet
Analysis Form

Next, With The Customer’s
Assistance, The Coach Will
Total Up And Reflect To
Client How Much Their
Daily Spending Is On Food,
Or What Their Total “Fat
Investment” Is.
Client Should have, daily:
½ body weight – water in oz.
¾ body weight – protein in gms.*
*If
Muscle Mass Is Undetermined
Attack &
Confess
Protein Deficiency
•
•
•
•
•
“Most people are protein deficient and
that the challenge for most is NOT enough
of the right stuff OFTEN enough”
“The #1 deficiency is protein and the body
is going to feed itself no matter what.”
“Not enough protein and your body will
cannibalize your lean muscle and organs.”
“Feed your lean muscle and your body
starts to burn fat.”
“As you develop more lean muscle, your
bone density increases.”
Survival (Starvation)
• “Our nervous system is the smartest
thing on our body and it’s designed to
survive.”
• “For example, take a bear heading
into hibernation during fall. Food is
scarce, and the bear eats less and
goes farther between meals. The first
thing that happens is the bear’s
nervous system slows down the
metabolism. The bear is put in
survival mode where it starts storing
fat. The human body does the same
thing”
Attack &
Confess
Process
Consumption Shift



Average Daily Cost To
Maintain Addition Weight –
Coaches Must Get Client To Realize That
They Have To Pay $$$ To Maintain Their
Additional Weight.
Average Daily Healthy Shift $
To Achieving Optimum Weight
– This Is How Much Client Is Willing To
Cut Out Of Their Current Food Budget To
Commit To Eating Healthy.
You Are Preparing Them To Commit To
Herbalife Take Home Healthy Meal
or Healthy Meal Plus Programs.
*We Will Discuss What A
Healthy Meal Is Shortly.
Process
Consumption Shift


“So your daily cost is $____.
How much of this $____ do
you want to continue to
spend to maintain your
additional ____ pounds?”
(Pounds overweight.
Expect answer to be
‘NONE’)
“How much of your $____
daily cost are you willing to
shift to achieve your
optimum weight and
energy?”
Process
At This Point
Ask Client…
“If you could lose
____LBs within the next
2 months would you be
willing to carve out
$5.75 a day towards
eating healthy?”
Most Clients Can’t Help But Say “Yes”! Note The $5.75 Is Approximately
2 Health Meals At $2.86 Per Healthy Meal.
Wellness Profile
Step 4.
The Product Close
Assume The Sale
Process
Client Should Now
Be Prep’d For Close!




Client Has Been Overwhelmed
With Their Body
Composition Analysis
Understands They Are Currently
Paying To Maintain Their
Additional Weight
Viewed Key Presentation Sections
Now Clearly Sees The Need And
Our Value
Healthy
Introduce
Client To…
Meal
The Healthy Meal
Healthy Take
Meal
Home
Program
Healthy
Meal
ONLY
$3.81
Includes:
 Formula 1 (30 meals)
 Protein Drink Mix
*
Per Meal
 Large Tea (60 servings)
 Herbal Aloe
Formula 1 Healthy
meal Nutritional
Shake Mix
 A healthy Meal with up to
19 vitamins, minerals and
essential nutrients
 16.5g Protein and healthy
fiber for weight
management
Protein
Drink Mix
 24 vitamins and
minerals
 15g of hearthealthy protein
 Just 5g of carbs
*Total Cost: $152.74
Includes Taxes, Shipping & Handling
Herbal Tea
Concentrate
 Antioxidant and
Thermogenic
benefits of green tea
and botanicals
 Energy boost and
burns fats
Herbal Aloe
Concentrate
 Soothes digestion
 Improves
nutrient
absorption
Healthy Plus
Programs
Meal
Walk
Run
QuickStart
Plus
Advanced
Includes:
Plus
 Formula 1 Healthy
Meal
 Formula 2
Multivitamin
 Formula 3 Cell
Activator
 Protein Drink Mix
 Small Tea
 Herbal Aloe
ONLY
Fly
$4.41
*
Per Meal
Ultimate
Includes:
Plus
 Formula 1 Healthy
Meal
 Formula 2
Multivitamin
 Formula 3 Cell
Activator
 Total Control
 Cell-U-Loss
 Protein Drink Mix
 Small Tea
 Herbal Aloe
ONLY
$5.11
*
Per Meal
*QuickStart Plus: $207.05 Includes Taxes, Shipping
*Advanced Plus: $270.16 & Handling
*Ultimate Plus: $341.18
ONLY
Includes:
 Formula 1 Healthy
Meal
 Formula 2
Multivitamin
 Formula 3 Cell
Activator
 Total Control
 Cell-U-Loss
 Thermo-bond
 Aminogen
 Snack Defense
 Protein Drink Mix
 Small Tea
 Herbal Aloe
$6.18
*
Per Meal
Process
Walk,
Run,
Fly
• For Take Home Healthy Meals,
Always Start With The Fly: Ultimate
Plus (“This is the one <I lost
____lbs on>, <I’m on>, <that is the
most popular>”) And Work Your
Way Backwards To The Smallest
Program Within The Nutrition Club
Presentation Book
• Use The walk Run Fly Product
Guide To Review Tablet Efficacy
Process
Assume The
Sale!

Configure The Meal Plan Using The
Hebalife Customer Meal Plan
Documents. There Is One Available
For Herbalife Core Products And
Herbalife 24. This Is The First Step In
Assuming The Sale!
“Ok great, now let’s go ahead and
configure your custom meal plan designed
to give you the maximum effect!”
Configure The Client’s
Meal Plan (Post
Purchase Only)
Use The Tablet Servings Per Container As A
Guideline.
• 30 = 1 a day
• 60 = 2 a day
• 90 = 3 a day
Weight Gain = 3 Shakes A Day After Meals
Weight Loss = 2 Shakes A Day In Place of Meals
Weight Management = 1 Shake A Day In Place
Of Meal
Use The Snack Sheet As A Guide For Snacks
Meal Planning
Assume The
Sale!


Healthy
“Which program is best for you?” Always
Ask This Question, Then Sit Quietly And
Wait For An Answer.
If Prospect Wants A Lower Configuration,
Ask Which Product They Think They Can
Do Without. Then Pitch Them The
Importance Of The Product So The
Prospect Pulls The Product Back Into The
Order.
Meal
Assume The
Sale!
Healthy
 Add Any Additional
Products Ordered To Help
With Any Conidtions
Identified Within The
Health & Lifestyle Survey
Meal
Take The Order!!!
No Additional
Discussions!!!
See…
Herbalife Product
Order Taking
Training
Wellness Profile
Step 6.
Wellness Profile
Results
Process
Complete And
Provide Client With
The Wellness Profile
Results Form
This Is A Critical Form That Is Designed
To Make Sure That Client Takes The
Wellness Profile Very Seriously. Make
Sure They Leave With This Form And
It’s Completed!
*This Form Is Part Of The Wellness Profile Zip File Online
At: http://www.wellnessnc.com/tools.aspx
Process
The Wellness Profile
Results Form


Coach Completely Fills Out This
Form Right In front Of Client Then
Hands It To Them
Areas Important To Highlight:
 3 Things To Improve Section
 My Results Section
 My Plan Section
 Recommend Products/Program
 Weight Loss Challenge Pitch
 Setting up The Next Appointment
Date Whether they Purchase
Products Or Not!!!!
Process
Tanita Body
Composition Analysis
 Keep The Client’s
Tanita Body
Composition Form And
Be Sure To Update It So
You Can Track Their
Results In Follow Up
Appointments.
Process
Wrap Up Appointment



Set Up A Follow Up
Appointment
“If you know anyone looking to
make an extra $500 to $2500 a
month, here’s my card…”
If Not Already Completed, Pitch
a) 3 Referral Card Offer, b) Boot
Camps, And Explain Any Healthy
Active Lifestyle Events.
Wellness Profile
Step 7.
Building Life
Time Customers
Follow Up
Selling The Herbalife
Products Is Just The
Beginning



Develop Rapport With
Customers And Help Them
Get Results
Move Your Customers To
Auto-Ship Then To
Discount Customers
Your Goal Is To Build Life
Time Customers
Follow Up
Help Your Customers
Get Results. It Starts
With…
 Follow Up
 Follow Up Some
More
 Then Follow Up
Even More
Follow Up
Leverage Our
Tools To Conduct
Your Follow Up!
WL/WLC/Retailing Log


Allows You To Track Post
Product Sale Follow Up For
Days 1, 3, 7, 14, 30
Lets You Track 12 Week
Weight Loss Challenge
Follow Up
Leverage Our
Tools To Conduct
Your Follow Up!
Wellness Profile
Documents:
 Ironman Follow Up
Form
(Tanita Body Composition Readings)
Follow Up
Leverage Our
Tools To Conduct
Your Follow Up!
Wellness Profile
Documents:
 Weight And
Measurement Chart
For Success Form
Leverage Our
Tools To Conduct
Your Follow Up!
Want To Track And Manage
Customers Online?


http://www.fssebc.com
Just Request An Invite From
Your Up-line. Full version is
monthly fee-based. Highly
recommended.
End Of Presentation
Wellness
Profile
Training