53: Keeping Clients Aligned To Their NOB Goal, with Storm Strout

0:01: My name is Storm Strout and I'm a two brain business mentor in a recent conversation with Chris. 0:07: He pointed out the statistic that 64% of my current clients have either met their annual plan net owner benefit goal or they are on pace to achieving their net owner benefit goal. 0:19: Chris highlighted the fact that that statistic is about two X R company average. 0:24: So naturally, his follow up question was, what are you doing with your clients that is resulting in these outcomes for them? 0:33: The simple answer to that question is that the client's net owner benefit goal is at the forefront at all times, the clients that owner benefit goal is the anchor of every conversation, every call, every email, all correspondence between our calls. 0:55: The N O B goal is referenced during celebration of bright spots. 0:59: While we're trying to overcome obstacles, the client is going through when they bring ideas to the table, when they're swerving when they're stuck. 1:06: A O B is always the foundation and the anchor to our conversations. 1:11: Let's talk about what this looks like in practice. 1:14: We'll start with an easy one from a mentor standpoint when the client comes on a call and they're elated storm. 1:23: I am so excited. 1:25: I just made the largest sale of my career $1200 front end revenue. 1:31: My first response is going to be Bethany. 1:34: I am so happy for you. 1:37: This moves the needle on your primary goal of 100 K net owner benefit today. 1:44: Congratulations. 1:47: Maybe better yet. 1:49: I'll ask Bethany a question. 1:51: Oh, my goodness, Bethany. 1:52: Congratulations. 1:53: I'm so happy for you. 1:55: How much money of this front end revenue are you prepared to carve out today to contribute to your monthly net owner benefit? 2:05: And remember based on the targets that we set for your annual plan, it's probably gonna be around 30% and let Bethany highlight the fact that she gets to put X amount of dollars towards her net owner benefit for the month because of the sale that she made. 2:26: Always anchoring the moment back to the goal. 2:31: So let's talk about some more challenging moments in keeping the net owner benefit goal at the forefront. 2:38: Let's say a client brings a new bright idea to the call. 2:41: They want to put in a new recovery center in their gym and it's going to cost them several tens of thousands of dollars. 2:50: They want a fleet of saunas and a fleet of cold plunges and a bunch of other accessory items. 3:02: My very first question for the client is going to be one. 3:06: Can you remind me of your goal and sometimes they'll give you a softball. 3:13: Yes. 3:13: My goal was 100 K net benefit or fill in the number other times they'll tell you that they don't know or that they don't remember. 3:19: And together you'll just pull up the annual plan, share the screen and point out the fact that the pie in the sky is that benefit goal from there. 3:29: Your follow up question is, does this recovery center move you closer to or pull you further away from that N O B goal? 3:40: If the answer is no, they're the ones to say it. 3:44: If the answer is yes. 3:46: Now we get to map out a plan to bring that to life. 3:50: But the client is reminded why we're doing this thing and how it's going to help them achieve the actual goal. 4:00: I believe that by keeping the net loader benefit goal as the forefront of all the work that we do with our clients, it helped keep them centered, keep them grounded and keep them focused on the task at hand. 4:15: No matter how exciting, distracting, challenging or overwhelming the situation that they're in might be.