After obtaining general information and sign-off on the waiver, the advisor then dives into goals and needs by:
- Making conversation about recreation, currently involved in physical activities, fitness goals, exercise goals, etc.
- Discussing fitness goals in depth by asking:
- Are you currently exercising? Where or what?
- How long have you been thinking about achieving these goals?
- Detailing The Edge’s commitment to help members achieve goals and results
- Identifying the motivation behind the prospect’s goals
- Ranking the prospects motivation to achieve their goal
- Engaging the prospect in conversation about The Edge’s most important membership features
- Signing the waiver form and starting the tour