The Optin Flashcards
(A) (1) INTRO
How do you begin the call?
Hi, <__name__>!
Hey <__name__>, this is Meaghan from BnB Formula
(up tone) , Brian Page’s team
(up tone) , How are you doing?
(Prospect Response)
Great, thank you for asking!
I was giving you a ring because it seems like you were looking to get more information about using AirBnB (curious tone) to create passive income?
(B) (1) INTRO
After asking if they were looking for more info about using AirBnB to create passive income, how do you introduce yourself?
Awesome! Well, <__name__>, I’m the new General Manager here on Brian’s student success team. I’ve decided to reach out to a couple students a day to see if I can answer any questions, help make a difference from where you’re at, and to find out if there are any resources I can send your way to help out.
So I’m curious, <__name__>, what piqued your interest in AirBnB?
(C) (2) BUSINESS MODEL EDUCATION
After asking what piqued their interest in airbnb, how do you give them a run down of the business?
That’s awesome, <__name__>! You know, you may already have a great grasp on this, but for the sake of clarity I’m going to give you a quick one minute rundown of how the business works -
Obviously, there’s finer details but simply put, you’re just finding properties that are up for rent, having a chat with the landlord, and coming to that ideal agreement where you rent the property from them as a long term tenant, but under the condition that you’re allowed to post the property on AirBnB yourself. Was that the impression you were under?
(D) (3) QUALIFICATIONS
How do you ask about their personal details/qualify them?
Now, and you likely understand this, as far as making these deals happen, like any rental application they are going to want to verify your credit score and income before you can actually lock down any properties.
That being said, do you know what your credit score’s at?
How about annual income?
Do you have a stash set aside to begin building your dreams with?
Awesome <__name__>, you’re actually in a great position to get moving with this.
(3) What are the current bare minimum financial qualifications to set the appointment?
660 CS (Credit Score) + 45K Income
OR
$15K Liquid Cash
(3) What do you do if your prospect DQs?
Send them info (Book, HHackers, G Cardone), suggest they call you back when they are in the right spot to launch, and get off the line to change more people’s lives.
(E) (4) INCOME GOAL
Ok cool - well, <__name__> obviously, you are looking into this airbnb success ladder for a reason. So what’s the income goal that you’d be hoping to bring in with something like this every single month?
(4) What do you suggest if people are unsure of their income goal?
Gotcha, well, how much do you want to make? Like, in a perfect world, boundaries left aside?
AND/OR
You mentioned your current income is ____thousand/year, would replacing that be a great place to start?
(F) (4) If they DO give you and Income Goal number, what then?
Ask “Why Specifically $_______”
(G) (5) GAP
What are the first 5 possible questions to identify emotional gold veins?
- What would you do with that type of income coming in?
- What would change for you personally at [INCOME GOAL]?
- How would being at [INCOME] affect different areas of your life?
- You reaching [INCOME GOAL] how do you see life being differently than it is now?
- What would you do if you had unlimited free time?
(5) GAP
How do you respond if they say they will re-invest the money?
Gotcha. That’s the smart thing to do. A true business owner mentality–Putting your money to work, right? So lets say you reinvest… and then you reinvest again… and then you reinvest AGAIN… At the end of the day, money is really just a tool to get what you want. So, once you have all this money, and it’s all working for you… what do you really want?
(H) (5)
What are the seven questions for deepening the gap?
- Why is [XYZ] important to you?
- What do you mean by [XYZ]?
- Where do you feel the drive to [XYZ] comes from?
- Tell me more about that?
- Do you feel like that’d impact [XYZ] at all? How so?
- Why is it important for you to [XYZ]?
- How do you feel that [XYZ] would impact [ABC]?
(5) GAP
How could you frame a little reality for your prospect to deepen the gap?
Give me a word to describe how you would feel at [income goal]?
What does [vision word] mean to you?
On a scale of 1-10, how much would you have that word [vision word] at [income goal]?
Why?
On a scale of 1-10, how much do you feel like you have that word [vision word] now?
Really… why so low?
(i) (6) STRONG CUSTOM REASON WHY
How do you help them after understanding their unique reason why?
Okay <__name__> hearing everything you’re saying I actually have an idea here for ya, okay.
We have a team of consultants here that are a lot more equipped than I am as far as getting you results and trying to get you set up to hit the ground running with airbnb - Their whole goal is essentially to give you the EDUCATION/CONFIDENCE to know, that you would be putting your time and effort in the right direction to actually succeed with something like this. They’re typically getting paid anywhere from 500-1000$ for just a single consultation session, because they’re just really good at what they do. But, that being said, what I could do, is, I can pull some strings occasionally for people who are competent, who seem like they could actually succeed with this & more importantly, [STRONG CUSTOM REASON WHY] - and what I’m trying to say, is that what I can do is waive that entire fee for you. Now I’d have to check their calendars before I can say for sure… but is that something you would want to take advantage of?
(J) (6) STRONG CUSTOM REASON WHY
If they want to take advantage of the consultación call, what will you tell them about it?
Ok cool - Would you like me to break down how that call would go if I could find some availability in their calendar?
So what they will do is basically dive deeper into exactly where you are in your Airbnb journey, what your ambitions/goals are, what your current plan is, and pretty much every other piece of context they need in order to get you results.
Then their goal will be to serve as the skip button that helps you get from where you are to where you want to be… and they will lay out exactly what needs to happen in order for you to get results. They are literally the best in the business.
(K) (7) COACHING BUTTON DOWN
After explaining the consult call, how do you frame the coaching?
Plus at the end of the call if they do feel like you’re a good enough fit they may even share with you how you can potentially work with some of our coaches at a much higher and on-going level.
All of these coaches bring in anywhere between $300k & 800k a year with their airbnb portfolio. Now as you can imagine having day-to-day access to them, getting them to show you how they did things, how you could do the same, avoid the pitfalls - you know, stuff like that - it’s a total gamechanger. That being said, that does require a higher level investment & so not everyone gets that opportunity and not everyone takes that opportunity. [Say this part upbeat ->] And now, I did just want to bring it up because it is something really exciting that you could learn about on this call because it just sets people up for huge success with airbnb.
Now I’m having a look at their calendars here first, but how does all of that sound?
(L) (7) COACHING BUTTON DOWN
How do you gauge their commitment at this point?
Ok, cool. - Well question for ya - If I am going to place this on an executive consultants calendar, I want to make sure this is something you genuinely want and are excited for, because if not, I’d rather give this opportunity to someone else, especially considering there are only a finite amount of spots on the calendar and typically it’s a $1,000 time slot
So with that said, on a scale of 1-10, just for the call itself, and you can be honest with me here [name], how willing are you to show up with an open mind, zero distractions, and ready to take notes?
(7) COACHING BUTTON DOWN
What do you do if your prospect isn’t at 10/10?
“Ok, why not?”
- Handle the objection
- If they still aren’t 10, DO NOT SET
(M) (8) CONFIRM TIME SLOT
What timezone are you in?
OR
What Time Is It For You Right now?
- Prospect Response -
Okay it looks like we have a <__TIME__> or <__TIME__> tomorrow. Do either of those work?
-Prospect Response-
[If they say both work, go for the earlier one]
(8) CONFIRM TIME SLOT
What do you do if neither time works?
IF NEITHER TIME WORKS:
Okay well we may have some other time slots open. What does your availability look like?
- Find soonest time within 48 hours good for them -
Alright so it looks like that [TIME] on [DAY] is available…
Sweet. And for your [TIME] call on [DAY] where are you going to be?
Okay, cool
(9) SPOUSE/PARTNER TIE DOWN
How do you ask about prospect’s spouse or business partner?
Now part of <Mr./Mrs. Executive Consultants Name’s> consulting process is making sure that <He/She> is helping every person that needs to be helped in your business and not just you as an individual. With that said, just so I’m fully aware – are you married or do you have a business partner?
- Double tie down -
Gotcha okay. And just to clarify here, Let’s just say hypothetically you got fired up after this call and went out and got a property in the next few days and for the deposit, first months rent, furnishings, etc for that property it cost you $15k to get it up and running, would you need to run that by [her/him]?
(9) SPOUSE/PARTNER TIE DOWN
How do you get them to both attend the call together if they have a spouse/partner?
Ok cool. So can both of you 100% be on the call at [TIME] on [DAY]?
- Do NOT book if partner or spouse is not there -
- If that time does NOT work: -
Okay, no worries. Let’s find a time where you can both be on the call, that way you guys are on the same page when it comes to your airbnb business.
- Find a time that works for them both: -
What time would both of you be available on <SOONEST DAY AVAILABLE?>
(9) SPOUSE/PARTNER TIE DOWN
How do you approach if they say they don’t know the other person’s schedule?
Okay, when’s the soonest you can get in touch with them to find out if that time works?
Gotcha. So here’s what we’re gonna do then. I want you to talk to your [wife, business partner] at <_THE> and find out what time will work for the both of you. Then around <_1-2> I’ll give you a quick ring and we’ll lock in an official time on the calendar. Sound fair?</_1-2></_THE>
(10) $100 CANCELLATION FEE
If you do NOT have an official time on the calendar for them, why do you skip the $100 cancellation fee paragraph on the first call?
- because it doesn’t make sense given the context. INSTEAD, tell them about the $100 cancellation fee when you call them back and you’re confirming the appointment) -
