National Wake- Up Call Audio Transcription Topic: Big Announcement for 2014 Success Club Trip & Interview with Top Coach of the Year Host: Sr. Vice President of Global Sales, Jeff Hill Featured Speakers: CEO Carl Daikeler & 2012 Top Coach of the Year Wayne Wyatt Date: January 7, 2013 Jeff: Now, real quickly, before I bring Carl and Wayne on, let me just tell you a little bit about Wayne. As I just shared, Wayne was the Top Coach of the Year in 2011. He got the belt. We had the Pimp Your Belt at Summit last year. Many of you were there. Can t wait to see what happens at this next upcoming Summit. Wayne s also a member of the Coach Advisory Board. Listen to some of these statistics. You already heard his name mentioned about five times as one of the top recruiters and being recognized for numerous other top achievements in this last week, but he has 507 personally sponsored Coaches since he started with Team Beachbody just two and a half years ago. And listen to that stat two and a half years ago. That just tells you what you can do in two and a half years. He has 218 personally sponsored Coaches in 2012 alone. He s currently a 6- Star Diamond Coach and he has 28 consecutive months in Success Club. You hear me say this every week. Success Club should be a goal of every single Coach if they want to be successful because it focuses on the vital behaviors of inviting and sponsoring people into the business. He s a Success Club All Star 10, he had 672 Success Club points for 2012 and he sold 350 plus Challenge Packs since inception, which has built the business. He s been on the Elite 10 trips. He has been to all of our Leadership events. And probably more importantly than that, Wayne is a great family man, he s a great individual, has a heart of gold, he s trained to put smiles on kids teeth (orthodontist). He puts a smile on a lot of other people places. Wayne Wyatt, our Top Coach of the Year for 2012, and to spend a little bit of time with him this morning, I also have the pleasure of introducing and bringing you onto the call none other than our incredible CEO, Carl Daikeler. Carl? Oh, that was nice. Incredible. Hey, thanks and, you know, let s put the spotlight where it really belongs. I mean Wayne, obviously in our short history to have somebody repeat as the Top Coach is an outrageous feat. I mean there is heavy competition, you know, certainly in the top 100 of the Elite Coaches. They are vying to do their best and hit the top 10 and all the top 10 would like to be the number one Coach and to have somebody with a full- time job putting braces on people. I mean I know how hard it is to get an appointment at an orthodontist for my 12 year old, so I don t know when he s got time to be getting all these Success Club points because I can barely get an appointment in at my orthodontist, so we re lucky to have him
aboard, and Wayne, congratulations, great job and thank you so much for all your hard work to become our next Top Coach. As they say, you know, you can t term out in this role. You can do it as long as you keep working, but congratulations on two years in a row. Oh, thank you, Carl. I really appreciate it. Yeah, it s quite a surreal honor to have gotten this a second time in a row, and it s very different this time too because, you know, last year it was just based on Success Club points for the most part and so it was a lot more about what I was doing to build my own retail and to build myself, and then with the changes that came this year, it s a lot more focused on how are you helping your team succeed, and so it s actually more of an honor to me this year because it shows that my team, the Coaches that I ve signed up are having success, growing their own teams. I mean it s really exciting just to see those guys in the position that I was in, you know, ahead of them a year or so ago, so it s neat to see that growth in my team, people that I care about, people that I ve invested in, people that have, you know, put a lot of blood, sweat and tears and hard work into their own health, their own fitness and growing their own teams to see them succeed and it s really rewarding. And I m sure you guys see that from your perspective as well. Well, of course, and, you know, I m going to put you on the spot a little bit to make this call exceptionally valuable to everybody who got on the wakeup call with the intent of making their run at achieving their goals this year. You know, as a guy who recruits so many Coaches and generates so many Success Club points, I can t imagine that throughout the last two and a half years, which, you know, I ve got to say is just amazing to have achieved. In fact, in the pre- call that was the talk. We re all sort of on this conference call waiting and the thing that we were all talking about is just how amazing your feat is, having been a Coach for just two and a half years, and for two of them to be as Top Coach is just outrageous. But I can t imagine that you don t have some perspective having seen some Coaches sign up with you and thrive and others sign up with you and be frustrated, not just, you know, some people sign up and then they never work and it s obvious why it doesn t work out for them, but some of them, they ll put in honest, you know, they think, they feel like they re working as hard as they can and they think they re doing the three vital behaviors. What do you think makes the difference between a Coach like yourself with a full- time job that is racking up these points and more particularly selling so many Challenge Packs and generating Success Club points versus the person who puts in good, hard, honest work but just can t seem to get traction? Do you have any perspective on what that difference is?
That s one of the things that s hard to figure out and, you know, I ve seen folks that have had, you know, a hard time getting traction and then all of a sudden take off. I ve seen folks that have had a hard time and continue to have a hard time. I ve seen some folks that have had a hard time and give up, and I ve seen some folks that have started off having a lot of success and get lazy. You know, I ve got enough different, you know, types of people in my downline and I ve seen most of those types of, you know, trajectories, and it s hard to pinpoint exactly what it is about, you know, each person s individual story, their particular strengths and weaknesses as far as why. Some seem to have more success faster or seem to have an easier time than others. But I d say, you know, it goes back to what you were talking about at the Dallas Super Saturday as far as, you know, our belief and number one, do we believe in ourselves that we can be exactly what we want, that we can get exactly what we want with our health, with our fitness, with our business and if we really do believe in ourselves, then we will find a way to make it happen. We will have the confidence to make it happen. When we hit roadblocks, you know, we won t let that slow us down because, you know, we re on a mission. If you look at all these people in the top 10, I mean Irene has come from nowhere, you know, a year ago and she s knocking on the door already, and then, you know, I ve heard all of these folks speak, you know, Lindsay (Matway) and Danielle (Hinson) and Lauren (Knight) and Tarah (Carr) and David (Ingram), Melissa (McAllister), all these folks, Jenelle (Summers), you know, when you hear them talk, you realize that, you know, they re on a mission to do something and they re not going to let things get in their way. They re committed to succeeding and they re going to make it happen. Hillary (Kelly), sorry, I think I skipped her name. But I mean really, you know, that s what makes these folks leaders and, you know, when you go up to someone, when you see someone that needs help with their health and their fitness, and we see it all around us. I mean all of us see it all around us. We live in the United States of America where whatever percentage of people, are obese. It s not hard to find people that need our help, and like you were talking about, do we approach them with kind of an apologetic attitude, like well, you know, I could help you but, you know, there s these other things and you kind of sabotage yourself with a lack of belief or a lack of confidence in yourself or do you realize that we have the tools to change these people s lives, and if we do understand that and have that confidence, it makes it so easy to be confident about what we re talking about, to be a product of the product like you just talked about with those three vital behaviors. I mean that s really the key to having success in this business is every day, you know, I mean make a checklist. That s what I do every day. I mean, you know, if you were ask me three weeks from now what workout are you doing, I could tell you because I write it out, you know, at least a month, if not 90 days, ahead of time exactly what workouts I m going to do for the next 90 days because I m going to be a product, and that s one of the three vital behaviors is be a
product. Use Shakeology every day, eat right every day, work out every day. The same is true with tracking your progress on your vital behaviors. You know, are you inviting every day? Are you talking to people every day? Are you offering to help people every day? Are you inviting people to challenge groups every day? Are you learning every day? Are you investing in personal development? Are you reading books on leadership? You know, I may be at the top, but I don t have it all figured out. I mean every time I listen to, you know, Coach calls and these other folks that have trainings, when Tommy put together the 5- Step Challenge Group stuff, I mean, you know, all the stuff that Josh has put together because he s my sponsor and he has really kind of taken me under his wing from the start. I mean when I listen to other Coaches, they ve all got great stuff and great tips, and so I mean I d be a fool to just decide that because I m, you know, Top Coach that I ve got it figured out and I can just cruise control now because that s not true. Every time I listen to somebody, I learn something that s valuable, a pearl of information that I can use and so that s part of what I strive to do is learn something new every day that I can then figure out how to implement to make myself better in the weak spots that I have because I have some strengths, I have some weaknesses, and, you know, I want to lean on my strengths, find my niche, but I also need to bring up the things that are outside my comfort zone and learn how to perform better in the things that I don t particularly enjoy performing in because that s what s going to make me better. Now, in terms of the natural rhythm of the way that you do this, you know, I know you fit in Facebook posts and emails and phone calls in between appointments and all that kind of stuff, but it sort of begs the question as I would visualize it, first, are you in a position in your community or just in your social circle that people are coming to you with questions or are you still out there prospecting? It s kind of a little of both. I think, you know, in the circles of influence that I was in, you know, back before I started getting in shape, people knew me real well at church, through school, through my business, you know, community contacts, neighborhood because, you know, those people all knew me. I m involved with other people, and then as I started getting in shape, people could see that I found something that was really working and so, you know, people were like what are you doing. And before I was ever a Coach, I was inviting, I was being a product because I was so fired up that I had found something that was finally working for me fitness wise because I had tried several times to try and get in shape and get off the couch and, you know, seize my youth again but I just couldn t figure out a way to make it happen. I d go to the gym, I tried CrossFit, you know, I was doing all these things that weren t changing me or giving me any results and I found something that worked and I was just fired up and passionate about
it and other people saw it and they said well what are you doing and, you know, I started telling them about P90X, telling them about Shakeology, telling them what a difference it had made, telling them it s an easy plan. You just have to plug into the plan. They said well then I want to do that plan because, you know, you re proof that it works. So before I was ever a Coach, I don t know how many dozens of people I got signed up with P90X and Shakeology just because I was loving the stuff and I was proof that it worked. Now to grow a super successful business you have to kind of go beyond just that initial circle of friends because that s kind of your comfort zone. You have to get beyond that and, you know, start prospecting, start, you know, making networks online and figuring out how to get in touch with more people, find more people that you can help because as you do that, then that kind of circle of reach that you have grows and grows and grows and, you know, now I ve got to the point where and this isn t easy for a new Coach to do right off the bat and it wasn t easy for me to do right off the bat but, you know, now I ve got to the point where I ve got a website with a lot of good material on it that people use as a resource and so it keeps people coming to me and asking questions. It gives me opportunities to help them, and so it just keeps you know, at this point, you know, I ve put in enough work to build a foundation that can continue to help me reach more people. Got it. And now in that process though, you know, so the question is, I mean to generate as many transactions as you are, particularly sell as many Challenge Packs, you know, I like to say to people solve, don t sell, but solving a person s problem versus selling them a product also sounds like it takes more time. How long is that process or do I have it wrong? Are you selling and are you a closer in sheep s clothing? I don t really think I m a great closer. I don t think I m a great salesman. I ve never been in sales unless you can consider the fact that, you know, orthodontics I sell. I have to close, you know, to convince someone to spend five grand to make their teeth straight. I mean there s a certain factor of having to close there. I mean so, you know, try selling $120 for Shakeology doesn t sound like a lot if I just convinced several people to spend five grand on their teeth, but the fact of the matter is when I m, you know, talking to someone about getting their teeth straightened, then that s something that will help them. That s of value to them and they want that, so I don t mind talking to them about the benefits that that s going to make for them. And then, you know, the same is true and then I let them make the decision on whether or not they want that. And the same is true with buying Shakeology, buying fitness programs, buying other supplements from the catalog. You know, I m here to recommend to them because and I think it would be hard if I wasn t a product of the product. They really wouldn t care what I recommend if I was just trying to convince them to buy something, but the fact is that either
they relate to me and relate to where I started and want to get to where I am or maybe their story is totally different but they still see the value and the advice that I m giving and so then it makes it real easy for me to make recommendations based on what I do, and if I m using these fitness programs and if I m first in line to buy Combat when it comes on pre- order because I m fired up about it, then it makes a whole lot more sense for the person that wants to have good results like me to say well, that s what Wayne s doing, I should probably do that too and, you know, especially when I talk about Shakeology and the benefits that I ve seen and the benefits that all my family members have seen, it makes it something that s easy to recommend to people without feeling like I m hard selling them. And then if they decide they don t want it at all, they want to wait on it, you know, I don t push them. I just say well I m here to help you with whatever parts you do commit to, but I m telling you, you know, this is what I did to get the maximum results I got, and really that s what I focus on most. I try to steer everything back to helping them get to their goals. It just so happens that the easiest, most reliable way to get to their goals is through the plan and the products that Beachbody offers, but I don t force it on them. I make their goals, meeting their goals be my number one priority to help them. Got it. Well it shows. It s amazing. You know, I guess my last question, you know, for anybody who hasn t seen your before and after photos, I mean the guy is an Adonis now and the before and after transformation is amazing. Do you have before and after posters around your practice? Do you have Wayne Wyatt posters? No, no, no. When I m at work I try to, you know, wear slacks and a dress shirt and it s always funny though when the kids come in, you know, the teenager is there and his mom s sitting on the little bench watching me work on his teeth and he gets this smirk and he says I saw you on TV and I m like oh, great. Here it comes. And then I get to talk about, you know, me flexing and all this other stuff in front of a kid and his mom and that s always fun times. Well look, something you re doing is definitely working and I hope that the Coaches who are on this call understand that, you know, the only difference between you and them is effort and paying attention and truly working those three vital behaviors with real passion, and whether they re gunning for Top Coach or not, I hope people take a page from you and approach this business with the kind of heart and passion that you have because we couldn t be more proud to be represented by you as a Top Coach, so thanks for all your hard work, Wayne.
Oh, thank you, Carl. Alright, so we re going to run this year guys, and I don t mean exercise by running, although that might happen too. What I mean is Team Beachbody is going to sound like a stampede of activity, not for a day, not for a week, not just up until Summit, it s not just going to be the top 100, it s not just going to be the top 10, but with stamina, with enthusiasm we re going to see this all the way through the entire year. We re going to work like true champions and I need you in there. That all comes from generating results, serious results. You need to get results like Wayne talked about. You need to help others get results. You ve got to stop waiting for your jeans to get bigger. You need to get that waistline smaller and be realistic about it. Be honest with yourself about it and then help the people around you, and how do you do that? It starts with those three vital behaviors. Now if you don t know them, I m not going to tell you what they are here. You haven t been paying attention and this is a sign that if you want to be a leader in this, you need to take responsibility for your action plan. Look it up in the Coach Online Office and understand what those three vital behaviors are because that s going to drive your consistency to get people to join your Beachbody Challenge Group using the Challenge Pack, and if you re not building challenge groups and using the Challenge Pack, then I ve got to question whether you re really running with us. We need to be focused on the activities that work, the activities that get people results. Challenge groups are the way to go and the Challenge Pack is the best value in the entire Beachbody catalog, and like Wayne said, you ve got to believe in that because it is the truth and you ve got to represent. You ve got to stand up straight when you talk about Challenge Packs and Shakeology and you ve got to represent that that is the way to get great results. Now, you know, one of the other things we talk about is Coach Summit. We have over 6,000 tickets sold for this Summit this year. It is a must to attend that event for all Coaches if you really want to be a leader and really be in the know of what s going on. It s the only place where you get to experience the energy of all the Coaches coming together, there s training, announcements, etc. As Jeff mentioned, we have John C. Maxwell, an internationally recognized leadership expert. He s going to be our keynote speaker. It s just going to be an amazing event. Now January is the last month to register with a payment plan to get to Summit. Summit is in June, so getting your team to understand how important Summit is is part of your job. Summit is going to be epic and I don t want anybody to miss out. Now, you know, if you made it to Super Saturday I ll recap a couple of things. If you didn t make it to Super Saturday, I implore you to find out what key information we re all running with here in January. So, you know, it s all great information about the cruise that we re going on. We ve got an entire boat booked for 2014 (Success Club Trip on the SS Beachbody) as Jeff mentioned and we want people to get their reservation in now and then you earn your way into that
reservation so that you have the whole trip paid for hopefully by achieving Success Club, by achieving Elite and so on throughout the year, and, of course, the big Elite 10 trip in 2014 is to Italy. Those were all big announcements and part of Super Saturday. It s all great information, but now it really is up to you. Now it s up to you to put all this information into context, into the context of a dream that maybe you ve been afraid to even write down. Maybe you ve been afraid to allow yourself to have that dream, but the theme of Super Saturday was and the theme of this year is it s time to Dream Big again and it s time to do what it takes to achieve it. That s our core mission. It s time to figure out what you get out of that mission statement. Think about your big dream for 2013. Do you have one? Is it clear and are you passionate about it? What do you want 2014 to be like? Visualize what you want 2014 to be like and write it down. Write down what you need to do this year to live that life and that s what you work 2013 for so that you have the 2014 that you re visualizing, and then believe in yourself and in Team Beachbody. You want the magic sauce. The secret formula? Well, that s it. You have to believe in what you re doing and then go for it with absolute faith that you re doing good in the world. That s where dreams are achieved, and I hope you ll make earning the 2014 cruise part of your dream for this year. It s going to be an unforgettable experience and I want you there. But the real power in committing to be on the cruise is that along the way you re going to be building a business that will providing continuing rewards for you and your family well beyond the cruise. To be successful in the new year you just have to be committed. So I m going to challenge you to step up. You get registered for the cruise today. We already have 50% registered for that cruise, so we want you to get your reservation in there and show that you re a leader, that your intent is to succeed in this business. Get with your teams, your upline, your downline and let s fill this ship with your organization. Okay, now here are a couple more takeaways to jump start your year and we ll close this call out. Get very clear in your mind what your big dream is for the year, okay? Make that cruise a part of the dream. Make sure people know what your dreams are. Put them on Facebook. You know, you re registering for the cruise. Tell people that that cruise is one of your dreams. Tell people on Twitter or in your phone calls. Let others know that you re all in and that you re going for it. Make achieving Success Club every month one of your specific goals. Just like Wayne said, you ve just got to help solve problems but believe in it and then you generate transactions. You don t have to be a great salesperson. You just have to believe in the product that you re providing to people and you get started today. Tomorrow is not acceptable. Why would you put off working toward your dream? Let me ask that again. Why would you put off working toward your dream right now? And by the way, whatever your first answer to that question was is a clue to your mindset. If you thought oh, because I can t afford to spend time on this right now, then you re limiting yourself. If you re thinking because I
can t afford this right now, then you re limiting yourself. If you thought absolutely, I m going to jump online, I m going to drum up some prospects as soon as this call is done, well then you get it. You re ready to run with us. And I need you to promise yourself that you ll get started today by inviting others to join you and don t ever stop. Oh wait, the heck with that. Who cares what I think? You need to promise yourself that you re serious by having the courage to start a challenge group today. It s the most critical activity in building your business. We have tons of tools to help you grow and master your business like the Five- Step Invitation Guide, the Quick Start Guide and the Challenge Group guides. All those tools were developed for you to become successful. You just need to use them and they re available in the Coach Online Office. Just like the Super Saturday video, we ll load up in the Coach Online Office later today. So all those tools are available and you ve got to remember, our mission is helping people achieve their goals and enjoy healthy and fulfilling lives, and I believe we re the very best at what we do. This is not just some MLM. This is not just some network. This is life changing. This is life affirming. We are empowering people and that includes you, so remember your dreams. Take a deep breath and know that if you are willing to run with us, you ll find that we are right next to you pushing, driving, making things happen. But do a gut check right now because I also don t want you to waste your time. If you re not really that into helping people, if you re not really that into getting healthy and fit, then maybe you don t need to push for this. The question is are you in or are you out? And if you re going to be in, I want you to be conscious about it. I want you to be passionate about it. You know what my answer is. I am all in. You know Wayne Wyatt s answer. He s all in. Now it s your turn, and I don t just want you to think it. I want you to act on it. All in. Let s get started. Happy New Year everybody. Here s to the biggest, most incredible life you ever imagined starting right now. Let s go Team Beachbody.