1. The 90 day “plan & script”
The Script
You tell your new prospective customer.............
Hi ( name prospect ) My name is ( Your name ) from Favao. I got your telephone number from (
customer name ) and she told me you might be interested in losing some weight to. ( name customer-
who referred them ) lost in the last 3 weeks (result customer weight and cm’s) and she/he is so happy.
You have to understand that we are a results driven company and not after the sale. Only after 100%
result. Our Company does not advertise and we ONLY work on 100% results. You are our public image!
We cannot afford to fail.
So it is simple - what we need to do, is get 100% result and for this to happen, you have to be with me
and commit 100% to what I am about to explain to you.
But first, I must ask you a few questions, which are very important to your success.
(YOU have to ask these questions and the reason is THEY have to hear themselves say the answers. This
is the key.)
How much weight do you have to lose?
How did you get to be this weight? (He/She will reply this and that).
(You must pursue with these questions to find the real reason.)
Why do you think it happened?
(He/She will say.....neglected this and that.......it just happened. You must persist.)
Why do you want to lose this weight?
Tell me? Really, why do you want to lose the weight?
No, that is not the answer. What is your REAL reason for losing the weight?
I learned from Jim Rohn that is often only after 3 questions that you get the real reason.
(Here they go deep into the reason and the emotional reason.........., which is the important one).
Can't tie my shoelaces, can't play with the children, etc. Often tearful at this stage.
THIS IS SERIOUS. All these questions make them think seriously about what has happened to them so far
over some period.
DRAW A GRAPH
Weight
Age

2. The 90 day “plan & script”
You are ( their age ) years of age and you weigh ( their weight ) kg. Plot their life until now.
This is what has happened in the last 25 years. Then plot his life on the chart.
Now, imagine that you do nothing............. where you will be in the next 25 years?
Show him on the chart and draw a graph. kilos versus years!
You will find yourself in a very bad situation.
You can change this. DRAW SECOND GRAPH
Second chart and graph showing kilos versus months.
Weight
Months
S
You are ( their weight ) and you should be ( target weight ), for instance.
(Take out the calculator for BMI and frame build, what their weight should normally be and the desired
weight they would like to have)
Depending on how much they need to lose … This will take ( number) months.
In order for you to lose ( weight they need to lose ), you need to be with me and committed for the next
( number ) months.
But the next step is important!
When you reach your weight, your body has not yet adjusted to this weight. The body has a memory
and remembers the previous weight you had being ( their starting weight) so it normally pushes you to
go back again, to eat until you reach that weight.
NOW, what we need to do to, is to maintain this weight and allow the body time to adjust for the same
period of time that it took for you to lose the weight. That is the only way it will work.
So what you need is ( number ) months to lose the weight and equal months to maintain the weight
loss.
Do you understand to get 100% result, you have to be with me ( total number )months?
Do you understand this? Do you understand that you need to commit to me to bring you the result?
Do you understand and are you willing to commit to ( total number ) months?

3. The 90 day “plan & script”
So listen............ if you think you have any doubt in any way that you cannot commit.....let's quit now.
I only work with 100% results and I come today to bring you a result and I need you to me with me for
( total number ) months OR else nothing will happen.
Objections the prospect might have
He may ask, can I try one month?
Then I say, listen ( prospect name ) let me give you an example.
If you are in LA and you want to go to New York. You need an airplane to take you there. Would there be
any reason for you to take a plane ticket to Las Vegas, from Las Vegas to Denver and from Denver to
Chicago and from Boston to New York?
IS THERE ANY LOGIC IN THIS?
Of course not!
Do you understand this? This is the concept. We bring you the complete plan Food, Products, exercise.
We know how many months it will take to lose your weight and then to stabilize.
The only way this will work is for you to stay with me all the way (like the airplane) all the way or
nothing will happen. OK?
If he says it is too expensive for me!
I explain....
In this airplane we have different programs. We have the economy class, the first class and the business
class. It does not matter which one you take to get you to your destination.
But what is important is to be with us all the way and to get there. That is what is important!
Are you willing to take the commitment? So then we can go on board!
Two questions? Very simple.
Do you want to lose weight or............ Do you want to lose weight and never get it back again?
What is the answer?
Sure, I want to lose weight and never get it back again.
Great!
In order to get this…. Are you willing to sacrifice more or less one monthly income of your life to get this.
To lose the weight, forget it for the rest of your life and never gain it back again?
What is the answer?
OF COURSE.
We have a new customer! You sign him up on Customer Connect and tell him that this will be for a
minimum ( total number ) months.

4. The 90 day “plan & script”
It is important that now have a subscription running and it is not you that delivers every month product.
This way it would look you are there again selling them more products.
Imagine they only lose 2 kilos after one month and they wanted to lose 6 kilos. Some people will already
ask if they should stop.
Now you have to comfort them. Encourage them. Support them with a story/question.
I tell them…listen. If you wanted to clean your house.
You would start at 9h00 in the morning until 18h00 in the evening.
When will the house be clean? 18h00 in the evening.
Now it is 10h00 in the morning.
What do you want? The house isn’t clean yet… only a little bit is cleaned.
Will you stop cleaning when you still look at the dirty house? Of course not you continue till 18h00 when
it will be done.
So You need to be with me all the way! Like I said we will get you 100% results.
"Being overweight represents a life miss-spent for most people", says Economist Paul Zane Pilzer.