What is the purpose Article originally from March 17th’s 2017 FPC Weekly Newsletter
What is the purpose behind the RoF?
When we understand the purpose behind our actions, we are able to move forward with passion and purpose. So let me ask you, what IS the purpose behind the RoF? I often hear it’s to sell someone a program, which is definitely the ultimate goal, but when it’s the purpose behind our actions, it shows.
I believe the purpose of the RoF is to take the person sitting in front of you on an emotional journey. A journey that leads them to the final conclusion that your solution is the ONLY way to a better life; a better life not just for them but for their loved ones, as well. We can start this by helping them to connect health concerns with daily pain, we then need to show them the extreme case of where they will be without our help and how it will effect those they love. Finally, we show them a picture of hope and a brighter more optimal life and how that looks for everyone.
Let’s start with the connection, as you review their paperwork I recommend you jot down notes for yourself, it may look like this:
By doing this it makes the beginning so much easier. As the expert, when you see their main health concerns, you already know how it is affecting them because you have seen it so many times before. They can then begin to see how having belly fat and not sleeping well is so much more than just a few extra pounds. It’s being irritated that your clothes don’t fit right, which leads to you starting your day off in a bad mood. t’s being fatigued by normal body movement like climbing stairs or walking long distances, which makes us feel badly about ourselves. It may also be the reason their relationship may be suffering because they don’t feel attractive or even have the energy to have an intimate relationship with their partner. By showing them their health concern is actually the reason their lives are so out of balance you are starting them on a discovery of health.
Now sometimes clients know this connection and that may even be the reason they are in your office, but it hasn’t prompted them to take further action. The next step is to take them to the place they don’t want to be. You may even use extremes to get them to see your point. For example, you might say: “I see you wrote down that if this health concern isn’t resolved you can see yourself in a diabetic state, which in severe cases can lead to the loss of a limb and can even greatly increase your chance of Alzheimer’s. How will your life change if you experience a loss of a limb? What would it mean to your partner and family if Alzheimer’s were in your future? Do you have an idea what the cost of living in an assisted living facility for Alzheimer’s patients can be?” By asking them these types of questions, it will help them to imagine a place where they do not want to dwell. We need to solidify this because as we know, this outcome is all too common for those that we are unable to move into a wellness lifestyle.
I once had a RoF where the client, a teenager, wrote in his paperwork he would be dead in 3-5 years if we didn’t resolve his health concerns. Talk about a difficult conversation to have with those parents. I believe we all cried during that appointment; even though it was a gut wrenching conversation, those parents might not have understood the full extent of where he was in his health journey and the dire consequences of not taking action into a healthier lifestyle if the boy had not been so honest. We must ensure clients see the full extent of what not taking charge of their health will mean to not only them but to their spouses, their children and even their finances.
Finally the Light, once we are able to see the darkness and how closely it looms in front of us, we can show them the light. I refer to this opportunity as health goals… “So, my health goals for you are: changing the composition of your body so you have more lean muscle and less fat, which will not only improve the way you look and feel but will also take you out of that pre-diabetic state and will allow you to take control of your future and your family’s future because you will have the tools you need to make great health decisions. This will also help increase your energy and allow you to burn calories effectively. I want you to have confidence being in a swimsuit and love the way you look. I would love for you to have a better start to your day, feeling energized and ready to take on the world, having a clear mind and plenty of patience to meet whatever challenges you face that day. And finally, I would love to see you and your partner being intimate again because after all that is one of the greatest bonding experiences.” I then spring forward to the future: “Now instead of losing a limb or needing help to use the restroom, you are traveling again, independent and healthy, instead of needing a nursing home to take care of you because Alzheimer’s is setting in you are playing with your grandkids and living a life of abundance.
Add this journey to your RoF and you will see the power it can hold.