Booth Flow at a Glance
Certified PTs & Fitness Coaches · Target: 100K Attendees / 15–20K Trainers · Webinar: March 12th, 1–4 PM PST
THE HOOKER
Spot trainers → qualify → connect → hook → Arnold form
Sub-1 minute
In line, form completed
THE TRAINER
Data → deep connect → pain points → solution → demo
2–3 min (longer for heavy hitters)
Rewarder handoff (or Doug/Darius if big hitter)
THE REWARDER
Custom pak → webinar close → confirm registration
~1–2 minutes
Custom Pak in hand + webinar confirmed
STAFFING: Two Hookers. Two Trainers running simultaneously 1-on-1. One Rewarder (scale to two if the expo floor gets wild). Everyone stays in the group chat on standby — ready to help if it gets hectic.
1
SPOT & PRE-QUALIFY
Look for: gym bags, lifting belts, trainer lanyards, fitness apparel, or anyone talking about clients, workouts, or health. When in doubt, still shoot your shot — you miss 100% of the shots you don't take.
Pre-qualify before going deep. Only invest time in trainers and fitness coaches. If they're not, smile and move on immediately.
"Hey — are you a trainer or health coach by any chance?"
"You training people right now or just here for the show?"
If YES → move to Step 2. If NO → smile, move on immediately.
2
CONNECT IN 20 SECONDS
One question. Get them talking. Listen for their pain word.
"What does your business look like right now — full-time, building toward it, or just training on the side?"
"What's the one thing that would actually move the needle for you this year — more clients, more income, or just more stability?"
Listen for: income, retention, plateaus, trust, side gig, residual, stress. These are your bridge words.
3
THE HOOK (20 SECONDS)
Reflect their word back. Then bridge to the booth with this script:
"That's exactly what we solve. We're now offering our system that 25,000+ health professionals have used for over 30 years to personal trainers — and it does three things: 1) Unlocks faster client results using bloodwork. 2) Gives you greater financial freedom to earn beyond training sessions with lifetime monthly residual income. 3) Makes you more valuable in an industry that is becoming more commoditized every day with AI. We're giving an overview of that right here in our booth. It only takes 3–5 minutes… and just for listening, you walk away with a custom supplement pak with your name on it. No catch!"
➡ START WALKING TOWARD THE LINE AND GET THEM IN LINE! OTHERWISE THEY'LL FEEL LIKE THEY CAN JUST DO IT LATER… WHO KNOWS IF THEY COME BACK?
4
TRANSITION TO ARNOLD FORM
"To get started, all you need to do is fill out this quick form. It's going to give the person inside who talks with you a little bit of info on how many clients you train, your modality, and if you're certified — so they can show you the most relevant part of our program. Filling this out also gets you registered for a free webinar we're doing next Thursday the 12th where we go into all of this in much more depth!"
Show them the QR code or hand them an iPad of the Arnold form directly.
ARNOLD FORM COLLECTS:
Name • Email • Phone • Number of current clients • Training modality • Certified (yes/no)
✓ Form auto-registers them for the March 12th webinar.
✓ After form completion, prompt them to follow the OHS Instagram.
While they're in line: continue to nurture. Keep them engaged. Become their buddy. You want them to feel comfortable — not like they're being pitched. Be a human, not a robot.
Mindset Check
Your only job: get a certified trainer to that Arnold form. Don't pitch the program — that's the Trainer's job.
Peer energy only. You're a fellow fitness pro, not a vendor. Lead with curiosity.
Sub-1 minute. If it's going long, you're over-explaining. Bridge to the Arnold form faster.
If they hesitate: "You literally walk away with a free custom pak just for listening. Nothing to lose."
OBJECTION HANDLING
Any team member can use these. Know them cold.
"I already sell [other brand] supplements."
"That's great. Do they personalize it based on bloodwork? Are they whole-food based, proven to reach the cell level vs. synthetic junk that ends up as expensive urine? Because that's the difference."
"Is this MLM?"
"Not even close. There are no levels, no recruiting, no downlines. You recommend products your clients are already buying. You get 35% commission. Every reorder, for life. That's it."
"Recommending supplements is out of my scope."
"There's not one law in this country — from the AMA or anyone else — that says trainers can't recommend supplements. The FDA regulates them as food, same as macronutrients. You're already recommending macros. This is no different."
"I don't have enough clients yet."
"How many do you have? Even 10 is a starting point. And here's the thing — when your clients get faster, better results from custom whole-food supplementation based on their own data, referrals and improved retention are a natural byproduct. Your client base grows because the results speak for themselves. The system builds itself."
"I'm too busy for a 3-hour webinar."
"It's three hours once. The income it can unlock pays you every month after that. Plus you're getting 90 servings of creatine just for showing up. Best ROI on three hours you'll find this year."
"I need to think about the webinar."
"What's there to think about? It's free, you're already registered, and you get creatine just for attending. The only cost is three hours on a Thursday."
Optimal Health Systems • Personal Trainer Accelerator Program • Webinar: March 12th • 1–4 PM PST