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This week’s guest is AJ Roberts. AJ is pretty well known in both the powerlifting world where he was a world record holder, but also the online marketing world where he works with some of the best in the world. I know you’re going to love this episode as we talk about both how to become a better fit pro, but also how to utilize the internet to expand your reach.
This week’s guest is Elias Scarr. Elias is the membership director for Results Fitness in Santa Clarita, CA. This episode takes a look at a lot of the stuff that Mike Wunch spoke to us about in episode #19, but from the sales/new member orientation side of things. After this episode you’ll have a great idea of how to utilize personality profiling, as they do at Results Fitness, to improve your results with both clients and your business.
To Find Out More About Elias and Results Fitness University:
This week’s guest is Fraser Quelch. Fraser is the Head of Training and Development for TRX and is the lead educator of the TRX Suspension Training Program. Recognized as the 2012 Can Fit Pro Specialty Presenter of the Year, 2012 ECA Industry Impact Award, 2011 IDEA Program Director of the Year and 2011 ECA Innovative Program Award Fraser travels the world teaching thousands of fit pro’s every year.
This week’s guest is Molly Galbraith. Molly is the co-founder of Girls Gone Strong a movement started in 2011 by seven women who wanted to change the landscape of nutrition and training information for women. Over years Molly has competed in both figure and powerlifting, co owned her own gym and has had all kinds of “adventures” with her own health and fitness journey. And most recently Molly released an amazing resource for training women, called The Modern Woman’s Guide to Strength Training. I was lucky enough to get a copy ahead of time and I can’t recommend it enough! So basically Molly’s a bad ass and if you train women you should listen up.
If you’ve never had the chance to see Rick, put this on your list of things to do this year. And it shouldn’t be too hard because it seems like he’s at a different fitness event every other weekend.
I met Rick a couple of years ago and to say that he’s helped me with my business is a massive understatement. When it comes to business coaches in the fitness industry there seems to be very few who get high praise on a consistent basis. Well I’ve never heard a bad word said about Rick or what he teaches. Not one person. So that should tell you something.
There have been numerous things I’ve learned from Rick, but I’m going to share the top 3 today. And you would think that Rick being one of the stunt bike rider in a DMX music video would be in the top 3 but sadly it’s not.
Think Like a Consultant
If I had a dollar for every trainer I’ve heard say I’m not good at “sales” I’d be a thousandaire. Seriously! But something that resonated with me and has helped a number of other trainers I’ve spoke with is to change the way you think of the sales session.
If someone paid you $500 to do a consultation with them on how to best reach their fitness goals would you feel uncomfortable or like you couldn’t do it? Of course not! So why do you feel the same way with a prospective client? I’m sure a client’s lifetime spend with you is well over $500, but the only difference is that they haven’t paid you yet.
Start thinking like a consultant when you sit down to talk with a prospective client and you’ll be amazed at how differently you approach the entire process. You are offering tremendous value by assessing them, finding out their goals and then giving them a recommendation on how to achieve it based on your numerous years of experience and wealth of knowledge.
Change this one thought and you might just find out that you’re a pretty damn good salesperson!
Adding Layers to What You Offer
This was a game changer for my business. When you set up your training business this way, no one can compete with you. You’re in a class of your own.
By simple adding layers to what we do we were able to increase revenue over 30% while cutting down the number of hours we worked. And no this isn’t one of those all too often claims you hear from other business coaches like; learn how to earn $100k per year working less than 20 hours a week.
I could go on about the details but Rick shared it all when I had him on the podcast, so if you haven’t listened to it check it out HERE. Rick will gives a complete rundown of what your different layers are and exactly how to structure you layers.
Show Them What They Want
You would think that this one is common sense, but unfortunately it’s not. When you’re taking a prospect around your facility you don’t need to show them everything! Focus on the reason they came to check out your place.
If a powerlifter comes in for a tour why would you show them the inner/outer thigh machine? But I guess if you still have one of those, you’ve got bigger issues than you tour. If a woman comes in with a goal of losing weight but is afraid of getting “too bulky” do you think showing her that you have dumbbells that go up to 100lbs is going to make her feel like your facility is the right place for her?
Instead, point out all the equipment and features on your facility that relate directly to their goals. By doing this you’re showing them that this is the place for them to go to get their result. Plus, it leaves you more time to talk about their goals and build rapport rather than showing them every piece of equipment in the gym.
So like I said at the start, if you haven’t seem Rick speak I can’t recommend him highly enough. You’ll be hard pressed to find anyone give more real valuable information in their presentations than what he does. Oh and if you’ve made it this far, Rick actually wasn’t in a DMX video. But he is an avid biker and I figure if you didn’t take the 5 minutes to read the whole article you’ll go see Rick anyways just to see the guy in the DMX video.
This week I’ve got my first aussie fit pro, Daniel Henderson from the Australian Institute of Kettlebells. Dan and his partner Tarek have been building up one of the best companies for continuing education here in Australia over the past 5 plus years. Dan runs numerous workshops over here in Australia, as well as starting to speak internationally in Asia and bringing some of the great courses the AIK has there with him.
This week I’ve done something a little bit different. If you’ve ever been to one of Perform Better’s 3 day summit’s then you know how hard it is to pick which session to go to, so this weeks show is a bit of a spin off of Mike Boyle’s Handicapping Perform article he writes every year. Last year I met Danny Jaockowicz or Danny Twoguns as most know him in Chicago. Danny is a bit of a regular and has not only attended the first 2 summits this year, but I think he’s attended all but 1 the last 3 years. Since I’ll be attending Perform Better’s Long Beach summit on August 8-10th, I decided to have Danny to share what he’s learned so far at the summits, along with the help give you some clarity on which sessions to go to. But even if you’re not going to be attending the Long Beach event there’s still some great information at the start of the show.
And don’t forget about Coach Dos’ 5th Annual Animal Shelter Pub Crawl, where all the money raised goes to the Castaic Animal Shelter in Santa Clarita. Even if you’re not going, if you want to help a great cause head over to coachdos.com to leave a donation.
With so many companies out there trying to confuse you on how to market using Facebook I wanted to put together this straight to the point guide to help clear the confusion. It’s the 13 steps that you need to do to create profitable marketing campaigns through Facebook.
It’s my mission to help as many passionate fit pros get in front of their ideal clients, so we can push all the mediocre trainers out of the industry. So instead of charging, all you need to do is share this to download your copy.