ArticlesFor Business Owners
[ January 20, 2021 by CJ Easter 0 Comments ]

The 12% Marketing Investment Formula

Last month, in this article, we talked about the different channels you should have in your marketing investment portfolio. This month, we’ll discuss how much you should be investing in that portfolio.

The majority of independent gyms are underinvesting in marketing.

And because of this, they are getting left behind as boutique franchises buy up market share with their corporate branding campaigns AND large local marketing budgets.

According to CMO Survey by Duke University, Deloitte Consulting, & the American Marketing Association, the average service business spends 12% of revenue on marketing.

Based on my experience in my own gyms and working with hundreds of other gyms at Lead Engine Marketing, investing 6-8% in marketing will replace your monthly churn and keep your head above water, while 10-12% is necessary for growth.

However, not every gym has the financial bandwidth to invest 12% of revenue in marketing, but every gym owner has control over how they invest their organization’s time.

Based on this concept, we will reframe how we think about the term ‘investment’ and look at it as both money investment and time investment.

Total Marketing Investment = Money Investment + Time Investment

So how do you invest 12% into marketing when you don’t have the resources to afford that?

Here’s an example…

1 – Let’s say you want to grow pretty aggressively, so you decide to invest 12% in marketing.

Total Marketing Investment = 12%

2 – Your business can afford to invest 5% of revenue in marketing.

Money Investment = 5%

3 – This leaves a 7% balance that you must account for in time.

(Total Marketing Investment = 12%) – (Money Investment = 5%) = (Time Investment = 7%)

4 – Let’s say your staff consists of you + 1 full-time employee + 1 half-time employee, your total available working hours per week is 100 hours.

Total Available Working Hours = (You = 40 hours) + (FT Employee = 40 hours) + (HT Employee = 20 hours) = 100 hours per week

5 – So according to our formula, 7% of time should be invested in marketing, so 7 hours per week should be scheduled for marketing activities.

Marketing Time Investment = 7% x 100 hours per week = 7 hours per week

These hours can be assigned based on your organizational chart, but they should be built into your organization’s weekly calendar on a recurring basis.

(And remember, marketing activities are activities to develop new leads, not selling existing prospects)

 Growth requires investment. Investing money might buy you some speed, but even if you can’t afford to ‘go fast’, you can still ‘go forward’ by investing your time accordingly. And now you have the 12% Marketing Investment Formula to help you make the proper allocations.

 

If you feel like you’re underinvesting in marketing (while your competition is buying up your market share) and you’re ready to work with a team of Facebook ad experts to manage your digital marketing investment portfolio…
Apply to Lead Engine Marketing Now

 

 

 

ArticlesCOVID-19For Business OwnersMarketingSelling
[ April 8, 2020 by Jay Croft 0 Comments ]

Selling Your Services Amid the COVID-19 Outbreak

During the COVID-19 outbreak, some business owners are unsure about how much focus they should devote to making sales. Fitness professionals have asked us repeatedly if they need to be selling at this time – or just generating leads to use later.

It’s a fair question with a simple answer: You have to keep doing both, now and always.

Download our free list of resources to protect your business during the COVID-19 crisis.

This is not profiteering. It is not unethical. It is not inappropriate. 

It’s your commitment to your business, your employees, your customers and your community. And like everything else nowadays, it just takes nimble thinking and determination to continually assess and re-evaluate.

Let’s break it down into four components.

Messaging. Strong communication is everything. You must position your offer well. Remember:

  • This is the new normal. At least for the time being, you’re an online fitness business owner, so embrace it.
  • Customers’ fitness needs remain, and they still want your expertise, time and support. Your messaging should lead with the value and benefits you bring, like accountability and community.
  • Keep the focus on how you’re helping clients and on what your prospects need.

Marketing. You never stop getting new leads and building your prospects list. It’s an essential task of your business. Try ideas like these to gain email addresses:

  • Create compelling content to drive traffic to your blog, podcasts and webinars.
  • Give away valuable resources (like e-books and cheat sheets) as lead magnets.
  • Run a sweepstakes or a contest.

Selling. Leads are important, but you’ve got to convert them to bring in any revenue. Here are some smart tactics:

  • Direct-response advertising on social media or search engines will direct traffic to your offer.
  • Referrals and “bring a friend to Zoom” promotions are opportunities for exposure, community-building and feedback.
  • Exchange email blasts with a joint-venture partner. (This is good for building your list as well as selling.)

Adjustments. Keep your long-term offers and pricing strategies in place. Add value wherever you can. But in rare instances, consider how you might make modifications.

  • Can you change the terms – say, from annual to monthly agreements, or make one-time sales to some prospects?
  • Create a new front-end offer at a lower price point and see what adjustments you can make to transfer them to your core offer.
  • Have something like this as a last resort, unpromoted: a low-cost, weekly option for clients in a financial jam. 

By always spinning both the marketing and the sales wheels, you’re doing the right thing for your business now during the crisis – and for the future, whatever it might look like.

Fitness Revolution is here to help you through these challenges. We’re sharing resources here to protect your business and to help you stay alert to the challenges and, yes, opportunities ahead. 

 

ArticlesFor Business Owners
[ April 1, 2020 by Jay Croft 0 Comments ]

Stay Focused on the Guideposts and Alert for the Opportunities

If you’re like millions of people, you turned on your computer or TV this morning and swiftly got caught in the swirl of anxiety-inducing news, opinion, advice, complaints, misinformation, and grief mixed in with random cat videos and inspirational quotes.

It’s enough to make you want to go back to bed, pull the covers over your head, and hope for a miracle.

Download our free list of resources to protect your business during the COVID-19 crisis.

So, stop for a minute. Breathe. Clear your mind. And focus on guideposts to help you stay on track. When your mind drifts away in scary “What If” scenarios, return your attention to the basics of what you can do about it.

Expenses vs. Investments

What are some investments that you must maintain, even during tough situations? Here are three that will keep you strong now – because this is no time to become a weaker business.

  • Marketing. Communicating with your market is always critical. Every day — period. Keep reaching out to clients, nurturing prospects, and generating leads.

What are your differentiators? Some larger chains can’t provide the virtual options that you can. Some of your other competitors are refusing to market and will disappear over time. If they’re around when this all ends, what kind of relationships will they have with clients and prospects then?

  • Consulting. You don’t want every negative comment on Twitter to send you into a tailspin. By the same token, you need coaches, mentors or consultants in your corner to help you see the big picture.

It’s so easy to get in our heads, lose perspective, or miss valuable insight that can come from someone removed from the daily grind of our business. A good coach or mentor is watching the industry overall and talking with others in your situation, so he or she can reveal connections and pathways to consider.

  • Personnel: Your team is a vital resource. It’s invaluable to delegate to employees so you have time to focus on mission-critical activities.

Divvy up duties. Assign trainers to lead online sessions. Put some in charge of updating individual clients. Your employees are valuable assets to deploy strategically.

Costs You Can Manage Right Now

  • Cancel non-investment costs: These produce no income and are not required to keep your business alive (premium versions of apps, software subscriptions, entertainment, etc.)
  • Apply for government aid: Assistance is available to help small businesses. Look into your options, starting with the Small Business Administration. Once you’ve taken steps to increase revenue like this, you can try to trim basic expenses.
  • Then, negotiate with people you pay: Talk with your vendors, suppliers, accountant and landlord to explore flexibility they might have. Try to meet in the middle somewhere.
  • Hold off on upgrades: That big piece of new equipment you’ve been wanting to buy? Delay purchases like this for now.

Amid all this uncertainty is great opportunity. More will be emerging that you might be able to see today. Keep your eyes open. Remember the guideposts and the principles that put them there.

ArticlesFor Business Owners
[ March 25, 2020 by Jay Croft 0 Comments ]

Why You Must Keep Marketing During the Crisis

In times of crisis, people seek leadership – whether in medicine, government or business. And now more than ever, your gym’s clients and prospects are counting on you to help them stay fit, which includes reminding and updating them about your services and expertise.

We’re not talking about dispensing medical advice or running for office.

We’re talking about marketing in a way that is helpful to your community and smart for your business.

Download free resources to help during the COVID-19 outbreak. We’ll keep updating with more information.

That means adjusting your services and offerings, yes. It also means communicating. It means marketing.

And that’s not only morally OK, it’s absolutely the right thing to do.

First, let’s address a misconception we’re hearing from some fitness professionals. We’ve been asked recently if it’s somehow unethical to promote your business and seek payment during the coronavirus crisis – as if the idea implies taking advantage.

It does not. You must continue marketing, which is a necessary business function – a “must have” rather than a “nice to have.” Don’t retreat into a limiting belief about your value out of a vaguely uncomfortable feeling. There is no ethical conflict in responsibly reminding people you can help them and providing a service in exchange for a reasonable fee.

Let’s clarify what’s OK by sharing an appalling example of what’s not: Price gouging of hand sanitizer or medical equipment during a public-health crisis. Would you even consider hoarding Purell and selling it at astronomically inflated prices to desperate neighbors? Of course not. Now, THAT is unethical.

Contrast that to staying in front of your clients and prospects, providing modified workouts or training online, sharing useful information and positive coaching, and – yes – doing so for money. Remember that your customers are counting on you to help solve a problem, and your employees are counting on you to stay in business.

Here are some actions you can be taking:

  • Keep your messages clear and helpful.
  • Pro-actively help your people transition with information and attentive customer service.
  • Reduce what you’re spending on ads to maintenance level.
  • Focus more on content marketing, which is much cheaper. That means posting on Facebook, sending more emails, and updating your website.
  • Explore high-demand joint ventures, like meal delivery.
  • Review our free, downloadable FAQs for help on pricing, delivering services, marketing and more.

Keep your eye on the future, too. What new opportunities will come out of this? What potential obstacles could you face? Where will your competitors be in a few months? The ones who disappear now will have the hardest time re-emerging.

Change is inevitable. But focus on elements of success that remain solid, like keeping your eyes open; caring for customers and team members; and sharing what you have to offer.

ArticlesFor Business Owners
[ March 18, 2020 by Jay Croft 0 Comments ]

Are You Ready for Virtual Training?

We’re all having to be flexible, creative and service-focused during the coronavirus crisis. The good news is, you’re not alone in figuring out how to proceed to protect your team, your clients and your business.

If you can’t deliver your services in person, then you need to be able to do so virtually. You can offer recorded training online, or set up live streaming sessions for individuals or groups.

But first, remember this: Don’t overthink it. Your clients know you’re in an unprecedented situation, and they won’t expect everything to be perfectly buttoned-up right away. You can always adjust, and you should. But right now, what they need from you is communications, support and – the reason they came to you in the first place – training!

We’ve gathered free resources to help during the COVID-19 outbreak. We’ll continually update it with more information.

When trying to decide what to include, keep in mind:

  • Your core offer 
  • The price point 
  • Base access and touchpoints off their current service level. For example: you may need to meet with a Personal Training Client weekly via Zoom vs. monthly for a Group Training Client.
  • Consider how you distribute the workload and among your staff.

We have identified three situations you might be in regarding all this, and we’ve developed guidance on steps for each of them. 

No. 1, The Basics: My gym just closed and I have nothing virtual set up yet.

Do This Now: First, email or call clients and let them know what to expect from you – even if you don’t have every detail figured out. Second, create a private, free community on Facebook or Instagram and share a similar message, encourage client interaction, and share daily workouts, motivations, and recipes.

No. 2, Improving Your Virtual Delivery (Group Training): I’ve done the above, and want to add value to my virtual Group Training.

Do This Now: Lead live workouts daily via Zoom or Facebook, share instructions so members can join, and let them know what space and equipment they’ll need. Also: personally check in with clients, while also sending a weekly email with a Google form that lets them share progress. 

No. 3, Improving Your Virtual Delivery (Semi-Private and Personal Training): I have the basics covered. How do I improve my non-group training?

Do This Now: Consider designing monthly programs delivered individually through emails, training platforms, or Google sheets). Find out what equipment they have, include links to demo videos, and check in weekly so they can share their progress and questions. You might develop nutrition coaching, as well.

The global pandemic is disrupting everything for everyone – but remember, we will get through it. And it’s up to everyone to support each other and keep their businesses and services available as much as possible. 

Consult this list of free resources we’ve put together for you – on protecting your business, communications, and more. Stay strong!

ArticlesFor Business Owners
[ March 13, 2020 by Fitness Revolution 0 Comments ]

Protect Your Gym During the Coronavirus Outbreak

As the coronavirus causes disruptions large and small around the world, no business is exempt from its effects – including yours. 

Gyms might experience a drop in attendance. Clients might have questions about sanitation and safety. You and your team could feel confused and disoriented in this unfamiliar territory.

It’s all totally understandable.

But you’re not alone. 

While the world struggles to figure out how to proceed, we have put together some recommendations and resources that can help you through this challenging time.

DOWNLOAD OUR FREE LIST OF RECOMMENDATIONS AND RESOURCES ABOUT THE CORONAVIRUS OUTBREAK

Business Recommendations

  • See if you can adjust programming to reduce the use of equipment that can harbor the virus. And try to accommodate safer exercise environments by reducing class sizes, increasing space for members, and taking classes outdoors.
  • Create a new offer or consider restructuring a current offer. For example, can you share an online training library or provide home training? Lead group sessions via Zoom?
  • If you allow freezes or cancellations for medical conditions, you’ll need to clarify what that means.
  • If you have a 24-hour cancellation policy for classes and sessions consider being flexible or even waiving it temporarily.
  • Don’t stop marketing. It’s not a discretionary expense, but a long-term investment essential to the health of your business.
  • Be clear in your messaging. Overcommunicate. Often. Many times. Over and over.

Managing Optics

You need to consider how your business will be viewed by your members, team, and community. Be genuine and authentic in your approach. This is a chance to display leadership during difficult situations and to live your core values.

Make sure:

  • Members know their health and safety is your No. 1 priority. List steps you’ve always taken, along with any additional steps, to foster a clean and safe environment. Reinforce that a healthy lifestyle is a major guard against infection. They need to rest, sleep, hydrate – and exercise even if they’re not coming into the gym.
  • Your team knows how to handle member questions. Keep them informed but not panicked. Urge them to stay home if they’re not feeling well.
  • You have an external message that shows your awareness of the situation; any developments in your business, such as confirmed cases; and what you’re doing to prioritize health and safety in your community. Keep all your communication lines open, and be a good neighbor.

Resources

Finally, staying informed is your best weapon. These are credible sources for ongoing information.

Remember to download our detailed recommendations and resources in PDF form.

It looks like coronavirus will be around for a while, but it will end someday. In the meantime, be careful, be kind, and be patient. We’ll get through it.

Hand Picking Ideal Job Candidate
ArticlesFor Business Owners
[ March 11, 2020 by Jay Croft 0 Comments ]

Put Your Ideal Client Profiles to Work

When you were creating your business, who did you envision as the ideal client?

Were you building a gym primarily for, say, young men who want to be competitive bodybuilders?

For women in their 20s and 30s who want to stay in shape before, during, and after their pregnancies?

Or were you aiming to attract, say, people over 60 who are interested primarily in functional fitness?

It’s not enough to just think about your ideal client and move on. You also need to create a fully developed Ideal Client Profile – and then use it constantly to attract new leads, convert them to clients, and shape your entire marketing programs. These are ongoing efforts throughout the life of your gym – whether you are just opening your doors or you’re ready to expand with new locations.

Where is your gym on the success path? Take our short, easy and free survey to find out where you are, so we can help you get to the next stage.

At Fitness Revolution, we’ll help you build Ideal Client Profiles for each of your core offerings. That’s one part of this, and crucial. But just as important is the next step, which too many gym owners ignore: We’ll show you how to use the profiles to serve your overall growth strategy. Here are some of the key points about Ideal Client Profiles.

  • They determine your marketing activities by defining your main audience.
  • You use them when creating your marketing calendar. If your ideal client has kids in school, for example, then you probably don’t want to run a promotion during spring break.
  • They help you decide what to include in your newsletters, ads and social media posts. Who’s reading this? What do they want to know about?
  • They help you decide where to focus your marketing time and money. Where does your target audience look for information?
  • You should refer to your profiles when changing your website.
  • And you’ll review them when deciding to attend networking or community events.

If you don’t know who you’re trying to reach – or if you don’t regularly remind yourself about your defined, intended audience — then you’re just talking into the wind.

Ideal Client Profiles help you identify your target audience, get their attention, and communicate why your solution is best for them.

Throughout the life of your business, you might have more than one core offering. And you might want to pursue multiple types of “ideal clients” for different services. These same systems will help you stay focused on each of them.

And just like you must know your audience to focus on them, you also must know your current stage of success so you can get to the next one. We’re here to guide you on that success journey by first evaluating where you are right now. Answer 10 short questions here and we’ll be off and running.

ArticlesFor Business Owners
[ March 4, 2020 by Jay Croft 0 Comments ]

Decoding Sales Objections: When They Say This…They Mean That

Overcoming sales objections is key to growing your business. But before you can overcome them, you need to understand them. 

Most skepticism falls into one of two categories. Either there’s a lack of understanding between you and the prospects, or they don’t see how your service will solve their problem.

If we understand what’s underlying their objections, we can respond with points that will make the sale – or, at least, gain insight into adjusting our sales process, if necessary. And that is huge: We get better sales conversations in real time, and we learn how to deal with similar objections in the future.

Fitness Revolution teaches a highly effective sales process. That’s the first element of overcoming objections. We also provide response strategies to bust through these roadblocks.

Here are a few examples of decoding the objections.

  • Price. “It’s too expensive” or “I can’t afford it” are the most common pushbacks. What they really mean: They’re not sure your service is worth the price or that they’ll get a return on their investment.
  • Thinking. “I need to think about it.” What they really mean: This could be true, a genuine part of their buying process. But it could also be a smokescreen to get out of the conversation because they don’t see the value.
  • Decision-maker. “I have to talk to my significant other.” What they really mean: Again, this could be true on its face. Or… it could be another way to dodge the real reason they’re reluctant to join your gym.
  • Time. “I just don’t have time to commit to a program.” Ah, we hear this all the time, right? What they really mean: They don’t truly understand your service – or they like the way they’re living now more than they value what you can do for them.

Here we have identified the four most common types of objections and translated them into bottom-line truths that can help you in the next steps of the conversation. Strategic responses will a) address the true nature of the doubts and b) keep the conversation moving toward a sale.

Your sales process has stages, obviously. And, so does your gym’s business development, whether you’re a newbie or a road-tested vet.

We help you get from one stage to the next (and the next…). First, we need to learn where you are right now on that fitness journey. So, take our quick and painless 10-question survey to give us some basic information about your current situation. We’ll evaluate where you are today – and what you need to do tomorrow and beyond.

Objections to that?

Overruled.

Two muscular men are making fist bump gesture during workout in the gym
ArticlesFor Business Owners
[ February 28, 2020 by Jay Croft 0 Comments ]

5 Things to Consider When Hiring

Growing your business can come with common growing pains. But if you know where you’re headed, challenges can be a good thing, providing lessons on how to improve and clarity about direction. 

Let’s think about hiring, for instance — staffing up with the right people in the right roles at the right time.

What does your gym need at this stage? Give us 2 minutes and we’ll show you how to keep moving toward success. 

Whether your gym is just starting or is far along on its success journey, you need a recruitment process to identify the best trainers, assistants, marketers and more – new team members who will help get you to the next stage of development.

You’ll find yourself wondering when’s the right time to expand with a new position? Which role deserves the most attention at this point? How do I not get burned (again)?

It’s all part of building a real business and not trying to do everything yourself.

You need a good recruitment process, and Fitness Revolution helps gym owners build a system that will contribute to your growth at every stage. Here are a handful of concepts to consider.

1 – Stages. The recruitment process should have stages of its own, from creating a job description to sharing it, then screening candidates, interviewing top prospects, and onboarding a team member. You can’t just wing it every time; employees are simply too important to your growth.

2 – Salary. Whichever role you’re filling, you need to know the pay range you can afford right now. You don’t want to pursue, say, a senior trainer when you can pay only for a newcomer. Conversely, you don’t want to miss out on top talent by lowballing them.

3 – Clarity. Create a job description that states the responsibilities of the job. Clarity is good for candidates, you, and your other team members. Also include how a new hire’s performance will be evaluated, and how the role fits into the gym’s overall mission and culture.

4 – Mining. Just like you have channels in place to generate customer leads, you’ll need to identify the places to look for talent. The good news is, you probably already have many of them: your friends, associates, social media, community involvement, and professional organizations. But how do you engage them to help with hiring?

5 – Questions. You need to know more about a candidate than basic qualifications. For instance, how do you determine if he or she brings the right intangible qualities? Be prepared with a script or at least a conversation guide for phone screening and face-to-face interviews. Consider, too, background checks and references at the proper point.

Fitness Revolution has helped countless gyms grow from conception through each stage of development, all the way to successful achievement of goals.

We do it by first learning where your gym is today on its own road to success. And we do that by asking you 10 short, simple questions that yield key insights about what’s coming – including the next potential pain and how to turn it into just growth. Start right here.

ArticlesFor Business Owners
[ February 19, 2020 by Jay Croft 0 Comments ]

How to Identify Your Company’s Core Values

Companies that develop a strong culture succeed more than those that muddle around without a clear presence or identity.  

And a key component of a company’s culture is its values: What are the its beliefs? How does it guide its people’s behavior and standards?

Values shape every decision a business makes. For example, internally, values define standards for hiring, firing, and rewarding employees – and externally, they guide your relationships with clients, vendors, and your community.

So, every business needs to develop, identify, and promote its values. This grows more urgent as you develop your company through the stages of its success journey. Surely by the time you’re scaling your business, creating a public identity, and staffing up, you need to know what you’re all about. And you need to make it clear to everyone every day.

What’s your gym’s current stage of business development? It just takes 2 minutes to answer 10 questions to find out.

How, then, do you figure out your company’s values? It’s a slow, thoughtful process – not something to bang out in a single meeting. And here are a few ideas to keep in mind. 

  1. Brainstorm with your leadership team and your employees about the qualities your company should exemplify. (Remember, there’s no right or wrong answer or good/bad suggestion when brainstorming.)
  2. Group the ideas to clarify their meaning and avoid redundancies.
  3. Start eliminating them, aiming for 3 to 7 ideas that you want to build into action-oriented values.
  4. During the process, use some extreme ideas to find out what your gym is all about. For instance, do you want your culture to be direct and no-nonsense, even if it seems rude? Or do you want it to be nice and conflict-averse, even if it means no one’s ever really clear about touchy subjects? Are you so “innovative” that you rush to seize every new technological tool – or so afraid of new things that you miss out on useful advances?
  5. Be sure everyone feels included – from top down AND from down up. You won’t get employee buy-in if it’s all an executive order, while the team will need your leadership in words and actions.
  6. When you have your list of proposed values, put it in a drawer and forget about it for a month. You might want to make some adjustments after some time has passed.
  7. Finally, make your values known to everyone all the time. Display them in your company handbook, on your website, and at the sign-in desk. Promoting your values distinguishes your company like a stake in the ground: This Is Us (and This Is NOT Us).

Fitness Revolution’s client-partners receive thorough coaching on how to develop and share your core values. We’ll also help you keep an open mind for an occasional tweak that honors where you’ve been while clarifying where you’re headed.

Values make up your culture, and the right components of both will get you to the next stage of business development – and beyond. Let us evaluate where you are today on your success path – and how to get you all the way to the goal. It takes just 2 minutes to answer 10 questions and get started on the ride of your life.

People drinking protein shakes at the fitness bar in a gym
ArticlesFor Business Owners
[ February 12, 2020 by Jay Croft 0 Comments ]

7 Tips to Keep Your Clients Engaged

To keep clients coming back year after year, you need to do more than help them reach their fitness goals.

You need to engage them on a continuing basis — while they’re in your gym and even while they’re away.

“Engagement” is more than just a buzzword. It’s the connection between your client and your business through various channels – in person, through social media, through email marketing and advertising, in your community, etc. It’s how you create strong emotional bonds so they feel like a part of your business.

But it’s about much more than feelings. Evidence is clear that clients who are highly engaged spend more money with you. They stay longer. And they bring you more referrals.

Whether your business is just starting out or is already established, you need consistent, dedication to keep your customers engaged.

You have big dreams about where you’re headed. But do you know where your business is right now? Find out in just 2 minutes with our simple, free survey.

Here are 7 tips to use every day.

  1. Apply the Human Touch. Yes, social media and automation are important. But so is making in-person connections with your clients and getting to know them face to face.
  2. Create the Right Client Experience. From onboarding through the initial 30 days and beyond… remember that a successful marriage doesn’t end at “I do.”
  3. Improve Customer Service. Take complaints seriously. Treat an unhappy client like an opportunity – to turn around a bad situation or just to learn from it. Make sure even your front-desk person knows how to respond to a little friction.
  4. Love Your Fans. Find your most enthusiastic supporters and encourage them to keep spreading the word about how happy they are with your gym. Don’t take them for granted.
  5. Keep It Real on Social Media. Make sure you’re accurately presenting your gym and your brand. Do it to express your values and share information, not to impress or promote a false image.
  6. Promote Client Successes. Telling stories about a customer’s victory is a classic win-win. The clients meet their goals, and you have a powerful piece to promote your services.
  7. Share Valuable Content. Most of the time, that means it’s not a direct offer or a pitch for your gym. Engaging content is interesting, educational, emotional, or even just amusing.

Engagement is a basic part of retention, which is crucial to building your business from one stage to the next. What stage are you at now? What else is important to reaching your ultimate goal?

We’re here to help you navigate your success journey. Start here with 10 easy questions that will take less than 2 minutes to answer. We know you’ll find the results engaging, to say the least.

ArticlesFor Business Owners
[ February 5, 2020 by Jay Croft 0 Comments ]

Retention Invention: No Client Left Behind

It’s so easy for gym owners to focus on getting sales that they sometimes forget to spend enough time on keeping the clients they already have.

But to ignore retention is to invite failure. You need a system to ensure that you’re not leaving any client behind from month to month. Engage them continually so they stay longer, make more referrals, and spend more money.

Retention is one of the biggest indicators of how your business is doing, at any stage of its development. It’s important for a new business to bake retention strategies into its operations – and retention remains just as crucial for an established gym trying to grow or expand. 

Where’s your business in its journey to success? Click here to take our short survey to get your free evaluation. 

Plus, we all work hard to acquire clients. It’s easier and cheaper to keep them than to replace them. And with a steady month-to-month client base, you have more stability in your revenue, you can plan with confidence, and you can build a better culture for employees and customers alike.

We created our No Client Left Behind system to give you the tools to engage them from the start and throughout their time with you. The system is easy to follow and based on just a few concepts.

Here’s the key idea: A client’s most critical phase with your gym is in the first 30 days. It’s easy to see why. He or she is coming into a new environment, learning new concepts, and applying them in ways that might be awkward. Change is hard for anyone.

So, you have to make it easy on them, particularly in the first month. That involves:

  • An onboarding to welcome clients and establish expectations. You can’t let them feel like they’re wandering around in the dark.
  • Weekly reports based on attendance that you use to follow up with people who don’t show. It demonstrates that you care and reveals potential problems early.
  • Surveys also show you’re interested in the newcomer’s reactions and opinions, and they give great ideas for improving your customer experience. 

If you provide a good, clear first 30 days, you’re on the road to long-term engagement. That’s when they love working out with you because they feel great about themselves. That’s when they bring in friends and family. That’s when your gym becomes a part of their lives.

But to start, of course, you evaluate a new client so you can provide the best, most personalized experience. And with the same goal for new gyms we work with, Fitness Revolution gives our newcomers a 10-question survey that takes just 1-2 minutes to complete so we can guide their gym to success. Take it here to get started.

Next week we’ll share seven tactics to keep your clients highly engaged so they’re less likely to leave and more likely to keep bringing you more revenue.

ArticlesFor Business Owners
[ January 29, 2020 by Jay Croft 0 Comments ]

Your Checklist to Guide Leads Through the Sales Process

Everybody wants to make a sale as quickly as possible, right? Wouldn’t it be great if we went from getting a lead to closing the deal – just like that?

Well, that’s a nice fantasy. But reality calls for a system to nurture leads through your sales funnel. You’ve got to actively guide them through it, from the first time someone expresses interest in your service to when you sell your core offer.

“Systematic nurturing” is critical but not so complicated. You need to build it with five key components.

  1. Data collection. Keep track of all leads’ names, contact information, date you got the information, and their stage in the funnel.
  2. Communication intervals. Establish a consistent rhythm for reaching out to leads and moving them to the next stage. For example, you could try, “Day 1 — Call; Day 2 — Text; Day 3 – Email.”
  3. Boundaries. What do you do if the lead responds to your outreach? What do you do if he or she doesn’t? You need to set up standards for each possibility along the way. And decide how many times you’ll try to connect before deciding it’s a dead end.
  4. Tracking. Make a note of all your efforts and results – say, each time you called or sent an email, and how the lead responded.
  5. Followed By All (FBA). Everyone on your team must take the same steps. Systematic nurturing depends on consistent execution. You want all your follow-up to look and feel the same.

To nurture your business toward your goals, you need to know where you are today. Answer 10 questions and we’ll tell you now. For free.

Now, here are three components that systematic nurturing does NOT need. These are common beliefs we have about ourselves that can hinder us in the sales process. Apply a little psychology and self-love so you’re not blocking your own progress with these limiting beliefs.

  1. A non-response means “no.” Actually, a non-response is just that and nothing more – and definitely not a rejection. Research shows it takes an average of eight follow-ups to get a meeting with a new prospect. People are too busy with their own lives to pay that much attention. They’re counting on us to make it clear we have the right solution to their problem.
  2. Follow-up makes me feel icky and annoying. Nobody likes to be obnoxious. But the key is where you apply your focus. Are you mostly concerned with what you can get out of this guy? Or are you sincerely trying to help him solve a problem? When you make that shift in thinking, you’ll see yourself as offering value, not being a bother.
  3. “I shouldn’t have to follow up. If they want me, they will call me.” It’s a variation on “If you build it, they will come” — but remember, “Field of Dreams” was a fantasy, too. In business, we have to work to engage our customers, even after we think we’ve already done our part. Consumers want businesses to take the initiative rather than passively wait. Make it easy for them by following up systematically, or you’ll lose them along the way.

Don’t limit yourself with these kinds of beliefs. Systematic nurturing gives you a guide to follow that’s more reliable than insecurity and second-guessing.

The truth is simple: Having a follow-up system for nurturing your leads is an essential part of a successful, high-functioning sales process.

Gym owners – where are you now in your path to success? Give us 2 minutes to answer 10 questions and we’ll tell you. Then, we’ll start guiding you to get where you want to be.

Get Your Free Evaluation Now

 

 

 

ArticlesFor Business Owners
[ January 22, 2020 by CJ Easter 0 Comments ]

3 Lead Channels You Should Be Invested in This Year

The opportunity in Facebook ads has been both a gift and a curse for gym owners. 

Never before has the attention of your ideal clients been so quickly accessible. However, because of this ease of accessibility, many gyms have become overly dependent on a single lead channel. So if Facebook changes a rule or impressions become more expensive (as it typically does over the holidays), these gyms are left scrambling for leads.

To avoid becoming one of these single channel gyms, you should look at your marketing like an investment portfolio. You can reduce your risk to changes in the market by diversifying your channels and consistently investing in them.

Here are the 3 categories of lead channels you should be invested in to diversify your marketing portfolio:

Low Volatility, Low Volume

In investment terms, low volatility, low volume lead channels are the savings account of your marketing portfolio. Referrals are the best example of this type of lead channel.

These leads are low volatility because you will likely close 75%+ from these channels and low volume because your leads will be limited by the number of clients you have and the number of people they are willing to refer to you.

If you are in a stage in your business where you want to maintain your current number of clients, investing in low volatility, low volume leads is a sound strategy. 

Medium Volatility, Medium Volume

Medium volatility, medium volume lead channels are the bonds of your marketing portfolio. Inbound traffic sources, such as search traffic to your website/online content or walk-in traffic if you are in a busy shopping center, are examples of this type of lead channel.

These leads are medium volatility because you will likely close around 40-50% from these channels and medium volume because your leads will be limited by the number of people in your area actively looking for you.

If you are in a stage in your business where you want single digit % annual growth of number of clients, investing in medium volatility, medium volume leads is a sound strategy.

High Volatility, High Volume

High volatility, high volume lead channels are the stocks of your marketing portfolio. Direct response digital ads, such as Facebook ads, are examples of this type of lead channel. 

These leads are high volatility because you will likely close around 10-20% from these channels and high volume because, although you are limited by your market size, you can control how often your ads are placed in front of your audience.

If you are in a stage in your business where you want double digit % annual growth of number of clients, investing more in high volatility, high volume leads gives you the opportunity to grow fastest.

What’s the Ideal Long-Term Marketing Portfolio?

The ideal long-term marketing portfolio is consistently investing in all 3 types of lead channels and has the ability to increase or decrease your investment in certain channels depending on your quarterly/annual growth goals.

 

If you’re a gym owner who wants to grow your revenue from low 6-figures to mid 6 (even 7) figures by investing in Facebook ads AND you want a team of professionals working to maximize the return on your ad investment…

Apply to Lead Engine Marketing Now

 

For Business OwnersFor Fitness ProsStage 2Videos
[ May 14, 2019 by Fitness Revolution 0 Comments ]

Email Marketing Tips For Fitness Business Owners

Email marketing is a must have marketing tool for fitness business owners. We’ll walk you through the steps to building your email list, delivering value and converting leads to clients for your fitness business.

There’s a step by step plan for making his work in the video below…

For Business OwnersFor Fitness ProsStage 2Videos
[ May 14, 2019 by Fitness Revolution 0 Comments ]

Networking To Grow Your Fitness Business

Networking to grow your fitness business DOES NOT mean showing up to a networking group and exchanging business cards. There’s a better, more effective way to network if you want to be the most well-known fitness pro in your community and get more clients.

Let’s talk about the keys to networking for your fitness business…

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ May 13, 2019 by Fitness Revolution 0 Comments ]

The Text Message Follow Up That Doubled Our Conversions

There are some really scary stats out there when it comes to sales follow up…

According to the National Sales Executives Association only 48% of sales people never follow up with a prospect. Yet, 80% of all sales are made on the fifth to twelfth contact with a prospect.

Here are the stats for sales people’s activity in follow up:

  • 48% of sales people never follow up
  • 25% of sales people make a second contact and stop
  • 12% of sales people only make three contacts and stop
  • 10% of sales people make more than three contacts

Now, check out the stats on closing deals:

  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact

You can either look at that and think “why do I have to follow up so much” or look at it and see all the amazing opportunity because most sales people are lazy.

But, we get it…

Follow up is tough. It’s grueling work that can wear you down.  

So, we’re always looking for ways to shorten the follow up cycle and engage with a prospect sooner. That’s why we recently implemented a text message follow up for new prospects (like brand new) that has doubled our engagement results and conversions to a Discovery Call.

This is best used for a new lead or prospect within a day (hours if you are able) of them entering your pipeline.  

 

Here’s the script:

Hi [Prospect First Name],

Its [YOUR NAME] from [YOUR BUSINESS NAME].  You recently [action they took].

I wanted to see if/when we could set up a quick 5 min call to discuss [results they want]?

 

There are few reasons this works…

First, text follow up is best for those prospects who are familiar with you and your brand. The fact that a new prospect just took action on something (click an ad, complete a form, download a guide, etc) means that they are primed to solve a problem and know who you are.

Second, you identify yourself and your brand right out of the gate.

Third, you keep it short and sweet.

Finally, you add some value. The call to action of setting up a call to help them brings value to the relationship.

Implementing this text message into our first contact with a prospect helped us get them engaged in a conversation and moved them to a Discovery Call or quick qualifying call.

BONUS

If that single message doesn’t work you can follow up 2 days later with this…

 

Hey, just checking back in to see when we can chat.

 

That simple follow up helped us to move 4 prospects further down the sales pipeline in our first attempt at using it.

Feel free to personalize and adjust these texts to fit your business and your Ideal Client.  

If you want some help putting together a follow up system schedule a 60 min Discovery Call with us and we’ll breakdown your sales pipeline and get a solution in place.

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 16, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “I need to check with…”

This is part 3 of our “How To Overcome Objections” blog series. You can see Part 1: Price Objections and Part 2: Think About It Objections by clicking the links.

One of the most difficult objections to overcome is the decision maker objection. Outside of being incredibly pushy or borderline arrogant trying to get someone to make a significant purchase without speaking with a spouse or significant other is difficult.

The best way to avoid this objection is to defuse it earlier in your sales process. During your Discovery Call with the prospect make sure that you let them know that you expect them to make a decision at the end of your Success Session.  

If you do that and still get the decision maker objection that shows up as “I need to talk it over with…”  you can use these start questions. Remember, these are questions to get the conversation started not pushy ways to get someone to buy.

That’s fair. What do you think they will need to know to support your decision?

This question allows you to answer any unknown questions the prospect has and is masking as someone else’s. It also helps you prepare them to persuade the other individual to support them.

If the decision was 100% up to you would you join today?

It’s always easier to put the pressure of telling you no on someone else. This question will help you determine if the prospect wants to join but really needs to talk it over with someone or if they are just afraid to tell you no.

Listen closely to the answer and any indication they are uncomfortable giving you an answer. If you sense that it is the prospect’s way of not having to upset you or tell you no remind them that it’s okay to come to that decision.

Have you mentioned to [person] that we were meeting today?

Most of the time if a person mentions that they are meeting with a personal trainer to another decision maker in their life they would discuss the possibility of signing up. So, if the answer is no you can ask why they didn’t mention it. If the answer is yes you ask if they talked about the criteria that would need to be met for them to sign up and where you missed the mark.

Do this in a very nurturing way to gain understanding. Avoid being confrontational.

What would make [person] say no?

You want to smoke out anything that would be a deal breaker for the prospect and the decision maker. Find out what these deal breakers are and prepare your prospect to overcome them or get around them in the discussion with the other decision maker.

How can I help you prepare to talk with them?

This is a great way to advocate for your prospect. Show them that you are there to help them get through this and make a great decision. Provide them information, talking points and assistance in any way possible.  

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.  

Surefire closing system - buying atmosphere

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 9, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “Let Me Think About It“

The response after our “How To Overcome Price Objections” blog posts was awesome! So, we knew you wanted more ideas and tips to overcome other sales objections.  

This post will cover the infamous “Let me think it over” or “Let me think about it” objection that you get in sales. We will follow this up next week with a final post to cover the final most common objection you’ll hear in sales (but you have to wait to see what it is).

Using the following questions and tips will help you understand if the prospect sitting in front of you really needs to think about joining your program or if they are politely telling you know with the objection. These questions aren’t meant to strong-arm someone into buying, but rather help you engage in a conversation to understand more about what would help them make a decision

Let’s start with these questions…

What’s Holding You Back?

This objection is a nicer way of saying “okay, what in the heck is it that you really need to think about”. If you have done a great job of discovering the challenges and problem the prospect is trying to solve then they should be ready to make a decision (even if that is to not join).

You want to spark up conversation and help the prospect process what it is that has them unsure. Often times they won’t really know so you have to lead them through the process.

Was there something I didn’t cover today?

This is a great way to find out if you missed a key piece of information or forgot to ask a critical question. Everyone has their own mental checklist of things that have to be addressed before buying, you may have missed your prospect’s.  

What else are you considering? Is there a bigger priority for you right now?

This will help you understand if they are shopping around and didn’t tell you. It also smokes out the importance of their fitness. You want to know how you are being assessed and need to know if they are looking at other options so you can address it with your differentiators.  

Again, these questions get the conversation started. You need to ask follow up questions based on the answers to overcome the objections.

What circumstances will have changed in [time]?

If you have someone saying they need to wait a few weeks or think about it for a few days it’s okay to politely ask what will have changed in that time frame. This is particularly great for prospects who want to wait weeks or months before starting.

This gives you the chance to allow them to see starting now is the best thing to do or at least get them thinking about what will or won’t be different in that timeframe.

How will you know this is the right program for you?

If they need to consider making a purchase there’s a chance they aren’t sure this is the right fit. Go ahead and directly ask them how they will know this is (or isn’t) the right program. The answers will tell you if you hit everything they needed to make that decision or if you missed something.

They may also talk themselves right into buying if you can walk them through it.

I understand. A few clients just like you were in a similar situation. They ultimately decided to join because…

This is a great chance to relate their current situation with a client success story. Most people feel alone in their decision making so showing them you understand, empathize and have worked with others like them allow them to feel more comfortable.

A lot of times when someone tells me they need to think it over what they really mean is “No thanks.” Is that what’s happening here?

This is a riskier move but very powerful. If you tend to have a lot of people ‘think it over’ and then not make a decision or ‘ghost’ you after they leave the Success Session you need to refine your sales process, but you can use the technique to uncover a hidden ‘no’.

Prospects are often afraid to tell you no because they don’t want to offend you. Giving them permission to say no with this question can get a decision made and allow you to understand how to help the prospect make the best decision.

Okay, that makes sense. Here’s what we should do next…”

You want to control the sales process and not leaving anything up to chance. However, there are some people who simply need to think over big purchases. In that case, show them you understand but also control the process by laying out next steps and getting a clear commitment that the individual will make a decision.

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.

Surefire closing system - buying atmosphere

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ April 2, 2019 by Fitness Revolution 0 Comments ]

The Fitness Pros Referral Checklist

Want more client referrals? Here’s a quick checklist to make sure your referral program is on point.

For Business OwnersFor Fitness ProsStage 1Videos
[ March 28, 2019 by Fitness Revolution 0 Comments ]

Number One Skill To Sell More Personal Training

You can improve your personal training sales by honing in one simple skill that you are already doing every day.

ArticlesFor Business OwnersStage 2
[ March 26, 2019 by CJ Easter 0 Comments ]

Are 6-week Transformation Challenges Dead?

Analysis of a $60,000 transformation challenge

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ March 19, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Price Objections

There’s nothing more frustrating than having a client throw up an objection that you weren’t expecting and can’t overcome it. Instead of convincing them and pushing them to make a decision take this approach.

For Business OwnersStage 3Videos
[ March 14, 2019 by Fitness Revolution 0 Comments ]

How To Master Your Fitness Business Growth: Increase Sales & Profits With Strategy

Let FR show you how and when to hold planning sessions that will propel your business forward and help you see faster results.

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ March 12, 2019 by Fitness Revolution 0 Comments ]

10 Keys to a Successful Fitness Business

One of the fastest ways to grow your business is to look at what others have done to grow and find success in theirs. That doesn’t mean you copy exactly what they do, or that your business has to look exactly like their business…

For Business OwnersStage 3Videos
[ March 8, 2019 by Fitness Revolution 0 Comments ]

Blueprint For Fitness Business Success

Business doesn’t have to be complicated, in fact when it comes right down to it there are 3 things that will determine your success. These 3 things are the blueprint for fitness business owners to use if they want to see faster growth and take their business to the next level.

ArticlesFor Business OwnersStage 2
[ March 5, 2019 by CJ Easter 0 Comments ]

How Much Is a Lead Worth?

Do you know how much a lead is worth to your business? Here’s how to find out…

For Business OwnersStage 3Videos
[ February 28, 2019 by Fitness Revolution 0 Comments ]

Success Habits Of Successful Fitness Business Owners

Success is more about the habits, routines, and structure you place in your life than it is about your talent, skill or abilities.

 

As a business owner, we tend to revolt against structure and routines that may restrict what we do. We want freedom and choice.  

 

The hard truth is the structure, habits, and routines are what give you the freedom and create the growth you want in your business. That includes increasing your productivity and time management.   

 

Here’s a quick video where I’ll show you how to implement a few key habits that can help you maximize your productivity and allow you to put your unique ability to use to grow your business.

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ February 26, 2019 by Fitness Revolution 0 Comments ]

3 Keys To Developing Stronger Systems For Scaling Your Fitness Business

Growing, or scaling your fitness business isn’t easy. It takes more than a FB ad, a couple checklists and great training. If you would look at many fitness businesses that have found some success, usually in the $10,000/mo-$25,000/mo revenue range, there is one thing that really holds them back…systems.

For Business OwnersStage 3Videos
[ February 21, 2019 by Fitness Revolution 0 Comments ]

Streamline Your Fitness Business

We are going to provide a few tips to help you develop better fitness business systems.

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ February 20, 2019 by Fitness Revolution 0 Comments ]

Using Role Play To Grow Your Fitness Business

Train your team how to handle difficult situations, think on their feet and help grow your fitness business with these role playing tips.

ArticlesFor Business OwnersFor Fitness Pros
[ February 14, 2019 by Fitness Revolution 0 Comments ]

Why Pre- & Postnatal Coaching Is So Profitable For Fitness Businesses

Learning more about pre- and postnatal coaching is one thing, but turning that knowledge into results for your clients (and growing your business) is another.

For Business OwnersStage 4Videos
[ February 14, 2019 by Fitness Revolution 0 Comments ]

How To Get Results Through Others In Your Fitness Business

If you don’t learn how to build a team and get results through them you will always be stuck with a JOB not a business.

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ February 12, 2019 by Fitness Revolution 0 Comments ]

How To Build Your Confidence as a Business Owner

As you are faced with new challenges as a fitness business owner it’s critical that you develop the courage and confidence to make the decisions required to get your fitness business to the next level.

For Business OwnersStage 4Videos
[ February 7, 2019 by Fitness Revolution 0 Comments ]

The Difference Between Working In Vs Working On Your Business

It’s easy to get stuck spending all your time working in your business and never find time to work on your fitness business. Here are some quick tips to help you accelerate your growth.

ArticlesFor Business OwnersStage 1
[ February 5, 2019 by CJ Easter 1 Comment ]

5 Things To Do When Your Leads Aren’t Responding

Frustrated with leads ‘ghosting’ you? Here are 5 ways to ease your frustration.

For Business OwnersFor Fitness ProsStage 1Videos
[ January 31, 2019 by Fitness Revolution 1 Comment ]

3 Rules Successful Business Pros Live By

If you want to move up to the front of the pack and transform from a self employed fitness pro to a fitness business owner you need to follow these 3 rules.

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ January 29, 2019 by Fitness Revolution 0 Comments ]

How To Know If Your Marketing Is Working

You spend a lot of time and energy in your marketing. You need to know what is working and what’s not. We cover how to determine your marketing success in this blog.

For Business OwnersStage 4Videos
[ January 24, 2019 by Fitness Revolution 0 Comments ]

Successful Mindsets For The Fitness Entrepreneur

The X’s and O’s of running a fitness business and being a fitness entrepreneur are relatively easy to discover and implement in your business. However, if you don’t master your mindset you’ll struggle to find success.

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ January 22, 2019 by Fitness Revolution 0 Comments ]

4 Ways To Get ‘Unstuck’ In Your Fitness Business

When your growth stops how do you get ‘unstuck’ in your fitness business? There are 4 key areas you need to focus on as the business to kickstart your growth again.

For Business OwnersStage 1Stage 2Stage 3Stage 4Stage 5Videos
[ January 17, 2019 by Fitness Revolution 0 Comments ]

Why Your Fitness Business Is Stuck & What To Do About It

Many fitness business owners end up stuck. There’s a common cause of ‘getting stuck’ at all levels and a simple way to ‘get unstuck. I’ll explain in the video…

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ January 15, 2019 by Fitness Revolution 1 Comment ]

Fitness Business Marketing For 2019

Getting more clients and adding revenue is challenging for any business, but fitness business marketing can particularly difficult due to low budgets, manpower and time. Here’s what will work for you in 2019.

For Business OwnersStage 3Videos
[ January 10, 2019 by Fitness Revolution 0 Comments ]

How To Increase Your Productivity & Grow Your Fitness Business

Maximizing your time and getting the stuff that matters done is critical to your fitness business. Here’s what no one else is telling you about productivity in your fitness business.

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ January 8, 2019 by Fitness Revolution 0 Comments ]

3 Fitness Business Mistakes To Avoid

Don’t make these 3 critical fitness business mistakes if you want to maximize your growth and get fast results.

For Business OwnersStage 3Videos
[ January 4, 2019 by Fitness Revolution 0 Comments ]

How To Build A Plan To Hit Your Business Goals

Here’s a quick tutorial on creating plans that guarantee you hit your biggest business goals.

ArticlesFor Business Owners
[ December 31, 2018 by Fitness Revolution 0 Comments ]

Top Fitness Business Content of 2018

There’s a log of information out there telling you how to run and grow your fitness business. We put out at least one new blog post and video per week covering a variety of topics from marketing and sales to time managment and hiring.

Here are the top blog posts, videos and free resources from 2018…

Top Fitness Business Blog Posts 2018

With over 270,000 views here are the most read blog posts from 2018!

13 Questions To Ask In Every Personal Training Sales Consultation

The Fitness Pros Ultimate Guide To Maximizing Productivity & Achieving Your Biggest Goals The


How to Use Social Media for Your Personal Training Business


The Fitness Pro’s Guide For Business Success


How To Build Systems To Automate Your Fitness Business

How To Build Systems To Automate Your Fitness Business

Top Fitness Business Videos 2018

With over 41,000 total minutes of video watched from our YouTube channel here are teh top videos from 2018…

Top Fitness Business Free Resource 2018

Killer Testimonial Cheatsheet

Killer Testimonial Cheatsheet

How To Create Your Fitness Business Marketing Plan

How To Create Your Fitness Business Marketing Plan

Surefire Closing Scripts

Surefire Closing Scripts

Fitness Business Marketing Calendar

For Business OwnersFor Fitness ProsStage 3Videos
[ December 28, 2018 by Fitness Revolution 0 Comments ]

4 Steps To Grow Your Fitness Business In 2019

Ever wonder why your best plans for growth fall apart and you end up stuck? To grow your fitness business you need to align your vision, goals, plans and actions to achieve momentum.

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ December 26, 2018 by CJ Easter 0 Comments ]

4 Reasons High Performers ‘ABM’

High performing fitness business owners ‘always be marketing’, even when it’s hard, because it’s a necessary behavior for their success.

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ December 24, 2018 by Fitness Revolution 1 Comment ]

How to Find Good Staff for Your Fitness Business

If you want to transition from being self-employed to being a business owner you need to build a great team. Your business should be able to run without you there 100% of the time. Unfortunately, many fitness business owners who start off as great trainers or coaches struggle to let go of the day to day operations in their business

For Business OwnersFor Fitness ProsStage 4Videos
[ December 20, 2018 by Fitness Revolution 0 Comments ]

How To Become A Leader In Your Fitness Business

Once you’ve learned to sell and market your fitness business the next big jump for you professionally will require you to develop into a leader. There are a few critical steps you’ll need to take if you want to become a better leader.  

Let me share a recent experience of my own to help you understand the importance of becoming a fitness business leader and how to do it…

Need Help Growing Your Fitness Business?

Schedule Your Call Today

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ December 17, 2018 by Fitness Revolution 0 Comments ]

How To Increase Your Personal Training Revenue

You’ve got some big goals for your personal training business. Most of those goals are probably tied to increase your personal training revenue or profits.  

To increase your revenue you have to:

  • Increase the number of new customers
  • Increase the value of each sale
  • Increase the frequency of sales

Let’s take a look at 3 simple ways to increase your personal training revenue.

Raise Your Prices

When is the last time you raised your rates? I know, I know…it can a scary proposition to increase the cost of your services. The little voices in your head start telling you that you’ll lose clients or won’t be able to sell new clients because of your increased rates.

For most personal training businesses the opposite is true! It will be no more challenging to sell at your new rates than your previous rates. And, your current clients won’t all jump ship.

Look at increasing your current client’s rates by $5-20/mo. That small price increase won’t be enough to drive anyone away. For new clients you can increase your rates by $20-50/mo or 10-25% depending your comfort level.  

Invest In Your Marketing

There’s a good chance that you aren’t investing enough into your marketing. The best way for most personal training businesses to increase revenues is by creating more opportunities to sell their services. Those opportunities need to come in the form of new leads.  

Learn how to run Facebook ads, expand your social media marketing, increase your networking, start your email list, etc. If you don’t have the time to learn how to do it or don’t want to learn how to do it then outsource it.

Lead Engine Marketing is the lead gen secret weapon for many of our best coaching clients here at Fitness Revolution. For a small fee you can have someone set up your Facebook ads and send leads into your funnel so that you can focus on closing those leads.   

Offer High End Services

There’s a good chance 10% of your current clients would be willing to spend more money with you for high end services. Putting together a premium offer, with big margins, for your best customers can help you generate some revenue easily.

You could offer nutrition coaching/planning services, individualized training (such as a few 1-1 sessions month), all access passes to your workshops/challenge, or concierge level services. With the concierge level services you would partner with meal prep companies, massage therapists, chiros, etc to create a package for this individual at a premium.

Increase Your Wallet Share

This is a term that I recently heard and didn’t really get until I spent some time thinking about it. Your current clients, your entire market really, has a set amount of money they are going to spend each month. If you can provide valuable services or products to increase the share of that money then you’ll have no issue growing your business.

This is not about being greedy! These clients are going to spend the money either way. They would love to spend it with someone they already know, like and trust (THAT’S YOU!)

If you need a little help increasing your personal training revenues book a complimentary call with a member of the Fitness Revolution team to uncover hidden opportunities in your business.

Schedule Your Call Now

For Business OwnersFor Fitness ProsStage 1Stage 2Stage 3Videos
[ December 13, 2018 by Fitness Revolution 0 Comments ]

How To Grow Your Fitness Business

How do you consistently and constantly grow your fitness business? You develop skills that allow you to generate more revenue and create a following. 

Once you understand how to attract leads, convert those leads to clients and become a leader you will have the keys to success. Not only will you be able to control your growth but you can inspire others to help you accomplish your mission.

Looking for help to grow your fitness business?

Schedule Your Call Today

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ December 11, 2018 by Fitness Revolution 0 Comments ]

Create Your Fitness Business Breakthrough: 3 Steps To Growth

Discovering the opportunities that will put your fitness business on the fast track for success can be a challenge. Always staying caught up in the day to day of running your business can distract you from the strategic level thinking required for breakthroughs.

The Fitness Revolution Fitness Business Alignment System™, the most effective strategic approach to running your fitness business, is set up to allow you to step out of your business at key periods during the year to plan and adjust as needed to hit your goals.

No matter how this past year has turned out for you a solid Annual Business Review can help you get the momentum you want for the coming year.  

If you want a complete overview of the annual planning session check out this blog post.

Your Annual Business Review will be a success if you follow this simple advice…

Step Away From The Gym

Trying to evaluate your current progress and strategically think about what you need to accomplish next is extremely challenging if you do it in your daily environment. Get outside of the gym for a few hours to prepare for and complete your Annual Business Review.

You will be tempted to check off a few tasks or complete your daily work if you try to do this in the gym.  

Find a place where you can settle in for a few hours to think.

Don’t Rush It

Transitioning from your daily routine to strategic thinking can be difficult. Often times I’ll find myself struggling for close to an hour to get in the flow of thinking strategically. It takes practice and is definitely a skill to develop.

Make sure you give yourself ample time to make this transition. Avoid giving up when things seem difficult or you get stuck on a thought. Often times the moments after that, if you are willing to grind through it, are where the magic happens.

Don’t Worry About How

You’ll be tempted to fix a problem right away or might get tripped up because you don’t know how to accomplish something that you think is really important. Stay out of the ‘how’ and on the ‘what’ in your review and planning sessions.

What the heck does that mean?  

Don’t worry about the steps needed to take to get your plan done or accomplish a goal. You can figure out HOW you will do it later. The most important thing to focus on during these sessions is WHAT you need to accomplish or fix.  

If you stick to that your mind will open up and you can explore out of the box solutions to your problems and attack them from different angles.  

That change in approach is what leads to big breakthroughs.

Need help…

It’s not easy to get through this alone. Oftentimes a business owner is too close the issues to really be able to step back and see the path to hitting their goals. That’s why a coach is so valuable when creating your plans. They challenge you to look at things differently and help you develop as a business owner. If you’d like to see if coaching could be a good fit for you let’s give it a test run! Schedule a complimentary Discovery Call today…

Schedule Your Call Today

 

 

For Business OwnersFor Fitness ProsStage 2Videos
[ December 6, 2018 by Fitness Revolution 0 Comments ]

What If You Hate Marketing?

You need a fitness marketing plan if you want to build your client list and generate more sales for your business. But, many fitness pros hate marketing…

So, what’s the answer?

Check out this short video to find out, and if you’re up to it take my 30-day challenge!

Need Help Building Your Marketing Plan?

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ December 4, 2018 by Fitness Revolution 0 Comments ]

3 Steps To Improve Your Marketing & Get More Personal Training Clients

The fastest way to help more people is to learn how to attract more of them into your personal training business. If you’d like to get more personal training clients for your business, and who wouldn’t, then marketing is critical.  

Let’s assume you have the required credentials, certifications or education to deliver great results (and that you are doing it with the clients that you have now). You won’t extend your reach, help more people and, in turn, make more money if you don’t learn to promote yourself and your business.  

There are 3 simple steps you can take to improve your marketing and get more personal training clients! Keep reading to find out what they are…

Get Clear On Your Ideal Client

The power of identifying your ideal client isn’t in having a nice avatar or profile to add to your business strategy. You get the biggest benefit by learning how to understand the pains, challenges and fears that your Ideal Client deals with on a daily basis.

Luckily, your training programs solve those problems for them!  

Here’s a short list of info you need to build into your Ideal Client Profile:

  • Name
  • Age
  • Family
  • Occupation
  • Income
  • Home Type
  • Neighborhood/Subdivision
  • Hobbies
  • Activities
  • Pains
  • Goals
  • Challenges
  • Fears
  • Objections

Build Your Ideal Client Marketing Plan

Now that you are clear on who you are marketing to and what problems you can help them solve with your training programs getting your marketing in front of them will be much easier.  

A great marketing plan will include marketing activities that work to get the attention of your Ideal Client and motivate them to take the next step with you. This plan also needs to be diversified. You don’t want to rely on one source of leads to get more personal training clients.

You should have an internal, offline and online marketing activity in play at all times. The minimum acceptable is one activity per channel. The perfect amount of marketing is the amount that helps you reach your sales and growth goals.

Figure out how you will get your marketing message out to your Ideal Client. This includes referral programs, social media, Facebook ads, networking, public speaking, writing, podcasts, etc.

When creating your marketing plan consider how your Ideal Client will see your marketing and what you’ll ask them to do to take the next step with you. It’s easy to say you’re going to write blogs for your marketing, but if no one sees the blogs you write they aren’t going to produce for you.

The most effective marketing activities usually require the biggest investment of your time, energy or money. For example networking is still very effective (when done right) but it requires time or Facebook ads can get you a lot of leads but require a financial investment.   

Measure Your Results

There’s no way to know what is working or how to speed up your growth if you don’t measure your results. Tracking your leads, where those leads come from and your conversion rate from lead to client will give you a lot of insight into your marketing.

Remember, the real outcome we want to achieve with marketing is more personal training clients. Getting 1,000 leads is great, but not if none of them become clients.   

You want to be able to look back and know what marketing activities brought in the most leads, which produced the most clients, and your overall conversion rate. With this information you can identify bottlenecks or key areas to improve your marketing and sales.

The Best Plan Needs Action…

A perfect marketing plan is only good if you implement. Imagine creating the perfect workout for your client, guaranteed to get them the results they want in record time, but they didn’t show up to the gym to actually put in the work.  

They end up with the same poor results they’ve always got from training, right?  

That’s how many fitness business owners treat a marketing plan. They create it, spend time building a marketing calendar and never get out to actual market!  

If you need some help creating a great plan and a little accountability to ensure you implement it schedule a complimentary call today where we’ll discuss your current marketing and put a plan together to get you more clients and increase revenues.

Schedule Your Call Now

 

For Business OwnersFor Fitness ProsStage 1Videos
[ November 30, 2018 by Fitness Revolution 0 Comments ]

Dealing With Pricing Questions From Your Leads

What do you say when a lead calls in or emails in asking “What do you charge?” Your answer could be the difference in turning that lead into a client or scaring them away.  

There’s a very strategic and systematic way to approach pricing questions, especially when they come early in your relationship with a leads…like that first call! If you dodge the question you look shady.  If you try to pitch your services and justify your prices you could scare them away or confuse them.

Here’s what to do instead…

Want Help Increasing Your Sales & Income?

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ November 26, 2018 by Fitness Revolution 0 Comments ]

How To Build A Personal Training Business: 5 Keys To Success

Running a personal training business is tough work! From the day you decide to start you will be faced with challenges, obstacles and difficult decisions that you’ve likely never thought about or been prepared to handle.

Taking action and implementing the following 5 key elements into your personal training business will give you the best shot for fast growth and success.    

A Sales System That Delivers Predictable Results

The fastest way to fail in your personal training business is not being able to get clients to pay you for your services. You have to be able to get clients to pay you, and pay you what you’re worth, if you want to grow.  

The first step is creating a system that you can use during your consultations that increase your chances of success with the sale. Here are 7 sales tips from fitness pros who have crushed their sales goals.  

A Marketing Plan To Generate New Leads

Learning how to implement marketing systems and put a marketing plan in place for your personal training business gives you control over your growth. You can’t survive off word of mouth marketing and referrals forever.  

The best marketing plan for personal training businesses is the Triple A Marketing Method. In less than an hour you can create a plan to attract more leads that is based on your strengths and allows you to focus your efforts on the highest return activities.

You have to take action if you want to get more clients. This plan show you how to get crystal clear on what actions to take.

A Productivity Routine

You don’t have an endless amount of time or energy to run your personal training business. The busy you get the tougher it will be to get it all done. This is why you need an operating routine in your business that allows you maximize your productivity.

Your productivity routine should improve communication within your business, allow you to stay focused on the most important projects and get more done in less time. If you feel like you are always running around with your hair on fire your current routine isn’t working.

Delegate Lower Level Tasks

Every minute you spend on a task that keeps you from marketing, selling, training or falls outside of your highest priorities as the business owner is lost opportunity. It’s costing you money!

Enter the skill of delegation. From the solopreneur to the business owner with a large team delegation is a skill that must be developed and implemented to grow the business. There will be a time where you’ll have to ‘wear all the hats’ in your business, but it shouldn’t last long.

Systemize & Scale

Developing systems and scaling a personal training business is often misunderstood. These are typically buzzwords that get thrown around in the industry.   

Systems are a set of tasks completed to deliver predictable results. However, systems shouldn’t be built out so in depth that they hinder the people trying to implement them. The systems you put in place should empower the people running them to do their job more effectively.  

Here’s a short article showing you how to create systems using the 20/80 rule.

To scale you need to be able to replicate those predictable results your systems create.  That requires that you hire the right people or outsource the right tasks so that others are getting results for you.

BONUS: Get A Coach

A business coach can help you get results faster.  They will have the experience and expertise to know what questions to ask you, understand the solutions to your problems, and teach you how to think like a business owner.  

Having a coach is like having a cheat code for a video game.  It removes a lot of the obstacles that keep you from having success.  Your clients hire you to help them devise a plan to reach their fitness goals and a business coach can do the same for your business/personal income goals.

If you want to see how a coach can help or where to start click the button below to schedule a complimentary call…

Schedule Your Call Now

For Business OwnersFor Fitness ProsStage 1Videos
[ November 23, 2018 by Fitness Revolution 0 Comments ]

A Better Way To Sell Personal Training

Selling personal training doesn’t come naturally to most fitness pros. We got into this business because we love helping people, not because we love selling.  

There’s a better, easier way to sell (that doesn’t force you to be like every other salesperson), allows you to charge what you are worth and removes the need to pitch your services.

Want Help Increasing Your Sales & Income?

Improve Your Sales System Here

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ November 19, 2018 by Fitness Revolution 0 Comments ]

Personal Training Sales: 20 Questions To Qualify Prospects

Learning how to properly qualify a prospect in your personal training sales process is a skill that all fitness pros need to acquire. Avoiding the trap of qualifying off budget alone will help you convert more prospects into clients.   

Many prospects ask about price or what type of programs you offer because they don’t know where to start in their discovery process. You need to step up and take the lead in these conversations by redirecting the questions and focusing on their needs.

If you need a more indepth review of a process for qualifying prospects make sure to watch our How To Qualify Leads And Close More Sales For Your Fitness Business Video.

You don’t need to ask all 20 of the questions below when qualifying a prospect. Use this list as a guide to help you accomplish your end goal and booking a Success Session or consult.

20 PERSONAL TRAINING SALES QUALIFICATION QUESTIONS

  1. Why are you looking to join a training program now? What triggered your decision to join? What’s made this so urgent or important?
  2. What experiences, good and bad, have you had with other fitness programs? What do you want to be different this time?
  3. What results do you expect to see from the work we do in our programs?
  4. What are your personal goals?
  5. What’s your most important and urgent priority?
  6. What’s keeping you from overcoming or your challenges?
  7. What have you been doing to overcome this challenge?
  8. What have you done in the past that you would like to be doing today?
  9. What do you want to be the best at?
  10. What’s is the value of your health and fitness?
  11. Are your current efforts showing results?
  12. What do you struggle with most?
  13. How could you improve your relationship with health and fitness?
  14. How did you discover us? Have you taken the time to look at similar services?
  15. Who’s involved in making the decision?
  16. If you don’t join this program, how will you meet your goal? What will you do?
  17. How will you determine if we have been successful?
  18. If you don’t reach your goals, how will it affect your life?
  19. If we are able to help you reach your goals, how much is that worth to your quality of life?
  20. What makes you lose sleep at night? Or what do you need so you can sleep at night?

Need Help Growing Your Sales & Income?

Schedule a complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

 

For Business OwnersFor Fitness ProsStage 1Videos
[ November 15, 2018 by Fitness Revolution 0 Comments ]

Personal Training Sales: Stop Discounting!

Everyone loves a deal, but there’s no reason you have to discount your personal training services! If you’re constantly getting asked to discount your prices in your personal training sales process then you need to make two changes right away.

The first is changing how you buy things and the second is in how you sell your programs. Learn how to make these changes so that you stop getting asked to discount (and stop allowing discounts).  

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ November 12, 2018 by Fitness Revolution 0 Comments ]

Holiday Marketing Tips For Personal Trainers

Most fitness business owners dread the holiday season that ends the year. Client consistency declines and new clients are holding out until the start of the New Year to make any changes.   

You can still increase sales and get more personal training clients during this notoriously slow time of year. Here are a few tips to ramp up your marketing and get more clients…

Run a Holiday Challenge

Back when I was running my studio there was a statistic that came out stating the average person gains 10 lbs between Thanksgiving and the New Year. To help our community combat this weight gain we ran a short 21 day challenge between Thanksgiving and Christmas.  

People are busy during this time of year and fitness is usually a second thought, but if you can make it easy for someone to maintain their weight or even lose a few pounds over the holidays with a small challenge you can bring in some extra revenue and get some great Front End Offer clients to convert to Core Offer clients in the New Year.

Reactivate Previous Clients

There’s a good chance that former clients are going to be looking for a fitness solution in the coming year. Comb through your list of former clients and create a reactivation campaign for those who left on good terms or just fell off from your programs to bring them back. \

Holiday Gift Card Programs

During Black Friday or Cyber Monday you can sell holiday gift cards to your current clients to provide as gifts or to use themselves for upgrades. You can sell gift cards for a specific Front End Offer, pre-sell a New Year Challenge, offer discounts on gift cards or provide upgrade packages to generate some new sales.

Premium Programs

Many of your best clients are willing to invest a little more with you for a premium level program. Run a few specials to your best clients to offer them additional training, premium level services or paid in full packages that generate some extra revenue for you at the end of the year.

Be careful here not to discount too heavily or to take a big hit on your monthly recurring revenue coming in from these clients.  

Give Back To Your Community

Find an organization to partner with during the holidays to give back to your community. You can volunteer your (and your client’s) time, donate money, or collect food/gifts/money for an organization.  

This is a great way to get some exposure but also to help those who need a little help. Each year in my studio we did food drive, charity bootcamps, adopted a family and a ran a toy drive during the holidays. Our clients were always happy to participate, we got some good exposure in the media and from the organizations we helped and collected a few leads along the way.  

It’s up to you…

You can sit around and complain about the holidays being slow or people not wanting to start their fitness programs during this time of year or you can take action. With the right plan and some focused marketing activities you can grow your business during this traditionally slow time of year for personal trainers.

Pick one or two of the tips from above and include them in your marketing plan for the rest of the year.

Need Help Growing Your Business?

Schedule a complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersFor Fitness ProsStage 1Videos
[ November 8, 2018 by Fitness Revolution 0 Comments ]

Your Most Powerful Fitness Sales Tool

Most fitness business owners and fitness pros sell by pitching their services to prospective new clients. You lay out all the great features of your program and how you can help this client without ever finding out what they really need.

Instead of pitching try adding this new tool to your sales toolbox…

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ November 6, 2018 by Fitness Revolution 0 Comments ]

Building A Fitness Business Team: 3 Things Your Team Needs From A Leader

As a business owner you can only grow your business to a certain level by yourself. The long hours and endless tasks will burn you out if you don’t find a way to build a fitness business team to help you out.

Most fitness business owners make their hires out of desperation, especially at first. You let the stress pile up, push burnout right to the brink and then finally decide you’ll make a hire. You quickly find someone you think can ‘do it all’ and bring them on. Instead of planning their onboarding you throw everything you don’t want to do at them and hope they figure it out.

It may not seem that unplanned while you are going through it but very few first time managers and new business owners make a great first hire. They end up having to replace that person within a few months and end up right back where they started.

If you want to make a great hire check out our “How to Hire The First Employee For Your Fitness Business” article and implement the process laid out there. Once you have that person in place it’s time to build them up and reinvest the time you spent on the tasks they will take on into developing them.

A great team member, one who is going to help drive your business growth, will want 3 things:

  1. What should I be doing and how well
  2. How will I be rewarded
  3. How can I improve my performance?

What Should I Do & How Well?

Clarity provides energy. When your team knows exactly what they should be doing and what you expect of them they can do their job well. Usually, when you have someone underperforming in their role the first place to look is at their manager…that would be you!

The best place to lay out your expectations is in their job description. Instead of relying on a long list of tasks and responsibilities for the position we recommend that you clearly state 1-3 Core Responsibilities.  

These Core Responsibilities are the priorities for the position and will provide clarity for the team member who needs to perform them. These are usually listed out in 2-5 word statements such as “New Core Offer Client Growth” or “Deliver Training Sessions”.   

But, that’s not enough. You need to let them know how you measure their performance in these areas and so right under the Core Responsibilities on the job description you will list the metrics you will use to assess their performance in each. These should be something you are already measuring as a KPI or something that you can easily measure.

These won’t be meaningful if you list them but don’t follow through with managing to them!

Once you have defined the Core Responsibilities and Metrics for the position you’ll need to review them and clearly explain them to the team member. Once they have a solid understanding of what to do and how they will be assessed its time to set goals for them.

Each of your metrics should have a quarterly, monthly or weekly goal that you are reviewing with this team member in your Weekly Individual Meeting. These goals are the performance expectations for your team member.  

This clarity and weekly management of the metrics will allow you to get ahead of any issues and help your team member improve their performance.

How Will I Be Rewarded?

If a team member exceeds your performance expectations and knocks it out of the park with their goals they want to know how they will be rewarded. This isn’t always in the form of monetary compensation, but letting them know exactly what they can expect is important.

You can reward your team members with bonuses, incentives in pay, extra time off, gifts, or even simple recognition to the rest of the team. How you reward your team members is up to you and your budget, but you need to recognize and reward great performance.

Don’t confuse this with giving them extra for meeting expectations! You are paying them to do a job, so you expect them to hit your goals. However, if you have a superstar that comes along they will anticipate exceeding your goals and want to be rewarded for it.  

Save your rewards for exceptional performance! Reward and recognize more of what you want to see from your team.

How Can I Improve My Performance

Superstars are constantly looking to improve their performance, learn and grow. You need to nurture that need and help them with continued education and performance development.  

Working with your team members to identify the areas they need to work on to see improvements in their performance is critical. Much of your time as a manager is spent thinking about how to help your team and this is one of the best ways to do it.

Investing in professional development through certifications, courses, workshops or coaching can pay off big time for you as a business owner.

Business owners fear investing in their team members and having them leave. In most cases when you invest in your team they will become very loyal to you and your business. There are instances where a team member outgrows your business and needs to take the next step in their career which you aren’t able to provide at the time. That’s okay, and you should encourage them to do so.

If you get the reputation of developing superstars and helping the accelerate their career you will have no trouble finding great people to help grow your business.

But, if you don’t develop your team for fear that they may leave you will be stuck with subpar team members.  

I’d take my chances with superstars!

Put together plans to help each of your team members develop as a professional in this industry and become superstars in their position. You won’t regret it.

Hiring is the first step…

Hiring great people is just the first step as a manager to building a team of superstars. There’s a good chance you won’t be hiring team members that are already great at the job you hiring them for and they will require some development and training.   

You need to reinvest your time, energy and money into developing them so that they can help you grow your business.   

Want Help Developing & Building A Team?

Schedule a complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersFor Fitness ProsStage 1Videos
[ November 1, 2018 by Fitness Revolution 0 Comments ]

The Most important Assessment For Fitness Pros To Use In Their Sales System

Assessments are a powerful tool for the fitness pro, especially when it comes to your sales systems. But, most fitness pros spend too much time on the assessments that matter to them and avoid the assessment that matters most to the prospect.

Learn how to complete an assessment that identifies your prospects top goals, challenges and gets them invested in making the change with you in today’s video.

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ October 30, 2018 by Fitness Revolution 0 Comments ]

Building A Fitness Business Team: What to do before hiring a manager

Growth comes in many forms. One of the keys for your success as you build a fitness business will be transitioning from the technician to the manager to the entrepreneur. Adding staff to your business will be a challenge at first, but the biggest challenge will come in the form of you transitioning to a manager role.

There’s a good chance you’ve never managed a team before now. You’ve always ‘just got things done’ because that’s what you do. As you bring on staff to fill in for all the non-management level tasks, your role will change more and more to manager. At some point, these positions will be highly developed so that on any single day, your business should be able function without you being there, as the everyday tasks will be taken care of by your well-trained staff.

However, you are still required to hold the business together when it comes to systems and people management. Systems management requires that you constantly evaluate that the systems you have in place function as you want and that you have developed and documented the systems required for smooth operation of the daily work that needs to get done in your business.

Systems management requires that:

  • The completion plans you have are as detailed as necessary for both accuracy and ease of use
  • Your filing systems (where people put documents and when) and client management systems are consistent and prevent loss of client information
  • Your personal training systems not only optimize clients’ results but also are able to be understood and re-created by your coaches
  • Your marketing systems bring in new leads
  • Your sales systems to convert leads into clients

People management requires that:

  • You consistently evaluate your staff to ensure they are able to follow your systems as written
  • They are put in the best possible positions to be successful
  • They are engaged and inspired to do their best every day
  • They are empowered to develop personally and professionally to be more effective employees

During this phase of your business owners journey, you should be optimizing your management systems so that you can hire and train managers to replace you. Managers you hire should be trained on how to carry out these systems, manage their teams and delegate accordingly.

Want Help Developing Systems & Building A Team?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersStage 4Videos
[ October 26, 2018 by Fitness Revolution 0 Comments ]

Growth Through Leadership: The Journey To Build A Seven Figure Fitness Business

There are no shortages of challenges that you’ll have to endure as you grow your fitness business. Lindsey Kaalberg, the owner of Ritual Hot Yoga, shares how she has dealt with rejection from investors, the pressure to change her business model, and lead a team in multiple locations on her way to 7-figure fitness business.

Lindsey was named the 2018 High Performing Business Owner of the Year at the Elite Fitness & Performance Summit. Learn how she has continued to evolve as a business owner on her journey so that you can apply those lessons to have your own success.

Want Access To The Coaching That’s Helped Lindsey?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ October 23, 2018 by Fitness Revolution 0 Comments ]

Building Your Credibility & Getting More Clients With Local Media

We’ve all seen those “As Featured In…” lists on the websites of experts. Why do they put them on there? Who the heck cares?

It’s all for credibility and positioning. Letting your target market know that you’ve been featured in a magazine, newspaper, online information site or other media channel automatically gives you expert status in the mind of your visitors.  

Listing top media outlets on your website and marketing materials is a great status boost. Don’t miss the opportunity to leverage your local media outlets to improve your marketing and get more clients.   

There are a lot benefits to staying local when it comes to Public Relations or PR. First, it’s often easier to get opportunities in your local market than it is to chase national or international media. Second, there’s a good chance your target market will recognize you and search you out when seeing you on local media. Finally, it can serve as a stepping stone to get bigger opportunities later on.

How Do You Get Media Attention?

Networking your way onto to TV, radio, podcasts or in print media is the easiest way to get your foot in the door. Leveraging those you already know to make introductions to the hosts, individuals who work for the media or simply finding ways to get in the same room as these media personalities or decision makers can set you apart.

But, you need to have a story that is worth talking about! Too many business owners send out press releases or pitch stories that serve better as commercials or promotions than actual newsworthy content. These media outlets are looking for stories that appeal to their target viewer. You need to be able to deliver something worth airing or printing.

Here are some tips to create a great story pitch:

  • Have real news to share. Don’t think everything needs to be “Breaking News” material but don’t solely rely on pitching your upcoming challenge. If you’ve read some new research or helped someone with a new concept or method for delivering results share it with your network.
  • Be the first to the party. If you’re business is the first to integrate something new that helps people get results and you think it’s newsworthy make sure to share it. People love innovative companies and their ideas.
  • Play off trends and hot topics. If there is a national or world wide trend that you are noticing popping up in media offer your help to provide a local perspective on the topic. Be available to provide content and you’ll get more publicity.
  • Post people stories. Success stories, new hires, recognition gained, etc are all great chances to share success stories about people in the community with the media. It may not get picked up for the headline on the 6pm news but it will make the local business section.

Build Your PR Calendar

If you’re going to use PR as a way to get new leads you need a plan. Simply hoping you’ll remember to send out press releases or network with media won’t deliver results. You’re going to need to be persistent and consistent with your marketing via this channel.

Using a marketing calendar will help and aligning this with the Triple A Marketing Method will give you a great chance for success.   

Here’s how to tie your PR Calendar into your marketing calendar:

  • Create 3-4 media themes for the year that relate to your Ideal Client
  • Create a list of 10-12 small interesting marketing related themes for ongoing press releases
  • Add in the media themes and press releases to your marketing calendar as a “promotion”
  • Create a template for your one-page press releases to use
  • Connect with your media network monthly by sending them your pitch or press release

Maximize Your PR Plan

The above PR calendar will help you stay top of mind with the media and give you a great shot at getting published or featured. However, if you want to maximize your success make sure you build relationships with your local media.

The first step is following up individually with the members of your network in the media. Start by following up monthly with them to check in and even congratulating them on a successful story. You can set up Google Alerts for articles or published content created by them or follow them and the media outlets on social media.

Once you get a feature or a little PR love from your network make sure to send them a hand written thank you note. This will go a long way in standing out and them remembering you the next time a fitness, nutrition or health story rolls across their desk.  

Share their content and amplify their reach with your social media. Comment on their posts, share their content, and make sure you are seen interacting with them when it doesn’t involve promoting you or your business.   

Want Help Building A Plan To Grow Your Business?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersStage 1Videos
[ October 18, 2018 by Fitness Revolution 0 Comments ]

How to Qualify Leads And Close More Sales For Your Fitness Business

Have you wasted an hour of your time with an unqualified lead that didn’t turn into a client leaving you both feeling frustrated?

Every fitness pro has done it, but a lot of those situations can be avoided when you learn how to qualify your leads. But, you can’t just qualify off price or their budget. You need to establish value and make it about the potential client, not your services.

Check out this quick video to get the framework for qualifying a lead and pre-selling your services!

Schedule Your Complimentary Discovery Call

Schedule Your Call Now

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ October 16, 2018 by Fitness Revolution 0 Comments ]

When To Make Your First Hire For Your Fitness Business

As you grow your fitness business the responsibilities you have can quickly get overwhelming. You have more clients to manage, administrative tasks pile up, you put in countless hours trying to keep your head above water and there’s a good chance you’ve just started to make a little money.

You’re in the difficult position of having to figure out if you want to invest in a staff member or tackle all this on your own for a little while longer.  

How do you know when to make the first hire for your fitness business?

There are 4 key indicators you can look for:

  1. When the workload of the administrative assistant roles you are filling reaches critical mass (10+ hours/wk doing routine administrative tasks), then you should hire an administrative assistant.
  2. When the demand for your training services outgrows your ability to provide a quality training experience (e.g. the client to coach ratio in a class or classes is too great for you to provide excellent coaching to every individual), you should hire an assistant coach.
  3. When a demonstrated weakness of yours in a certain job position is negatively impacting business growth and you realize another person could perform the position’s responsibilities more efficiently and effectively.
  4. When you no longer wish to fill a certain position AND have the revenue to support hiring someone for that position.

You want to hire your first staff member to fill a specific position, but there’s a good chance you’ll be asking them to take on a bit of a hybrid position. What you want to avoid is creating a unique position around this individual, but rather have them fill two positions on your organization chart. As your business grows, you can easily transition the person into just one of the roles that best suits them and their desired career path.  

There are going to be some financial requirements to consider before making your first hire. You need to be profitable and able to afford paying this individual. There’s a good chance your margins will have to take a small hit for a short period of time as you get this individual up to speed and into their position but within a short time frame, say 90 days, you should see a return on your investment.  

Your investing in staff to create your capacity for you to focus on growing the business and performing revenue generating activities. The time you save once your new staff member is in place should be reallocated to marketing, sales and training so that you can replace the expense of this first hire with new revenue.

Are you ready to grow?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersStage 2Videos
[ October 11, 2018 by Fitness Revolution 0 Comments ]

How to Build A Marketing Calendar For Your Fitness Business

Would you like to increase your sales and get more clients for your fitness business? If so, then a marketing calendar for your fitness business is a MUST HAVE!  

Consider your marketing calendar the program design template for the growth of your business. It’s the exercises, sets, and reps that are required to increase your revenue and attract more clients.  

Instead of randomly marketing try building a fitness business marketing calendar using the tips in this video…

Get Your FREE Marketing Calendar Template

Get Instant Access

For Business Owners
[ October 9, 2018 by Fitness Revolution 0 Comments ]

Meet 7 Country Delegations Coming to Genesis Expo

Genesis Expo will gather over 5,000 CTOs in one place, and about another 11,000 engineers. If you are a first time dev at Expo this post should help you think about your trip.

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ October 9, 2018 by Fitness Revolution 0 Comments ]

How to Market Against the Competition

All businesses have competition, even if you’re the only trainer in your area. You have to compete with local gyms, other trainers, Yoga, Pilates, online training and streaming videos.

There are lots of options your Ideal Client has to choose from to help them reach their goals. You need to be aware of these options so that you can position yourself against them and make your business the obvious choice for your Ideal Client.

This IS NOT about changing your strategy based on the competition. Instead, look at this as a guide to help you understand your competition and your differentiators.  

Where Do You Find Out About The Competition?

There is competition everywhere fighting for your Ideal Client’s attention. Don’t rely on your memory or current knowledge of the competition to do your review. Dig in and spend an hour or so researching the options available to your target market.

You can get clues to the existence of competitors from:

  • Local business directories
  • Your local Chamber of Commerce
  • Advertising
  • Press reports
  • Exhibitions and trade fairs
  • Questionnaires
  • Searching on the Internet for similar services
  • Information provided by customers
  • Flyers and marketing literature that have been sent to you

Questions To Ask Yourself…

Once you’ve got the list of competitors ask yourself the following questions to help you complete your review:

  • Who are your competitors?
  • What products or services do they sell?
  • What is each competitor’s market share?
  • What price points do they sell their products or services at?
  • What are their past strategies?
  • What are their current strategies?
  • What type of methods are used to market their products or services?
  • What are each competitor’s strengths and weaknesses?
  • What potential threats do your competitors pose?
  • What potential opportunities do they make available for you?

A competitive analysis is a critical part of your marketing strategy and Local Market Positioning™. Using this article to help you identify and evaluate your competition will give you a clear path to differentiate your business.

Want Help Creating A Marketing Plan To Grow?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

For Business OwnersStage 2Videos
[ October 4, 2018 by Fitness Revolution 0 Comments ]

Where Should You Market Your Personal Training Services?

“Where should I market to get more personal training clients?” This question stumps many fitness business owners, but there’s a simple answer that will help you grow your business.

Want Help Creating A Marketing Plan To Grow?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guess work and frustration so that you finally create the income and business you want.

Schedule Your Call Now

ArticlesFor Business OwnersStage 2
[ October 2, 2018 by Fitness Revolution 0 Comments ]

How To Create An Irresistible Front End Offer To Grow A Fitness Business

A strong Front End Offer can help grow a fitness business quickly. Not only will it speak directly to the needs and desires of your Ideal Client, but it will allow anyone on the fence about joining your program to test drive the experience.

Remember, the objective of your Front End Offer is to provide a positive experience for your Ideal Client. In order to do so it must:

  • Have a low barrier to entry (it doesn’t have to be free)
  • Provide a quick result or solution
  • Not undervalue your Core Offer

Your Front End Offer should help your Ideal Client start seeing the results they typically want. It can positioned as a Jump Start, Test Drive or Kick Start program. You want to give the impression right away that it’s the start of the program, not one that will give them the end result. 

Using a Fat Loss Jump Start, Tone Up Test Drive or Fitness Kick Start program will help you bring in more potential clients. Typically you want to run these for 14 days in a group training business and 7 Days or less for a personal training business. Providing 2-3 sessions per week for these programs allows the potential new client to experience enough of what you have and see some tangible results.

However, we want to call out the result and stand out in our marketing a bit more than a generic Jump Start. So, you’ll need to create a ‘hook’ or tagline for the program that really catches the attention of your Ideal Client.

To create the hook or tagline of your Front End Offer follow this formula:

[RESULT] in [TIME FRAME] without [PAIN YOU HELP THEM AVOID]

Here is an example:

“Drop 2 Inches In 14 Days Without Dieting”

For extra credit list out the top 3-5 benefits the client will experience in this time such as:

  1. Increase your confidence
  2. Develop new strength
  3. Tone up your trouble spots
  4. Discover how to eat right without starving yourself

These can be used in your marketing and the copy to promote the Front End Offer.

With so many options for your Ideal Client to choose from to help them reach their fitness goals it’s important that you are able to attract them with a Front End Offer. Growing a fitness business is tough work, but with the right Front End Offer you’ll get more clients quickly.

Need Some Help Getting More Clients?  

Get hundreds of resources, modules and a complete marketing curriculum inside of The Academy! The Academy is the #1 resource for fitness business owners to discover the secrets to attracting more clients, increasing profits and creating systems to run their business.

For Business OwnersStage 2Videos
[ September 27, 2018 by Fitness Revolution 0 Comments ]

How to Create Content That Grows Your Personal Training Business

With the growth of social media, video marketing and content marketing its critical that you have a great message to attract clients. Here is a simple formula to help you figure out the content you need to grow your personal training business.

Want Help Creating A Marketing Plan To Grow?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges.  On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

ArticlesFor Business OwnersStage 1
[ September 25, 2018 by Fitness Revolution 0 Comments ]

14 Questions To Help You Get More Personal Training Clients

The success of your marketing and ability to get more personal training clients for your business rely on your ability to create a message that resonates with your Ideal Client.   

One of the easiest ways to figure out what to say in your marketing and learn how you can help your Ideal Clients choose your business over the competition is to ask! But, many personal trainers simply assume they know what their clients want and end up missing the mark.

Interview 5-10 of your current clients with this 14 questions to get more personal training clients:

  1. What did you hire us for in the first place?
  2. Why did you choose us?
  3. What do we do for you that other businesses don’t?
  4. What do you feel ike is missing from the fitness industry as a whole?
  5. What could we do that would WOW you?
  6. What do you find yourself simply putting up with when it comes to the fitness industry?
  7. What would you do if you owned a business like mine?
  8. Where would you search for a service like mine?
  9. What would you search for?  What would you type into Google?
  10. How did you originally find out about us?
  11. What companies do you admire and refer to the most
  12. What’s the one thing that you love about what our company does?
  13. If you referred us to a friend, what would you say about us?
  14. What’s the biggest challenge you face with [result they want] right now?

The answers to these questions will turn into marketing gold for your business!

Need Some Help Getting More Clients?  

Get hundreds of resources, modules and a complete marketing curriculum inside of The Academy!   The Academy is the #1 resource for fitness business owners to discover the secrets to attracting more clients, increasing profits and creating systems to run their business.   

For Business OwnersStage 1Videos
[ September 20, 2018 by Fitness Revolution 0 Comments ]

Maximize Your Personal Training Sales Opportunities

Did you watch the Double Your Personal Training Sales video from last week?   If not, check it out here.

Here are two more tips to maximize your personal training sales opportunities…

ArticlesFor Business OwnersStage 2
[ September 18, 2018 by Fitness Revolution 0 Comments ]

4 Ways to Build Your Credibility And Grow Your Personal Training Business

Positioning is a powerful piece of your marketing plan. It tells your target market who you are, who you help, and why they should choose you. It also gives you credibility and should position you as an expert. So, how do we tell the world that you’re an amazing fitness pro?

Before you begin telling the world how awesome you are we need to create your Local Market Positioning™. Think of this as your strength coach or personal trainer resume, but packaged up in a way that actually matters to your target market. This is how you will stand out in your market, position yourself as an expert and clearly communicate why someone should listen to you.

To begin creating your Local Market Positioning™ you’ll need to do a brain dump of the following:

  1. Features of your program
  2. Benefits of your program to the end user
  3. Statistical data, tangible results and awards won
  4. Describe in detail how you deliver your program and get these results

This will be challenging, don’t worry about getting it perfect. Your goal is to get as many ideas and thoughts out of your head and on to paper as possible to be evaluated later.

The easiest place to start is with your statistical data, tangible results and awards won. You’re probably overlooking a lot of great differentiators that can position you as an expert inside of this category.   

For example, I was recently coaching a former D-I strength coach turned private sector strength coach through this exercise. During our coaching sessions we discovered that he had coached 3 Olympians, 5 professional athletes and hundreds of D-I athletes during his career. Those are incredible results that would grab the attention of any parent or coach of a young athlete.

Here are a few examples to spark some ideas for you:

  • [Your Business Name] clients lose an average of [XX] pounds in [YY] days
  • [Your Business Name] clients have lost a total of [ZZZZ] pounds in [Timeframe]
  • Best of [City] Personal Trainer/Gym/Fitness Center in [List years]
  • [XX] happy clients trained in [YY] years/since [Date]
  • [XX] [Your Business Name] Athletes have earned a collegiate scholarship

Don’t forget any awards you’ve won as an athlete, including your own transformation, or awards you’ve won professionally.  Your target market may not know why those are important but simply knowing you’ve been recognized as top in your field is important for your credibility.  

Once you’ve got these dialed in its time to go tell the world through your marketing!

Need Help With Your Positioning?  

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

privacy We value your privacy and would never spam you

 

For Business OwnersStage 2Videos
[ September 13, 2018 by Fitness Revolution 0 Comments ]

How to Expand Your Marketing To Increase Personal Training Sales

Do you know what it would take to double the sales in your fitness business? To increase personal training sales to the point where you have to hire more staff, expand your facility and transform into the fitness business owner you’ve been working so hard to become.  

An increase in your personal training sales comes from focusing on the top of your sales pipeline. Let me show you how to get attention and be everywhere in your local market in today’s video…

ArticlesFor Business OwnersStage 1Stage 2Stage 3Stage 4Stage 5
[ September 11, 2018 by Fitness Revolution 0 Comments ]

The Power of Curiosity For Fitness Business Growth

It all starts with the right question…

You likely started your business or entered into the fitness industry because you asked yourself a question about what you wanted to do, who you wanted to help or how you wanted to make a living.  

Your growth as a person and business owner start with questions about skills you need to develop, obstacles you will face and finding the path to success.

It’s simple…you don’t know what you don’t know.  

To find out you have to be willing to ask questions. Curiosity may have killed the cat, but it saves the entrepreneur!

Fear and insecurity hold back many fitness business owners from experiencing growth. The fear of asking for help or looking stupid. Questions don’t make you less of a business owner, they make you a successful business owner.  

Here are a few questions you need to be asking throughout your journey of fitness business growth:

  1. What should I not do at this stage to get to the next?
  2. What should I focus my energy on at this stage?
  3. What are the biggest risks for me?
  4. What does success look like and how will I recognize it?
  5. What did you do?  How did you do it?
  6. What might I be missing?
  7. Who do you know that I should know?
  8. How can I (insert your goal or obstacle)?
  9. Who can help me (insert goal or obstacle)?
  10. What are my blind spots?

These are just a start, but the more questions you ask the more knowledge you will acquire. That knowledge, when put into action will result in fitness business growth.

So, what questions do you have for us at Fitness Revolution?

Seeking Answers To Your Most Challenging Business Questions?  

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

privacy We value your privacy and would never spam you

 

For Business OwnersStage 4Videos
[ September 7, 2018 by Fitness Revolution 0 Comments ]

How To Uncover Your Unique Ability As A Fitness Business Owner

As a fitness business owner you start out having to wear all the hats in the business…janitor, admin, trainer, salesperson, marketer, bookkeeper, etc. That grind is required to ensure you can generate enough revenue to eventually be able to afford to hire others.

Many fitness business owners get stuck and never get rid of some of the roles. They hold onto them thinking that no one will be able to do it better than they can for their business. This thought process holds you back from reaching your full potential and growing your business.

Discover how to hone in on your unique abilities, delegate tasks that fall outside of your strengths and create more purpose and momentum in your business in the video below.

ArticlesFor Business OwnersStage 3
[ September 4, 2018 by Fitness Revolution 0 Comments ]

How To Rise To The Top: The Keys To Fitness Business Success

The struggle to find success in the fitness industry is real. You’re in a saturated industry with a lot of misinformation, hyperbole, smoke and mirrors. Just 12 years ago I was no different than you…navigating my way in business, simply trying to increase revenues.

I’m still no different than you.  

Each day I wake up with a desire and drive to push a little further, a little higher, and do a little more so that Fitness Revolution is THE GO TO solution for serious fitness business owners who want to take their business to the next level. But, enough about me…

You’re here because you aren’t cool with status quo. You want more from your business and more for yourself. And you want it all to happen by doing what you love.

While the market may be full of potential options for your target market, there are very few GREAT options for them. You have to be willing to step up and grab the top spot in their minds. When you do that you’ll have no problem rising to the top of your market and beyond.  

There are three things you need to dial in if you want to supercharge your success and rapidly grow your business.  

Commitment

Your fitness business success will largely be determined by your commitment to the cause. Are you willing to do whatever it takes to succeed?

Discomfort will become your new reality. You will be uncomfortable making new, bigger decisions. You’ll be required to get out of your comfort zone to implement new ideas, methods and strategies. You’ll have to get used to leaning into the discomfort of the situations.

The beautiful thing about this discomfort is that growth lies on the other side. You’ll learn how to handle these new situations, you’ll develop new skills and progress in your development as a business owner. These new skills and capabilities allow to you grow quickly.

Be committed to growing your business and becoming the business owner you need to be.

Responsibility

Do you ever get annoyed with the client that constantly blames their lack of progress on someone or something else? It could be their schedule, their family, their friends, their metabolism, or the cycle of the moon. Not once has it been their fault that they hit a sticking point or haven’t gotten the results they want.

Fitness business success requires 100% responsibility from you. You have to own the wins, losses and everything in between. There are always going to be circumstances out of your control. We don’t focus on those, but rather look at what we could do better or what we can learn from those situations.

Failure is going to be part of the learning process. Lack of responsibility will keep you from learning. You’ll be in an endless cycle of repeating the same mistakes or going through the same challenges if you don’t own it and change it.

Your rapid growth and fitness business success are determined by your level of responsibility.

Communication

In Five Stars: The Communication Secrets To Get From GOOD TO GREAT there was a quote from Barbara Corcoran, Shark Tank investor and real estate mogul…

“If you’re going to be in business, the single most important thing is the ability to communicate your idea to every single person you meet”

You need to be able to communicate to your market, to your team and to your mentors what it is that you want to accomplish and how it impacts them. This isn’t just marketing, it’s about persuading your audience, whomever that may be at the time, to support your initiative.  

Learning how to clearly and powerful communicate a message will make fitness business success come a lot easier. You’ll inspire your team, invoke your market to take action and recruit others to help you accomplish your vision.

Poor communication will kill your success.  

Climb The Success Ladder

No matter where you are in your journey as a fitness business owner you will need to zero in on and work to develop new skills to keep your journey moving forward. There is no status quo or maintaining success. I’m a firm believer that you are either moving forward or you’re moving back.  

These three skills and mindsets will help you find fitness business success if you choose to develop them. As you work to master them you will be moving forward…fast!

Need Some Guidance & Accountability To Get To The Next Level?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

privacy We value your privacy and would never spam you

 

For Business OwnersStage 4Videos
[ August 30, 2018 by Fitness Revolution 0 Comments ]

How To Get Faster Results in Your Fitness Business

Do you love what you do but feel like you are surrounded by chaos and stress in your business most of the time?  Many fitness business owners face the same challenge. There’s only one way out…

You need to create a structure around you and your business so that it protects your time and allows you to focus your valuable energy on what matters most in the business.  Here’s how to do it…

ArticlesFor Business OwnersStage 2
[ August 28, 2018 by Fitness Revolution 0 Comments ]

Your Perpetual Referral Plan: Get Your Clients To Refer More

It’d be great if you could build your business off referrals alone, right? There are a few businesses out there who are able to do this, but they are outliers. Most of us mortals have to expand our marketing to other channels to grow our business and hit our goals.

That doesn’t mean you should neglect your internal marketing channel of referrals. Too many fitness business owners sit back and hope to get more referrals or word of mouth leads instead of taking control from the start.

Let’s breakdown what goes into a referral plan that can perpetuate itself, essentially allowing for a constant stream of referral leads into your business.  

How Should Your Clients Refer?

Don’t take for granted that you know exactly who you want as a client in your business and how to communicate with them about what you offer. Your clients only know their story and are not well versed in talking about your business. Outside of a great experience or the results they are getting you will be lucky if they can explain what you do to other in a way that matters.

Take charge of your referral experience by laying out:

  1. Who your clients should refer
  2. How they should refer them
  3. Why it’s important to them and their friends/family

Package all that up into a simple and easy way for them to refer and you’ll have a winning referral program on your hands.  

First, tell your clients exactly who you are looking to bring into your business, this would be the demographics of your Ideal Client profile. Something like “I’m looking for a busy professional who wants to lose at least 20 lbs but can’t find the time”. This paints a clear picture inside the head of your client and allows them to easily connect that to the people they know.

Next, lay out a simple and clear plan for them to refer the client. It could be VIP Referral Passes they can give out with their name on it for tracking or simply having them make an email introduction to the person they want to refer. The easier you can make this the more effective it will be.  

Finally, let them know what’s in it for them. Tell them what they get and why it’s important for them to refer. That can include things like referral rewards, improved experiences for them, improved results, or maintaining the culture of the gym.

Plant The Seeds Early

You want to inform your clients that you love, almost expect referrals from the very start of your relationship with them. Acknowledge that you need to earn the referral but if your client loves their results and the experience you provide the biggest thank you they can give you is to refer others like them who could use a little help.  

Immediately after a new client sign ups you should be requesting referrals. These are called Point of Sale referrals. Right after a new client has completed all of their paperwork to start training inform them of your referral program and let them know how to refer their friends. Leverage statistics for success rates of those who workout with a friend vs those who work out alone. It’s also key to let them know that this provides a support system out of the gym as well.  

Follow Up With Requests

Over the first 30 days of your new client’s experience I recommend that you have a pre-scheduled and systemized follow up process to ensure they are having a great experience. This includes text, email, calls and in person meetings. During this 30 day follow up I also recommend that make 3 referral requests, most of them through written communication to the client via email or letters.  

This reminds them of the referral program during their initial experience with you and takes advantage of getting referrals during one of the times they are most excited about being in your program.

Opportunity Referral Requests

Many fitness pros miss key referral request opportunities because they fail to listen. This is especially true when you build a team in your fitness business. Train yourself to request referrals when a client hits a milestone or tells you something positive about your program.  

Another key opportunity to get more referrals is to listen for your clients talking about their friends or family asking about what they do for their workouts, nutrition, or complimenting them on their results. You’ll hear things like “oh, my sister was asking about Fitness Revolution the other day…”  

Often times that goes unnoticed or the fitness pro will simply tell the client to have that person call them. Instead, take control and get the individual’s information or invite the client to bring that individual in for their next workout as a guest.

These opportunities will pop up frequently once you train yourself to recognize them.

Reward Referrals

When you get a referral it’s important that you reward the referring client. Avoid discounts and other intangible rewards for something that you can physically hand the client. It’s important to note that the client isn’t referring to earn money or get a reward, but the reward is important so that you can acknowledge them for their referral.  

The standard referral reward is a $25-50 gift card or cash. This is enough to show that you truly appreciate the referral and gives you the chance to recognize the referring client in front of your other clients.

Make a big deal about getting referrals by handing the client their reward at the end of their sessions, hopefully around other clients, and taking photos to share via your newsletter, social media and other marketing channels.

This act of recognition and then marketing of the photos will keep referrals top of mind for your clients.

Putting it all together

Any one of these referral programs would help you get more referrals, but when you put them all together you can create a steady flow of new referral leads for your business. It won’t take long for you to see an increase in referrals for your fitness business. This is also one of the highest return marketing activities you can do for your business because we both know that referrals are pre-qualified and pre-sold.

Need Help Putting Together A Referral Plan or Marketing Plan to Grow Your Business?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

privacy We value your privacy and would never spam you

 

 

For Business OwnersStage 4Videos
[ August 23, 2018 by Fitness Revolution 0 Comments ]

Your Fitness Business Growth Formula

Discover how to create a formula for your fitness business growth AND save time doing it. This formula has been used with hundreds of fitness businesses, studios, and gyms.

There’s Still Time…

The Elite Fitness & Performance Summit is only event designed specifically to help fitness business owners get to the next level in their business and life. When you attend you’ll transform from fitness pro to Business Pro by learning the skills and strategies needed to level up. The event is nearly sold out, but there are a few tickets left. Grab yours today…

Book Your Ticket Now

ArticlesFor Business OwnersStage 1
[ August 21, 2018 by Fitness Revolution 0 Comments ]

The Most Important Number In Your Fitness Business

We’re at a place in history where data is incredibly important. It’s helping us make better decisions and, when used correctly, can make running your business a lot easier.  

As a fitness pro you’re likely tracking data on your programs success rates, weight lost, inches dropped, and strength gained. That’s how you progress a client in their training and help them reach their goals.

Business is no different. There are a few very important metrics to track in your business but there is one that stands out above the rest. In fact, instead of throwing a million numbers for you to compile on a spreadsheet we’re going to break this down into a really simple action plan.

Critical Metric: New Core Offer Clients

The #1 metric for nearly every fitness business owner and fitness pro who is trying to grow their business should be New Core Offer Clients. This is the driver for your growth and a number that you can actively chase each day and see progress towards your goal.

Your New Core Offer Clients, or for those not familiar with our terminology here at FR, new clients, will allow you to hit your Gross Revenue and total client goals when planned well.  The trouble with Gross Revenue being your target is that you don’t know that you’re going to get there until it’s too late to change anything. You review your Gross Revenue reports at most weekly, more likely monthly.

Gross Revenue is the equivalent of weight lost in a transformation. You don’t know what you lost (or earned) until you weigh in each day or week. Sure you can check progress, but that doesn’t help you reach your goals. Tracking your macros, calories or food intake is the equivalent of using New Core Offer Clients as your metric goal. You know that if you hit your numbers for macros daily that you should hit your weight loss goal.

How To Set Your Goal

Gross Revenue is important, and we certainly want to drive new sales and total sales up as we grow a business. So, to set your New Core Offer goal for your fitness business you’ll need to factor in the number of clients you expect to lose and the average monthly value of a new client.  

Let’s say your goal is to add $1,000 of Gross Revenue per month to your fitness business over the next quarter. If you expect to lose 3 clients a month and the average monthly value of a client is $300 you need to get 7 New Core Offer Clients each month.

Here’s how the math works:

  • 3 Lost Clients x $300 = $900 Lost
  • 7 New Clients x $300 = $2,100 gained
  • $2,100 – $900 = $1,200 gained

At the end of the quarter, if you hit your goals, you should be up $3,600/mo in Gross Revenue.  

Relentless Focus

There are other metrics you should be tracking in your business and monitoring as the business owner, but relentless focus both by you and your team on the MOST IMPORTANT metric is required for growth.

Your daily actions and your attention should be aimed at ensuring you hit your goal for that metric each and every month.

If you’ve struggled a bit to hit your growth goals in the past do yourself a favor and post a big print out of your goals in your office or in the gym where you can see it every day and do something to drive that number up.  

The Best Don’t Do It Alone…

And Neither Should You!

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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For Business OwnersStage 2Videos
[ August 16, 2018 by Fitness Revolution 0 Comments ]

How to Improve Your Fitness Marketing With Two Simple Rules

Make your marketing more effective by applying these two simple rules. Most business owners are breaking at least one of this in their blog posts, emails, social media posts and even on their website.   

Fitness marketing success comes down to being able to deliver a message to the right audience at the right time. You have to motivate people to take action and change their lives. Watch the video below to learn how to do that more effectively following just two rules.

Develop A Marketing Plan For Your Business…

If you’d like to talk to a member of the FR Team to get some help creating a plan that will bring you more clients and create more revenue schedule a complimentary call with us today…

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[ August 14, 2018 by Fitness Revolution 0 Comments ]

Things You Should Know About Taking Your Fitness Business Online

Training people from the comfort of your own home, not dealing with client sessions or having to work around your client’s schedules. It all sounds amazing, but is it really all it’s cracked up to be?

Running an online fitness business seems incredibly appealing, especially if you’ve endured the long days, split shifts and headaches of having to run your in person fitness business.  

Let’s take a look at what you need to know about running an online fitness business if you want to be successful.

Start Small

The first mistake many fitness pros make is trying to tackle the entire world with their online fitness business. You start running FB ads, posting IG selfies and start blogging relentlessly.

Instead of trying to have your online fitness business bring in all of your income think of it as your side hustle or complement to your in person training business. Not doing training in person yet? Then you probably want to consider if you should be training people online at all.  

I’m a big believer that you need some in person experience to be able to train people online. Can it be done without that experience? Sure, but it’s going to be a tougher road and you’ll likely need to have another source of income for a while.

In fact, one of my mentees started out this way. He was working for the city while training himself for a fitness competition. As he made progress and shared his journey he also interned with me at my studio and was training clients on the side. From there he picked up some online clients and gradually worked with them in his very limited spare time.  

He’s running a six figure online business now and a studio. But, I think he’s the exception not the rule.  

Instead of trying to make your millions and live on the beach through your online fitness business let’s set a goal of adding a $1,000/mo in extra revenue to your business through online training and get your systems in order.  

Market Local, Serve Online

The easiest clients to get for your online fitness business are going to be previous clients you’ve worked with that moved away or couldn’t afford your in person services. The next easiest will be friends and family that are willing to give you the opportunity to train them online.  From there I would still focus on capturing a lot of my local market before taking my online fitness business to the world via FB ads or other marketing channels.

Once you’ve worked with several clients and got testimonials you will have the marketing resources and pressure tested systems to market to a bigger audience.  

As you are working with these local clients, previous clients who’ve moved or friends/family you will want to start building your marketing resources such as social media following, email list and any content platforms you use such as blogs, YouTube, etc.

The Delivery Is Different, Principles Are The Same

Don’t treat your online fitness business differently than a brick and mortar or in person fitness business. All  the principles stay the same and your journey will be very similar.

Most fitness pros jump into online training without thinking through their Core Offer, Local Market Positioning or pricing structure. It is as if you think because its an online business you can just kinda figure it out as you go.  

That’s a recipe for disaster.

Instead, determine how you will deliver your services, what systems you’ll need to do it and what you are going to charge. You’ll also need a clear marketing plan for attracting new clients. As you are doing this think about how you will be able to grow this business, take on more clients and earn what you want without it driving you crazy.

You will still have a culture in your online fitness business, need systems, have to learn how to lead, manage and delegate. Online doesn’t mean easier.  

Don’t Take The Personal out of Personal Trainer

Online training still requires a personal touch and interactive component to it. Don’t try to automate everything from your marketing to sales process and delivery of your programs.  

Create your Core Offer so that you have personal interaction with your clients, check ins and ways to develop relationships with them to increase client lifespan and client lifetime value. If you want to be completely hands off or rely on automated delivery of workouts combined with a FB group to run your online fitness business you’re in for a long, tough road ahead.

Here’s an example of how I would set this up:

Core Offer – 1-1 Online Personal Training

  • Intro Success Session and Evaluation 60 minutes via Zoom
  • Monthly Program Design, included weekly updates as needed based on progress
  • Weekly Check Ins via Email
  • Monthly 15 minute 1-1 Coaching Session via Zoom
  • Weekly Nutrition Adjustments as needed via check in
  • Unlimited email access
  • Price $199/mo

From there I would also offer a premium service that doubled or tripled in price for a set number of exclusive clients, say 10 max, which included weekly Zoom Coaching Sessions and unlimited text, phone access to me.   

*Note: Zoom is a video conferencing platform.

This could also be blended in with in person training once or twice a month as needed for clients if you are running a hybrid model.

Marketing Your Online Fitness Business

The wheels usually fall off here…

You start your online fitness business and think “if I start it they will sign up”. Then crickets. No one buys your program. You follow the digital marketing advice from the pros but its not working for you.

Now what?

Here’s what I would to do launch my program:

  • Create a compelling Front End Offer such as a 21 day Rapid Fat Loss Program that leads to my long term program to get some traction
  • Reach out to 5 people in my network, including previous clients to start a beta program or invite them to test drive my FEO for the online program daily
  • Post content to Instagram and Facebook daily including posts and stories
  • Start a blog and update it with content once per week
  • Build an email list and add 10 people per week to the email list through various methods including online marketing such as FB ads, network connections, strategic relationships and my website traffic
  • Email that list 3x per week with valuable content and offers
  • Ask for referrals from my current clients, family and friends.  Let’s say 3 asks per day

As my continued marketing plan, once I got some traction I would do the following…

Daily:

  • 1 Instagram post
  • 5-10 stories on Instagram
  • 1 FB post
  • 3 network conversations
  • Follow up with leads and prospects
  • 1 Referral Ask

Weekly

  • Add 5 people to my network
  • Send 3 emails to email list (MWF)
  • Add 10 people minimum to email list
  • Write 1 new blog post and publish
  • Publish 1 new YouTube video
  • Check FB ad statistics/metrics and optimize
  • Connect with 3 online or local business strategic partner prospects

Monthly

  • Collect and share 1 new client testimonial
  • Promote FEO to my email list

This plan would include running targeted FB ads using a small budget to test my offers and then ramping up as I began to get a feel for my return on investment. I would outsource the FB ads to someone like Lead Engine Marketing and focus my efforts on following up with leads they got me.

Can You Be Successful With An Online Fitness Business?

Absolutely, but its not going to be an overnight success story and you aren’t going to be working 4 hours a week if you want to make any money or have any sort of meaningful impact on your clients. There’s work involved, it takes time and you have to follow basic business principles.

Commit to putting in the work, developing new skills and providing an incredible service and you’ll have success.

Want to see if we can help you start your online fitness business or take it to the next level?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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For Business OwnersStage 4Videos
[ August 9, 2018 by Fitness Revolution 0 Comments ]

How to Hire, Train & Retain Your Team of Superstars

Every business owner starts off thinking they are the only one that can trainer their clients, run their business and get stuff done. The “only me” mindset will keep you trapped as a business owner. You’ll eventually be capped by your time, stressed by the to-do list that piles up and frustrated from having to decide to take that vacation or get paid.

Luckily, you can watch this quick video and learn how to hire, train and retain an awesome team for your business!

Create Long Term Success With Your Fitness Business…

If you’d like to talk to a member of the FR Team to get some help with your business challenges click the button below and schedule your call today!

Schedule Your Call Now

 

ArticlesFor Business OwnersStage 3
[ August 7, 2018 by Fitness Revolution 0 Comments ]

A Clear Plan For Fitness Business Growth

There’s a good chance you’ll experience a few ups and downs in business. Rarely is your path to success a straight line to the top. You are forced to endure peaks and valleys, sometimes extremely painful valleys.

Those challenges are placed there so that you can develop skills, strategies and relationships that will help you get to the next level. It’s a lot like training. You have to endure a bit of pain and soreness to progress to the next level of fitness.

High Performance Mastermind member and FR Coaching Partner, Stone Davis experienced one of those valleys in 2017. Instead of struggling to figure it out on his own he leaned on his coaches and took a leap of faith to find a group of peers that would challenge him and pull him to the next level.  

Here’s what he had to say about his experience…

“To be honest before 2017 I didn’t have much struggle with my business. I would say being more organized was an issue. Then in 2017 was a pretty bad year for the business and I wasn’t sure what the issue was, I was still unorganized and I couldn’t convert any leads to clients.

So, being that I had no clue how 2018 would be I decided to take a chance and put all my faith and effort into a mastermind group and my coaching.”

You’re guaranteed to experience uncertainty in your business. There’s no way around it, but you can expedite your growth and personal development by seeking out the answers to questions you have and finding people to surround yourself with that will provide you those answers. Or, at the very least, help you find the answers.

“Business is much better now. I have a clear plan and vision for my gym by learning from other business owners in the field.”

Stone has seen revenues increase throughout 2018 and spends a lot of time traveling the world.  

This growth and the ability to take time away from his gym to travel are all made possible by the plan he has in place and the vision he is pursuing. This serves a guide for his daily actions that will either move him closer to or further away from that vision.  

Everyone’s plan is unique to them. You shouldn’t blindly follow the path of another business owner, but don’t neglect the knowledge and experience they have developed on their journey. Those two things can help accelerate your growth.

Need help with the vision and a clear plan for your business?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.


For Business OwnersStage 3Videos
[ August 2, 2018 by Fitness Revolution 0 Comments ]

Developing Systems For Your Fitness Business

Discover how to set up the right systems in your business without creating a 200-page operations manual that never gets used. Fitness business systems should empower the people in the business not replace them.  

Using a proven strategy for determining the right systems and simple process for building them can alleviate a lot of the headaches and frustrations you face in your business. Let us show you how to do it in the video.

ArticlesFor Business OwnersStage 1
[ July 31, 2018 by Fitness Revolution 0 Comments ]

Mastering Your Personal Training Client Conversion Strategy

One complaint many personal trainers looking to get more clients have is about the quality of their leads. They are either ‘tire kickers’ or they have a million excuses to not show up.

What if the problem wasn’t with the leads?

There’s a simple solution to converting more leads into prospects and it lies in your sales pipeline. A clear follow up process with defined stages and actions will empower you to take control of the conversion process and stop relying on your leads to figure out if you are a good fit for them.

Let’s face it, if your potential new clients could make great decisions about their fitness and nutrition on their own they wouldn’t need you! They are self conscious, a little intimidated and probably have some negative head trash surrounding their ability to actually accomplish results. One of the easiest ways to overcome all that is to manage your sales pipeline and be relentless with your follow up.

And I know, I know, you’re probably thinking that you only want highly qualified leads and the people that really want to make changes in your business.

But, if all you take is the easy ones then you’re going to have a hard time growing your business. The really successful businesses are able to use their marketing and sales skills to convert more of the leads that aren’t quite ready to jump on right away or that need a little help seeing how impactful your services can be.

Imagine if you increase your conversion rate from lead to client by a measly 10%. If you get 20 leads a month that would result in 2 EXTRA new clients. At a couple hundred bucks a month that would have a huge impact on your top line by the end of the year.

The steps to get at least 10% more from your leads are easy:

  1. Create your pipeline
  2. Manage that pipeline
  3. Follow the process all the time, every time

That’s it!  3 simple steps to more leads.

Here’s what your pipeline should look like:

Leads include anyone that you have information for including name, email and phone number but may not be ready to inquire about your programs or start an FEO at this time. They will require some nurturing.

Prospects are those leads who have indicated they are ready to take the next step through an application for FEO, inquiry form on your site or calling in to ask about your programs.

The 1st Commitment stage is where you qualify your prospects via a discovery call and then schedule them for a Success Session to place them in the correct program.

The Front End Offer stage will indicate a client who is in your entry level program or test drive program such as a trial, challenge or jump start. These clients require follow up to convert to your Core Offer.

The Core Offer stage indicates someone who has joined your regular training services, the Core Offer, in your business. These clients need to be onboarded and followed up with to ensure they stay and refer.

Each of these stages have key actions steps to move on to the next level or disqualify themselves. There is also a timeline for each stage so that you aren’t disqualifying too quickly or leaving an opportunity in a stage too long.

Here’s what that looks like:

Putting your pipeline together, complete with clear follow up steps that include phone, email and text to convert a lead to prospect, prospect to 1st commitment, and 1st commitment to FEO or CO will enhance your current marketing.

Could Your Sales & Marketing Use A Boost?

It’s always helpful to get a second pair of eyes on your sales and marketing processes.  There’s a good chance that you’re leaving money on the table with your current plan and our team here at FR is ready to help you uncover that hidden opportunity in your business.

Schedule a free Discovery Call with a member of our team to learn how we can help you get more from your business.

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For Business OwnersStage 3Videos
[ July 26, 2018 by Fitness Revolution 0 Comments ]

Time Management Systems For Fitness Business Owners

As a fitness business owner, you constantly have a million things on your plate and a to-do list that’s a mile long. How do you ever get it done?

Day planners and morning routines aren’t the answer! Instead, you need a simple operating system to help you manage your priorities and keep them top of mind. Watch this short video to learn how to implement this routine into your week.

Create Long Term Success With Your Fitness Business…

If you’d like to talk to a member of the FR Team to get some help with your business challenges click the button below and schedule your call today!

Schedule Your Call Now

ArticlesFor Business OwnersStage 1Stage 2Stage 3Stage 4Stage 5
[ July 24, 2018 by Fitness Revolution 0 Comments ]

16 Reasons Your Personal Training Business Fails

Every day we meet a new fitness pro who is struggling to get their fitness business to the next level. They are frustrated with their growth, stressed out by their business, and confused about what to do next.

Time’s running out to find a solution for many fitness pros. And when that time does run out we see a lot of great fitness pros leave the industry or never reach the number of people they should because of these struggles.

Here are the not so sweet 16 reasons your personal training business fails…

You Never Learn To Sell

This is one of the first skills you need to develop as a good trainer. Being good at what you do isn’t good enough and simply offering training services doesn’t mean the clients will come. You need to learn how to get people to pay you, and pay you what you are worth, for your professional services.

Listening To The Wrong People

The wrong mentor, coach or advice giver can do some serious damage to a business. They may send you off with a bad strategy or worse give you advice that puts your entire business at risk. You need to pick your mentors and coaches wisely.

Failure To Track Performance

What gets measured gets managed. Failing to measure the performance of your marketing, financials and other business basics will leave you guessing when it comes time to make decisions. You don’t have the time to guess, business is hard enough without making uneducated decisions.  

Not Developing New Skills

When you started training you didn’t know nearly as much as you do now. You developed new skills and methods for delivering results and creating change in your clients. The same focus on personal and professional development needs to occur for your business.

No Cash Flow
The ability to invest in your marketing, your team and your business can accelerate your growth.  But, you’d be surprised how many businesses doing $200,000/year or more in gross revenue don’t have a dime to invest. Store up some cash so that you have a cushion to invest in your business when it’s time. You won’t miss that new piece of equipment as much as you’ll miss not being able to bring in new clients or hire that new trainer.

You Don’t Learn To Manage Your Time

Building a great business is nearly impossible on your own. Eventually, you’ll need to hire and delegate so that you can free up some of your time. But, before you do that it’s critical to learn to manage your own time and priorities.  

Misinterpretation of Systems

Systems don’t mean a checklist and they don’t mean automation. Too many fitness pros try to automate a process or system that should be run by a person because you know, we’re in a personal service industry. Systems should empower the people running them and when appropriate you can automate things to make it easier on the person running it. Examples would be putting clients on autopay for their memberships so a person doesn’t have to track and bill them for sessions.  

You Are Disorganized

As an entrepreneur, you’ve survived in a world of chaos. Doing every job, knowing where everything is and exactly how it should be done. That will be your achilles heel when it comes to building a team and being efficient with your time. You need to have your systems, processes, and business organized to allow others to flourish. Don’t expect them to be able to ‘just figure it out’.

You Hire The Wrong People

Slow to hire, quick to fire. That’s the rule when it comes to building your team. Now that doesn’t mean you should let someone go at the first mistake because often time that’s on you. It does mean that you need a great hiring process, clear expectations for each team member and a process to ensure they are trained to do their job well. Do everything you can to hire, train and retain the right people.

Burnout Blows Up A Business

You only have so much gas in your tank. Burning the candle at both ends, running around with your hair on fire trying to grow your business can’t last forever. Even if you outlast this, most your performance won’t be what it could. Learn to say no to opportunities that aren’t directly tied to your current goals and delegate tasks that you should no longer be doing. Oh, and take some time to recharge. Even if that’s just an afternoon on Sundays.

Bad Partnerships

Partnerships can be great or they kill a business. Most fitness pros bring on a partner for the wrong reasons. Before you take on a business partner get clear in what they will bring, get everything in writing and know exactly what the expectations are from both parties.

Putting The Brakes On Marketing

This industry is too competitive to stop marketing. Many fitness pros get ‘too busy’ to keep up their marketing. Eventually, their funnel of new leads dries up and revenue starts to drop. But, you can’t just turn your marketing back on and hope for immediate results. It can take weeks, even months, for marketing to turn into revenue. Don’t take your foot off the gas….EVER!

Refuse To Let Go

As you grow into a business owner with a team your roles shifts from ‘do-er’ to leader. If you refuse to let go of the technical work in your business, including some of the training. NOT ALL, if that’s what you love to do, but at least some of the training needs to be delegated. Your job now is to get results through other people, which requires a majority of your time is spent leading them.

Growing Too Fast

Have you ever had a client who wanted to progress on an exercise too early? They usually end up hurt and then set back with their progress. The same goes for a business owner who tries to open up another location too soon, doesn’t master the fundamentals at each stage of their business or tries to be an absentee owner too quickly. You have to earn the right to grow as a business owner and that requires putting in the work.

Your Ego Gets In The Way

After you’ve seen some success its easy to drink a little too much of your own Kool-Aid. If you think you’ve got all the answers and that you ‘know better’ things are eventually going to catch up with you. You’ll avoid addressing pressing issues or being real about the issues in your business. You need to be in a constant state of learning and growth.   

Business Doesn’t Evolve

The market is constantly shifting and changing if you don’t adapt your business will suffer. Doing things one way because that’s how you’ve always done them is a surefire way to eventually go out of business. Many giants have fallen, such as Blockbuster, because they refused to adapt. Your small business is even more sensitive to market shifts.  

BONUS: You Don’t Get The Support You Need Fast Enough

Every single successful business owner and entrepreneur finds mentors and coaches to help the learn and grow. You should look at this as an investment in your future and your success, it’s not an expense. In fact, you can’t afford to not find a mentor or coach. If you want to learn how FR can help you and see if we are a good fit, schedule a Complimentary Discovery Call with a member of our team. We’ll figure out if any of these 16 things are occuring in your business and help you address them quickly.

Schedule Your Discovery Call

 

 

For Business OwnersStage 2Videos
[ July 21, 2018 by Fitness Revolution 0 Comments ]

Grow Your Personal Training Business By Becoming An Expert

There’s a lot of info for your potential clients out there right now. The real question is are you creating the right type of information and content to grow your personal training business?  

Writing a blog, doing social media or adding to your YouTube channel won’t magically bring you new clients. It’s still critical for you to get people to see that content. However, with the right plan of attack you can produce content that positions you as an expert, attracts your ideal client and brings you more leads.  

Create Long Term Success With Your Fitness Business…

If you’d like to talk to a member of the FR Team to get some help with your business challenges complete click the button below and schedule your call today!

Schedule Your Call Now

 

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[ July 17, 2018 by Fitness Revolution 0 Comments ]

How to Grow Your Personal Training Business

If we’re having a conversation exactly one year from today, and you had to look back over the past 12 months, what would have needed to happen over that period of time for you to be happy with the growth in your personal training business?

Take a minute and really think about your answer…

It’s easy to think about where you need to be in order for you to be happy with your success, but the challenge comes in figuring out the plan to get there. And more importantly having the accountability to execute that plan!

There are 3 elements of success in a personal training business. This is the trifecta for growth in your business and accomplishing big things in your business.

3 Elements of Success For A Personal Training Business

From our experience working with hundreds of personal training business and fitness business owners these three elements will put you on the fast track to success:

  1. Live Events
  2. Support from a peer group
  3. Support from a coach

Live Events

One of the most powerful experiences you can have is attending a well run summit, conference or workshop.  

“Stepping away to work on developing your business in a live, hands on environment will create breakthrough moments for you.”

The first step in learning how to be successful and what it takes to grow your personal training business is putting yourself in a growth environment where you can learn from experts. Live events not only give you the chance to learn new strategies but you also get to see what’s possible by surrounding yourself with other like minded business owners.

Our most successful coaching clients attend two events per year.  The first is a Live Coaching Meeting designed to help the accelerate their business growth and the other is the Elite Fitness & Performance Summit.   

Momentum grows when you attend live events and the relationships that are developed help develop a strong, supportive community for you.  

Support From A Peer Group

You’re not in this alone!  There are other personal training business and fitness business owners out there who are dealing with the same challenges as you.  The trick is finding them and leveraging them to help you grow as a business owner.

You share common issues, challenges and opportunities. A strong peer network is a critical element to your success. Engaging with them will make life much easier for you.

“FR has streamlined our growth and allowed us to be a business with measurable goals and a direction that is leading somewhere we can see.” 

-Trevor Warnke, Athletic Revolution Mundelein

Your network will give you the power to “see what’s coming next”, essentially to predict the obstacles you’ll be facing before you get there. The experiences of the other business owners can be a valuable asset if you engage.  

WARNING: Make sure you find the right peer group. Not all are created equal!

The combined experience and knowledge of your peers and the lessons you can learn from them for bigger, faster growth for everyone. Always try to ‘level up’ with your peer groups and in your network. Aspire to connect and share ideas with those who are more successful than you or are where you want to be.  

Support From A Coach

You’ve probably experienced some level of chaos in your business. You’re on the verge of being burnt out, feeling as if you can’t add one more thing to your plate. Finding time to spend with your family or friends seems impossible and you may feel like you’ve hit a ceiling in your business.

You’re in a never-ending cycle of going to work each day but have lost sense of your true purpose.

 

You know there are solutions to your problems and answers to your questions. You tell yourself “it doesn’t have to be like this!” but struggle to create the solutions on your own.

That’s the beauty of a business coach for your personal training business. They provide an extra set of eyes that can give you a fresh look at your challenges and help you see the opportunity in your business.   

A great coach will help you do the following 3 things, in this order…

Step 1: Get Control

The first thing any great personal training business coach will do is assess your business and help you prioritize the actions that will produce the best results. You need to get control of the chaos and start freeing up some of your time and energy so that you can focus.

There’s a good chance your coach will be be very ‘hands on’ during this portion of your time together. You’re going to need a clear plan of action and accountability to get the job done. Your coach should work with you to ensure you’ve got healthy cash flow, your marketing is improving and there are no critical warning signs in your business.

Step 2: Build the Machine

Now that you’ve freed up energy to focus on your long-term vision for the business, it’s time to start building the machine. You’re beginning to sense momentum in your business.  Marketing efforts are more productive, your revenue is growing and there are far less fires and emergencies that arise in your day-to-day.

Your coach shouldn’t let you relax too much at this point. The real work is just getting started!  Don’t confuse the reduced chaos with success, now you have to implement the systems and structure within your business that allow it run like a well oiled machine.

This is where your coach should make systemization simple. Your systems will empower the people in your business to do great work and you’ll start to feel a sense of accomplishment each day.  

A coach will help you spend more of your time on the things you love doing and it’s paying off for you!

“I felt I was in the same spot I was when I opened the business four years prior. I was busy. I was doing alright financially. But I could not envision what the future of my business was going to be like. I was worried that I was just going to continue to be a trainer with a studio to train clients rather than a trainer with a business.

FR helps me evaluate the state of my business—performance numbers I should be looking at, who is my ideal client, who I should be marketing to, and what systems if any did I have in place. And then they helped me establish a vision for the future of my business.”

-Rich Ruffing, Accelerated Fitness  

Step 3: Run an Aligned Business

Your relationship with a coach should be transformative, but it can take time. At this point it’s time to make the leap from fitness pro and grow into an entrepreneur and leader for your team.

Because of the plan you and your coach have implemented your business is working as a cohesive unit, with clear purpose and direction. Your vision is defined and goals are clear.

You should sense incredible momentum and have the ability to evaluate more opportunities instead of dealing with constant problems. Most importantly, you’ll see issues early and be prepared to address them quickly.

This isn’t the end for you though…it’s simply the beginning! It’s the beginning for your newly aligned business and the opportunity for you to grow as a leader. To keep the momentum going you’ll use the system your coach has taught you (they do have a system right?) in your business consistently. Now your focus is maintaining alignment and making faster progress towards your vision.

Now no level of growth seems out of reach!

Your 12-Month Roadmap

We started this blog post with a simple question…

If we’re having a conversation exactly one year from today, and you had to look back over the past 12 months, what would have needed to happen over that period of time for you to be happy with the growth in your personal training business?

There’s a good chance that you can clearly see what you want your business to look like and what you want it to do for you. The challenge always comes in creating (and sticking to) the plan to reach those goals.  

You don’t have to do it alone!  Fill out the form below and schedule your complimentary Discovery Call to find out if we can help you build that plan and get it implemented quickly.

FREE 60-minute Coaching Call Application

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For Business OwnersStage 3Videos
[ July 13, 2018 by Fitness Revolution 0 Comments ]

3 Reasons Fitness Businesses Fail

Small businesses fail all the time, and I would guess fitness businesses fail at a greater rate than most.  But, why is that? The causes for struggle, frustration and ultimately failure in a fitness business are 100% avoidable.  

Discover the 3 most common reasons a fitness business owner will struggle to get their business to the next level and that ultimately force them to shut to doors in the video below.

Create Long Term Success With Your Fitness Business..

If you’d like to talk to a member of the FR Team to get some help with your business challenges complete the form below and schedule your complimentary call today!

FREE 60-minute Coaching Call Application

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ArticlesFor Business Owners
[ July 10, 2018 by Fitness Revolution 0 Comments ]

10 Reasons You Need To Be At The Elite Fitness & Performance Summit 2018

If You Ever Wondered What It Takes to Create A High Powered, Cash Generating Fitness Business That Allows You To Live The Life You Want, You Are Not Alone

A world-class fitness business that pumps out predictable revenue and doesn’t drive you insane trying to manage all the chaos is a fantasy that many fitness business owners and fitness pros only dream of. Having a multiple six, maybe even a seven-figure fitness business can seem like an unattainable business target only achievable by the superhumans you see on social media.   

While contemplating multiple locations, building sales funnels and taking several weeks off to spend time on vacation with family may seem like goals for the elite, many fitness business owners struggle with the day to day challenges of running a business. If you resolved those issues you could create a substantial impact on your business, growth, and career.

  • How do I attract more quality leads and build my business with Ideal Clients?
  • How do I sell my training at the price I deserve without selling out and being a sleazy salesperson?
  • How can I automate more of my business so that I don’t have to spend 18 hours a day running around with my hair on fire trying to manage the chaos?
  • How I can predict my sales and profits so that I can run my business?
  • How can I build a reliable team of ‘A Players’ who help me grow my business and build my culture?
  • How do I lead a team and become a fitness entrepreneur?

The answers to these questions elude most fitness business owners for their entire career.

That is, until now…

For the past 12 years Fitness Revolution has been helping fitness business owners implement strategies that grow their business and develop the skills needed to reach their full potential as a fitness entrepreneur. From the startup fitness business to well-known gyms that appear in the Men’s Health Top 10 Gyms list, FR has helped them all.   

Many fitness business owners wonder how they can achieve more in their business without having to kill themselves doing it. Because of this, FR hosts the Elite Fitness & Performance Summit each year to provide you with TWO full days of strategy and innovation for your business.

If you’ve have ever wanted to the chance to learn from the best in the industry join the Fitness Revolution Team and our top industry experts to learn how to IMMEDIATELY transform your business with more sales, greater efficiency, and more profits, YOUR opportunity has finally arrived…

Book Your Ticket Now

For Business OwnersStage 2Videos
[ July 6, 2018 by Fitness Revolution 0 Comments ]

Where To Start If You Want to Hit Big Goals

“Where do I start?”

That seemingly simple question trips up many fitness business owners. You can see the outcome you want to accomplish. You know your bigger vision. But, you just can’t figure out how to get started…

Download Your FREE Workbook To Get Started…

Download Now

ArticlesFor Business OwnersStage 3
[ July 3, 2018 by Fitness Revolution 0 Comments ]

The Fitness Business Weekly Operating Routine

Poor communication with your team will kill your business. It leads to lots of frustration for both the business owner and the team. That’s why we created the weekly operating routine for fitness business growth. It allows you to manage and communicate with your team to get the most out of them.

A team that understands their personal impact on the business goals is a strong team.

Here’s your weekly operating routine:

  • Weekly Review
  • Weekly Alignment Meeting
  • Weekly Kick Off

This seems like a lot, but the time you will save and headaches you eliminate by implementing this routine will pay off BIG TIME!

The Weekly Alignment Meeting is done at the same day and time each week with a set agenda to get the team up to speed and for you as the business owner to get feedback and input from your staff.

The Weekly Review and Kick Off are done individually by each member of the team. Our Coaching Partners and our team here at FR uses the Priority Tracker to do a quick review at the end of the week and get our week started. This creates bookends that allow you to focus on your top priorities and celebrate any wins.

Each part of this operating routine builds off the other. Your weekly review and kick off help prepare you for your WAMs. You then take the info from your WAM or to-dos and carry them to your review and kick off.

No one gets this perfect the first time around. You will get better at it as you get more reps in with the routine. Get started this week and you’ll start to notice the rewards in your business quickly.

Need some help ramping up productivity in your business?

Complete this quick form and schedule a complimentary call with a member of the FR Team to get you pointed in the right direction! This is the fastest way to make progress and eliminate obstacles in your way…

FREE 60-minute Coaching Call Application

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