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.

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.

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.

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 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 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

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 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.

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…

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

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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.

privacy We value your privacy and would never spam you

 

 

 

 

 

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

 

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[ 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

 

 

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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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[ June 26, 2018 by Fitness Revolution 0 Comments ]

Building A Strong Team For Your Fitness Business

Being a victim of your own success is no fun! Business growth eventually requires more and more to be done to maintain the business success. These tasks fall on your plate at first and eat up your time.

Ever find yourself spending hours on low level activities or things that don’t fit your strengths because they “must get done” and the result is you not doing the stuff that actually matters? Or that gives you energy and purpose?

This trap keeps many fitness businesses stuck. The business owner never brings on a team or learns to delegate tasks to other people so they can free up their time.

Most hires come from an act of desperation. The business owner gets so stressed out and burnt out that they hire the first person that is willing to do the work so they can get it off their plate. This reactive hiring will cost you a lot in the long run.

If you want to build a strong team here’s what you need:

  1. Clearly identified Core Values to use as a filter
  2. An Organizational Chart to create structure in your business
  3. Position Descriptions for the new positions
  4. A hiring process
  5. An onboarding process

These 5 pieces will allow you to make better hires, delegate tasks faster and build a team that supports your culture.

Need To Build A Team & Want To Do It Right?

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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[ June 14, 2018 by Fitness Revolution 0 Comments ]

Habits Of Successful Fitness Business Owners

Are you constantly searching for the next thing that will transform your business?

Unfortunately, that mindset might be holding you back and actually keeping you from achieving your business transformation. Instead implement the habit used by successful fitness business owners to grow their business and develop into High Performing Business Owners.

Check Out EFPS 2018 Now!

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[ May 29, 2018 by Fitness Revolution 0 Comments ]

A 7-Figure Fitness Business Owner’s Tips For Success

High Performers share a lot of common traits. Understanding the power of coaching and discipline tend to be two of the most important traits that led to their success. You don’t build a multiple 6-figure or 7-figure business and then figure out how to perform your best in the business.

At Fitness Revolution, we’re very fortunate to work with a lot of great fitness business owners. Matt Kendrick, owner of MK Healthhub in the West Midlands, UK has been an absolute superstar. Since joining the Accelerator Coaching Program in 2015 and then progressing to the High Performance Coaching Program in 2017 he has seen rapid growth.

Since 2016 Matt has nearly doubled his business, going from $612,000 in gross revenue to over $1.17 million in 2017. He’s showing no signs of slowing down in 2018!

Success Coach Pearla Phillips, who works directly with Matt says “he’s a first class business owner and a pleasure to work with.” But, it takes more than being a first class business owner to see the kind of success that MK Healthhub has experienced in the past 2 years.

Here’s what Matt had to say…

“Before joining Fitness Revolution, one of the biggest struggles was not having systems in place. I wasn’t able to make decisions because I didn’t have enough clarity on what was ahead of me.

I used to feel that I was working very much ‘in the business’ FR provided me with accountability

and support to grow. That trusted support makes a huge difference in your confidence when making business decisions.

This system creates discipline and ensures that I am very much working on the business with effective systems to track everything and plan ahead.

I have never been so focused on planning and goal setting. I have a huge sense of satisfaction each quarter with what is being achieved”

Success Coach Pearla adds, “Matt is an amazing communicator and has a heightened awareness of teamwork. He keeps the lines of communication open with his team and stays on top of his meeting cycles with agendas to ensure they are productive. He is reliable and never misses a check in or Monthly Business Review with me.”

One thing that Matt is always seeking to improve is efficiency. “Matt consistently brings topics to our coaching sessions about improving efficiency or getting clarity on a topic to take back to his team”, says Pearla.

Matt’s 7-figure fitness business is built off the foundation of discipline and coaching. He is always prepared, focused on empowering his team and working to get clarity on what it takes to be a better business owner and leader.

Congrats on all your success, Matt!

Thinking Coaching Could Help You Grow Your Business?

There’s a clear gap between where you are now and where you want your business to be in 12 months, or even 5 years. The gap is full of uncertainties, unknowns and obstacles. Many fitness business owners never cross the gap because they simply don’t know what they don’t know. Coaching can help you fill in the gap and help you develop the knowledge and skills to reach your goals faster.

Complete this short application to schedule free 60-minute coaching call today!

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[ May 24, 2018 by Fitness Revolution 0 Comments ]

6 Keys To Becoming A High Performing Fitness Business Owner

Wanna chase that “Lifestyle Business Owner” dream?

This probably isn’t the place for you. All the hype and BS surrounding the gurus telling you about being able to become a 7-figure online trainer or work just a few hours a week while building an empire is holding you, and the rest of this industry back.

That message is the equivalent of a trainer telling a client they can get cover model ready in 2 short weeks by simply taking their supplements and following their proprietary workout routine. It ain’t gonna happen…

Now that we’ve got that stuff out of the way we can get to the good stuff. What does it really take to run a highly successful fitness business? Online, studio, bootcamp or even a great business as an independent trainer.

A successful fitness business is built off the work of a High Performing Fitness Business Owner. Without a leader ready to tackle the toughest challenges and take risks, the business stands no chance at reaching its full potential. You must transform from fitness professional to fitness business professional to achieve your biggest goals.

Seek The Truth

High Performers want to know the truth. And sometimes the truth hurts. Surrounding yourself with ‘yes people’ and only wanting your decisions to be confirmed is a dangerous game to play as a business owner.

Your mission is simple…

Always look to be challenged and uncover the truth about your decisions and your thought process. High Performers don’t always make the right decisions and the outcomes of the best decisions don’t always work out in their favor. Mistakes are made, but the High Performer learns from those mistakes.

Bet On Yourself

High Performers are willing to bet on themselves. They will invest in their marketing, in their personal development and in their growth as a business owner. The best investment you can make with time or money is on yourself.

You’ll see business owners who continue to struggle constantly make excuses for why they can’t afford to market or hire a coach to help them grow their business. It’s not that they can’t afford it, but that they don’t value the investment.

If you knew that you could invest $1,000 today, but it would turn into $2,000 in 3 months you’d make that happen, right? That’s what marketing and coaching, when done right, can do for you and your business.

Kind, Not Nice

High Performers deliver kindness.

You may be thinking “WTF does that mean?” It’s pretty simple. Kindness is delivering information to someone with the intent to help them grow. You deliver kindness because you care about the individual. Being nice is telling the person what they want to hear or omitting information that may upset them.

As a High Performer you’ll need to learn how to communicate with your team, and even clients, kindly. There are going to be times that you have to be critical of someone’s performance or actions to help them grow as a member of your team. You can’t be afraid of conflict and avoid delivering this message if you want to be a High Performer.

Create Space

You can’t be busy and be a High Performer. Busy is what the average business owner calls themselves. Productive is how you describe a High Performer.

To be productive and think strategically about the growth and development of your business you need to create space. Space to think, to ponder, to ideate, to grow.

You’ll be tempted to put out every fire, tackle busy work, and seem busy to avoid having to spend time with your thoughts. In a world that moves incredibly fast it can be a real challenge to slow down and think.

This isn’t wasted time! Your best ideas and strategies will often come after an hour or two of sitting and thinking about your business without distractions.

A High Performing Network

There isn’t a single High Performer that I am aware of who has accomplished their success alone. High Performers understand the power of surrounding themselves with people who make them better and lift them up.

The saying that you are the average of the 5 people you spend the most time with is proven true over and over again. In fact, many of the times that I’ve felt stuck in business or my own personal development have been because I either outgrew my current network or wasn’t surrounding myself with the right people.

Finding a group of peers that you can connect with, lean on for help in challenging times and that help you grow as an individual and business owner will accelerate your progress. There’s nothing more powerful than being around the right group of people.

Seize Opportunities

High Performers tend to identify opportunities and take action on them quickly. Not every opportunity is worth moving on, so you’ll have to learn to make good decisions. Often times the decision to act means evaluating risk and learning how to manage that risk as you continue to move on the opportunity.

One of your biggest opportunities as a Fitness Business Owner is being apart of the Elite Fitness & Performance Summit. This is the #1 event for Fitness Business Pros in 2018.

Will you seize it?

This is your opportunity to learn from top experts in the industry, discover strategies that will transform your business and connect with a network of High Performers.

Reserve your spot today…

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[ May 8, 2018 by Fitness Revolution 0 Comments ]

10 Reasons Fitness Pros Should Attend Live Events

It’s easier than ever to access information from experts all over the world. Blogs, podcasts, YouTube and social media make everyone and everything accessible. Which makes you think long and hard about attending a live event, conference or summit.

When attending a live event you have to fork out travel expenses, hotel, food, time away from the business and time away from family. There’s no question it is an investment. The determining factor is the return on that investment.

After running a 3+ hour workshop for sports performance and youth fitness business owners at last weeks IYCA Summit I did a little reflecting on the benefits of getting to these live events for a business owner. Here are my top 10 reasons you MUST get to live events if you want to succeed.

10 Reasons You MUST Attend Live Events

  1. It gives you the chance to connect, in person, with other people who are going through the same challenges and facing the same difficult situations as you.
  2. You have the opportunity to feel connected to a community bigger than yourself that can motivate you and inspire you take bigger, bolder actions to grow your business.
  3. There is no better learning environment than live, in-person learning from experts all over the world. You’ll naturally absorb more information at a conference or summit than you will online.
  4. You get the chance to escape the day to day rigors of running your business to focus on growing your business. The space this creates will allow for faster and bigger growth. Learning online in between sessions and then jumping right back into your routine kills some of that creativity and momentum.
  5. The content and knowledge being shared at live events is cutting edge and innovative. Much of what you see online is created after this information has been shared to audiences all over the country.
  6. You get the chance to connect with the experts and ask them questions. Emailing back and forth or connecting on social media is great, but being able to look a presenter in the eye, shake their hand and have a fluid conversation can’t be beat.
  7. Just ONE idea from a live event can dramatically impact your business. You don’t need to absorb everything from the event, you only need ONE big idea that will transform your business.
  8. You get to cut loose and have some fun! You work incredibly hard to grow and run your business. Attending these events allows you to kick back with other like minded individuals and have a little fun. You’ll go back rested and recharged.
  9. Your commitment to your craft and personal development can be used to position you as an expert. Showing your clients and target market that you are growing as a fitness and business pro helps you stand out among the trainer who’s biggest concern is running the rack for bicep curls on a Saturday.
  10. You’ll open your mind to new possibilities. It’s easy to get stuck in your own little world, running your business and gridding away. Stepping away for a few days allows you to see what’s possible in terms of growth in your business and for yourself. Your mindset will shift and growth becomes easier because you are able to think bigger.

If you aren’t willing to invest in yourself how can you expect your clients to invest in themselves with you?

The Elite Fitness & Performance Summit 2018 is the #1 event for Fitness Business Pros! If you want to level up as a business owner and grow your business then this is a MUST attend event. Save $100 on your registration and get $1,036 in bonuses by registering today.

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[ March 6, 2018 by Fitness Revolution 1 Comment ]

The Fitness Pro’s Guide For Business Success

How To Overcome The Biggest Challenges You’ll Face As A Fitness Business Owner

It’s nearly every fitness pro, personal trainer and strength coach’s dream to one day have their own gym and be their own boss. Unlike the path to getting certified and securing your first job as a trainer, a business owner’s journey is not clearly defined.

That leaves many fitness pros jumping in head first and modeling what looks like success of the people that they admire. You’ll run the same programs as the presenter you admired at a big fitness conference or try to recreate their gym and culture as your start up business without having an idea how they actually built it in the first place.

Without trying to put a damper on your dreams, it’s important that you understand running a business and starting a gym is incredibly challenging. And the challenges don’t stop once you’ve got a few clients. At every level you experience new challenges and issues that you have to overcome to reach the next level of success.

It’s a lot like a video game. There are levels with increasingly difficult milestones to hit or bosses to beat if you want to advance. And just because you didn’t advance on your first try, or maybe you’re completely happy at the level you’ve reached it doesn’t make you a failure.

In a previous article I’ve laid out the Journey of A Fitness Business Owner. That will serve as a great supplement to this article as you build your own successful fitness business.

We’re going to take a deep dive at what’s required for you to navigate this competitive industry and find the success you want. Your chances for success increase greatly by following along and implementing the ideas, strategies and concepts that I’ll be sharing.

The biggest mistake you can make is assuming that you have the most basic skills and competencies covered in your business and jump too far ahead. Do a quick ego check and truly evaluate your business.

Ignoring areas of your business that could cause or are causing problems won’t make them go away.  It also won’t make it sting less when they manifest themselves in your business.

The goal isn’t to put a quick fix in place for some of these challenges or to build out everything in your business all at once.  The goal is to be a little better tomorrow than you are today.  

“Nothing Happens Until A Sale Is Made”

That quote has been attributed to a number of people including Peter Drucker and Thomas Watson. As a fitness pro you may be a little put off by it, maybe even offended. If that’s the case, lean in to that discomfort a little bit. Why do you think it makes you feel that way?

Most fitness pros avoid selling like the plague. You get uncomfortable asking to be paid what you’re worth for something you’d probably do for free.

Those uncomfortable feelings, and negative mindsets around sales and money are the biggest cause of failure for fitness pros in the earlier stages of business. Without being able to generate revenue your business cannot survive.

You’ll hear things like…

“I don’t want to be too salesy”
“I’ll let my experience and expertise sell for me”
“I’m an introvert”

These are all simply excuses for not selling and display a person’s misunderstanding of sales. Selling ethically means that the customer invests in your services on your terms and both parties (you and them) are happy with the exchange.

The biggest shift that you’ll have to overcome is understanding that you aren’t selling workouts or nutrition coaching to someone. You are selling the idea of a transformation to them and that the best way to accomplish that transformation is with your services.

Sales isn’t a talent that you either have or don’t. You can develop sales skills and that is best done by having a process to follow. You reply on a training process to deliver results for your clients, so let’s put a sales process in place to generate results (revenue) for your business.

The Fitness Pro’s Sales Process

Your foundational sales process should be simple. Trying to use advanced closing techniques or overcoming objections by using NLP is a mistake when you’re first starting out.

Let’s breakdown the steps in your sales process:

  • Acquire A Prospect
  • Discovery Call
  • Success Session
  • Front End Offer Delivery

Acquire A Prospect

Prospects are potential clients that have indicated an interest or inquired about your services. Someone filling out an application, calling you from your site or filling out your contact form on your site are all prospects.

The biggest difference in a lead and a prospect is their interest level. Many times a lead will become a prospect by the act they took to engage with you. Other times a lead will have to be nurtured to become a prospect (i.e. a person on your email list stays there for months before replying back to ask about your pricing).

Discover Call

Now that you’ve got a name and contact information, both email and phone is best, you can begin to qualify this individual. Typically this happens through a Discovery Call, or a quick 10-15 minute conversation, between you and prospect to determine if you should take the next steps.

During this call you want to control the conversation. The prospect will have questions about your service, and it’s perfectly acceptable to answer those questions, but you should control the dialogue. If you don’t the prospect will ask questions like “how much does it cost to work with you?” and “what do you do?”

As a skilled sales person you’ll take control by asking a lot of questions about the prospect and their goals. You want to find out why they want to hire you, what their end goal is and how they plan on making their decision to hire a trainer or not.

Controlling the conversation doesn’t mean you talk the most! You want to ask questions to steer the Discovery Call and get the info you need, but the prospect should do 80% of the talking.  At the end of this Discovery Call the ideal outcome is to schedule a Success Session, FR’s lingo for consultation, and meet with the client 1-on-1 for a more thorough evaluation.

The Success Session

This is your chance to shine and really connect with the potential prospect.  However, the focus still needs to be on the prospect and their goals.  Simply trying to wow a prospect with your knowledge and expertise won’t guarantee a closed sale.

There are 4 parts to a Success Session:

  1. Engagement
  2. Discovery
  3. Value Building
  4. The Close

Each of the 4 parts has a defined purpose and sets up the parts that follow.  Skipping part of the process, reordering the parts or ‘winging it’ all lead to unpredictable results with sales.  Trust the process!

Engagement is all about creating a connection with the prospect, finding common ground and establishing rapport.  This is your chance to throw in a little small talk and get the prospect feeling comfortable with you.  The more comfortable they are with you the better chance of them being open and honest in the next part of the Success Session.

Discovery is where you spend most of your time.  This is about finding your prospects pain, the emotional reason they want to hire a trainer or coach.  If you can get the prospect to paint you a clear picture (with their words of course) of how they see and feel about themselves now and how they see and will feel about themselves once they’ve reached their goal you’ve done a great job!

You aren’t trying to solve their problems during Discovery.  Don’t wow them with how you will fix the pain and get them to their goals, just let them talk to you about their challenges, obstacles and issues.

Value Building is your place to shine!  Now that you know where someone sees themselves and where they want to go, as well as their biggest challenges, it’s easy to create a clear path for them to reach their goals.  Show the prospect how you’ll help them and get them to their goal while avoiding the obstacles that are holding them back, but do it using layman’s terms.  

Finally, you’re all set to close.  This is where you get the commitment from the prospect to pay for your help.  If you’ve followed the process up to this point you’ve got a great chance at winning a new client.

There are two options here:

  1. Sell your Front End Offer
  2. Sell your Core Offer

The easiest route is to sell the client on your trial, jump start or entry level offer to ‘test drive’ your services.  This is a lower cost, low barrier to entry program that allows them to experience what you can do for them without having to make a big commitment.

You’ll have a lot of success by selling through your Front End Offer.  However, you must put another conversion conversation in place to ensure the commitment of the prospect into your Core Offer (primary, full priced service).  Many fitness pros mistakenly assume a client in their Front End Offer will automatically want to join their Core Offer.

Closing doesn’t have to be complex or complicated.  A simple A/B close technique is all you need to have success.   

It goes something like this “Mrs. Jones, based off what we’ve discussed today the best program to help you [list goal] is going to be our personal training program.  You can either start out at 2 days per week or 3 days per week and our clients that get the best results commit to 12 months of working with us.  Which of those two programs would you like to get started with today?”

You’re going to get questions and objections.  That’s okay, take a deep breath, stay calm and address them.  As long as you don’t get a direct “NO!” from a client you’ve still got a chance to close the deal.

Front End Offer (FEO) Delivery

If you get a prospect that needs to go through your Front End Offer before committing to a longer term commitment you need to put a few steps in place to increase the chances they stay around.

The most basic step to put in place is a scheduled follow up Success Session with them for 3-5 days before their FEO ends. This should be scheduled at the time of the initial Success Session. Creating this opportunity to convert the FEO client into a Core Offer (CO) client, address their questions and present your offer to them is critical.

Throughout the FEO you should have 2-5, depending on the length of the FEO, touch points in place to communicate with and check in on the FEO client.

Advanced Techniques

The simple process above will be enough to help you reach your initial goals.  As you get more comfortable selling you can add to your sales toolbox and develop advanced techniques and sales skills.

Upfront Contracts, alternate closes, reversing strategies, questioning techniques and others will compliment your basic process, not replace it.

The Fitness Pro Marketing Plan

Any effective plan requires a good strategy and disciplined implementation.  Expanding your reach, building your brand and positioning your fitness business isn’t done through random acts of marketing.  

It doesn’t matter if you are a one person show or have a team of trainers working for you in your business, marketing is mandatory for success.  There’s good news though! Marketing doesn’t have to be complex or confusing.

Great marketing begins with a strategy, aligned to support your business’ overall objectives and accomplish your business goals.  So, what goes into a great marketing strategy.

Your marketing strategy should include:

  • A defined Core Offer
  • Ideal Client Profile
  • Local Market Positioning

These 3 components create the foundation for your marketing plan.  Investing the time to create a solid foundation will produce better long-term results for your business.  But, you don’t need a perfect marketing strategy in place to begin marketing.

Defining Your Core Offer

The mistake many fitness pros make in their business, especially when trying to generate enough revenue to keep the lights on, is offering too many services and programs.  Being a jack of all trades and master of none will burn you out quickly.

Your Core Offer should be the thing you’re best at in your business.  You’ll be building your business around this service.   It gives you a focal point and purpose for your marketing activities.

This doesn’t mean you can only have one offering in your business, but you should have one primary offering that allows you to grow and scale your business.  Supplemental programs can also support your business growth, but won’t be your focus.

As your business matures you can expand your Core Offerings and open up new revenue streams for your business.   Until then, relentlessly focus on growing your Core Offer.

Ideal Client Profile

Your Ideal Client is the prototype of the individuals that you will build your entire business around.  This doesn’t mean that you will only accept your Ideal Client, but your marketing will be set up to find and attract this Ideal Client.

It seems counterintuitive to zero in on just one profile.   By focusing your Ideal Client Profile on one person you are better able to imagine their pains, needs, challenges, objections and lifestyle to market effectively.    

Your Ideal Client Profile covers the following:

  • Name
  • Gender
  • Age
  • Profession
  • Income
  • Marital Status
  • Family
  • Hobbies
  • Interest
  • Car
  • Education
  • Goals
  • Challenges
  • Buying Process

Bring it all together by including a picture of your Ideal Client.   This allows you to tell your Ideal Client’s story and use that story in your marketing to attract them.   When you’re done you’ll know where to find your Ideal Client, what marketing channels to use and how to market to them.

Local Market Positioning

Your ability to answer the question “Why should a customer choose your business over someone else’s?” can make or break your marketing.   You need to know what makes you different and how to communicate that message via your marketing.

Your Local Market Positioning should:

  1. Differentiate your service from the competition
  2. Address important customer buying criteria
  3. Articulate key service characteristics

This can be accomplished by creating a list of differentiators and a powerful positioning statement. You’ll spend quite a bit of time refining and perfecting your differentiators and positioning statement.   

You want 3-5 differentiators, that when put together, make your business unique and stand out from the competition.  This is done by brainstorming a list of the features, benefits, and statistics in your business.  

Once you have your list filter it by running it through the key buying criteria of your Ideal Client.  The goal is to get a solid list of 3-5, that when used together make you the obvious best choice for your Ideal Client.  Craft these up into statements that clearly communicate the importance to your Ideal Client.  

Your positioning statement is like a verbal calling card.  It will address who you are, who you help and how you help them.   You’ll have to work through a few versions to get to your final, impactful version.

Here’s an example:

“For men who want to lose 20 lbs or more Fitness Revolution is a personal training studio that helps them regain confidence, lose that spare tire and feel 10 years younger in less than 2 hours per week in the gym using our SHRED training program.”

That clearly addressed the needs and concerns of a busy guy that needs to lose 20 lbs but doesn’t want to spend a ton of time in the gym.  It also prompts questions such as “what is SHRED” and “how do you do that” which create conversation opportunities.

Building A Marketing Plan

Random acts of marketing won’t produce great results.  Unfortunately, that’s exactly how many fitness pros approach their marketing plan.  They do a few things here and there when they have time and if things get a little slow in the business they panic and ramp up marketing activity.

What if you had a more systematic and calculated approach to marketing?

That’s exactly what the Triple A Marketing Method does for you and your business.  It helps you drill down into focused activities to drive your lead generation.  The three A’s of the Triple A are Assets, Arsenal and Action.  

Once we’ve identified your action plan you can focus on those key activities and plug them into a marketing calendar that will help you organize your promotions and key marketing initiatives for the year.

Now, I get that this isn’t some fancy funnel or Facebook Advertising hack.  Those can be included in your marketing plan, if you have the budget and skills to get them implemented.  However, they aren’t the only way to grow your business.  

Evaluate Your Assets

Assets are resources, skills or people that are present in your business. By focusing on your strengths and assets that already exist we can get things off the ground a lot sooner.  Review your business, your team and yourself to determine your assets.

Here are some ideas:

  • Unique ability to network
  • A valuable network in your community
  • Enjoy public speaking
  • Copywriting skills
  • Money to spend on marketing
  • Technology skills (building web pages)
  • FB following
  • Email list

Take an inventory of all the assets available to you and include your team members if you have them. Once you have your list, prioritize the top 5 that you plan to leverage to enhance your marketing.

Build Your Arsenal

Your marketing arsenal includes the array of ways that you will generate leads in your business.  Arsenal items are typically the tactical marketing methods that may already be familiar to you such as referral rewards, Facebook marketing, and networking.   

There should be continuity between your assets and your arsenal items.  For example if you didn’t list public speaking skills as an asset then running workshops or seminars probably shouldn’t be in your arsenal.

To complete your arsenal you need to pick AT LEAST ONE arsenal item for each of the three channels of marketing.  This includes an internal channel, online channel and offline channel.  By diversifying your efforts you’ll create maximum exposure and your activity will be enough to support your marketing goals.

You’ll be better served by doing a few things really well rather than doing a mediocre job on a few things.  For example, if you only have $50/mo to spend on Facebook ads you should probably use that money in another channel because you won’t be able to drive enough traffic to your ads to support your marketing goals (we typically see it costing fitness pros $5-10/lead).  You should focus on something else and save your money to invest in Facebook ads once you’ve generated more revenue.

As you want to scale your business or shift to working more on the business instead of in the business you may choose to devote more time and energy into your marketing.  At that point you’ll scale your marketing arsenal items and increase the number of items you have in each channel.

Below you’ll find lists of potential options for the three marketing channels.

Online Marketing Examples:

  • Social Media Marketing
  • Paid Facebook Advertising
  • Email Marketing
  • Blogging
  • YouTube

Offline Marketing Examples:

  • Direct Mail
  • Joint Ventures
  • Networking
  • Public Speaking
  • Workshops/Seminars

Internal Marketing Examples:

  • Referral Rewards Programs
  • Bring A Friend
  • Referral Contests
  • Review Sites
  • Testimonial Marketing

The options and tactics you can use in each channel are numerous, don’t consider this an exhaustive list.   

Your Action Plan

Now you need to get to work and build out daily, weekly and monthly actions that will drive leads into your business.  This is where we shift the focus from the outcome (leads, new clients, revenue, etc) to the habits and actions (calling your network, setting up public speaking, posting to social media). There is a lot that you can’t control in marketing, so we want to focus on the things you can control and that give you the best chance for success.

A great action plan ties in your marketing strategy.  You should focus on the actions that you think will appeal to your ideal client and focus your marketing efforts on the places you can get your marketing infront of these people.

Recently a coaching client that works with older adults (70+ years old) inquired about Facebook ads on a coaching call.  After some digging he couldn’t prove to me that his Ideal Client was actively using Facebook or that they actually bought things from Facebook.  He needed to go back and research his market to see if that activity would be a good fit.  Instead of jumping to a popular tactic we discussed how he could spend the same marketing money to send direct mail to neighborhoods and communities where these individuals lived.

Marketing the right message in the wrong place will deliver poor results!

Below is an example action plan for a fitness professional.

Daily

  • Ask for 1 referral
  • Post 3 times to social media

Weekly

  • Send weekly email newsletter
  • Post one new video on blog/YouTube
  • Reach out to 5 new Joint Venture Partners

Monthly

  • Host one seminar
  • Collect 2 client testimonials

Your marketing action plan will be unique and vary depending on time available, commitment to growth, size and type of business, etc.  Don’t try to match what others are doing, but rather model successful habits, follow principles and create your own plan!

Creating Your Marketing Calendar

Your action plan will be about sharing valuable content, building your expert status in the community and creating opportunities to capture leads. Everything has a purpose and that purpose is to move someone one step close to becoming a lead or prospect for your business.

The social media posts should have clear calls to action and next steps for the person reading/watching your posts. The newsletter should have at least one offer in it each month to drive someone to your Front End Offer or have them take the next step with you. Your joint venture calls are to create opportunities for them to promote you and maybe help you set up your seminars. You collect testimonials to share in your newsletter, social media and prove that you get clients great results.

Don’t waste time on random activities in your marketing!

Your Triple A Action items will go into your marketing calendar so that you can track them over the course of the quarter and year. You’ll also want to plan out your annual promotions and big events that will drive more leads into your business. For example mapping out a quarterly or monthly seminar, bi annual referral contest and three transformation challenges each year create opportunities to increase your marketing. You’ll have set marketing for each of these promotions and your Triple A actions should support those promotions as well.

Performance Measurement in Your Fitness Business

There’s a good chance you track your client performance, right?  You do regular assessments, weigh ins, body fat testing, etc.  Why would you spend time marketing and invest energy into running your business but not track your performance?

No one has taught you how to do it or you don’t see the value.  Those are really the only two answers that make any sense.  I’d like to change that today and show you how and why it’s critical to your business.

Remember the reference to video game levels we discussed early in this article?  That’s very relevant when talking about tracking your performance.  At first you don’t need to know very last little detail about your marketing or business performance.  However, as you grow data becomes more important and the decisions that you need to make require you to have that data.

The only reason we track performance is to see if what we are doing is working.  Wouldn’t your client get really frustrated if they spend 3 hours a week working out and focused on their nutrition only to find out they weren’t making progress?    Now imagine that client not checking their weight, body fat or looking at performance improvements for over a year.  They just kept plugging along, being frustrated and hoping something changed but not knowing what was going on.

That’s exactly how most business owners go about running their business! Blindly doing things, staying busy, but never knowing if what they are doing really matters or if its working for them.

To get started you’ll only need to measure a few key metrics.   They are easy to track and don’t take up a lot of time, especially if you know what they are and have the tools to track them effectively.

If you’re not tracking anything right now start with the following:

  • New Leads
  • New Front End Offers
  • New Core Offers
  • Lost Clients
  • Total Clients
  • Gross Revenue
  • Expenses
  • Autopay Revenue (amount of revenue from EFT payments)

The first four metrics are what we call your 4 Sales and Marketing Pillars.  They give you an checkpoint each week on where you’re at with your marketing and if you are on pace to hit your goals.   Total clients is a nice number to know at at all times so you can evaluate growth.

Leads low every week?  You’re probably not going to hit your New Core Offer or revenue goals.  Losing a lot of clients? You need to focus on retention.

The final three metrics are monthly financial metrics that you need to be tracking so that you have a finger on the pulse of your business financial health.  All of these can be used to figure your Key Performance Indicators (KPIs) for your business.

When you’re ready to take it to the next level and you’ve consistently been measuring and reviewing your 4 Pillars and Monthly Financial metrics you can begin to measure your marketing performance.

This is where things get a little more advanced.  You want to be able to track all leads, lead channel and conversion metrics in your business.  We provide our coaching clients with a Lead Tracker that allows them to do all of these things including lead/prospect follow up.

If you’re just getting started you’ll need to have a spreadsheet or method to track all leads, critical information about the lead and where they end up in your sales pipeline.  One other key piece is tracking lead channel so that you know which of your marketing activities brought in the leads.

This will show you holes in your pipeline and also marketing channel performance so that you can optimize your marketing and sales processes.  Without this data you’re guessing, and none of us have the time or energy to guess when it comes to growing our business.

Your next level of metrics will include:

  • Core Offer Conversion Rate
  • Retention Rate
  • Core Offer Growth Rate
  • Operating Margin
  • Autopay to Expense Ratio
  • Lead Channel Performance

As a business owner you’ll be able to run your business off these metrics.  If you evaluate these metrics monthly and set goals for them you’ll begin to notice trends and the numbers will tell you if there is a problem to fix in your business.

This is not a comprehensive list of numbers you need to track in your business.  From here, as you grow, departments in your business will be responsible for a more indepth set of metrics and individuals on your team will be responsible for metrics.  At the end of the day they should all tie back to the bigger plan for the business and support your goals.

Goal Setting & Goal Getting

If you’ve got metrics you can set good goals! As business coaches, we at Fitness Revolution, want our clients to be able to set and exceed big goals. You need to have confidence in the plan you’ve put together and its ability to help you reach your goals.

As your just getting started goals are pretty basic. They are probably short term, monthly or maybe quarterly goals that are focused on revenue or growth. Things get a little trickier as you grow and your business moves into different stages.

With the right planning and goal setting cycles in place you can accomplish a lot in a year. You should be setting both annual and quarterly goals in your business. At first quarterly goals are more important, because you don’t have the experience or information to set great annual goals. As you progress as a business owner your annual goals become more clear and the quarterly goals are used to as milestones to accomplish your bigger, organization wide company goals.

Annual Goals

Eventually you’ll get in a cycle of planning for your business (more on that later), but until then you need to create some objectives and goals for your business each year.  

The sweet spot for most businesses is 2-4 annual objectives and a clear set of goals for, at the very least, the following:

  • New Core Offer Clients
  • Retention Rate
  • Operating Margin
  • Gross Revenue

It would be great to set goals for all of your 4 Sales and Marketing Pillars, and in a perfect world that’s exactly what you’d do.  However, the metrics listed above are the key drivers for your business.  By focusing on these you’ll have to produce good results will all the others.  

Your objectives for the year should be the most important projects or initiatives in your business that need to be done so that you are set up for long term success or help you accomplish your metric goals.

For example, putting a new client onboarding process in place can be a key initiative if you need to improve your retention.  

Quarterly Goals

Annual goals give you a big target to try and hit, but they are typically too big and too far away to motivate most business owners. That’s why you’ll need to zoom in a little and set some clear targets for the next 90 days.

This 90-day cycle seems to be the sweet spot for being long enough to accomplish something meaningful but not so far out that you lose motivation or get bored. You’ll use the same set of metrics to set goals for the quarter as you do annually.

Quarterly Rocks

Other than your goals what projects do you need to complete, milestones do you need to hit or habits to instill that ensure you accomplish all of your annual objectives? These will be your Rocks.

Your Rocks can be one of your annual objectives that you are going to focus on completing in the next 90 days or a project that will set you up to accomplish your annual objectives.

For example if you have an annual objective to have “All Core Processes developed and documented” you may have a quarterly Rock to “Develop and Document Our Marketing Process”.

These Rocks will be your top priority during the quarter and the most important thing you should be working on as the business owner. In the early stages of your business these will likely be tied directly to your metric goals and revolve around sales and marketing growth. As your business matures you’ll work to develop systems and implement processes that make your business more efficient.

Building Your Team

One of the biggest challenges you’ll face as a business owner is learning how, when and who to hire. At some point you’re simply not going to be able to keep up with all the tasks that need to be completed for your business to run well. Your success and growth has now created a time management problem.

Many fitness business owners hire out of desperation. They get burnt out, stressed and bring on the first person they can find to do whatever it is they can get off their plate. You violate the age old rule of “hire slow, fire fast”.

Before hiring your first team member take a look at your business and see if you can outsource some of the things that are eating up a decent chunk of your time (not just the stuff you don’t want to do) that someone else is better capable of doing. For example, outsourcing your bookkeeping is a great way to stay on top of your finances and offload a few hours a week of tasks. You can also get this done relatively inexpensively.

Avoid the mistake of trying to hire  for marketing and sales positions first! Those are high ROI, revenue generating activities. Not to mention those being highly compensated positions, at least if you want good candidates, and tougher to find. The exception to this rule finding a company to manage your Facebook Advertising if you are using that as a marketing channel.

Your best bet as a first hire is to find a good administrative assistant. There are a lots of qualified candidates and you can hire them relatively cheap. The duties required for an admin can also be done just about anytime so their work hours can be flexible.

There are a few key steps you need to get in place before making your first hire though, and I know it seems a little over the top but doing it will avoid a lot of frustration for you in the future.

Building Your Position Description

Consider this your Ideal Client profile for a team member.  If you hire before clearly defining what this position will be responsible for and how they will be assessed there’s a good chance you’ll pile a bunch of random things on them.  That’s a good way to frustrate them and have them quit.  

Your position description should include the following:

  • Position Title
  • Department/Supervisor
  • Core Responsibilities
  • Metrics
  • Specific Duties & Responsibilities
  • Requirements

This provides you and the new team member clarity on what they do, where they fit in the business and how they will be assessed.  Skipping this step or trying to short cut your way around it ends up bad for the business owner nearly every time.  

Core Responsibilities in the position description are the 2-5 primary responsibilities that the individual or position is responsible for completing.  They are the 20% of their job that produces 80% of the results for your business.

Every position should also have metrics that are used to measure performance.  This may be a customer satisfaction rating, response time, or even retention metric depending on the position.  

The Hiring Process

Before you begin to interview and fill the position, you need to define your hiring process.  Doing this before you start allows you to focus your efforts on the actual hiring as you navigate the process.  This gives you a set of guidelines and some structure to make decisions easier.

A successful hiring process includes:

  • Position description
  • Budget for compensation
  • Recruiting for the position
  • Interview process
  • Onboarding and training

Defining these items before you start removes having to ‘figure it out’ or ‘think about it’ when questions and situations arise in your hiring.  A few hours of prep before hiring will save you a lot of headaches, frustration and bad hires in the future.  

Organizational Chart

After your first hire or two it’s time to build an Organizational Chart.  This is much easier to do when your team is small and it seems like an unnecessary step than it is to do when you have a team of 5 to figure out where to place them.  

Org charts provide a clear line of communication and help your team understand responsibilities in the organization.

There are a few rules for an Org Chart you should follow:

  • CANNOT have more than 1 person per seat
  • One person CAN hold more than 1 seat
  • Don’t get crazy with the number of seats
  • Don’t make it horizontal

Your Org Chart and position descriptions should align.  When you get this resource in place for your business delegation and implementing systems becomes a lot easier because of the improved communication and understanding of the organizational structure.

Systems, Automation, Delegation

Fitness businesses are people centric and utilize processes to optimize the peoplein them.  Your business will likely never run off checklists and fully automated systems.  You need people to run your business and by hiring with care you’ll find the right people to make your business run.  While this isn’t as sexy as systemizing and automating your business, mostly because it requires a bit more work, the rewards can be great.  

Systems, automation and delegation are tools that you can put in place to optimize the performance of the people in your business.  The goal is to make their job easier and more efficient so they can spend more time on what matters most.

Here are a few of the key systems to put in place once you have a small team or need to optimize your own time:

  • Follow up systems for leads and prospects
  • Client retention systems to increase lifetime value
  • Training systems to deliver consistent results
  • Employee Handbook to act as a resource for team members
  • Cash management system
  • Annual Planning system/cycle

Systems are created to deliver a specific result.  They are created to support people in their jobs.  Delegation should be used to get a task in handed off to the right position, not simply to get something off your plate because you don’t like doing it.  This includes tasks that are below your pay grade as the business owner.    

Automation can be extremely helpful, but is also the hardest to get set up right.  For example, automated marketing campaigns require lots of monitoring and optimization to produce the result you want.  Automation is best used when you can remove a step in a process that takes up time and requires energy.  For example can you pay your bills on autopay to avoid writing checks or can you deliver information to someone automatically to avoid having to remember to send it each time.   

Rely on systems and delegation to power your business and focus on hiring the right people to run them for your best chance at success.

Your Meeting Cycle

“Meetings suck!”  If you’re thinking that, it’s okay…

You’re right,most meetings suck.  But that’s because most meetings are poorly run and have no purpose. The right meeting cycle in your business can improve communication and help you reach your goals faster than before.

You won’t need to invest much time in regular meetings until you have employees in your business.  You will want to build in time for strategic planning early on in your business.  

Strategic planning meetings would include:

  • Annual Business Review
  • Quarterly Business Review

These two meetings take place on a regular cycle to help you review the previous year/quarter, assess the current state of your business and plan your next steps.   As a business owner you need to create the time and devote the energy to stepping outside the business for a little bit to plan out your future.    

The rest of your meetings should support your goals and business objectives.  They give the business owner a chance to take the pulse of the business and deal with any issues that may come up.  

Your regular meeting cycle should be:

  • Weekly Level 10 Team Meeting
  • Weekly Department Level 10 Meetings
  • Weekly Individual Huddles

There’s a good chance you’ll only use the Weekly Level 10 Team Meeting and the Huddles for a while.  A mature business with multiple managers running departments would require Weekly Department Level 10 meetings.

If you’re in doubt of where to start begin with a weekly team meeting.

Here are the keys to a successful meeting:

  • Set time, day and place
  • Clear agenda
  • Prepared attendees
  • Every attendee has a purpose
  • Key roles identified

Huddles serve as a touch point for managers to communicate and assist their direct reports.  Setting aside 15-25 minutes each week to review your direct report’s metrics, priorities for the week and discuss any questions or problems they have will save you a lot of frustrating conversations throughout the week.  Investing this time consistently will help your team members increase their performance quickly and produce better results for your business.

Developing into a Manager-Leader

Getting results in your business through other people is a difficult transition.  Most fitness business owners don’t have management experience and it certainly wasn’t covered in your certifications.  

You’ve likely been a producer in your business up to this point.  Is it fair to say you’ve been self employed and now are ready to make the leap into being a business owner?   

That may be a little tough to swallow at first, and you probably will want to deny it. But, if you can’t say that your business can run without you there for more than a few days at at time (which includes generating new revenue) you have a job.

There’s nothing wrong with being self-employed.  Nearly every fitness business owner must go through that process to become a business owner/entrepreneur.

Taking this step requires that you have a lot of the components we’ve already talked about in place and you’re working on developing the skills required to be a great manager-leader.  

Your focus now shifts on developing your team and the people in your business so that they produce amazing results.  You optimize systems and improve processes to streamline the business.   

At this level your time is more valuable than ever, so you need to learn to say ‘no’ more than you say ‘yes’.  Filtering what is important and knowing your priorities becomes critical.   You’re now focusing your work on the things that you are best at in your business.

Telling you that you can master this in a few weeks or even a year would be a disservice.  Trying to rush your development puts you a risk of failure, and once you’ve reached this level the stakes are pretty high.

Your vision and the culture of your business will become much more important at this stage.  The Long Term Vision for your company will serve as your beacon to make decisions and a guiding post to filter our opportunities.  The culture in your business will begin to come to life and you have a responsibility to sustain it through hiring the right people, living your Core Values and nurturing the people in your business.

Evolving To A Fitness Entrepreneur

This is like the holy grail of fitness business ownership. Building a business that can thrive without you being present.

You’ll, onc again, have to level up your skill sets to be successful at this stage. You need to be able to lead and manage managers in your business so they can make decisions that support your vision. You alos need process in place to keep issues from always getting to you.

The position you take in your business is more mentor than manager. You are now able to look at bigger opportunities and spend more time as the visionary for your company.

“Enjoy The Process”

You’ve probably told that to a client or two as they worked to reach their fitness goals. The same message applies to business ownership. It’s a process. Trying to skip steps or cheat the system leaves you incredibly vulnerable.

If you’ve read through this entire post you may be a little overwhelmed. Its okay, know that you don’t have to build this all at once. Comb back through the article and the find the first topic that you feel you’re missing and begin working on it. I’ve tried to write this in sequential order of what you’ll need in your business.

Sometimes you need a little help getting things in order and figuring out what the top priority is for your business…

Or maybe you want to shorten the learning curve and get access to the knowledge and tools to make implementing this stuff easier.

For Business OwnersStage 4Videos
[ February 15, 2018 by Fitness Revolution 0 Comments ]

Keys To Sustainable Fitness Business Growth

It’s one thing to see some quick success with your fitness business, but in today’s increasingly competitive market you’ll need to focus on strategies for sustainable growth.

In this short video you’ll discover:

  • The TWO key measurements for success and sustainable growth
  • Tips for measuring your efficiency as a fitness business
  • Why the value you create is directly related to your long-term success
  • How to continue to innovate and grow as the market shifts

Take Your Business To The Next Level…

Imagine having access to the information, resources, tools and Coaches that could help you level up your game as a fitness business owner and maximize your success.  Not only that, but do it much faster than you would be able to do it on your own.   That’s exactly what you get in the Fitness Revolution Coaching Programs!  There are programs designed to help fitness business owners at every level, so let’s talk about how we might be able to help you!

Complete the form below to schedule a FREE Coaching Call today!

FREE 60-minute Coaching Call Application

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ArticlesFor Business OwnersStage 4
[ February 13, 2018 by Fitness Revolution 0 Comments ]

Becoming A Leader In Your Fitness Business

Look up the definition of leadership and it’s pretty boring…

It’s literally “the action of leading a group of people or an organization”.   Helpful, right?

I found that a better picture of leadership was painted by looking through quotes…

“Management is doing things right; leadership is doing the right things” – Peter Drucker

“A leader is one who knows the way, goes the way and shows the way.” – John C. Maxwell

“Leadership is practiced not so much in words as in actions.”  – Harold S. Green

“The quality of a leader is relfected in the standards they set for themselves.” – Ray Kroc

And maybe my favorite (but I’m biased)..

When there’s a commitment to a purpose beyond someone’s own self interest, the ability to recognize what should be done to serve that purpose, and the willingness to do it. – Nick Berry

When do you become a leader?

There are a few people out there who seem to be ‘natural leaders’.  I don’t believe that leadership is a tallent that you are born with or you don’t have it.  Leadership is a skill that you have to develop.  It takes work and requires effort on your part to progress.

And as you grow as a business owner and leader you have to constatly be leveling up your game so that you don’t get left behind.   Leading a bunch of guys on your church league softball team requires a lot less skill than leading a group of successful entreprenuers in your community.

You become a leader the day you decide to become a leader.  It’s the start of your journey, if you choose it.

True Leadership Presence

You’ll notice the impact of your leadership skills when you are able to get results in your business through others.  These results will get produced not only because you enforce the rules (that’s management) but rather because your team models your example.

Results happen because you are able to motivate your team to be the very best version of themselves.

A leader will be the one running toward the problems in your business instead of turning away from them hoping no one notices the smoke.

Acting like a Leader

If you want to be a great leader start with this…

  • Ask the tough questions
  • Focus on building up your team
  • Realize the true impact of your decisions
  • Keep your ego in check
  • Incrase self awareness
  • Invest in personal and professional development
  • Have a healthy sense of optimism and true beleif in your plan
  • Be courageous
  • Be a great communicator
  • Have a clear vision
  • Protect your most valuable assets (time & people)

The “Overnight Success”

You may have heard other successful people say they “spent the last 10 years working to be an overnight success.”   As a leader you have to be willing to invest the time and energy into developing your leadership muscles.

You won’t become a great leader overnight, but you can be a better leader today than you were yesterday!

Practice implementing the actions listed above to take yourself from techinician to manager to leader in your business.

Your Leadership Mentors

Here at Fitness Revolution we work hard at being better leaders.  Our Leadership Team talks about leadership and pushes each other to continue to develop our leadership skills on a weekly basis.

Trying to become a leader on your own is difficult.  You can make faster progress and have a better chance at success when you surround yourself with others who are trying to accomplish the same goals.

 

For Business OwnersStage 4Videos
[ January 25, 2018 by Fitness Revolution 0 Comments ]

How To Grow Your Personal Training Business With Superstars

Many fitness business owners battle staff turnover and struggle to find great team members that can help them grow their business.  In this video you’ll discover a few tips to help you find, recruit and hire “A Players” for your business.

 

Get Help With Building Your Team…

Your a great coach, and maybe even run a great business right now, but what are you doing to build a great team.  If you want a business that doesn’t require you to be present 24/7, keeps you from your family, and causes you stress you will have to learn how to build and manage a team to support you.   Trouble is you’ve never been given the blueprint for finding, hiring and managing great employees.  Unless you’ve come from the corporate world there’s a good chance you have no experience with hiring or managing.

That’s a recipe for disaster (and lots of frustration)!

If you’re looking to build a team so that you can take your business to the next level and spend more time doing what you love schedule a complimentary call to discuss how we can help you build a hiring and management system in your business that finally allows you to escape the rat race and scale your business.

FREE 60-minute Coaching Call Application

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[ December 28, 2017 by Fitness Revolution 0 Comments ]

Fitness Business Success Principles

Methods are many, principles are few. Methods always change, principles never do…

At Fitness Revolution we’ve identified the 5 principles that are required for ALL successful fitness businesses.

Check out this video to discover the 5 Alignment Principles and how to use them in your business.

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[ November 27, 2017 by Fitness Revolution 1 Comment ]

The Journey Of A Fitness Business Owner

The Skills You Need To Go From Struggling Start-Up To High Performing Entrepreneur

One of the scariest parts of being a business owner is the unknown.  There’s nothing guaranteed when you make the courageous, often times scary leap to running your own fitness business.  

Do you ever find yourself wondering what’s next in your journey as a fitness business owner?

What should I be focused on?

What should my business look like?

What should I focus on to get to the next stage of my business?

You’re not alone!  After working with hundreds of fitness businesses we laid out what your business will look like at each stage, the challenges you are going to face, common reasons for failure and what success looks like, including the skills you need to develop at each stage to prepare for what’s next.

The Business Owner’s Journey

We’re going to take a deep dive into each of the 5 Stages through this article, but first let’s do a quick overview of each.

You may find it valuable to read through each of the stages, or if you’d rather skip right to the stage you are in now and figure out how to get to the next stage of your journey that’s cool too.  This article is a lot like a choose your own adventure. Read it and use it however you see fit to help you.

Stage 1: Sell, Sell, Sell

Facility Type/Space:  Independent Contractor

Gross Revenue (monthly):  $0-$2,000

Major Earnings Benchmark: Make enough to pay the bills

Values: Being a great technician

Stage 2: Marketing Machine

Facility Type/Space:  Independent Contractor

Gross Revenue (monthly):  $2,000-$12,000

Major Earnings Benchmark: Income is 50% of revenue, paid on a regular basis

Values:  Going from technician to marketing and sales

Stage 3: System-wise

Facility Type/Space:  Leased space

Gross Revenue (monthly):  $10,000-$25,000

Major Earnings Benchmark: Income is 30-45% of the revenue, start earning market based wage

Values:  Going from marketing/sales to business

Stage 4: Manager-Leader

Facility Type/Space:  Leased space

Gross Revenue (monthly):  $25,000-$50,000

Major Earnings Benchmark: Six figure icome 

Values: Going from creating results to getting results through others

Stage 5: Entrepreneur

Facility Type/Space:  Leased space or property ownership as investment

Gross Revenue (monthly):  $50,000+

Major Earnings Benchmark: >50% income from profits, working less and making more, getting paid your highest dollar per hour amount 

Values: Opportunity, balance, family, experience, retirement

Take an honest assessment of where you are and let’s dive in and look at what each stage looks like and how to get from one to the next.

Stage 1: Sell, Sell, Sell

When you are first getting started one of the most valuable skills you can develop is sales, outside of being a great trainer/coach…of course.

You won’t last long in this industry if you can’t get people to pay you for your services. Many fitness business owners are forced out of business quickly because they never learn to sell their services.  It’s an easily avoidable fate.

The Challenges

At this point you’re asking questions like:

  • What should I be doing each day? 
  • Who do I listen to?
  • I need clients…where are they?

These questions along with overcoming your internal fears about sales will need to be addressed as you continue to grow your business.  As you gain new clients you’ll also build your credibility.  

Common Causes of Failure

If you never learn to sell it will be impossible to stay in business.  Not developing sales skills and utilizing a system that will get you predictable results will leave you clientless and penniless.  

This is a stage where you are most vulnerable to bad advice.  You are working diligently to make your business work and open to taking advice or coaching from just about anyone.  This advice could be detrimental to your growth.

A bad lease at any stage can put the strain on a business, but when you’re just starting out and trying to generate (and keep) as much revenue as you it can put you out of business.   

Many times Word of Mouth marketing drives a Stage 1 business, if that doesn’t take off because your clients aren’t willing to talk about you or you can’t deliver results worthy of referrals it’s going to be a long, tough uphill battle.

What Does Success Look Like?

You’ll know you’re having success in this stage when you have happy clients and you’re seeing steady, continuous growth.  

This success is built on the foundation of you acquiring the proper credentials to deliver training services and have a big focus on getting better at delivering results.

To support your growth you’ll need a polished and consistent sales process in place that allows you to hit your daily and weekly goals.   

Congratulations if you can check off all these boxes…

YOU’VE PROVEN YOU CAN SURVIVE!  

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

Understanding the value of a business coach at this stage will give you a distinct advantage!  They will help you implement systems faster, avoid the mistakes that put many fitness businesses out of business and get results quickly.  

By having a coach early you will build a solid foundation for your future success.   

Key Performance Indicators

With sales being the biggest factor to success in Stage 1 your KPIs are tied directly to your ability to add new clients.  Focus on New Core Offer (new clients) and New Front End Offers (trials, etc) during this stage.  

The faster you can bring in new clients the quicker you’ll be able to move to the next stage.

Stage 2: Marketing Machine

Congratulations!  If you’re in Stage 2 you’ve got your business off the ground and are making a bit of money.  Many fitness pros never get to this stage, you should be proud of yourself.

But, there’s more work to do…

In Stage 2 you’re going to need to ramp up your marketing.  It’s critical that you develop a plan to attract and acquire new potential clients for your business.   By learning how to predictably bring in new leads you will be able to support your business through the future growth stages.  

Without the ability to market you will be vulnerable.  

The Challenges

You’re getting busier now and there’s a good chance that you’ve said ‘yes’ to every opportunity that came your way to get to this point.  That’s going to be a risk for you.  You’ll have to learn to assess the right opportunities so that you have a focused plan for growth and aren’t chasing the idea of ‘busy for busy’s sake’.

You’re now more comfortable selling, but are starting to wonder how this whole trading dollars for time thing is going to work for you in the future.  There’s a good chance you’re starting to ask the question “how much should I be charging”.

It’s easy to be a victim of your own success in this stage.  If you continue to sell it means you’ll have more clients to train.  That’s great, but if you are spending all your time training you can’t sell any more.  Your revenue growth stops!  

Marketing can be tricky, especially in a competitive industry like fitness.  You’ll need to hone in on your target market and learn how to create a plan that gets you in front of the right people.  Spreading your message and attracting more leads is crucial if you want to grow.  

There’s a good chance you’d train people for free, because you love it.  But, that’s not a great business model… A huge challenge for many fitness pros as they go through this stage in their journey is overcoming their own issues with money, self worth and fear of success.   

You are great at what you do!  If you earn it, you deserve success.

Common Causes of Failure

As you grow and move through the stages of your journey the risks become greater.  They continue to evolve with you and your business.  If you know what trips up many business owners you can take the steps to avoid the causes of failure

In Stage 2 common causes are:

What Does Success Look Like?

Success in Stage 2 is all about being able to control your marketing.  You must be able to bring in new leads when you need them, be consistent with your marketing activities and these activities allowing you to hit your quarterly goals.

As you grow and time becomes an issue it’s also key that you bring on your first new hire for your business, likely an administrative assistant to help with some of the office work tasks that are keeping you from revenue producing activities.

A successful Stage 2 business owner will also begin manage their time and priorities well.  They have a system in place and structure to create time in their day instead of hoping they can make time.

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

These require a bit of explaining…

The community that you’ll find the most support in is a network of your peers.  You want to find a group of fitness business owners who have been or are going through the same journey you’re on.  This allows you to feel connected and eliminate the feeling that you’re the only one experiencing the challenges and problems that arise in your business.

A community of your peers can lift you up and provide you support when you need it most.  

It’s also critical that you seek out and attend skill development workshops and mentorship programs.  These can be in person or online programs that are focused on helping you develop specific skills and competencies needed to move forward in your business.  

Key Performance Indicators

We’ll take a small shift in Stage 2 and start looking at the front end of your marketing funnel when evaluating performance metrics in your business.  

In Stage 2 you should be tracking and reviewing:

  • New Leads
  • Core Offer Conversion Rate (Lead to New Client)
  • Expenses

Stage 3: Systems-wise

Things have really taken off for you!  It may have taken you 12 months to get to this stage in your journey or several years.  No matter the time it took, you’re here now and have proven that you want to create a successful, High Performing business.  

This is a pivotal stage for most fitness business owners.  It’s where you have to begin thinking of your business as an actual business!  You have to replicate the results you can get yourself through systems and structure.

The Challenges

In Stage 3 you’re going to be thinking…

  • Not all of my customers are awesome…
  • Is this the best use of my time?
  • How can I get other people to do this well?
  • I need a break!
  • What’s important?  What are my priorities?
  • How am I doing?

Things are going well in the business at this stage but you’re realizing not all opportunities are created equal and it’s quickly becoming evident that you’re going to have to develop a new set of competencies.

It’s critical that you begin to make the mindset shift from being a great trainer who can market and sell to a great business owner.

Common Causes of Failure

As you grow and move through the stages in your journey the risks become greater.  They continue to evolve with you and your business.  If you know what trips up many business owners you can take the steps to avoid the causes of failure.

In Stage 3 common causes are:

  • You stop marketing because you are too busy
  • You stay in this stage too long and never progress
  • Open another location too quickly
  • Hire reactively (too fast), fire too slow
  • Disorganization/lack of priorities
  • Burn out
  • Can’t adapt to the business to shifts in the market
  • Thinking a system is a checklist
  • Bring on a partner or realize a current partnership is bad

What Does Success Look Like?

This stage is often the toughest for a fitness business owner to go through because what is required for success may not come naturally.  

When you’re in this Stage look for the signs of progress and success by recognizing the following:

You can see there is a lot that goes into success in Stage 3.  There’s a reason many never make it out of this stage and it’s often the stage that sends good people packing in our industry.

This is where the hard work starts for your business.  But, if you can get through this you’ll have a solid foundation for growth and an ability to scale your business.

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

You’ll notice that a close knit peer group or High Performance Mastermind makes its first appearance in this stage. Now, more than ever, it’s critical that you have a close group of peers to help you develop as a business owner and speed up your results.  High Performers don’t want to stay in a stage longer than needed, and a good peer group will help hold you accountable and get you results quicker.

Stage 4: Manager-Leader

You’ve made the shift and now you have a business you are proud of and that you love running.  Congrats on your success thus far, but there’s still work to be done.  

It’s time to learn how to get results through other people. There’s a good chance you’ve built up a small team to get to this point and they are responsible for driving certain areas of your business.  How will you keep making progress and get the results through your team?

The Challenges

In Stage 4 you’re going to be facing things like:

  • How do we perpetuate improvement?
  • Early decisions to ‘bootstrap it’ are catching up to you
  • Figuring out what investments you can afford to make
  • What is your culture, really?
  • What’s next for you as the business owner?
  • Should you open a second location?

You’re now beginning to think forward and start realizing the decisions you make today greatly impact the direction of your business for the future.  You may also get a sense of dissatisfaction, or uneasiness from your team doing a lot of the work.  

Common Causes of Failure

Yes, even at this stage it’s possible to fail!  Many businesses take a step back when they attempt to transition to this stage.  Sometimes it’s because they didn’t take the time to develop the foundation in their previous stages or it could be because they resist the need to develop new competencies.  

In Stage 4 common causes are:

  • Not evolving as a manager
  • Trying to leave this stage too soon
  • Not letting go of the technical work
  • Getting in the way of your team
  • Letting your ego keep you from being transparent about the real issues

If you refuse to allow others to help you grow your business it’s going to be difficult to move on to the final stage in your business journey.  You’ll have to set your ego aside and help others improve at their job to truly have success in this stage.

What Does Success Look Like?

Another big shift happens in Stage 4, you are now more focused on the people in your business than dominating tasks or mastering technical skills.  You’re undergoing the transformation into a High Performing Business Owner!

When you experience the following you’ll start to notice success:

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

  • Performance Based Compensation (if applicable)

You’ll quickly notice this stage requires a lot of development for the business owner.  It’s a time where you will be required to develop your own competencies to support your team.   

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

During this stage relying on a great business coach to help you develop the required competencies and uncover your blind spots will be critical.   Paired with a peer group, like the High Performance Mastermind, you’ll have the support you need to continue you journey.  

Stage 5: Entrepreneur

Finally, the coveted entrepreneur stage!  You’ve worked hard and and done the required work to get here.  Celebrate a little 🙂

All your hard work has it’s rewards if you stay focused on the right things.  But, you’re still not immune to failure or falling back into old habits that could set you back.  

A High Performer is constantly seeking to learn and develop as a business owner.  

The Challenges

In Stage 5 you’re going to be facing things like:

  • How do I let go?
  • What defines me?
  • What can I break? Do they really not need me?
  • What’s my job?

It can be tough when the entrepreneur to realizes their team is functioning well and they aren’t needed in the day to day operations for the business to be successful.  If you aren’t careful you will be your own worst enemy and sabotage your success.  You’ll find ways to break things your business so that you can jump back in and be the hero.  

You’ll need to focus on your new identity as a the entrepreneur.  

Common Causes of Failure

Yes, even at this stage it’s possible to fail!  Many business owners take a step back when they attempt to transition to this stage.  Sometimes it’s because they didn’t take the time to develop the foundation in their previous stages or it could be because they resist the need to develop new competencies.  

In Stage 5 common causes are:

This stage requires that you have someone or a group of people in place in the business where the ‘buck stops’.  They have the final say in the day to day operations.  Learning how to manage them and letting go of the responsibilities  you have given them will be key for your success.

What Does Success Look Like?

Once you’ve got to this stage you’ve afforded yourself the opportunity to focus back on some balance in your life and meeting your bigger life goals.  It’s time where you can take on passion projects or pursue things that you’ve always been interested in because of the foundation you’ve built in your fitness business.

Here’s what you’ll need for success:

  • You have a General Manager or Manager in place to make decisions on day to day operations, including hiring/firing
  • An exit strategy is in place
  • A gatekeeper says ‘yes’ or ‘no’ for you
  • You are investing in inspiration
  • Life goals are being met 

What Competencies and Resources Will You Need?

Your focus at this point may be to extending your impact and helping others.  That may mean mentoring other fitness business owners and or giving back to your community.  To be effective at this you’ll need to develop competencies that help you (and help your team).

Here are a list of competencies:

  • Mentorship
  • Social Responsibility

The resources to support you:

  • Continuity Plan (what happens if something bad happens to you?)
  • New Business Development Plans

This stage is about you ensuring you leave something behind that you are proud of and that can be sustained without you there.  

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

What do I do with this info?

There’s a lot of information here, especially if you read from start to finish.  In fact, it’s over 4000 words on what it takes to be successful on your journey as a fitness business owner.

Using this to help you is easy…

  1. Identify the stage you are in
  2. Learn what it’s going to take to have success
  3. Implement those things
  4. Look ahead to the next stage so you know what to expect

Skipping stages will only result in you failing.  Looking too far ahead won’t give you a big benefit because you’re taking your eye off the ball.  It’s okay to know where you are going, but focus the majority of your precious time and energy on mastering the stage you’re in currently and building a solid foundation for success.

If you need a little help complete the application below and we’ll jump on a call to figure out how to get you unstuck or speed up your progress.

FREE 60-minute Coaching Call Application

  • This field is for validation purposes and should be left unchanged.

 

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[ November 16, 2017 by Fitness Revolution 0 Comments ]

High Performance Mindset For Fitness Business Owners: Journaling

Success starts with the right mindset. Many fitness business owners struggle to overcome their own self doubt and negative self talk.

In this short video Ryan shares a simple method for shifting your mindset and becoming the High Performing Fitness Business Owner you are supposed to be.

Need Help In Your Fitness Business?

Growing and running a successful fitness business is too tough to do it alone!  If you’re facing challenges that you aren’t sure how to overcome or want to reach your goals faster make sure to schedule your complimentary Coaching Call!

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[ November 9, 2017 by Fitness Revolution 0 Comments ]

Hiring Mistakes To Avoid In Your Fitness Business

As you grow your fitness business it’s inevitable that you’ll need to hire your first employee. It may be a personal trainer to come in and help with your clients or an administrative assistant to take on some of the work you can’t get to because you’re too busy.

Either way, it’s important that you avoid the mistakes Ryan Ketchum covers in this video.

Check it out to learn:

  • Why many business owners find themselves dealing with more problems once they hire someone
  • How to get crystal clear on the expectations of your new employee from the start
  • A huge mistake that can cost you thousands and why it’s so tempting to make it
  • And much more!

Facing Fitness Business Challenges?

Many fitness business owners struggle with hiring, building a team and expanding their reach.  If you’re facing these obstacles or others that you just can’t seem to figure out schedule a complimentary Coaching Call to see if we have a solution for you.

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[ November 6, 2017 by Fitness Revolution 0 Comments ]

How To Hire The First Employee For Your Fitness Business

Avoid The Common Mistakes Made When Hiring Employees For Your Fitness Business

A huge issue for many trainers when they become extremely busy is hiring….

Recently a fitness business owner posed a question online about making his first hire.  After reading through the comments I felt compelled to add my two cents.  

See, a hiring mistake can cost you thousands in your business.   The U.S. Department of Labor estimates the cost of a bad hire is at least 30% of their first year earnings for that employee.

Think about that…

Even at just $30,000/year for your employee, a bad hire could cost you at least $10,000!   For a small business that could be devastating.

Your first few hires are always the toughest.  There’s no system in place, you’re drowning in tasks, and you are looking for a dynamic person to come in to help you out.  On top of all that you’re probably tired, stressed and a little burnt out.

Let’s address the biggest questions from fitness business owners looking to hire their first employee.

Should you bring on Independent Contractors or Employees?

It really depends on what your expectations are for the role/individual, but in most cases it’s better to bring this person on as an employee.  

There may be a little higher cost to this decision on the front-end, but it can save you a lot of headaches later.

Here are the rules from the IRS website about the difference in the two.

If culture is important to you then managing an employee will be much better for your business than a contractor.  You’ll have more control and buy in from an employee.

Specific questions for this should be taken to your accountant.

Do you hire a Personal Trainer or Admin first for your business?

It’s almost always the best decision to bring on an administrative position before a training position. Not only is it typically more cost effective to hire this type of role but it allows you to stay focused on the revenue generating activities in your business.

Another factor to consider is the pool of qualified candidates for the role. There’s a good chance in your community the number of people with the skills and capability to be a great admin for your business far outnumber those with the skills and capability to be a great trainer.

Part Time or Full Time?

Administrative work can take place on a flexible schedule for the most part. It’s prudent to bring on this new position in a part time role unless you are absolutely sure you have a full 40 hour work load for them.

You’ll be happier to find out that you need to increase hours than you will be if you find out you’re wasting a few hundred bucks a month for a position that doesn’t need to be full time.

What will they do?

The real question you’re asking here is “how do I figure out what to hand off”. You’re plate is full of tasks and to-dos that aren’t getting done, so it’s easiest to start with those things.

Don’t fall into the trap that many fitness business owners do and hire first then figure out what that role will be responsible for completing.

The best way to approach hiring is to create a position and position description for this role in your business ahead of time. You’ll want to give them a simple title and define their Core Responsibilities and metrics.

This allows you to know exactly what you want this role to do in your business and how you’ll assess their performance.

In an admin role it can be tricky to figure out the metrics. It’s not like a sales or marketing role where you can easily tie back performance to the 4 Sales & Marketing Pillars. Instead you’re probably looking at things like customer satisfaction ratings from a survey or On-Time/Accuracy benchmarks.

Where do I find prospects?

Hiring is a lot like marketing. You’ll have a Prospect Profile for the position and you need to figure out where you need to go to find them.

The first step is creating a compelling job posting that appeals to the individual you are trying to find. Use language that will repel the people you don’t want and attract those you do.

Next, figure out where these types of people are looking for jobs now.

Job boards, like Indeed/ZipRecruiter/etc, are a good resource if you have the budget to pay for their monthly services. The free versions most likely won’t produce great results.

Your best prospecting resource will be your network. Ask your clients, share your job posting with your email list and personally reach out to business professionals that may know someone who could be a good fit.

Aggressively attack your prospecting and do something everyday to find new prospects for your pipeline.

Social media can be a great resource for you, especially local groups that include the type of person you are looking to recruit.

What about after I hire?

Most hiring goes wrong in the first 30 days post hire. You get excited about finding this new employee to add to your team but forget that you need to dedicate time to training them and making sure they get their feet under them in this role.

Map out a thorough onboarding process to integrate the new hire into your culture and onboard them for their new position.

A little preparation goes a long way with your onboarding process, don’t think you’ll be able to keep up and do it after you hire the employee.

This person has a lot of potential for (insert the skill or asset), should I hire them?

Hire the person for the role and avoid creating a role for a person! I can’t stress this enough…

Many fitness business owners make the mistake of hiring a person they think will bring them a bunch of clients or that they hope can fill a lot of different roles in the business. For example the person is good on social media so you want them to be an admin, part time trainer and also run your social media marketing.

This hybrid position has a few big problems:

  • Rarely do these types of hires pan out.  They usually leave the business owner disappointed and new hire frustrated.
  • Even if they do work out, you now have a unique role in your business that will be next to impossible to fill if the person ever leaves (and they will).
  • Too many responsibilities eventually leads to nothing getting done.  

To avoid this mistake create your position and then find the right person to fit it.  

What do I pay my employee?

The latest Association of Fitness Studio study showed that the average wage for administrative staff was $10.82/hour and training staff ranged from $27.84-$34.13/hour.

From my own personal experience when hiring administrative staff in my previous fitness business the $12-15/hour range was where I found the highest quality employees, but when I first started hiring the $9-10/hour range was what the budget allowed.

You need to know the budget and compensation plan for the new hire before starting. If you don’t there’s a good chance you’ll get a qualified candidate that wants to negotiate the compensation. If you’re in a big need to hire this may lead to overpaying for the position and put your profits in jeopardy.

It’s important to remember that you’re buying back time to spend on higher return, revenue producing activities so your profit margins may take a little hit at first when paying this employee, but you should be back on track or exceeding goals quickly.

Setting Up Your Hiring Process

By avoiding these mistakes you’ll save yourself a lot of headaches and lost money in the process. Take the time to educate yourself, prepare your hiring process and follow it to the letter and you’ll be much happier with the end result.

Most your pressing questions about hiring have been answered through this article but there’s a good chance you’re still overwhelmed by everything you’ll need to get setup and figure out.

If that’s the case and you’d like to save some time (and a lot of money from avoiding mistakes) apply below to schedule a Discovery Call. We can talk about your hiring challenges and tell you how to get access to our hiring systems and ready to use resources to make it a lot easier.

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[ October 3, 2017 by Fitness Revolution 0 Comments ]

What It Takes To Be Successful In The Fitness Industry

“Ryan’s one of those people that makes business, sales and marketing interesting…”

That’s literally what Rafal Matuszewski,the host of the Cut The S#!t, Get Fit Podcast, said about an interview we did recently.

On this podcast we talk everything from business to training to transformations.  There’s something in here for every fitness pro or business owner.

Here’s a few things we covered:

  • Why I started my first fitness business and the mistakes I made
  • Tips for having success with your own facility
  • Finding your own path in the fitness industry
  • The wild world of business partnerships and how to navigate them
  • Why most fitness pros struggle with business
  • The path for success in the fitness industry
  • The biggest problems with Online Training and how to make it work for you
  • How to leverage social media to create your own brand in the fitness industry

And a ton more!

Listen Now

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[ January 16, 2017 by Fitness Revolution 2 Comments ]

10 Valuable Business Lessons From The High Performance Summit

Learning from those that have “been there, done that” is one of the best and fastest ways to improve your business. Recently we hosted our first annual High Performance Business Summit and here are the 10 most valuable lessons.

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[ December 6, 2016 by Ryan Ketchum 3 Comments ]

Launch Your Online Fitness Business in 5 Easy Steps

Guest Post By Forest Vance, creator Unchained – 6 Week Online Business Boot Camp For Fit Pros

Are you a fitness pro, looking to bring your message to a larger audience – and make a few (or a lot of) extra bucks on the side?

I’m here to tell you that there is a LOT of opportunity for you to start an online fitness business for fun and profit.

I’ve been in online fitness info space for about eight years. And I have built a nice little side business in the process, where I now reach tens of thousands of folks on a daily basis through various channels (my blog(s), other websites, email newsletter, Facebook, YouTube, etc.).

Even cooler, I can work on this business ANYWHERE in the world with an internet connection. I make what most folks would consider a full time income – on the “side” – from my online business. And I do it in about two or three hours of work per day.

So, figured I’d put together a top-level view of how YOU can start an online fitness business for fun and profit.

Let’s get right to it!

— side note: this post is a SUPER top-level view of my online business. If you are serious about doing this, I recommend you pick up this full program that will walk you through the process.

Get Unchained – 6 Week Online Business Boot Camp for Fit Pros

1 – Find an “untapped” niche

First figure out – Who do you want to service? What do you want to provide them?

Then you need to find a “hole” in the market where you can solve a big problem.

A good example is a project I partnered on with a friend of mine a couple of years ago – Kettlebell Boot Camp Workouts.

Kettlebells are hot. Fitness boot camps are hot. No one had really put the two together into a product. By doing this we were able to sell almost 1,000 units and bring in over $25,000 in total revenue in a week’s time with this one product.

What unique idea do YOU have that you could bring to the world?

2 – Create your blog

Now, you need to create your blog around the big problem you’re looking to solve.

Maybe you want to help stay-at-home-moms lose fat with fast, efficient workouts they can do with minimal equipment.

Maybe you want to help people lose fat and get healthy with easy-to-prepare recipes.

Whatever topic you’ve picked, you’ll need to:

  • get a domain name
  • get hosting
  • install WordPress (easiest solution)

You can do this yourself if you’re tech savvy. Or you can go to a site like Upwork.com and hire someone to do it cheaply.

Also. You’ll need to put together a free report or video or both to get folks to sign up for your email list. Something that solves one big problem for your prospects. As an example, I have a beginner’s guide to kettlebell training on my site at KettlebellBasics.net – and over 12,000 people have signed up for my email list from this site alone.

This is SUPER important to capture your visitors info, so that you can follow up with them later on down the road.

3 – Get traffic

SO many ways to drive traffic to your site. But you gotta get folks to come check it out. And specifically, folks who are interested in what you got to come check it out.

Start by simply telling you friends, family and co-workers what you got going. And have them tell everyone they know too that might be interested.

Then the next easy place for most folks would be social media. Post a link on your personal Facebook page. You could also start a Fan Page for your blog specifically.

Also basic SEO for your blog posts will help you get some organic traffic.

YouTube is another great place to get traffic. Create videos around topics you cover on your blog, and direct folks back to your site in the videos, mentioning your free report or give-away.

4 – Content creation

You want to be consistent in your content creation. At LEAST once a week post to your blog. Two or three times would be even better.

Another easy way to get folks to your site would be to do guest posts for OTHER bloggers in your area of focus … and have them link back to your site and send THEIR readers your way.

When you post a new blog, email out a link to it to your growing email list.

Then it’s time for …

5 – Monetization

Okay … all this sounds great so far … but how to you make money from it?

Lots of ways actually.

The best are:

  • Create your OWN product – after you’ve been at the content creation thing for a little while, you can easily create a $7 or $9 product that solves a specific problem. Like maybe some recipes put together, or a six week workout program for a specific goal.
  • Recommend other’s products – you can recommend other’s products as an affiliate and get a commission when others buy on your recommendation. Of course, the key is that the products you recommend are of TOP quality and will help improve your reader’s lives.
  • Sell a service – you could do online training or nutrition coaching, for example.

If you’re going to do any or all of these things, you’re going to need to know how to set things up. Specific tactics for persuading people thru writing. How to send traffic. You will find out how to do ALL of this in the Unchained system – and much more – here:

Full online business “blueprint”

Whew. There you have a VERY top-level view of how to start an online fitness business for fun and profit. If you have questions or comments, please send them my way. And good luck in starting your own online fitness business!!
forestForest Vance
creator, Unchained – 6 Week Online Business Boot Camp for Fit Pros

PS – If you are really serious about doing this – don’t waste time trying to search around the internet and get all the details on how to get everything set up.

Unchained – 6 Week Online Business Boot Camp for Fit Pros

Study it, watch the videos, listen to the audios, and get yourself out there to the world!!

 

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[ September 14, 2016 by Fitness Revolution 0 Comments ]

9 Reasons Your Business Isn’t Growing

Sometimes your business will stall out and growth will come to a screeching halt. That leaves you frustrated and confused about what to do. And the answer isn’t more of what you’re already doing. Discover the 9 reasons your business isn’t growing and create a plan to rediscover growth.

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[ February 1, 2016 by Fitness Revolution 0 Comments ]

Seeing Into The Future Of Your Fitness Business

Having a long-term vision in place is a must-have for fitness business owners. Do you have yours?

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[ November 30, 2015 by Fitness Revolution 0 Comments ]

Fitness Business Growth Plan: A Simple Way to Create Momentum

If you’re ready to create a plan that will set you up for some serious growth in your fitness business  watch the video below.

In this video we’ll cover:

  • The 5 Alignment Principles that you MUST have in your business to have freedom and growth
  • How to extract Core Values that will help you manage and run your business
  • The keys to creating a business with structure that allows you to grow and delegate through empowerment and accountability
  • 7 processes that help you  systematize your business
  • How to create a plan for your (21:40) growth and success in 2016
  • Discovering your purpose and finding your motivation for building a great business
  • How to create clarity to make your vision and purpose come to life
  • 8 metrics you can use to manage your business to put you at ease
  • Creating a Marketing Strategy that will help you find your ideal client and grow your business rapidly
  • A 3-part cycle to use these tips in your business and help you gain momentum

Want to fast track your business growth and success?

Our Accelerator Coaching Program provides you access to our proven system
for business growth. Apply today for FREE  to see if the Accelerator Coaching Program is a good fit for you and your business.


FR-Accelerator-Blog Ad-V1

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[ November 23, 2015 by Guest Blogger 2 Comments ]

How to Build a Productive Team: Create a Unifying Purpose

How do you take your business productivity from good to great? In this article we look at how having purpose and vision impacts your productivity.

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[ November 3, 2015 by Guest Blogger 0 Comments ]

How to Build a Productive Team: Establish a Common Language

Establishing a common language is vital to any team. Between tone, meaning and intention—there are lots of ways that communication can get muddled. Learn why having a common language will help your team communicate more effectively and become more productive.

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[ August 6, 2015 by Nick Berry 0 Comments ]

4 Critical Aspects of Your Fitness Business System

There is a lot of messaging out there about what you need to do to succeed. So what are the critical aspects of your Fitness Business System?

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[ July 13, 2015 by Nick Berry 0 Comments ]

7 Signs of a High Performer

Inside of every high performing business there’s a high-performing owner.

For you to get the most out of this article I need to tell you something: Ryan and I have been posting about the Fitness Business Alignment System™ and the role it can play in your building a high-performing business.

This post is about the other key ingredient in the formula for a high performing business – a high performing YOU.

The distinction is critical, and you’ll see why by the end of the post.

The 7 Signs of a High Performer

#1: They meet their commitments.  

On anything from making good on payments to giving their word, they recognize the importance of a commitment. If life gets in the way, like it does for all of us, a high performer owns failures and works to make them right. One of our Core Values is “We do what we say we’re going to do”.  We want to instill in our team that maintaining commitments is non-negotiable. It’s no accident that high performers are known for their dependability.

#2: They are open to criticism.

They usually aren’t the person who has a reason ‘why’ for everything; they’re usually the person who has an example of how they made a mistake and how they’ve learned from it. Learning from mistakes and accepting feedback is one of the biggest factors that separates high performers from the rest.

#3: They are life-long learners.

Down to their core. It never shuts off with them. They may not even realize how much they are absorbing from everything that’s going on around them – but they do recognize the importance of always learning.

#4: They are up to the challenge.

If you put a high performer among peers, they are going to respond by upping their game.  They become more focused, more diligent, and more responsive.

#5: They recognize all aspects of their health.

This does NOT mean that they are always at peak levels. I would actually say that the key lies more in them being able to effectively manage themselves at less-than-optimal levels, and minimizing the effects of being less than optimal.

#6: They respect the needs of the business.

They don’t let a weakness of theirs become a neglected area of the business. High performers know that it has to be done, and they make sure that it is.

#7: They make all of their decisions with the long and short term in mind.

It doesn’t mean they are always right – it means they are always working to align the short term with the long term. Another way of saying this is that high performers can see the detail without losing sight (or alignment) with the big picture.


 

You’ll notice that all of these signs of high performer are behavioral.  There’s nothing on this list that one person may be born with that another is not.  There’s no mention of IQ, appearance, SAT score, or any type of benchmark or score. They are all things that we can do. If we don’t “do” these things naturally, they are behaviors that we can cultivate through the forming of good habits.

You have control over all of the things that define a high performer.

High performance can mean different things to different people, but the constant for everyone is that it’s driven by how you think and act.  (You might also note the contrast in the high-performer and the ‘at-risk’ owner from a recent post.) The most important lesson that I’ve learned from surrounding myself with high performers isn’t a metric, number, checklist or strategy but learning how high performers think and act.

The high-performing YOU is built on the foundation of how you think and act.

A high-performing business has to be built on a foundation of certain functional pieces, and those pieces have to be measured. That’s not the case when we’re talking about the high-performing YOU.  The high-performing YOU is built on the foundation of how you think and act.

The tools are there. What we can’t do is make your mind up for you. You have to do that in order to build your high-performing self and your own high-performing business.

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[ July 9, 2015 by Fitness Revolution 0 Comments ]

Grow Your Fitness Business through Culture and Community

Community is an important part of any gym atmosphere. Having a great culture can drive referrals and word-of-mouth marketing. So how do you create a good culture & community?