I decided to take it a step further and have some of our Elite Mastermind members offer up 3 things that are currently having a big impact on their businesses.  Here you go:

B.J. & Kori Bliffert

1. Implementing a scripted new member orientation before our two-week tryout, rather than winging it.  Every member gets the same message at every orientation: they learn all the rules, what’s expected of them and the cost of the camp should they be invited.

2. Systematized and scripted closing process.  Again, no more winging it, same close every time = a predictable outcome.

3. 1-1 Scripted goal setting meetings after closing the new member.  Though we’re still working on this one to get more Prograde sales, it has created personal relationships and a stronger sense of "we want you to succeed as much as you do" attitude with our members.

BJ & Kori Bliffert own Full Throttle Fitness Systems, a warehouse gym in Frisco, TX specializing in Fitness Boot Camps, Kettlebell Training and Small Group Team Training.

Wil Fleming

1. Incentivizing referrals. By simply adding the gift of a free t-shirt we have successfully turned every one new client into at least 4-5 new leads. No longer do we have to hit the pavement for new athletes we just had to hand out shirts! The only caveat to this is to make sure you ask for all the info you need to capitalize on the referral. For athletes – that needs to include parents’ names, home phone, and sports played. This is significantly different than what is needed for adults.

2. Focus on high return activities. When doing assessments, consults or conducting sessions is what pays the bills – why spend time on activities like updating your Facebook with your "killer" workout of the day? Does it really bring in clients? 

3. Be involved and be seen. As a coach of athletes it is of the highest importance to be out in the community at athletic events supporting Athletic Revolution athletes. Be seen and interact with parents everywhere you go. Offer to do fundraisers for the local youth teams and high schools. Oh, and don’t be a dope and forget to collect contact info anyplace you can!  

Wil Fleming is the owner and director of performance at Athletic Revolution Bloomington / Force Fitness and Performance in Bloomington, IN. Wil is a member and contributor to the IYCA. He has trained over 25 division I athletes in the last calendar year alone and his Athletic Revolution works with nearly 200 athletes on a weekly basis.

Ryan Ketchum

1. Creating the best atmosphere and experience possible.  At Force Fitness/Athletic Revolution Bloomington our goal is to make our clients, athletes, and campers feel like the best part of their day or week is when they are at our facility.  We go above and beyond to get to know each of our clients.  Retention of our current clients is far easier for us than attaining new clients.  

2. Special low barrier to entry programs.  We have run the same basic program with nutritional information, training system and other incentives over three times under a different name with great success.  The cost to join the program is very low and it has been a great boost to our business.  We brought in over 50 new boot campers in one month using this tactic.  You may not keep every single participant but many will continue with your programs.  It is also a nice little boost in revenue if you need some extra cash flow for the month.  We run these programs once every 3-4 months during different key parts of the year (Spring Break, Summer, Holidays, New Year, etc). 

3. Leveraging your current network for referrals and opportunities.  We recently pulled up our data base and had over 700 contacts that we came up with that might be able to help us grow our business in some way.  A lot of the time all you have to do is ask and offer to help them out in some way as well.  There are at least 2 or 3 goldmine contacts in everyone’s network, the trick is figuring out who they are and how they can help. 

Ryan Ketchum is the co-owner of Force Fitness and Performance and Athletic Revolution Bloomington.  Force Fitness/Athletic Revolution Bloomington focus on semi private training, athletic performance, youth programs and boot camps.   

Steve Krebs

1. Enhancing clients experience by doing monthly member appreciation events like nights out, get pampered day. Also having an awards and recognition day at the end of each camp.

2. Barter system! The biggest lead generators for my biz are my FREE radio spots! I trade with the owner of the most popular radio station in my area. Every month I get 2 weeks of boot camp ads for free! I developed this trade by leveraging my relationships. I also have a trade with the local NBC affiliate. I’m now on the news once a week for the rest of the summer. I always send thank you gifts to both!

3. Track your numbers. As soon as I started tracking all of my numbers my biz skyrockted! I track of member, lead generation, reactivation, clients lost, life time value, monthly income, monthly expenses, and my sweat equity.

Steve Krebs owns and operates Next Level Athletic Performance and Steve Krebs Fitness Boot Camps in Central NY. Steve is also creator and "star" of the Steve Krebs Show.

Tyler English

1. Look around you! Leverage your current network for hidden marketing opportunities. Each and every member of Tyler English Fitness knows someone who can benefit from our services. In turn we have been able to expand our network to include regular television, radio, and local business contacts that have lead to continued television coverage, radio promotions, joint ventures and print coverage. It is because of this new extended network that Farmington Valley Fitness Boot Camps were voted "2010 Best Weight Loss Center" in the Hartford Advocate and our programs have continued to be featured on NBC Connecticut, FOX 61 and WTNH Channel 8. The kickback from this alone has allowed our referral network to expand rapidly! All of this was made possible by a current member within our facility’s walls and at absolutely no cost to us.

2. Dare to be different! Create a unique, energetic, one of a kind experience. My brother and I pride ourselves on the energy and atmosphere within our gym. If you walk into any gym or health club they all do the same thing. They are boring and they take in everyone!

   So only work with those who YOU want to work with and are willing to do what it takes to be your client! Do you see what everyone in your area is doing? Now go do the opposite of every facility in your area!

   Make your program exclusive and special to those who are lucky enough to work with you. Our clients know that they cannot get this unique experience anywhere else! Their time with us is far and away the best part of their day! It is reasons like this I am able to tell people I love what I do and I work with people who I want to work with.

3. Get them results and fast! I always like to say, "you don’t get sh*t in this world, you work for it!" So why not make it so easy or "Barney Style," as my bro and I say, and make it impossible for your clients to not achieve results! You should have a systematic approach to everything your client’s do. From nutrition, to exercise, to when they are not with you! Guide them along. From the time they walk in the door, to the time they attend your boot camp orientation or initial consultation, to the exact moment they hand over their credit card. Give them the tools to become your next walking talking billboard so they can show future clients what is expected of them.

   Not only will your job become easier, but also everyone will be talking about "that boot camp."

Tyler English is Connecticut’s leading Fitness Professional and Fat Loss Expert. He is the owner of Connecticut’s #1 Hardcore Warehouse Gym, Tyler English Fitness, and the founder of Connecticut’s Most Elite Fitness Program, Farmington Valley Fitness Boot Camp.

Jeff & Tiffany Larson

1. Free Trial: The one thing that works really, really well for us is our 2 week free trial.  Before we joined BCBP we didn’t believe in giving anything away for free and therefore we didn’t.  I think in these times if people are going to make a monthly investment into a boot camp which is a higher price than a gym membership they want to be sure of what they are going to get so you have to show them your stuff.

   Since we started the 2 week free trial we get anywhere from 20 to 35 new campers try our program each month and we usually convert about 75% of those people.  But the point is, it is hard to convert people if you don’t have them and before the trial we didn’t have them coming in like that and the trial has been huge in taking our boot camp from
   60 campers to consistently over 200 campers per month and increasing our income by easily $20k per month.

2. Reward Referrals:  We generously reward referrals and make sure all of our campers know it.  If one of my campers refers someone that joins my camp and that person is going to spend $561 to $1740 or more with me…. I should nicely reward that person form helping me make that much money.  We give $50 to $100 for each referral plus other goodies like Prograde, t-shirts and special classes.  We do not do ANY print advertising and almost all of our new campers come from a referral.

3. Treat Them Right:  It really doesn’t matter how you get campers into your camp, if you don’t treat them right, get them results, and make have an excellent experience then they won’t stick around.  We provide lots of added value to all of our campers including, nutrition talks, measurements, travel workouts, free Saturday classes once a month, money for referrals, birthday gift cards, recognition, appreciation parties, group activities like hikes, beach workouts and canoe trips and more.  We also, provide a great program that is well thought out not just thrown together the night before, we make special time before and after class, we make special time for people who need extra help and reach out for it and we treat our campers like friends.  Our campers appreciate our attention to detail and know they can’t get it anywhere else.

Jeff and Tiffany Larson owners of Napa / Sonoma / St. Helena Adventure Boot Camp.  Fitness boot camp and kettlebell training focusing on fat loss and putting safety and quality first.

18 great business building tips from some of the best fitness pros I know.  Now your job is to pick a couple and start integrating them into your business.

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

In golf, they talk about fixing one aspect of your game and shaving a handful of strokes off of your score all at once.  If you get better at putting, all of the sudden those 90’s that you’re shooting become 85’s.  If you get better at pitching and chipping those 85’s become 80’s.

I think that same approach will work for improving your business numbers too.  I’m going to use bootcamps as my example, but this approach works for any fitness business. Here are some areas for improvement and some simple steps to make that happen.

The Quality of Your Camps – If your camps are bad there is no amount of marketing that will mask it.  You should be retaining at least 80% of your people from one month to the next – and that is a minimum number.  If you’re not, something about the way you’re delivering your camp is broken.  Here are some tips to fix it:

• Implement the Workout Muse system.  It’s a proven, done-for-you system that will not only give you a complete format to follow for your camps, but it will also add energy to each session.
• Plan ahead.  If you’re thinking up your camp workout 15 minutes before camp…stop!  These people are paying you to help them achieve their goals so you should be prepared.
• Be complete. While you can’t individually design each campers program, you can certainly make sure that each session combines all the elements of a well designed training session.  Group training doesn’t mean bad training.
• Bring it.  Every day you have to bring energy, personality, enthusiasm and be ready to motivate and inspire.  Your camps should be a high point in each of your campers’ days.  If they’re not, your business will struggle.

A Consistent Approach To Marketing – I noticed a few Bootcamp Blueprint members that had what I considered low numbers and honestly, I have to assume that means they’ve not been marketing.  Every day you should be doing a couple of things to grow your business and generate new prospects. Here are the marketing strategies I’d focus on:

• Public speaking.  If you’re not doing at least 2 speaking engagements per month you’re leaving money on the table.  If my numbers were low, I’d be doing one speaking engagement per week.
• Networking.  Nothing sexy about it, but you should be passing out 2 week trials – preferably 3 per day, attending networking events on a weekly basis and reaching out to everyone already in your personal network.
• Business of the Week. I just introduced this promo in Blueprint in early August and it’s a sure winner.  You should be contacting 2-4 businesses per week at minimum.
• The fundraiser.  Another BCBP exclusive that is a killer.  Great for business growth and great for your community.  A win-win for sure.  Just identify an organization that needs to raise money and reach out to them with your fundraising opportunity.  They keep all the proceeds and you get all the leads.

Work those four and work them hard.  Your numbers are guaranteed to climb.

Converting Prospects To Clients & Referrers – Every prospect should be considered precious when you’re trying to grow your business.  Here’s how to get them to buy more often and refer more:

• Personal attention. A personal call to each prospect. A personal introductory session.  A card thanking them for coming to camp.  People want to be treated well and feel important.  Provide that and they’ll not only become clients…they’ll become raving fans.
• A scripted offer.  If you don’t have a scripted sales presentation you’re missing sales.  Plain and simple.  I’ve provided a script in several different venues…BCBP, my free Fitness Sales e-book and on PTU…model it and close more deals. If you’re getting most of your prospects in on free trials, offer to allow them to ‘trade in’ their trial for a big discount off of the next month or a 3 month program.
• Ask for referrals early.  As soon as someone joins camp – even on a trial – ask for referrals.  Ask them to give you the names and contact information of 3-5 people that they might like to join them in camp and you’ll provide their guest with a 2 week free trial.  If that person joins you’ll give the referrer $50 off their next month.

Making It Easy To Stay – You need to make it easy to continue to work with you.  Sounds simple, but it’s amazing how many trainers make doing business with them difficult.  Here are some tips:

• Be easy to pay. Implement auto-renewal.  Use Volo and set up your business so you’re not chasing money at the beginning of each month.  With auto-renewal the responsibility to stop working with you is now on the client instead of the burden of re-signing people falling to you. This simple step will improve retention 25% for sure.
• Move people to 3 month or longer commitments.  From this point forward, start selling 3 month contracts to all new prospects.  Don’t get caught up in moving your current campers to anything beyond auto-renewal – but all new people make 3 month commitments.
• Have a downsell.  If someone can’t continue at 3, 4 or 5 sessions per week, offer to downgrade their program to 2 sessions per week.

There are certain areas in everyone’s business that, if improved, will provide a big surge in business.  Identify those areas – start with my suggestions above – and start growing your business today!

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

In May of 2008 Nancy & Dean Carlson opened Get Fit NH Bootcamp with one paying member and 7 friends that thought they were a little crazy but were willing to try it out.

They started outside in their backyard, but knew they needed an indoor facility as winter in New Hampshire isn’t outdoor camp friendly.

After looking at a variety of options Nancy & Dean ultimately decided to open their first facility on their own property – which they opened in October 2008.

When they joined BCBP in December of 2008 they had grown to 4 classes a day with about 35 members total, and revenues of around $2900 a month. Not bad – but nothing close to where they wanted to be.

During this time Dean was working 50+ hours a week at a firm he had been with for just over 9 years, and they were trying to grow the business in a way that would let him leave his job and run our their company full time.

According to Nancy ‘Joining BCBP kicked everything up a notch, gave us new ideas and the path to take action and implement.’  They opened class number five by renting space in what turned out to be the premier dance academy in Concord, NH in June 2009 as demand for their services grew.

Class six came at the Concord location a month later.  Dean was slowly whittling his hours at his “job” and was down to about 40 each week at this point.

They started class number seven in the late afternoon at our original facility in September 2009. Dean was down to 25-30 hours.

December 2009 (one year into BCBP) was a real turning point. They had members driving to their 5:00am class from over 35 miles away that didn’t want to come that far in the winter – so they took a leap and opened a 5:00am in Concord, pulling six members out of the class at their facility and hiring an instructor.

This became their biggest class.

By this point Dean was now just doing some consulting on a very limited basis with his old firm, and by February 2010 was completely done.

Today Nancy and Dean have 120 clients with revenues exceeding $15000 per month for the first time in March 2010 and are starting a youth athletic program with their employee Tyler while also looking at other expansion opportunities.

Now Nancy and Dean get to spend more time with their 3 kids (all under the age of 7). In fact, as well as teaching 4 classes, Nancy actually home schools the kids too.

They have a growing business.  They have members they love.  Dean was able to quit his job and work in their business.  They get to spend more time with their children.

I’m not saying it was easy – and I’m sure Nancy and Dean will tell you the same – but the rewards are obvious.

As you can see, this was steady progress.  They didn’t just go from 1 paying camper to 120 in a month.  They stayed the course, worked their plan and actually were able to reach their goal of Dean leaving his job a lot quicker than they initially had hoped.

So hopefully you can see why I was so excited to share their story.  It’s a great example of what’s possible if you know what you want and you’re willing to do what it takes to get there.

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

Fall of 2008 Tyler English decided he wanted to leave his job as a trainer in a gym and go out on his own.

He’d kicked around the idea of launching an infoproduct but hadn’t gotten any traction – and about that time we launched the Bootcamp Blueprint.

Even though he still was employed at the health club, he took the plunge and made the 12 month commitment and joined the program.

On December 23^rd he felt like he had learned enough to go out on his own and left his job at the gym.

On January 12^th, 2009 Tyler opened up his first 2 camps with 15 paid campers and about that many free trials using a Karate Studio and a Dance Studio.

In almost no time he was at capacity with over 60 campers and decided to open his own facility.

On March 30^th Tyler opened his own warehouse style facility and moved his camps there.

Tyler was just getting started.

He dialed in, put the infoproduct idea on the back burner, quit worrying about a lot of the online stuff that hadn’t really been giving him a significant ROI and started focusing on the high return marketing activities we were sharing.

By September his camps we up to over 110 members.

About that time, Tyler’s brother Robert left the Marines and came home to work in the business.

Having Robert on board took everything up another notch.  Tyler could work even more on the business instead of having to deliver all the camps himself.

Fast forward to now…

Tyler’s facility is literally bursting at the seams.

They’ve got over 200 campers.

Robert’s added his own specialty programs to go along with the camps and weight management programs they already had running.

Tyler’s hired a staff bookkeeper / assistant.

He’s working with his landlord about expansion so he can add more programs and accommodate bigger classes.

His business is churning out 25K or more month after month.

So in about 13 months Tyler went from club trainer to his own facility with over 200 campers and 25K per month.

There are thousands of fitness professionals out there in a similar situation to the one Tyler was in back in the fall of 2008.

Unhappy with their jobs or their current income.

Feeling like they were settling for far less than they we’re capable of.

Hopefully this isn’t you – but maybe it is.

He decided it was time to take action and build the career and the life he’d always wanted.

Will you do the same?

http://theBootcampBlueprint.com

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

1. Get on the phone and reactivate former clients & campers.

2. Do at least 2 public speaking engagements per month.

3. Start networking on a weekly basis.  Check this post out to become a Power Networker.

4. Ask for referrals at the point of sale.  See this post for a form you can use.

5. Start using EFT and selling 3, 6 and 12 month programs instead of only 1 month camps.

6. Face-to-Face relationship building.  Prospects are everywhere.  Talk to them.  Perfect your 15 elevator speech and commit to meeting at least 1 new person a day.

7. FREE Trials.  Every camp should be offering 1-2 week free trials.

8. Role play your sales presentation.  Practice it over and over.  Get comfortable asking for the sale.

9. Use an A/B or alternate choice close.  Finish your sales presentation by asking, "Which program would you like to get started with today?" Only one option means ‘yes’ or ‘no.’  2 options mean ‘yes’ or ‘yes’.

10. Have a ‘Business of the Month’ program and give all employees at a business one month free of your camp.  Flip them into long term clients. (We learned this one from Curtis and Chris over at GymSuccess.com)

11. Build a "Sales Army." You can let groups sell memberships to your camp for a healthy fundraiser.  Give them membership cards and a forms to track sales.  Offer the camps at a big discount and let the group keep all the proceeds. You’ll get dozens of new people that you can turn into long term clients and helped a good cause.

12. Offer a Fitness Coaching Program as a downsell or as an offer to former clients and campers. 

13. Start holding Transformation Contests – at least 3 per year beginning this coming January.

14. Hustle.  You can’t grow a camp sitting behind a desk all day. Get out and network, speak and build JV relationships.

15. Speaking of JV’s – go find local businesses that cater to the same demographic that you do.  Trade out free camp memberships for the ability to place a lead box in their business or send endorsed mailings/emails to their list.

16. Run a BuzzWorthy Camp. If you run a great camp…get clients incredible results and have tons of energy – people will spread the word.

17. Join the Bootcamp Blueprint   There is no faster way to grow your camp than to be part of the Bootcamp Blueprint.

SORRY!!

The Bootcamp Blueprint will only be Re-Open for 72 hours, so you need to act fast if you want to put yourself in a position to have a 5-figure per month camp up and running in the New Year!

Click here to see the 3 different Bootcamp Blueprint Membership Options

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

Two fitness businesses, $19,422.37 a month and a wife that was able to retire at the age of 30.

Life is good but it hasn’t always been this way.

I’ve had to shed many tears, bump my head on several obstacles and even entertain the thought of quitting. I think I even fought bouts of depression as I struggled trying to force my fitness business to work.

I definitely don’t want you to have to endure some of the same emotions and turmoil that I did, so I’m going to give you 3 powerful boot camp marketing tips that have helped me reach the point of success. Believe me, success isn’t about the money, although it doesn’t hurt, but about the peace of mind that I have the opportunity to share with those that I love the most.

You deserve the same thing if you don’t have that already and here are the 3 tips that will help you get there:

1. Create The Ultimate Experience

Too many “personal trainers” are just showing up to their sessions. Just there because the have bills due at the end of the month. That’s not you; right?

The best marketing you could ever do is to create the ultimate fitness experience. When your campers come to see you they should view that time as their getaway from everything else that life deals them. Here are a few
things you can do:

• Greet each person individually with a smile every time they show up
• Praise them with enthusiasm when they reach a milestone
• Ask them about something personal in their life
• Send them a personal card or letter
• Personal phone calls to tell them they are doing a great job
• Recognize them in front of others
• Remember and recognize their birthdays and anniversaries
• 15 minute coaching calls

2. Build Strategic Alliances

Let’s face it. Every smart business owner knows that we will not survive on our own. So, it is important to know how you can help another business and how the may be able to help you in return. We call this…creating a win/win
situation.

Your goal should be to joint venture (JV) with as many other businesses as possible. You always want to go in with a giving hand and here are two things that will help you speak with confidence every time you approach a
potential JV:

A. Make a list of every possible thing that your business has to offer. I mean everything…think outside the box. Keep this list and continue to add to it as ideas hit you over the months and years.

B. Take the decision maker to lunch. Remember, you are looking to build a long-term relationship with some very key business owners. There is nothing like getting them out of their typical environment to level the playing
field and begin that relationship by you doing something nice for them.

3. Unconventional Promotions

People have become desensitized to normal advertising and self-promotion. You have to do something to catch their attention and that means getting a little crazy sometimes.

Referral Programs – I did one where I gave away a month free for every referral that signed up during a 2 week period. This created a frenzy and I had a couple of campers that got 4 free months of boot camp. All total I
brought in 16 new campers in 2 weeks.

JV Promotions – Now that you have the joint ventures that we talked about earlier, you can run some great promos with them. I partnered with a liquor store with a promo called “Drink Wine, Look Fine.”

Concept – We created a “wine of the month” at this local liquor store and every customer that buy that bottle during the month gets a free month membership to my boot camp. I get a solid 3-10 new leads a month from that.

Starting, growing and maintaining a successful fitness business can be a daunting task and also very rewarding. I’ll be honest with you, one of the biggest differences in my career was finding resources that worked so that I didn’t have to reinvent anything.

It wouldn’t be right if I didn’t tell you that the Bootcamp Blueprint was the single biggest resource that opened my eyes to how to rapidly grow my fitness boot camps to close 200 members, 7 locations and 5 trainers. I love logging into the Bootcamp Blueprint forum to pick and choose the business tools that I want to use for that month.

I hear that the guys (Pat, Nick, Jim and BJ) are about to open the Bootcamp Blueprint up again to accept new members and I have tell you, “You do not want to miss the opportunity to have a full business placed in your lap.”

I’ll leave it at that.

I’d love to hear from you so post your comments below and feel free to add any boot camp growing tips that you might have for our fellow fitness professionals out there.

Donovan Owens is the Creator of Busy Women Boot Camps, which provides 30 minute fat loss sessions for busy women. He has stepped into the corporate fitness world in a big way with his Employee Fit Boot Camps, which delivers an on-site fitness experience for your work place. Donovan is also proud to be an National Business Coach for Ultimate Business Systems and the Boot Camp Blueprint. You can learn more about Donovan by joining him on FACEBOOK and following him on TWITTER.

There was some seriously powerful tactics being shared. Watch these two videos to see for yourself.

The first one shows the simple way one member has easily built his boot camp business to 110 campers in just months!

The second video reveals Boot Camp Transformation contest secrets.

Yours in prosperity,

Jim Labadie

Jim Labadie is the CEO of Prograde Nutrition a nutritional products company created specifically for fitness professionals. He is also co-owner of Ultimate Business Systems which provides business coaching services and products to personal trainers. His newsletters, products and coaching continue to encourage personal trainers to leave the Meat Head image behind and be viewed as experts in a world that desperately needs their help. You can follow his every move on Twitter and friend him on Facebook.

Hidden goldmine?

Yes. Billy’s business, like most every business, has a hidden goldmine waiting to be uncovered.

For Billy, the biggest part of this hidden goldmine is his list of former clients.

See, Billy has been training for a while and while his retention is incredible (actually, ‘legendary’ might be more accurate) – but he still has some clients drop of when they get busy, their financial situation changes or they just kind of drift off over time.

Well, this group of people is the ideal audience to reach out to and invite back into your business.

Why? A few reasons:

• Billy already has a great relationship with these people. He’s always overdelivered to his clients.
• They already are comfortable with him and his business.
• They’ve already established themselves as ‘buyers’ – people who will invest in their health and fitness.

So Billy and I discussed how he could reach out to them and make them an offer that would be enticing enough to bring a significant percentage of them back into his business.

Once we concluded that he had a great list of former clients – and this is key because if your clients left due to poor service, this approach doesn’t really work – we had to identify what kind of offer to make to this group that would be really appealing.

Here’s what we considered?

Why did they leave?

What are the most common goals of this group?

What is the typical availability of this group?

We determined that the members of this group left either because they could not afford 1 on 1 training any longer or they got busy with other things and couldn’t commit to continuing.

With this in mind we determined that the ideal approach was to come up with a fitness bootcamp that would allow people to train more affordably and offer it during times that would best accommodate most people.

Then, to make it even more appealing, we decided to offer a free trial to get these former clients motivated about at least trying out the bootcamp and then let Billy’s extraordinary service do the rest.

Will this work? We’ll see, but in our businesses we’ve done 2 different reactivation campaigns that generated over $30,000 each time and we’ve had several coaching clients do that well or better…and dozens of others launch $5000 per month programs targeting only former clients.

So, as I mentioned before, if you’ve never gone back to your former clients and made an offer, you’re missing out on a hidden goldmine in your business.

To make sure you don’t miss out on this goldmine any longer, Nick will be sharing our reactivation system with you in a couple of days – so stay tuned.

Question: What are?

- Working with the media for free exposure

- Training groups to make more while working less

Answer: Two things I always write about.

I’m just getting back from a short vacation in Key West so I’m going to give you my thoughts on this and you can put this info to use right away.

1) One of my most successful http://www.howtoprofitwithbootcamps.com customers recently made a BRILLIANT move landing in her local news.

So how did Laurel Blackburn land such a great media hit?

Simple. She knows her local media. Laurel knew from some quick research that the reporter who covered the story was young and hip and it was something that would be right up her alley.

So how EXACTLY did she get the reporter (who by the way brought a reporter buddy of hers who also wrote about it!) to cover her camp?

It was extremely difficult. HA! She emailed her and asked her if she’d like to attend the camp for a day and write about her experience.

That was tough, huh?

Way to go, Laurel! I’ve written it before – KNOW YOUR LOCAL MEDIA!

2) Want it even easier?

How about some media via word-of-mouth?

That’s what http://www.howtoprofitwithbootcamps.com customer of MVP Fitness owner Lyle Johnson got in his hometown of St. Louis. Check out this FRONT PAGE story on his Boot Camp! http://tinyurl.com/zfx42

I particularly like this part:

“He started boot camp last year with three people. Today, 70 people meet three times a week for five weeks. He has two sessions at Hazelwood Central and two at New Town in St. Charles.”

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NOTE: I’d be insane not to mention Lyle only had three camp members BEFORE he became our customer! http://www.howtoprofitwithbootcamps.com
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WOW! 70 members of his Boot Camp. How could you NOT be impressed?

How did Lyle land this incredible media hit?

I’ll let him tell you:

“It was by word of mouth. Another person who walks around the track during our boot camp sessions called the newspaper and told them about MVP.

The newspaper called me to set up the interview. They came out the next week and interview some of the enlistees and took pictures.

I’m still getting calls and enrolling new members in everyday!”

Thanks, Lyle! Perfect example of what happens when you are able to hold your camp in a primetime outdoor location.

It just goes to show you, Fitness Boot Camps are like media MAGNETS! People love them and so do the media. There’s plenty of visuals for pictures in a newspaper or magazine. And there’s also plenty of people to interview for TV, radio or print.

Oh, and just how well has his camp and all the media been doing for his bottom-line?

Well, according to Lyle:

“Antoher note, you can not find an exercise mat anywhere in town. The local sporting goods store, K-Mart, Target and even Wal-mart are sold out!”

Yeah, you read that right. You can’t find an exercise mat anywhere because Lyle’s Boot Campers have bought them all!!!

3) It’s that time of year…for some of us anyway.

A lot of editors and reporters and producers are gearing up for the holidays already. So if you have great ideas to help them out with stories about:

- Stress relief

- Gift giving (The media would love your expert opinion on what health and fitness items are worth the money)

- Of course the usual holiday weight-gain stuff

NOW is the time to start to pitch them your ideas. Remember, the more UNIQUE you are the better.

Happy Promoting!

Jim Labadie
http://www.howtoprofitwithbootcamps.com

PS- You can see Laurel and Lyle’s testimonials here:

http://www.howtoprofitwithbootcamps.com

PPS- Isn’t it time you started earning more, working less and having a ton more fun doing what you love?

http://www.howtoprofitwithbootcamps.com