The other day I made a post about what was working for some of the top fitness business owners in the industry based on some of the things they shared at Bootcamp Bootcamp.
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
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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.
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Systematized and scripted closing process. Again, no more winging it, same close every time = a predictable outcome.
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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
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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.
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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?
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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.
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Recently we found out that we’ll soon have another addition to the family and needless to say – we’re excited! So with that exciting news came some reflection for me over how much has happened over the past few years. If you watched the webinar I did a couple weeks ago, you probably learned a bit about how much things have evolved for our business ventures and for me personally. It’s been a wonderful ride and there’s not a day that I wake up not feeling fortunate.
There have also been a lot of lessons along the way – here are some of the most important ones…
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24 February 2010 - by admin
Hopefully you got a lot out of Part I. If you missed it, you can find it here: http://fitbusinessinsider.com/are-you-making-your-clients-better-or-just-making-them-tired/
Here is the Part II of the roundtable discussion on assessments:
How does the assessment influence the programming you do with your clients/athletes?
BH: The assessment is the foundation of the program. It provides the answers to the questions of what this client needs to do to close the gap between who they are today and who they will become with proper training.
EC: It’s incredibly influential on what we do.
It dictates contraindications; for example, someone with poor ankle and/or hip mobility may not be prepared to squat safely.
It dictates our “filler” exercises; these folks would do specific ankle and/or hip mobilizations between sets of compound exercises, or separate from the session.
It dictates compound exercise selection; someone with poor frontal plane stability and a history of lower back pain would need more single-leg work and less bilateral loading.
Finally, it dictates how “progressed” an exercise should be. For instance, many women struggle to do “clean” push-ups from the floor – so just prescribing a push-up isn’t as appropriate as prescribing an elevated push-up off a bench or the pins in a power rack.
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22 February 2010 - by admin
I am in a fortunate position.
I get to see what many of the most successful fitness professionals in the world do to build successful businesses.
I also get to see what holds many of the struggling trainers back.
And I can tell you this:
If you want to run an extraordinary training business, it takes more than just effective marketing, the ability to close sales and delivering a bunch of workouts.
Your clients are paying you to get results.
With that in mind I asked Bill Hartman, Eric Cressey and Mike Robertson to share their thoughts on a few questions I had concerning assessments and their role in delivering programs that will get clients results and turn them into raving fans.
Here’s Part 1:
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18 January 2010 - by admin
by Zach Even-esh
All too often I see business people, especially in the fitness industry, NOT leveraging their resources to grow their business.
By Resources, I mean the following:
- People you know
- People your family / friends know
- Local Businesses
- Complimentary Businesses
- Local Newspapers / Media
- Use of Fitness / Nutrition / Lifestyle Knowledge
- Prior Associations (Your high school, college, etc)
Let me give you 2 examples on how you can use leverage to grow or even BUILD your business.
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14 January 2010 - by sara
In Part 1 we covered offering 3, 6 and 12 Month Programs, using EFT Billing and having Multiple Streams Of Income…now for the encore!
Do This: Target a Niche (or Two)
Not That: Try To Be All Things To All People
Specialists are more financially successful that generalists. Let me give you an example – in medicine a Family Practitioner earns on average about $145,000 per year while a Cardiologist earns $342,000 per year on average (According to the American Academy of Family Physicians).
That’s over twice as much for those of you match challenged folks 
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12 January 2010 - by sara
With the popularity of the Eat This, Not That series of books, I thought I might apply the same premise to the personal training industry for a post.
With Eat This, Not That, the idea is pretty simple – trade something less supportive if your goals for something more supportive.
Same thing applies here.
Do This: Offer 3, 6 and 12 Month Programs
Not That: Sell By The Session
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10 January 2010 - by Pat Rigsby
In the last few days I had a couple of successful fitness pros in for private coaching sessions.
One of the fitness pros, Chase Karnes is a young guy that just recently graduated from college while the other, Billy Corbett, is one of the more accomplished guys in the industry having been at this for over 20 years.
Both of them are already very successful. Chase trained the whole time he was in college and has a schedule completely full with clients. Even though he just graduated in May, from a financial standpoint he does better than most people that have been doing this for a long time.
Billy has trained everyone from CEO’s of billion dollar companies to NBA All-Stars. He’s one of the top Lacrosse performance experts in the world. He’s been successful by any way you can measure success in our industry.
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7 January 2010 - by Pat Rigsby
Craigslist, lead boxes, direct mail…TV, radio, newspaper…public speaking, door hangers, gift cards.
They all work – and they all fail.
It depends on how you use them.
If you want to get them most from your marketing efforts, here are three tips that will lead you to prosperity.
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4 January 2010 - by Pat Rigsby
I was reading an interview with one of the best coaches in the industry, Jason Ferruggia the other day and he talked about the importance of setting Personal Records instead of the minutia that most people get caught up in when trying to get results.
Then I read an article from Elite FTS CEO Dave Tate about the value proposition of his business and it’s ‘We help people break personal records.’
They’re both spot on – the focus of training should be PRs.
You’re either getting better or you’re just killing time.
And business is exactly the same.
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