Just the other day I was on the phone with one of our best students taking about several things that he wanted to work on his business.
Honestly, he sounded overwhelmed.
Now this isn’t some guy just trying to get a business off the ground – his business has gone from zero to over $25,000 every month (more than $30,000 in some months) in less than 18 months.
But still – he sounded like a guy that was beaten down.
And really it all boiled down to this: he wanted to improve about 6 or 7 things in his business and he wants them all done now.
The word perfectionist comes to mind;)
So I shared a simple exercise that Nick and I used to do religiously with him – and I’ll share it with you now.
Read the rest…
Recently I’ve been getting a number of questions regarding fitness sales, so the follow up on my recent blog post sharing 3 sales tips I wanted to go ahead and share a small sales manual that I provided to our training staff. You can download it below (click on the image or the link):
Enjoy the manual and be sure to tell me all about those deals that your closing!
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.
If you’re like most trainers or coaches – between training clients and managing your business you are likely working 50, 60 maybe even 70 hours a week or more.
The problem with most fitness professionals is not a lack of willingness to put in long hours and work hard.
It’s the way they are spending their time.
Most fitness pros are training clients for the bulk of their work day – which is totally fine. But they are also the bookkeeper, janitor (if they own a facility), marketer and veritable jack-of-all-trades when it comes to running their business. So let’s put some math to the way most trainers spend their time.
If I ask most trainers or coaches what they earn per hour the typical answer is $50-75 per hour.
Unfortunately, this is usually not the case.
Read the rest…
Selling personal training, bootcamps, youth fitness programs or even health club memberships – that’s the foundation of your business.
No sale – no client, camper or member.
But most fitness pros I know hate selling. But that’s only because they’re not comfortable with it yet.
Here are three tips to change that and make closing sales much, much easier.
Fitness Sales Key #1 – Everything Leads To A Sale
Sometimes I have to remind the trainers we work with that while sending press releases, getting on TV, making blog posts, writing articles, creating product and all the rest are great…they’re all just a means to lead to you selling something.
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We have one of our Mastermind Groups in town today and tomorrow so I’m dialed in on uncovering opportunities for our Mastermind Members to grow their businesses.
With that in mind I wanted to share 21 different ways you can grow your business – all you need to do is pick one or two of them and apply them to your business. So get to picking…
1. Offer strong guarantees. The stronger the better.
2. Have an upsell for everything. A minimum of 20% will take it.
3. Make it easy to buy.
Read the rest…
In my baseball coaching days we had to do a lot of fundraising.
Our program’s budget was great… if we’d have been a rec league team for 8 yr olds 
So we did everything from sell cheesecakes to rent a riverboat and hold a casino night.
It was probably the thing that I liked least about coaching – but it was a necessary part of the job.
Fast forward to a couple of years ago and I was trying to think of some sorts of out of the box ways to get more leads and sell more memberships for our health club.
Enter the fundraiser.
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I just got back from a few days in Dallas at the Dan Kennedy Super Conference where I got to pick up a few ideas on everything from copywriting to franchising. I also got to spend some time with fitness industry colleagues Curtis Mock, Chris Bachelor, Craig Ballantyne and Scott Colby.
But some of my most enjoyable time in Dallas was Saturday morning when I got to spend some time with King Hoover.
King is a long time customer and friend that has been part of our original Trainer’s Inner Circle program and is currently a Bootcamp Blueprint & IYCA member. He’s also one of the most humble and kind gentlemen I’ve met.
King started off our conversation almost apologetically, saying that he was a little upset with himself for not implementing all the great marketing strategies we’ve provided in the Blueprint.
I had to laugh a little.
King’s built a great business in Fort Worth, Texas and he’s had his own syndicated radio show, he’s on TV and he’s about as media friendly as anyone I’ve met.
And he’s probably the best networker I know.
Read the rest…
