hello we are going to talk about time
management specifically on how to get
the maximum return on investment for
your time we're also going to talk about
systems five very specific systems
they're gonna build your profits and
give you more freedom in time and the
third we're going to talk about
prioritizing your marketing this part is
very important because too many people
rely only on Facebook and guess what
happens then when it's only Facebook
when Facebook shuts you down like it
should so many people's ads down you
panic freak out and you feel like your
business is falling off a cliff so then
let's jump right to it I've got my handy
dandy marker and my marker board we're
going to talk about time management
first so thing number one we're going to
talk about I'm gonna use the marker
board in just a second to show you
something we're going to talk about this
this time versus money matrix so I will
draw it out here for you and we'll say
that this is money M o-n-e Y and of
course this is way more money and this
is little money and then this is your
time time invested right and of course
it's saying one hour two hours three
hours ten hours 30 hours now typically
when you first get into business guess
what happens using this time and money
matrix is you get into business you're
kind of doing it all yourself aren't you
and so you get a few clients and money
increases and then you get a few more
clients by maybe doing a free bootcamp
on a weekend or or going to a charity
event or talking to a local business
running a Facebook ad but for your time
invested money goes up but you get to a
point where many of you right now in
Fitness marketer Labs may be where all
of a sudden starts doing this you're
putting more time in see time invested
is increasing but really the money is
slowly creeping up sometimes even
dipping and then slowly creeping up
right so what do you do to get back on
this trajectory where for every
minute there you invest you're making a
lot of money right that's the only way
you're gonna go from this a six thousand
dollars a month to ten thousand to
fifteen to twenty five to thirty forty
fifty hundred thousand a month it's
impossible for a fitness business to
make a hundred thousand dollars a month
or more absolutely the plenty of
coaching clients my seven-figure master
my program would do that plenty of Fit
Body Boot Camp owners who do that and
I'm sure there's plenty of people in
this group who do that and so for those
of you who don't know how to do that
that's what I want to talk to you about
so what is up happening is first you're
a one-person business and you are
experiencing this and so we get
conditioned to the more time I put in
the more money I make what you stop if
you just stopped and realized at some
point man I'm putting in more time but
I'm not making much more money what
gives well all of a sudden your business
grows to a place called critical mass
where the stuff you're doing now
requires a lot of time but it's not
money driving stuff if you know what I
mean for example you might end up now
hiring staff which means if you have
staff and a front desk person then you
might have payroll to do guess what that
takes time but it doesn't increase
profits like when used to write your
Facebook ads or do your marketing or
offer those free boot camps on the
weekends as a lead generator right or
you might have to I don't know maybe
paint the place up and build the place
out because there's a lot more wear and
tear on your facility guess what you're
putting a lot of time in that's not
really doing anything to increase your
profits and your revenue is it so what
you really have to start focusing on is
this thing called buying your time back
right so if you've got someone that's
that's able to write your payroll checks
for you and you can pay them oh I don't
know twelve to fifteen to twenty dollars
an hour right a service like pay checks
let's say maybe it's not even an hourly
service they just have a service that
they would do it for small businesses
like yours paychecks is a great company
that does that why would you ever sit
there twice a month maybe even four
times a month and write employee
paychecks it's a complete waste of your
time isn't it so you've got to realize
that you only have so much time you have
to start buying your time back so you
can focus on the five percent that I was
talked about which is really the
critical few see in the beginning you
were hustling and you were doing the
critic
a few to increase your profits in your
revenue but then as your business grew
and got busier there's a lot more moving
parts you ended up doing a lot of the
trivial many right critical few that's
the five percent trivial many that's the
ninety five percent you end up taken a
lot of that stuff on and you don't
realize that gee I could pay someone
twelve to twenty dollars an hour to do
this trivial few so that I can focus on
the to do the trivial many so that you
can focus on the critical few and that's
very important remember the things that
you have to focus on do really need to
be training clients now six sessions or
six classes a day probably not if you're
making north of eight to nine thousand
dollars a month it's time to get in a
part-time trainer so you can have those
mornings or late afternoons off so you
can focus on the business now right so
think about that start working on your
5% how do you do that well first and
foremost you have to now that you
understand this time money matrix you
have to do this the old Benjamin
Franklin right five percent these are
the things that make you money ninety
five percent all right Benjamin Franklin
called it a pro and con list anytime he
wanted to do something make a big
decision he would say all right what are
their pros of making this decision what
are the cons of making this decision and
then at the end whichever list was the
longest he would do that right he would
take that side now in your case you're
gonna say all right what are the things
that are my five percent well obviously
lead gen is in your five percent lead
generation marketing prospecting right
obviously selling is going to be in your
five percent isn't it it sure is and I
bet you can just go down this list and
figure out a lot of things that need to
go there and then you go on this side
all right to keep my business running
there are things that I have to do
payroll sure it has to get done right
clean the restrooms vacuum right watch
the windows and the list goes on and on
so I want you to just take about 20
minutes of your time that's how long
it'll take for you to go one of the
things that I and only I can do that
generate money
and for example over here you can put
referral generation right I mean there's
no one more qualified than you to call
your best clients and email them
personally and go hey thank you for your
business
I value you're a great client how can I
get more people like you
I want to tap engine love influence and
what I want to do is if I can get you to
refer three people to me so I can train
them for free for a week any one of them
who signs up gets you half a month off
your next month of training here right
like that's a total moneymaker that's
the referral gen that you ought to be
focusing on right instead of payroll or
cleaning or vacuuming or windows or even
training people right yeah but Bader's I
love training people it's my passion is
my purpose hey guess what that's awesome
but if it really really really really
was we wouldn't be in this group trying
to make a ton of money right you would
just make enough to break even and get
by and just kind of be average so I'm
guessing that you want more than just
average and if you do this is really the
stuff you've got to focus on and I'm not
saying don't ever ever ever ever ever
train a person although ultimately if
you were my coaching group I would tell
you don't ever ever ever ever ever train
a person because you're the higher level
trainer who passes your message down to
your team and they disseminate the
message and the outcome but maybe you
can just train one session a week or
just one session a day and then carve
the rest of the time out to focus on
your 5% and work on the money time
matrix right so that's important so one
you got to learn to buy back your time
once you do all this stuff this five and
95% then you go gee whiz I can pay
someone $10 an hour to do payroll or or
clean or whatever it is you can do this
get this stuff off your plate for an
hourly wage so that you can then buy
back your time so you can focus on the
things that matter right we all have the
same 24 hours in the day yet we some of
us tend to get a lot more done if you
know what I mean the reason for that is
we've figured out how to buy back our
time that's that's as simple as that of
course you do that by figuring out what
your critical few is your 5% and then
understanding what your trivial many is
and outsourcing that and of course
finally when you're doing this stuff
again working on the time money matrix
right how do you kind of get the most
ROI from your time
you have to be great at time management
so I'm a big fan of one write this down
of working off lists make your list
first thing in the morning before you
open up your computer you're gonna make
your list and then you're gonna
reorganize your list in order to like
items that's called batch processing so
that's thing number two one make your
list
- you're gonna batch process off your
list so when I do phone calls in fact
right after this webinar
I've got like eight phone calls all
back-to-back I don't take any phone
calls this morning I don't take any
before my workout or after my workout or
before breakfast or whatever I didn't
take any before this webinar right and
they're not sporadically spread out I
got six or eight what phone calls I have
to do right after this webinar they're
all packed in back-to-back right
previous to this I sense how my emails
cleared out my inbox so it was all email
time and then earlier before that it was
all content time right and so when you
batch process stuff you make a list of
things you got to get done today you
batch process them so your brain doesn't
jump from one activity to the next and
back again you are more efficient and
effective at what you're doing so this
is how understanding the time money
matrix understanding the 5% 95% rule and
how to buy back your time and then
putting things in the list of order
priority and batch processing increases
your ROI on time so that's your best way
of managing your time so let's move on
to the next thing thing number three how
to prioritize for marketing now I know
everyone's talking about Facebook and
Facebook is the cat's meow and it is
guess what it really is the game changer
and the 10x is everything
however when Facebook is not working for
you because they decided to disable your
ads and they don't tell you why or it
just might be the Facebook gets you
money but guess what there's all this
other money sitting there on the table
for you to grab that you're not grabbing
because quite honestly you might be
acting as a like an amateur entrepreneur
instead of a pro so let's talk about
that for a second
what is the pro do that the amateur
doesn't the pro maximizes everything
right maximizes everything in their
business every opportunity is taken
advantage of the amateur goes hey man
I'm making more money now than I was a
year ago
using Facebook so I'm just gonna cruise
and do this whole Facebook thing very
short headed this kind of reminds me of
the Three Little Pigs right the lazy
little pig decides to make like a little
straw hut right the OCD Pro Pig decides
to make this like fortress that the wolf
can't blow down right at the end of the
day what happens well the two other pigs
end up going to the fortress for safety
right and so you want to be that little
pig who is obsessed with creating this
badass business that's competition proof
Facebook proof and quite frankly will
take advantage of every opportunity to
profit and you could just replace the
word profitable for we'll take advantage
of every opportunity to help people
right so if you're just getting your
leads and clients from Facebook well do
you think that there might be some OPC
other people's customers that you could
be helping so what is OPC there's all
these other businesses in your area
right think about it the hair salon the
nail salon the tax plays like Liberty
Tax or H&R block all these other
business up lemon shop you name a dress
shop and all these businesses have
customers and some of these customers
actually want to work with you but they
don't know about you so you really got
to focus on building a business that
goes outside of Facebook where once a
week you can pick one business and walk
up to them and say hey how are you my
name is Pedro so I'm here with chino
hills' fit by the boot camp and you know
what we want to recognize one of our
local businesses that's helping our
community and this week we've chosen
your business and so I would love for
you and your staff to come and work out
at my facility for the next 21 days
doing our rapid 21 day rapid fat loss
program right there's no cost to you
guys we just want you guys to experience
our program and if you decide to refer
some of your customers to us I'll even
let you know how you can earn a hundred
dollars per customer that you refer to
us who ends up being a client for us
right so you come to them with the
giving hand you pick one business a week
right and you do this and so you might
have to call ten businesses to get that
one business this week but think about
this that's really what you have to do
to get other people's customers and your
business because those people one may
not be on Facebook to maybe they are on
Facebook but they're just not seeing
your ads because you're not spending
enough money and marketing
on Facebook anyway number three they may
be on Facebook but to hear about you
from a business that they know like and
trust and frequent versus being a cold
traffic from Facebook that they may have
never heard of you right but I was
sitting the business that they trust
says hey you know what I've been working
on here for the last 21 days I really
like this guy's facility and they're
offering a program that you can come and
work out for free for a whole week let
me introduce you to the owner how cool
is that if the owner of a local business
does that for you and then all of a
sudden you now come as get this person
as a warm lead even a hot lead where
it's so much easier to close less
objections less skepticism and a higher
ticket price right by the way
that's a proven fact and all sales
across the board when a lead is cold
when you do sell them you're going to
sell them on a lower program package and
deal with more objections when a lead
comes referred from a client or a local
business basically if it's if they're
referred to you they have less
objections and the price the dollar
amount that they spend with you is
typically higher right so that's a good
thing for you so I want you to start
thinking OPC other people's customers so
what are you gonna do first you're gonna
make a giant list of all the different
businesses within a three to five mile
radius from you so you might want to
drive around town all the businesses
within a three to five mile radius that
you can target right there might have
your ideal customers
Craig calls it OPC Craig Ballantyne he
calls it OPC because it's really other
people's customers and he goes who has
your clients right now what local
business has your clients right and so
you have to look at it that way like man
there's probably 10 local businesses in
your city right now each of them have
two to three of your clients of people
who want to pay you 200 300 400 dollars
a month or more right those are your
clients doing business with them and
they should be referring to you but
they're not because they don't know of
you because you haven't come to them
with the giving hand yet to offer them a
21 day rapid fat loss program first
right so that's very important OPC right
so this is all in addition to your
Facebook marketing and because remember
if you follow my stuff and and you
should and I supposed to do for here
today then hey you should be doing three
types of marketing each and every month
same time
all the time online marketing offline
marketing internal marketing so what
does online marketing might be email
marketing and buying traffic from
Facebook those are two great examples of
online marketing right Groupon is
another example of online marketing
right there's the list goes on with
online marketing offline marketing might
be OPC getting other people's customers
other businesses customers to come to
you once those businesses fall in love
with you right so offline marketing
might be that offline marketing might be
direct response to postcards or direct
direct response letters to actual
clients who've trained with you in the
past no longer trained and you want to
make them a special offer to reactivate
them a postcard or a three-page direct
mail piece in the mail that goes to them
there's a high likelihood of them
converting if they paid you in the past
before a direct mail piece is likely to
convert them especially with a great
offer to get them to come back in right
so that's another offline offer a
grocery store tour is another great
offline offer right that you can make so
when you think about all the different
offline offers a body fat testing table
that you can set out in front of a
health food store with their permission
of course
right there's another great offer free
boot camps on a weekend or free group
training program on a weekend right for
friends and family of the community
that's a great offline offer so think
about you got your online promotions
you're gonna run every month you're
gonna run an offline promotion every
month and then you go run an internal
that's the third one that's internal
promotion every month and that is some
type of referral generation program it
could be writing 20 handwritten
thank-you cards with the $5 Starbucks
gift card and a Pam never too busy for
you or referrals and if you refer
someone to me by the end of this month I
want to give you half off the next month
when they convert into a client right
well Josh Carter busy I
I'm not no just hanging out with some
friends without hey now that you're here
can we kind of tap into your brain trust
for a second try so like if a trainer a
coach a bootcamp owner wanted to
increase their profits have better
systems and maybe increase their their
their income and revenue time management
what would they do eat more bacon I'm
not well said very well so this is why
Josh Carter is the man
all right so onward here we go um yeah
talk about a photo bomb right there
right fantastic so you got your offline
marketing online marketing internal
marketing and really the handwritten
thank-you cards could be just one system
you're gonna use in this month next
month you're probably gonna run a
referral generation contest right we're
gonna give away an iPad a really cool
mountain bike I mean the options are
endless
right and remember this as part of
fitness marketer lab you have access to
the massive resource vault where all
these systems of getting referrals
offline marketing strategies direct mail
pieces like all this stuff exists Auto
responders like they all exist you have
to just go into their log in with that
username a password that you'd have and
search and then use right oftentimes
I'll see too many people on the Facebook
group saying hey how do you do this and
in one comment box some poor sap is
trying to explain to another poor sap on
how you should create a referral
generation system listen the whole
process has been created by Josh and
Geoff in that whole vault like go take
advantage of it right it's it's there
and then it's it's done in great detail
so take advantage of that
so again online marketing offline
marketing and of course internal
marketing one of the best things you
want to do for offline marketing is
other people's customers other
businesses customers the third thing the
second thing is we want to referral
generation you wanted 3x your referral
generation so whatever a number of leads
and referrals you're getting right now
per month from your business my
challenge to by end of next month is the
3x - right I'm not asking you the 10x it
like grant cardone
not just yet you're gonna 3x that and
then the third thing you're gonna do
that that some people have kind of
stopped or slowed down doing is building
your email list remember once you get
people from Facebook on to your email
list and now you've got a captive
audience that Facebook can't take away
from you because you've got a fan page
the Facebook can take away from you or
charge you more to market - right or
they're gonna charge you more to run ads
- to low barrier offers but don't forget
that you've got this platform called fit
Pro newsletter or maybe you're using
Aweber iContact whatever you're using
that you've got an email list that you
can build those people are stuck with
you and they're with you forever until
they unsubscribe and face
book where no one can take them away and
if you get good at writing content and
making email offers like the 14-day
twenty one day six weeks 28 days flat
belly program man it's like hitting send
and making money so remember just be
good to your list come with a giving
hand and constantly focus on adding more
prospects and leads to your email lists
right so that's very important so that's
how we're gonna kind of prioritize our
marketing from now on we're not just
gonna go hey Facebook as the end-all
be-all you have to use all three of the
components every month and get your
referral generation up by 3x and get at
least one business per week from an
offline business per week to come and
work out of your facility as a way of
recognizing a local business that you
feel does an outstanding job for the
community that make sense good alright
so let's go to the last and final thing
here which are the systems the five
systems I want to talk about X want to
drink some water by the way go into the
Kid Rock concert tonight really excited
for that we've got a orchestra seats and
I think we might have some backstage
tickets or something so I'm a big kid
Rock fan that should be fun and then
tomorrow morning I wake up and I surf
which again should be fun since the
waters been flat for the last few oh I
don't know four or five days so I
haven't served so this would be a good
opportunity to go back and tomorrow
morning after the Kid Rock concert
tonight but I can't enjoy any of that
until I do this first and that's kind of
hi operate I don't know if you operate
this way off kind of a reward system but
I will just grind like I worked my ass
off this week and I will just grind and
all the way until 2:30 today I've got
calls and then my last call stops at
2:30 and then I'm off to you know to
tailgate with the the beautiful handsome
debonair Jay firoozeh at the Kid Rock
concert but only then I literally tell
myself like if I don't get my down
for the week I'm just not gonna show up
to the Kid Rock concert right even with
backstage tickets and front row seats
and all the stuff none of that matters I
need to earn my rewards same with the
surfing same with the liftings and with
everything I do get used to doing that
for yourself it's a nice little carrot
and stick combination
all right the five systems now truth is
there are a lot more than five systems
but these are the five core systems I
want you to work on and if you ever are
wondering where do I start working on
systems with here's how you're going to
decide it has to do with profits and
people that's it if it has to do with
profits and people you're gonna work on
that system if it has to do with
organization right if it has to do with
process don't worry about it so what I
mean by profits and people if the system
is going to increase profits or give
your clients better results or the other
set of people are your staff right or
make your staff better team members then
you're gonna have to create a system for
it so system number one is your lead
generation system and I'm going to give
you a general 30,000 foot overview and
of course you then have to take
advantage of the of the group that
you're in right with the fitness lab go
into the go into the vault and look for
the resources and of course sit there
and gauri Pedro said I've got to create
a lead generation system so system
number one is your lead generation
system you know that three things that
you have to do each month to get leads
right so if right now we're in August
are we in August or in August right yeah
we're not we're in August right now
September is coming up so what do you
have to do like I already have my entire
promotional calendar lined up for
September October I don't know what the
I'm gonna do honestly I don't know
idea what I'm gonna do but I know what
I'm gonna use September I have a general
idea what I'm gonna do in October like I
know the things that I've got coming up
the the info summits coming up in
November so in October I have to promote
that but I don't know what day but I've
already got September planned out right
and here we are towards the end of
August why this way I know what I'm
going to deploy the first week of
September the second week of September
third weeks of September in the fourth
week of September right so lead
generation you know there's three things
you have to do to get leads and traffic
into your business right and those three
things come from online offline and
internal referral systems so after all
right what is the Facebook ad I'm gonna
run for the month of September what is
like the offer I'm gonna make on
Facebook for the month of September
right and marker board it out
take a picture of it what is the email
campaign I'm gonna run to my email list
it could be the same offer as Facebook
it could be a completely different offer
may be on Facebook you're running a
21-day rapid fat loss program but to
your email list
maybe you're offering a six-week
transformation challenge and I know what
you're thinking yeah but what if people
see this and this and get confused no
one's gonna get confused they're gonna
go hey you're running two of them which
one should I do you're gonna ask me a
few questions and you're gonna lead him
down the path that you want them to go
down based on whatever their needs and
wants are and their finances are if your
six-week program is gonna be two
payments of 99 bucks and the person is
like well yeah I'm a little skeptical
about you I'm not sure I don't want to
pay $200 for six weeks and they're not
like it six weeks is a long times and I
like you right then maybe you're gonna
have to sell that person on a 21-day
rapid fat loss program for forty seven
bucks like hey look instead of six weeks
it's only three weeks
it's like 47 bucks you got nothing to
lose quite honestly I'll give you your
money back if you decide in the first
week that you don't like me right so
it's not a big deal if someone who's on
your email list sees your Facebook ad or
vice versa so you have to decide come
September 1 what is the system I'm going
to use okay so if you're gonna set up
your ads what does the ad you're gonna
use what day are you going to launch it
what is the budget going to be how long
are you gonna promote it for is there
going to be an expiration date for a
sense of urgency when does that
expiration they come right snag okay
this is my Facebook funnel for the month
of September now here are the four
emails that you're going to send out to
your email list boom right that's gonna
be during the first week of September as
well maybe during the second week of
September you're going to do online Mart
or offline marketing right but remember
every week you have to go and talk to a
local business so one of those days
during the first week you have to go
talk to at least ten businesses I call
them first and then go visit the hottest
ones who are most interested because
visiting 10-15-20 businesses to find one
business
who's gonna come and work out with you
for 21 days that is a poor waste of your
time right however calling them letting
them know who you are so creating a
system a phone script to call them maybe
an assistant is going to call them right
and then once they're hot then they're
gonna hand the phone over to you that's
really when you should be talking to
this person is when they're super
qualified right so you have to create
that lead generation system each and
every month before the next month you go
these are the systems I'm gonna run the
next month to get leads and
my funnel awesome so you got your leaves
from online offline and internal
referral generation great you created
this system and you know what I like to
do I'm old-school I just on a word doc
and I put in a three-ring binder and I
can just hand it something now the files
exist on a computer right and we could
always change an update but I don't ever
want them to get lost I like writing
little notes next to it so if you're
like me he's gonna put in a three-ring
binder man and then you have access to
that anytime you want right system
number two is the follow up system this
is very important as well you've got the
leads coming in the number one mistake
that again
amateur entrepreneurs will make is they
don't follow up consistently and hard
enough and this is a fact this is proven
in every sales process doesn't matter if
you're selling their Xerox machine if
you're selling cars or if you're selling
Fitness right it's the follow-up where
you lose the majority or the lack of
follow-up where you lose the majority of
your leads so you have to create a
follow-up process that includes texting
Facebook messaging emailing and calling
soon as a lead comes into the funnel
they opted in and then they bought your
21 day rapid fat loss program from your
Facebook wall right buying for forty
seven dollars it's just part it's just
that's just the first step man that's
not proof and that's not commitment on
their part that they're gonna come in so
you've got to follow up with them via
text show enthusiasm and excitement the
first impression is important that
doesn't mean it's gonna be you maybe
right now if you're one person show that
is you and guess what that does fall
when you're five percent because that's
something that makes money right so
you're gonna follow up with them and say
hey I just saw that you purchased a
21-day rapid fat loss program my name is
Peterson from Chino Hills but body
bootcamp I'm super pumped up that you're
going to come and work out here we're
gonna start tomorrow or Monday whenever
the data is right and then you're gonna
text them the day before to remind him
and pump them up you're gonna put them
on an autoresponder sequence for the
follow-up to get them excited let them
know what to expect to reduce their
anxiety people who have high anxiety
because they are anticipating a workout
they've never done before are more
likely to not come in so you let them
know between the time they bought and
the time they're gonna come in for their
first session exactly what they can
expect you can do this through video you
can do
you written copy right you can do this
through an audio interview you just
review audio interview and go hey you
know you're probably wondering what's my
first workout gonna be like I'm gonna
tell you what your three workouts your
first three workouts are gonna be like
you know and and you let them know and
if you've ever heard of the word anxiety
which many of us have is for an
entrepreneur anxiety is the anticipation
of upcoming pain right and most people
anticipate far greater pain than they're
really gonna experience and that's where
the anxiety sets in because our mind
starts really conjuring up this dark
evil scary thing that might happen when
I go to that boot camp or gym and all of
a sudden realize that you know
everyone's better shape than me they're
stronger than me they're faster than me
and oh my god what if I look like an
idiot that never happens right you know
that doesn't happen but this is what
they're thinking so your job is to
reduce their anxiety and their
skepticism and their fear and doubt so
that they're more likely to come and
participate and convert on a longer
program so all of that is part of the
follow-up but what happens if they opt
it in on step one of your low barrier
offer but they didn't buy you got their
email address you got to follow up via
email if you can get their name you can
find them on Facebook you got to follow
up on Facebook message hey I notice that
you opted in you went to the shopping
cart but you didn't buy maybe my
shopping cart broke down or maybe you
you you have some fear or doubt about
this program being right for you I'd
love to talk to you about it my name is
Pedro I'm the head coach here at Chino
Hills Fit Body Boot Camp here's my
number give me a call sent from my
iphone right follow up follow up follow
up follow up so you got to create your
follow up systems right you got a dowel
four dollars all day long when you get a
lead into the system they showed
interest to you maybe they called you
left their phone number you call them
once and left a message and you stopped
now you keep calling and you get their
email address if you have it and you
follow up via email if they said their
name and you know you can find them on
Facebook now you get a Facebook message
there and an awesome cool way right
everyone's got a busy life and it's up
to you to get in front of them and to
remind them of what their duties are
their responsibilities are to their
health of fitness and they will
appreciate you when you constantly
remind them in an awesome cool way so
that's
number two is the follow-up you've got
to build follow-up systems our phone
text email Facebook message you really
do it's it's it's critical if you want
to convert leads into low barrier offers
and low greater offers into lifetime
clients right that's just a given thing
number three system number three is a
closing and conversion process right so
you've probably heard me talk about set
show close all right so the leads come
in and they've set an appointment to
talk to you or they're gonna work out
for 21 days here for 47 bucks
sometimes that first week you ought to
do a nutrition consultation kind of like
the clothes client stuff that I teach
you that's an entire system right so you
just go buy clothes client so you've got
your selling system or you have to
convert create a system yourself but
really the process is you've got them
into your boot camp for a little barrier
offer you've got a schedule a time that
you can have a one-on-one consultation
with them and when you talk to them
one-on-one
that's your highest chances of closing
them those group closing not work no it
works but you've got to be better at
closing in a group because if there's 10
or 15 people in a group and one or two
people start doing this right kind of
closing off or showing doubt and
skepticism giving objections that you
accidentally kind of opened up or
invited man everybody's energy just
tanks and before you know it you're like
man nobody bought and I don't know why
or one person by what happened right so
you really have to know how to control
that's called controlling compliance of
to get a control compliance of a group
if you're gonna do group selling if not
start with just one on one right now and
build up from there you're gonna have
your highest closing percentage one on
one face to face you need a whole
process for that once you get the
appointment set you have to follow up
with them right go back to system number
two follow up so that they show for that
nutrition consultation once they show
use the system like close clients to
convert them into a lifetime client so
that's system number three is sales and
conversion system number four is
retention right you're not some trainer
if I just sat down with you and start
taking notes all right go
what are 50 different ways that you can
retain a client man I bet you'd be like
all we have to do monthly Fitness
evaluate our getting an outcome if
they're not getting an outcome why
they're paying us to to $600 a month
good point right so that's
number one we have to work on their
nutrition right if you want to retain
our client we'll have to work on their
nutrition we have to let them know that
the other 23 hours when they're not here
with us in our boot camp or in our gym
that they have a responsibility to eat
right and when what eating right means
to them right so we have to really to
retain a client we have to work on their
nutrition another good point
right all right thing number three let's
keep going all right well we got to work
on their mindset we got to get them to
love fitness and not look at it as a
punishment they have to make this a
lifestyle this has to be a community of
family that they're coming to see my
location has to be their second home so
I really have to increase the fun factor
the community factor for them to come in
here and look forward to coming in here
more often so I can retain them as a
long-term client mm-hmm that's the good
point and we just keep going right all
right so now I've got to have trainers
who are really good high-energy they
know how to correct form in private in
their ear and then they know how to give
praise loud and like cheer them on hey
great job look at Susan over there doing
the pushup she looks awesome doing it
right great coaches and trainers
increase retention right what else okay
let's move on to number five it might be
that you have outside of your facility
events right client appreciation parties
you thought about that right and write
them to the barbecue at your house
there's so many cool things you can do
right bring a friend to boot camp week
all things that show them that you love
them respect them care for them and want
more for them than the other fitness
facility right are things that are just
going to help retention now if they
signed up and they said I wanted to lose
50 pounds you have to keep reiterating
to them I remember that your goal is to
lose 50 pounds now I think we're about
six months away from losing those 50
pounds but we're gonna do it we're gonna
do it together we're gonna do it one
month at a time but even then we're
gonna do it one week at a time and even
that we're going to do one day at a time
and today is this one day you showed up
you did it high-five mrs. Jones right
you got to teach your trainers you got
to create this system of retention for
your trainers ago oh yeah that person is
here to get stronger that person is here
to lose weight they have two different
things that they need to be told and
reminded and frequently so that you can
retain them so you got to create that
whole retention process right so that's
retention process is number four and
finally I believe this is the easiest
one the fifth system you need to create
which are your profit
maximizers and these are things like
running the game-changer contest that
Jeff Sherman has right you run it to an
existing client who's already paying you
even if they paid you in full they're
gonna pay you more to run and went to do
the game-changing program right so why
aren't you running the game-changer
program it made Jeff Sherman an extra
forty six thousand dollars in one year
right on top of what his clients were
paying him they paid him an extra forty
six thousand dollars more in one year I
think you could use that kind of money I
know I could right that's that's at
least a very nice watch that I can get
so then you've got supplements you know
have you heard of bio trust go to try
bio trust calm and sign up for their
affiliate program it's simple not only
are your clients gonna be able to buy
right from their website but they pay
you lifetime commission 30% left-hand
commission and they drop ship the
supplements to your clients home what's
really cool is you have an email list
just take the done-for-you emails that
joel Merion from biotrust writes and
send it on to your email list so now
you're gonna be selling supplements to
people who probably will never join your
your bootcamp or your personal training
program but you're still making money
off people in your community who want a
consumable supplement but don't
necessarily want to come in and work out
you see what I mean so the website for
that is try biotrust comm and you'll go
there and you'll do that and you just
use your affiliate link and you make
money I know I know facilities that make
you know fifteen hundred to about twenty
five hundred dollars a month you know is
it anything amazing hey listen if I drop
two hundred dollars right now you'd
probably break your neck to pick it up
right so fifteen hundred a month
that's that's amazing money to me
absolutely all right gear what about
things like Pat's teachers right just
actual gear that your clients could not
only wear to advertise you but there's
pretty decent profit margins on that
stuff right so you know you can go to
teespring comm and look at all the
different options that you have of
getting hoodies shirts hats leggings and
all this stuff with your logo and your
brand on it right and then you just
simply sell it to them for a markup easy
as that
they'll dropship that to registered
dietitian program for example if you
have a nutritionist or a registered
dietitian you're buying your town you
can say hey look if I refer client to
you can I get 50% of the money
that you're gonna charge them they're
gonna say yeah because I'm broke and I
would love to get more clients great so
you have a nutrition seminar for free
you explain the benefits of working with
the registered dietician and then you go
hey I've got the registered dietician
for you and I've hooked up a great deal
instead of paying $60 an hour my
registered dietician will only charge
you $50 an hour or whatever they charge
right and then the registered dietician
of course gives you a revenue share it
might be 50/50 might be 60/40 you figure
it out but now they're doing the work
and you're making the money how awesome
is that right and of course the last and
final thing would be a profit Maximizer
of getting paid and folds remember even
the average 12-month sales contract that
you might have the average client stays
with you eight months so by offering
them 10% off a 12-month program and even
a thirteenth month you know free on the
back end and getting paid in full you're
now getting more than eight months worth
of money from them number one number two
typically you have to chase a client
down every other month for payment right
credit card expires it goes bad and gets
stolen overdrawn whatever right now you
don't have to worry about the
collections part of it which means more
of your time is freed up to do what to
market to sell and if you have an
assistant who's going to do the chasing
now they have to chase down credit card
numbers they can set more appointments
for you to close right so do paid in
folds and even when you got a pitiful
that's okay sell a game-changer on top
of that three times a year to make an
extra forty six thousand dollars a year
like Jeff Sherman did so those are the
really the big five systems that I
wanted to talk to you about and it all
has to do with the people and the
profits right so when you're creating a
system think about it I want to create
systems based around people and profits
first and then systems with other stuff
like you know mailing out a gift card to
my clients just because like you should
totally do that but that's like the last
system you're going to create like if
you're going to sit down right now to
create a system your systems have to
hover around people in profits first
what kind of results can I give them how
can I improve their outcome and their
experience here and how can I increase
my marketing sales conversion or
follow-up right good so then what we're
gonna do now is we're gonna go back to
the questions box and if you have any
questions
I am gonna answer them and if you don't
then we're gonna wrap this bad boy up so
let me see if I can open up the
questions box here holy all right
there we go
if you have a question now's the time to
put it in here oh wow someone's saying
uh still can't see anything I can't see
the marker board troubleshooting the
cat's meow all right so hey what let me
ask are you guys able to see the marker
board or was I just rambling for this
this whole time yes is it going to be
sent to us Freddie Jenkins yes it will
be sent to absolutely Stacey yes you can
see the marker board Richard yes you can
see the market board someone's saying no
marker board no I I couldn't see
all right Freddie yes I can see
Stephanie says you can't see alright so
since most of you can see the marker
board the odds are that the problem is
on your end I'm not there and even if I
were I wouldn't know how to fix it
anyway but at least I'd have a beer with
you since them there and we'd go do some
heavy deadlifts so then let's take some
questions a bend here says you mentioned
cool Facebook messages to follow up with
potential clients what is your style
cool Facebook messaging to follow up
with potential clients what is my style
my style is hey I noticed that you
showed interest in my 21 day rapid fat
loss program but you didn't I just
wanted to let you know that our shopping
cart might have had a glitch or maybe
you just decided last moment you weren't
gonna buy can I ask you why just I don't
really have a style you don't need a
style you just have to follow up and go
hey I'm the head coach here I saw that
you were interested but then you didn't
pull the trigger can I ask why I
committed to helping people lose weight
and get fit and I want to help you can
you tell me why I didn't get on board
and how can I help you get on board just
follow up and be cool right there's
really no style to it one thing a lot of
us tend to do here guys is tend to
overthink just what would you write to
someone right if I came up to your door
and you're looking for the little people
I'm not to knock on your door and I go
I'm not gonna knock guys and I start
leaving towards my car would you maybe
open your door and be like yo pedro's
what's what's goin on you you were about
to knock on my door and you didn't is
everything okay right suppose that just
follow
all right any more questions Niall you
jerk now says how do you keep your hair
so luxurious Niall as someone who's got
no hair like you I can't share my secret
with you I love you now
all right let's see here Beverly says
what was the website you mentioned
forgetting customer
Oh custom t-shirts teespring alright
teespring calm or you go to google.com
and you say websites where I can have
t-shirts made and about a thousand of
them will come up right Google has the
answer to everything
jayjay prolly says B will be posting
this list to five areas we'll be posting
this list to five areas yeah this entire
webinar is going to be posted so by
tomorrow it will be posted in the
fitness marketer lab vault and you can
access it and watch it I hope that
answered your question there JJ dave
says do you have any painful promotions
you recommend and how often would you
run one yes the best painful promotion
that I would recommend is called the
paid in full tsunami Dave I believe you
have access to the fitness business
ignition program I shared that on the
last webinar and in fact I believe
Samantha Taylor even put her paid a full
tsunami email the entire email that she
wrote and sent out and did like eighty
six thousand dollars in paving folds so
yes absolutely
you can access that and if you don't
have access dave22 fitness business
ignition because you're a fit body
bootcamp owner just reach out to
Samantha and let her say it and let her
know that I said it's cool and she'll
give you access to it so you can so you
can get that and how often should you do
a paid in full once a year maybe twice a
year if you really have a good reason
but once a year is all I would recommend
because when you do a painful promotion
right it does drop your EFT now asking
clients as they're signing up to pay in
full that's totally fine because about a
third of your clients are only gonna pay
in full but to send do a painful
promotion right that does drop EFT
however it does increase by a lot your
money in the bank
and you better have good money saving
habits and I know Dave you do and so
speaking to everybody here because
otherwise you're gonna owe a lot of
taxes and if you spent that money well
then off to the tax collector you go all
right Cory says you can't see anything
sorry Cory I don't know what to tell you
man everyone else can see most everyone
else David says how do you recommend
paying sales staff salary Commission etc
that's a good question how do I pay my
sales staff because I've got a fit body
boot camp in Ontario California and so
we paid her it's a year it's $2,100 a
month base pay plus five percent of the
EFT that she generates ongoing right so
now she's got a vested interest to keep
the clients on board forever five
percent of the EFT and then $50.00 of
every deal that she closes not a low
barrier offer deal but of every six 12
or 18 month program that she closes she
gets $50 right so $2,100 a month base
pay five percent of the ongoing EFT that
she's generate generated and of course
$50 off every actual client that she
brings on board for a long term program
all right Beverly says yes I can see
fantastic Freddie says damn Alisha says
hi what are the best step to take to get
the local schools so that the local
parents know about us you know what I
don't like to deal with local
corporations like big corporations too
many gatekeepers and I don't like to
deal with local schools so I'm the wrong
person to ask
I don't have the answer to that because
you have to go through this gatekeeper
and that gatekeeper because they want to
know that you're not a child molester
and a pervert and a freak so you have to
jump through all these fences from the
vice principal to the principal to the
superintendent to the school district
that all right that's that's that's
really my my opinion on going through
schools it sucks and it's unfortunate
because like we want to help parents
right who go to local schools but the
schools have made it so difficult to
access them that there's virtually no
way that I know of Trish says what about
FitPro auto pilot
yes fit Prado pilot is awesome if you
don't want to run your own Facebook ads
you want to go and run run the offline
marketing and
and the internal marketing half the pro
autopilot run all your Facebook ads by
the way can I tell you guys something
where's my notes here my notes are right
here check this out two weeks ago we had
this implementation bootcamp right and a
lot of you guys were offered the
opportunity to pay and come and join
myself
Jeff Sherman and Josh Carter in San
Diego where we got to surf in the
mornings and then we sat down and
created these awesome funnels for
Facebook set them all up
set the ads up turned it on and
literally people were already generating
low-barrier offer sales building a list
even before they flew away that weekend
that was a smash hit and I'm sure you
saw many people talking about it in the
Facebook group we've already set the
dates for the next one the next
implementation boot camp write this down
the next implementation boot camp where
we serve eat and get done right
like literally turn on your entire ads
like I sit there and tell you how to
write your headline and you write it and
Jeff tells you how to pick your right
images and write your copy and we set up
your click funnel pages for you like
even before you get there Carlo and his
team sets all that up I pretty much do
all the work and then when you get there
you go into your own Facebook account
with us watching over your shoulder you
set everything up turn it on and you
start getting leads and clients
immediately so the next implementation
bootcamp is in beautiful Dana Point this
is a ricer Doheny Beach it's at the
Laguna Cliffs hotel on November 20th and
22nd no I like November 20th and 21st
right November 20th and 21st again we're
only gonna take on about 15 maybe 20
people because it's very intensive
because we're working with you and
turning your computer around and we work
on your computer for you and write your
copy and all that stuff as we need it so
you definitely should be there yeah but
it's Thanksgiving a stand of the year
it's Christmas not to travel listen all
that is
are you serious about your business then
invest the four or five thousand dollars
whatever Jeff is gonna charge for this
thing and just show up and let the three
of us set these funnels up for you so
you can just rock it out through the end
of the year and then start the beginning
of the new year like through the roof
right so November 20 20th and 21st the
water is still nice and warm we're going
to surf in the morning and then we're
going to GSD during the days to days
it'll be a fun time make sure you're
there
don't ask me what were the sales pages
because Jeff doesn't have it up yet but
soon as he does we'll notify you guys
and then you you'll you'll do your thing
and show up don't have excuses don't
make excuses all right JJ Bradley says
the marker board was something you guys
needed to expand is it's a separate
window
oh yes exactly haha Thank You JJ hey
listen so the marker board thing is I
guess a separate little window on your
computer that you have to expand and
look at it's probably hidden somewhere
cuz if you can hear my voice then odds
are the video is playing somewhere you
just need to expand it right now is
probably minimized somewhere that this
sound right Mary maybe alright Mary says
maybe dan dan says your hair is long but
yeah my hair is you know why because
when it's short it goes right in my eyes
when I'm surfing two three times a week
and so as I grew it longer it just kind
of stays wet and shellacked back so here
I am explaining my hair how odd
is that right but I appreciate you guys
talking about my hair anything I can do
to entertain you
if in doubt passes the buck what if in
doubt pass the buck alright Carlos says
when do you want to meet up for that
beer how about this November 20th and
21st in Dana Point right I'll see you
there
okay first we'll surf and then we'll
work and then we'll drink heavily just
ask Jeff Sherman and the rest of the
people who showed up two weekends ago
let's just say that the hotel security
had to come out to the beach when
bottles started to break for the record
it wasn't made breaking bottles I can't
sir who was alright the laugh it up
Niall alright Patrick says we'll do a
couple more questions here Patrick says
great webinar someone just signed up to
people via text for group training oh
dude that's awesome that's the way to do
it Patrick you just sign up to people
for group training via text I mean text
is such a cool way to reach out to
people right it's such a personal way
now yet it's non-threatening like a
phone call I don't know why y'all aren't
using text messaging more so what if
they have your phone number you know
these are people are gonna pay you a lot
of money right big deal or just get
another phone it's well worth it the
awesome Stephanie fund says heavy
tested that lead generation idea of
inviting businesses in as sort of a
recognizing them at your Ontario
location yes in fact we have we have in
fact that's how we made a relationship
with the supplement store in Ontario
where they had an email list of 4,000
people that they mailed out the 14-day
fat furnace to so not only did they tell
their customers about us but they had an
email list of 4000 local residents who
they emailed out to and we just said hey
it's a 14-day fat furnace $69 you mail
it out keep a hundred percent of the 69
bucks that comes in we'll give that to
you we just want those leads right and I
think we ended up getting something like
27 or 28 people off their list to come
in for us so it's definitely worked
Joanie Williams says I work in a big box
gym best cold approach the best cold
approach is to reach just to come up to
people and introduce yourself that's it
introduce yourself hi I'm Bader's how
are you I'm the local personal trainer
here I just wanna let you know I see
you're working out your back or your
legs or whatever if you ever need any
advice for tips on how to be more
efficient with it find me and let me
know just wanted to introduce you
introduce myself to you that's it and
just walk away but if you do that to 20
people a day then the next time they
come in whether it's tomorrow or two to
two or three days later now you're a
step closer right you're like hey how
are you how does that work out going
great now you can actually approach them
the second or third time and go you know
what can I show you a different exercise
you can do to work your legs it's way
better than that leg extension machine
that you're doing or that inner and
outer thigh machine right but the
problem is we all try and get to making
try and make the sale right away without
ever really building that rapport and
Trust factor so just just say hi to
people get to know them say hi again the
second day if you have some water
bottles cold water bottles and they
don't have a water bottle with them just
swing by like hey I want to give me cold
water bottle like if you know someone
looks like they could be a good client
to you right we all know what our client
avatar looks like like at the big box
gyms that I worked at before my ideal
client was always woman right it was she
was female she was between like 36 and
52 and she was a blinged-out right and I
was a big goofy personal trainer who
just hey how are you how's it going that
enough
I just make friends with them and then
before you know it I'm offering them
some cold water or something and then
the third time around hey can I can I
offer any assistance and good showing
you a different way to do that right
before you know it
have you had your free workout with the
trainer yeah like your whole free
workout no you haven't holy you
know I have some time right now or can I
put you in my schedule book for tomorrow
and give you that right and voila now
you're selling them and it was such a
cool process but it takes a little time
and when you try and just get to know
them sell them right away
skepticism and doubt and fear sets in
and they go no think you're not
interested or they look down or keep
their headphones in you know the
reaction right brace them look to the
reaction that girls just to give me when
I would approach them when I was single
that's a joke all right so Stephanie
says uh if so how did it go oh okay I
just explained that stuff well Joanne
says if we had a person opt in and we
have their email however they did not
purchase
how many follow-up emails for the
promotion should we send for for
follow-up emails for the promotion is
what you want to send them four days in
a row in fact right you really do and if
they still choose to stay on your list
now in content and good will from you
from just your FitPro newsletter going
out and you're doing case studies and
sending recipes and good fitness tips
but for follow-ups over four days
alright JD probably says the five areas
that you mentioned is what I meant are
you are reading from a list oh yes I'll
tell you what I'll take a picture of my
list and I'll and I'll send it to Jeff
and he'll upload it or I'll even upload
it to the group JJ so you can do that or
I can even write another more on a
whiteboard
Thank You Mary look at that look folks
there's a whole giant whiteboard
behind me that I could that I could
write on yo all right last one Dustin
here says do you recommend any other
deal of the day
day sighs besides Groupon there's
Groupon and there's LivingSocial those
are the two big animals and then
depending on where you are in our
beautiful country of ours there might be
like little like I know in Indiana
there's one called deal chicken right so
there might be little niche ones in your
towns and
and dan dan ritchie by the way from
functional aging institute who was in
indiana the coaching client of mine he
swears by deal chicken and at first i
thought he was kidding me he's like no
no they're like a Groupon I'm like
alright fantastic so but really Groupon
and LivingSocial are the two big animals
when it comes to deal sites and then
there might be some local community ones
that are run but I don't really know
much about those alright guys thank you
so much for spending time with me today
remember November 20th and 21st and
beautiful Dana Point we're having the
next implementation boot camp after that
the price was going to double and for
our third implementation boot camp to
something like ten thousand dollars so
it's in your best interest to come out
have a good time with us surf with us
and really let us help you build your
funnels so you can just literally double
triple quadruple your income over the
months to come and it's really that easy
and if you don't believe me just ask on
the Facebook group and the fitness
marketer lab Facebook group hey who went
to the implementation boot camp two
weeks ago and what were your results
would you recommend me going again and
do it right grant cardone I watched a
video yesterday of his and and he said
something really awesome this video he
goes spend it all alright now before you
go out and spend it all on an expensive
watch her car let me just explain the
point of his 15 minute video
he said spend it all spend it all on
marketing spend it all on the growth of
your business spend it all on branding
spend it all on your empire write the
whole penny saved penny earn thing is
nonsense it's that stuff that
worked for your grandfather's era that's
some of their work maybe in your parents
era not anymore today we have to invest
and reinvest into our business because
platforms like Facebook email marketing
now we know creative ways of connecting
with local businesses right we know how
to stimulate and get referrals we know
how to open up multiple locations and
dominate an area just do that so much
faster now than you ever did in the past
so if you're trying to hold on to your
money and grow slowly that's the
stupidest mistake you could ever make
the thing that I regret most is not
spending more money in the beginning
when we launched Fit Body Boot Camp
today we spend tons of money on growing
fit by the boot camp and there's one new
Fit Body Boot Camp opening up every 48
hours somewhere
the world right now and that's pretty
impressive when you think about
it that we've only franchised since 2011
right so then for years that we've been
around and we're opening one every other
day just to give you an idea the fastest
growing chain on the planet is Starbucks
they've been around since 1974 whoops
and Starbucks is actually opening two a
day so when you think about how close we
are to Starbucks and we've only been
around for four years why because we
have spent so much money we spent it all
on getting more owners onboard making
those owners better multiplying their
locations and constantly repeating that
process so hope to see you in November
20th and 21st and beautiful data point
ciao