The time is NOW
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Fellow fitness pro, Scott L Buendia, pointed out this article on the latest obesity stats to me the other day. Give it a read then come back.
This was my favorite part:
‘What’s particularly distressing is that we think we understand why this is happening. It’s happening because the environment is built to promote obesity, and it is so pervasive that in order to make changes, we really need to change everything,’ said Cathy Nonas, director of the obesity and diabetes programs at North General Hospital in New York City and a spokeswoman for the American Dietetic Association.
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In particular, I liked the part about the environment is built to promote obesity.
Now don’t get me wrong. I’m not thrilled that is the case. I’d be a whole lot happier if everyone on the planet was wealthy, healthy and happy.
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But it is what it is.
Personally I got very excited reading that article.
I see the opportunity stretched out before us. I see the opportunity for fitness entrepreneurs to change the environment. I see the opportunity to make the world a better place.
Again, it is what it is. The time is NOW for us to start new businesses that turn the tide. It’s time for us to create the environment we want to see. It’s time to get creative. To try new things. To help more people.
“IT” is broken and “IT” needs to be fixed. Who better to do so than the new breed of fitness professional?
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I don’t know about you, but I love a challenge.
So what was your reaction to reading it?
Did you hang your head?
Or did you see the opportunity?
Yours in prosperity,
Jim Labadie
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http://www.howtogetmoreclients.com
PS- $17,000 in the span of a couple days…
‘Hello Jim,
Samantha Taylor here in Tampa. Just wanted to drop a line to you and tell you how much I appreciate what you do. Since I have listened to your Ultimate Sales Kit program, it literally has transformed how I FEEL about my business.
Friday I sold another $10,000 program using some of these techniques! And last week I sold a $7000 program!’
Samantha Taylor
Tampa, FL
http://www.howtogetmoreclients.com
Make the world a better place - PART II
January 31, 2006 by jim · Leave a Comment
Note: This makes a lot more sense when you read Part I in its entirety.
You can read Part I here http://tinyurl.com/tgam3
Make the world a better place - PART II
So what have you done so far today? What has your day been like?
Mine’s been pretty cool. I’m taking it easy for a couple days. Still working, but I like to ramp up and work really hard and then take it easy for a bit and recharge.
Today I spent the morning looking at the ocean. Just kind of stared at it for awhile. Then when I was nice and peaceful I closed my eyes and did some visualizing of my future.
Lemme tell ya, it’s not a bad way to start a Tuesday.
It got me to thinking about an email I received a couple weeks ago. It was from a woman who wanted to know if you can really make a living running fitness boot camps.
Great question.
While I don’t run camps a lot of my customers do. And they make a lot of moolah doing it.
But what happens if your camps run dry? What happens if suddenly a new trend hits the fitness world and all those loyal campers aren’t so loyal anymore?
Even better questions.
I’ll answer it with two more:
1- Why do you think I sell so many different products and affiliate programs?
2- Why do you think I’m starting a second business and have ideas for others?
Yup. Multiple revenue streams.
I want - and you should too - the green stuff coming in from as many different sources as possible. That way, once they are set up, I can kick back and do the stuff I really love to do. Namely, write to you.
So can you make a great living with camps?
Yes.
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Would I bet your mortgage on it?
No.
But the great thing about camps is that they allow you to leverage your time. You earn much more per hour.
And if you’re earning more in less time don’t you think you could use some of those new-found hours to create more revenue streams for yourself?
AND…
as I wrote about in Part I, don’t you think it will become easier and easier to ONLY work with the clients you want to work with when you don’t solely rely on one-on-one personal training clients for income?
Something else to understand is that your revenue streams don’t have to be fitness related.
OPEN YOUR MIND!
There’s a ton of ways to make great coin. You could:
- Buy a successful franchise
- Invest in real estate
- Start a business that works hand-in-hand with your training business
- Create info-products on anything you know! (I’ve heard of one person who earns six-figures selling an ebook on potty training!)
The possibilities are endless really. I just want you to have your mind open to all opportunities.
Why?
Because there are other ways to create revenue streams beyond fitness. There are an awful lot of people on the internet nowadays selling ebooks and DVDs and everything else fitness related.
Now I’m all about abundance, but competition is competition and a saturated market is….
You get the idea.
The moral of the story:
Yes, I want you to do what you love more than anything else. But I also want you to realize you can create multiple revenue streams based on things you really like so it frees up your time to do what you love.
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And that brings me back to fitness boot camps. Scott Colby, one of my very first, and very successful, Ultimate Boot Camp Start-up Kit customers is running a coaching program on how to run your own camps.
It’s going to be very intense and if you are the kind of person that likes learning in a LIVE group then this is for you.
Here’s the deal: When you sign-up for Scott’s program with this special link and write ‘Jim Labadie in the ‘How did you hear about us?’ section of the order page we will give you FREE access to our Personal Trainer’s Media Blueprint download.
That alone is worth $67.
Here’s the special order link:
http://tinyurl.com/yxdtgl
Now get out there and get going on those multiple revenue streams!
Who loves ya? 
Yours in prosperity,
Jim Labadie
PS- Please forward this to any fitness pro you feel it will help.
PPS- Scott’s program begins on November 7th and spots are filling up very quickly. So if you want in and you want your FREE copy of the Personal Trainer’s Media Blueprint click here now: http://tinyurl.com/yxdtgl
PPPS- You can discover why the Personal Trainer’s Media Blueprint bonus is worth way more than $67 by reading about it here: http://www.ptmediablueprint.com
This is what it's all about
January 30, 2006 by jim · Leave a Comment
This is what it’s all about
Brought to you by: http://www.getfitnessrich.com
I don’t let anyone do this.
Do what?
Write to my list.
But I have great respect for my friend Pat Rigsby. I don’t know of anyone in the fitness industry better at creating systems than him.
So I invited Pat to write to you today. Here it is:
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~~~~~~~~~~
Have you ever compared your training business to a McDonald’s?
Probably not.
But, before you go and condemn me for mentioning the restaurant chain that inspired the fitness horror story “Supersize Me” - let me explain why you might want to start emulating some of the things that McDonald’s does if you’re ever going to achieve maximum success with your personal training business.
So then what in the world could you learn from McDonald’s?
It’s simple:
Create a systematized way of running your business
Other than being the second largest private land owner in the world (great for building equity in your business…but that’s another newsletter) the thing that McDonald’s does exceptionally well, that has allowed them to become a massively successful company, is to deliver a consistent product through a replicable system.
They have a system that will provide you the same hamburger whether you’re in Jupiter, FL or in Elizabethtown, KY.
They’ve got a system for how the staff delivers the food to you the customer.
They’ve got a systematic approach to ordering their food and inventorying it.
They’ve got a specific system for opening a new location.
They’ve even got a system for cleaning the restaurant.
Like them or not, they’ve created systems that have made them billions of dollars, allowed them to create replicated models all over the world and helped entrepreneurs that couldn’t cook become millionaires by opening their franchises.
It’s also those easily replicated step-by-step systems that allow them to command such a high price tag from potential franchisees.
You see, people will pay big bucks for a McDonald’s franchise because of their systems that virtually guarantee success.
When was the last time you saw a McDonald’s fail?
So, here are the two big questions…
1. Can you create replicable systems?
2. How would it help your business?
The answer to number one is a resounding YES!
The answer to number two is a little longer.
By creating systems in which to train your clients, run your business and develop your staff - you’ll be able to generate consistent and predictable results.
And consistent and predictable results always leads to a consistent and predictable income.
By developing systems, you’ll also be able to plug in employees and know that your businesses clients will continue to get great results while you leverage someone else’s time.
When you’ve developed effective systems you’ll also set yourself up to open multiple locations (if you choose) and continue to generate the same success.
And something that most trainers never give a second’s thought to:
When you create “turn-key” systems you dramatically increase the value of your business when you choose to sell it. Now potential buyers are buying a system for success rather than some equipment and a few leftover bottles of protein powder.
In fact, I’d suggest you begin approaching your business as if you’re getting ready to launch your own franchise. And in order to do that you have to be able to pass along a system that will virtually guarantee your franchisees success.
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By systematizing your business you’ll not only make more money, but you’ll also make your life a whole lot easier.
So let me leave you with three easy steps to start you on your way to creating a systematic approach to business:
1. Begin documenting everything you do and organizing it into your own “franchise operations manual.” Put everything from the way you perform an assessment to the way that you clean bathrooms on paper in a fashion that someone else would easily understand and be able to replicate.
2. Start delegating “minimum wage work.” If you’re going to move from technician to entrepreneur you must eventually allow other people to actually perform the day-to-day tasks associated with running your business. Start with the small stuff like entering data, going to the post office, cleaning, etc. You’ll eventually become more and more comfortable with passing on responsibility.
3. Set a timeline for someone to replace you. Set a specific date when you will have trained someone to perform your role in the business. Not only will this free you up to grow the business and tackle other projects, but it will also increase the value of your company.
And you never thought anything good came from McDonalds!
~~~~~~~~~~
Thanks, Pat!
Yours in prosperity,
Jim Labadie
http://www.getfitnessrich.com/
PS- If you don’t already have a copy of Pat’s AMAZING ebook -http://www.getfitnessrich.com/ - you’re missing out in a BIG way. Check out the testimonials!
1) “If you are really looking to stand out from the crowd, leverage your time and maximize your revenue generation, profits and personal fitness fortune, then look no further. As with anything in life, it takes ACTION! So get moving, and start enjoying your new found ‘Fitness Riches’!!!”
Thanks again!
Yours in Health,
Daniel Remon
2) “The http://www.getfitnessrich.com/ e-book was outstanding. It was jammed packed full of ready to use top-notch marketing, sales and overall operations material that I’ve already begun to incorporate. If you just incorporate one of the methods presented, the revenue derived will more than pay for the cost of the book.
Keep the great info coming.”
Stay Fit,
Doug J. Krueger, Owner
Peak Performance
3) “http://www.getfitnessrich.com/ is a great book. It’s given me a lot of food for thought as well as many great ideas for building my company. I would highly recommend it! As someone based in the UK, it’s also more than valuable to see what’s happening ‘across the pond’ in the US, and provides a great insight into a lot of what may well be happening here in the near future.”
Thanks,
Justin Buckthorp
4) “http://www.getfitnessrich.com/ was truly sensational. Reading this book was a bit overwhelming at first. Reading everything from breaking the trend of just offering one-on-one training to running semi-private sessions, to getting recognized on the web, to offering additional profit centers, was a lot to take in at first. However, all the authors made it very easy to understand and made me see the light…I can do this too.
Nice job to everyone who contributed.”
Jason Zaretzky
5) “http://www.getfitnessrich.com/ is a must have for any professional. Each chapter covers a certain topic that is sure to increase your revenue (even just using one chapter is worth the price of the book, and you get 18 in this gem!!!). This is “in the trenches” stuff that wasn’t taught in school when you got your exercise degree nor when you got your certification.”
Kevin Valluzzi
thefitnessleader.com
6) The book was great. http://www.getfitnessrich.com/ makes you think beyond just being a personal trainer. The book lets you know that you can be very successful in the fitness business and shows you plenty of ways do get there from people who have done it.
David Dubail
7) “After reading Alwyn Cosgrove’s chapter I found myself wondering why people in the fitness industry do the things they do.
You guys are insulting yourselves to call your project a book. It’s more like a how to manual for fitness idiots like myself. All one has to do is read the material, several times would be good, and apply it. That’s it.
No offense, but you guys are stupid for charging what you do. I’m not sure how you came up with $37, but I’m glad I got my copy because you need to raise the price. Any dollar amount would be well worth the information because it is literally priceless.”
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“http://www.getfitnessrich.com/ has helped me grow my training business dramatically. It is loaded with useful nuggets. A must have for every trainer serious about taking his business to the next level.”
Chris McCombs
9) “http://www.getfitnessrich.com/ is amazing. I read the whole thing in two days. Unlike many books that you need to read in their entirety before using the information, each chapter of Fitness Riches has things you can implement immediately to start improving your business.
Thank you for sharing these systems, proven by people who have used them “in the trenches” to help those of us serious about our business continue to improve.”
Tony Maslan
Custom Fit Personal Training, LLC
Evansville, IN
10) Wow! What more can I say when you get the best of the best in the fitness industry, to all contribute one major gem of a marketing idea each and put it into one book. I have already taken just a few things that you wrote in the book Pat and have changed the way I market my business.
It took no time at all to start seeing my revenues go up this month and that is in the slower summer time. I now have new ideas that I can role out every couple weeks to give me an endless flow of clients and income.”
Best Regards,
Justin La Pointe
Oregon City, Or.
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http://www.getfitnessrich.com/
Jimmy John's Sub Shop
January 30, 2006 by jim · Leave a Comment
Jimmy John’s sub shop is, I believe, a national franchise. Kind of like a more upscale Subway. It just has a better feel to it.
Ryan and I were eating lunch there the other day and we were talking about what a great job they do of marketing WITHIN their 4 walls. We counted with one quick glance around 6 signs that promoted their catering business. In fact, pretty much anywhere you look they mention their catering.
Smart.
They are fully aware they are going to make a heck of a lot more for serving groups than just individuals.
They also know to take advantage of the marketing opporunities present within their physical location. Marketing isn’t just external.
Three lessons for you:
1- Do you train groups?
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2- If you own a studio what type of marketing do you have INSIDE your 4 walls?
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3- When you go out to eat, or shopping or driving around….when you’re out and about, do you take notice of al lthe good and bad marketing going on around you?
Don't you deserve this?
January 30, 2006 by jim · Leave a Comment
The other day I wrote an email that I have a dream that fitness professionals all over the world will use the Velvet Rope.
It got a very positive response.
Except from one person who hasn’t been paying close attention.
She emailed me blasting me saying the Velvet Rope was made famous by the guys who owned Studio 54 in the 80’s. And those guys were none too nice and eventually went to jail.
Can’t argue that.
But that’s not the point of the Velvet Rope in the fitness industry. Yes, it is meant to make you much more exclusive and make people want what they can’t have.
And it does work. And it does do just that.
But the goal is to have the very best fitness professionals working with the very best clients. And by very best clients I mean the ones who WANT it the most.
The ones who are willing to work.
The ones who are willing to do what you tell them to do.
The ones who are dedicated becoming a walking, talking billboard for you.
The ones who are a joy to work with.
The ones who are willing to trust your judgment.
The ones who refer you other clients who are exactly the same as they are.
Don’t you deserve that?
Don’t fitness professionals everywhere deserve that?
And don’t you think the rest of the population will start to ‘get it?’ Meaning, if they want to work with the best they’d better get their butts in line. If they want real results from a real professional they had better come prepared to work and make serious changes.
Isn’t it time to we put our foot down?
I think one of the dumbest things I’ve ever heard is, ‘The customers is always right.’ modesty blaise divx movie online
That’s stupid.
When it comes to personal training, if the client was always right they’d never do anything. Well, except trying to tell you how to do your job.
The Velvet Rope puts YOU in charge. And that’s the way it should be. YOU are the expert. YOU are the boss. And if you really, really think about it, the Velvet Rope adds instant credibility to the entire profession.
That also means that if you use this approach you MUST be great at what you do. If you aren’t, it will never work. You must be able to deliver on your promises.
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I’m putting my foot down as well. I love this industry. I have great respect for the people who read this newsletter. To me, it gives you instant credibility. It means you are ahead of the game and you want IT.
And IT means attracting into your life the best of everything.
That’s why I’m raising my prices on a lot of products and the price of my coaching. I only want to work with the best-of-the-best or those who are willing to do the work to become so.
So check out this site to discover the price hikes that are coming this Friday, December 1st at 11am EST. It’s kinda like Black Friday in reverse.
If there’s a product you’ve been thinking of getting, or you’re interested in hiring me for a coaching session, the time is now to save yourself some money.
www.trainandgrowrich.com/velvet.htm
Who loves ya?
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I do. More than you know.
Yours in prosperity,
Jim Labadie
www.trainandgrowrich.com/velvet.htm
PS- I am VERY proud of this testimonial. To me, it speaks volumes about the business Michelle and I have had the good fortune to build.
“Just a little history here…6 months ago my husband was a personal trainer at a health club. We had talked on and off about having our own business. Someday. We came across Jim Labadie’s website, and the first product we ordered was Velvet Rope Marketing. That was enough to inspire us to get more active about starting our own business.
Next we ordered the Ultimate Sales Kit. There was a bit of a mess up with the order, and we had the pleasure of meeting Michelle, Jim Labadie’s assistant. He made a good choice when he added her to his team. The customer service she gave was exceptional, she always was quick to respond to emails, and she corrected all the problems we had.
Then Jim Labadie called us at home. He didn’t have to. Michelle had already fixed the problems we had, and taken care of the situation. But I guess he was putting into practice what he preaches in his products. Overdelivery. A quick phone call on his part made a huge impression on this end.
We have run into so many places that give such crappy customer service. It is always such a nice surprise to run into a someone who really takes care of his customers. That is how Jim Labadie is.
It was in May (so about 6 months ago) when we first found Jim Labadie’s website. In July, we moved to a new city to start our own fitness bootcamp business. In September, my husband began with 2 bootcamps. In October, we added 2 more bootcamps. In late November, we are adding a fifth camp. Next week, we are bringing on an intern, with the hopes of adding a new location in February.
And if it weren’t for Jim Labadie and his very inspiring and effective products, I know that we would not be where we are today.
I just wanted to publicly let everyone know that Jim Labadie really does overdeliver. We have experienced that first hand. And as for his products, well, everybody already knows that they are the best there is out there. Thanks, Jim.”
Christi Faagau
Mead, WA
www.trainandgrowrich.com/velvet.htm
Are YOU listening to your prospects?
“I’m not a sales person by nature.”
Something I used to tell myself all the time. I know as a fitness professional that high-pressure sales tactics don’t come naturally to us.
That is a good thing.
But a lot of us hold the belief that a sales person is supposed to be someone who is pushy. I’ve come to learn that selling has absolutely nothing to do with pressuring people. Nor should you place any pressure on yourself.
Selling your services requires nothing more than having a conversation with a fitness prospect. If you can’t hold a conversation with a person then you are probably in the wrong industry in the first place. During the time you are talking you will find out whether or not you and that person are a good fit for one another. If you are, great! If you aren’t, it’s no big deal.
There will be more prospects, right?
In case, you haven’t noticed the majority of people need your help! Thanks to the fast-food business, even China is becoming obese.
In a selling situation you always get back what you put out. Meaning, however you are acting is how the prospect you are communicating with will respond. If you are acting a little nervous the prospect will sense it and may begin to get nervous about hiring you. If you are acting a little pushy your prospect will sense it and begin to push back. Just relax and talk to the person.
Your prospective client should be doing the vast majority of the talking. Sales is about them, not about you. It’s natural for any person to want to rant and rave about the terrific services they provide and all the wonderful things they can do for that person.
But it’s even harder for us as fitness professionals because we have the ability to help people like few other professions can. However, you have to do it. You must listen to what they want. It’s not your money, yet, it’s their money. If you want to get a new client you’d better listen for what it will take to get them as a client.
It really is incredible what happens when you listen to your fitness prospects. They will tell you exactly what it is they want from you. By simply repeating back to them that you will provide them (assuming you can) with the exact results they are looking for, you’ll probably have a new client.
****
TESTIMONIAL
“The Ultimate Sales Kit for Fitness Professionals is the closest thing to magic there is. I just used what I learned in the kit to land 2 new clients–at the same time! It worked like a charm.
Thanks!”
Rick DeToma
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****
If you ramble on and on about the things you do for your current clients you may miss the one thing that this prospective fitness client is looking for. You could list all sorts of benefits that you provide. But if they don’t hear the benefit they want then they probably aren’t going to hire you.
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Always remember: People buy for their reasons, not yours. Asking questions and listening to prospects allows you to find that reason.
Promoting benefits makes for good marketing, but not for good selling. And for those of you who don’t know, marketing brings prospective clients to you. Selling turns those prospects into paying clients. There’s an enormous difference between the two.
Remember, there is no pressure when making a sale. Simply have a conversation with your fitness prospect. Ask lots of questions about what they want. Assure them that you can provide the results they are looking for and more than likely you’ll have more money in your pocket by the time you are done talking!
Yours in prosperity,
Jim Labadie
http://www.trainandgrowrich.com/celebrate98.htm
PS- Last week’s Ultimate Sales Kit celebration got out of hand real fast! But I still have a few copies of the 128. You’ll see what I mean at:
http://www.trainandgrowrich.com/celebrate98.htm
PPS- Even MORE testimonials for the Ultimate Sales Kit for Fitness Pros!
“I love your program, and to be honest, I was horrible at sales until I got it. I closed my first $1000 dollar training because of what you taught me! Thanks for delivering such quality information!”
Sincerely,
Scott Buendia
ACE Certified Personal
“Jim, I just wanted to say thanks for all of your help. I’ve read everything Zig Ziglar, Brian Tracy and all the other “sales gurus” have in print, and it all pales in comparison to the Ultimate Sales Kit. We’ve been able to grow our business over 500% in the last 12 months and it’s a direct result of principles you outline in this program.
If a fitness professional wants to make more money in a hurry, they need to order the Ultimate Sales Kit today!”
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Pat Rigsby
Owner
Fit Systems
http://www.trainandgrowrich.com/celebrate98.htm
Do THEY see YOUR name everywhere?
January 29, 2006 by jim · Leave a Comment
I recently wrote about ’sneezers’. These are the people who do more than anyone to grow your business. They are your successful clients who are extremely influential. When they talk, your prospects listen. And before you know it, because of them, your training business is BOOMING!
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Yesterday I was on the phone with my friend, and customer, Jason C. Brown. He and his partner, Pamela MacElree, own a thriving new facility in Philadelphia called CrossFit Philly. Word of mouth about his unique studio (there’s that word UNIQUE again) has tripled their business in just a few months. That’s how this works. Walking, talking billboards are the life of your business.
You can check out their business in this awesome article they just had written up about them:
http://www.chestnuthilllocal.com/issues/2006.03.23/locallife5.html
The next stage is to take over their area completely. To dominate. To make their names and their facility THE place for fitness. Which he has been doing by promoting the heck out of himself. And that is what was so cool about what he told me yesterday. He said that people keep coming up to him and saying, ‘I see your name EVERYWHERE!’ That’s what we want to hear.
That’s what YOU want to hear.
And the way to make that happen is through publicity. Now it’s time to blow away your competition so that the instant one of your prospects thinks, ‘now I’m ready to get in shape’, they only think of ONE name - yours.
You need to be writing. You need to be speaking in public. You need to be involved in your community.
You also need to be a media mainstay. The expert the media turns to for information on health and fitness. That person in your area needs to be YOU!
The great thing is it’s much easier than you think - IF you have the tools and skills. But I can give you those. In fact, my friend Scott Colby (who by the way built his $7000 per month Boot Camp business via publicity) and I are going to make your life SOOOO easy. We’re giving you a step-by-step blueprint on how to do it over the course of an entire year.
We’ll give you the unique story ideas the media will love.
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We’ll give you the very date to approach the media.
We’ll give you the best ways to make the most of your ‘media hits’ so that one hit turns into many!
We’ll give you the best ways to turn all that FREE exposure into the green stuff!
We’ll give you everything you need so everyone starts telling you, ‘I see your name everywhere’!
Just bring your appointment book and get ready to put your PR plan on auto-pitot. We’ll do all the thinking for you!
When are we going to give you this? Next Tuesday, April 4th. But as I wrote last week, the spots on this tele-seminar are SEVERELY limited. There’s ONLY 50 spots and this email is going out to thousands and thousands of fitness pros just like you who are in it to win it.
Oh, and did I mention that the first 25 get FREE bonuses worth over $500?
You need to get on over to http://www.ptmediablueprint.com
RIGHT NOW to assure yourself a place on the call.
Yours in prosperity,
Jim Labadie
PS- I’m an entrepreneur and I love helping fitness pros earn a better living and enjoy their life more. That’s what I do. It’s how I help people. Sometimes my passion for this makes me forget why we all got into this business - to help people get fit. And for that I apologize.
When you land a major media hit and get YOUR message of fitness out to the community, you are doing everyone a great service. It’s a great way to reach tens of thousands of people, if not more, at a time.
Join us next Tuesday. You’ll be more than happy you did.
http://www.ptmediablueprint.com
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PPS- As you were reading this your fellow fitness pros are already registering. That I can guarantee you also. And remember, only the first 25 get the bonuses worth over $500!
http://www.ptmediablueprint.com
PPPS- If you’re wondering where we got this idea, it came from the AskJimLabadie campaign a few weeks ago. This is what we got asked the most. Thanks to all who responded!
You always want what you can't have
January 28, 2006 by jim · Leave a Comment
Sorry I didn’t write to you last week. I’m working on a little something that’s taking up the vast majority of my time.
This week I want to give you a little something to think about. I want you to think about little kids. Yes, little kids. And when I write little, I mean under 5 years old.
Think about one you know. Maybe it’s your kid. Maybe it’s a niece or nephew. Maybe it’s a neighbor’s kid. Doesn’t matter.
Now that you’ve got this little ‘angel’ in your mind’s eye I’d like you to imagine a scenario where you tell this child that he or she can’t have something. Imagine the response you get. Chances are if it’s something they are even remotely interested they are going to go nuts.
Am I wrong? Doesn’t just about every little kid go bonkers when you tell them they can’t have something? Don’t they want it about a bazillion more times than they originally did?
Well, if I’m guessing right, you too were that age at one time. And if you’ve never noticed, most adults are nothing more than big kids. Yeah, that’s right, we still want what we can’t have.
And that includes people who are interested in hiring you. Try telling a prospect up-front you don’t think they’d be a good fit for your program because they don’t seem serious enough.
Think they’d tell you to go straight to h*ll?
Far from it. Remember, they’re nothing more than a 3 year old kid in a 40 year old body. They’ll start to fight to become your client. They’ll plead their case. They’ll do whatever it takes to convince YOU they deserve to be YOUR client. This is what I call the ‘Velvet Rope’. It works like magic.
Far cry from the usual crap you’ve been taught about sales, huh?
And in case you doubt this works, this is from one of my customers:
‘Due to the fact that our training business is within a gym that gives every new member a ‘free’ session with a trainer and nutritional coach, we do not have as much control gaining the interest of prospects who truly want to be here to purchase what we have to offer. In the past, this had the potential of creating a negative thought process with my staff. It was common for them to go into an introductory session with the assumption that the prospect would not buy, thus a waste of time.
However, since we have begun to implement the techniques laid out in the Velvet Rope…the pressure to sell is gone and the power to tell a prospect that they do not ‘qualify’ is amazing. Prospects actually walk away from an ‘intro’ wondering why they do not fit the bill. How amazing it is to hear a prospect try to convince YOU why they are the right fit for our particular program rather than the other way around. I’ve had prospects become so excited and determined to become a part of our team, that they cannot get to their wallets fast enough!
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Thanks so much for sharing these tried and true methods in a way that makes perfect sense. I’ve learned so much from you!
Thanks, Jim!’
Holly Rigsby
Vice President
Fit Systems
Elizabethtown, KY
Anyway, the next time a prospect is giving you a hard time, change your mindset. It sounds a bit strange, but you’re better off treating them like a three year old instead of an adult!
Yours in prosperity,
Jim Labadie
http://www.howtogetmoreclients.com
PS- If you want the whole story get my Ultimate Sales Kit for Fitness Pros at:
http://www.howtogetmoreclients.com
PPS- Need more proof? Try this on for size:
‘Jim,
I just wanted to drop you guys a line to let you know about the new advancements at Huff Training and BaseballStrength.com.
Thanks to just a few simple tips from your Ultimate Sales Kit I was handed the keys to a 7500 sq. ft. fully loaded athletic training facility in the heart of Bergen County, NJ. Now if you’re not familiar with Bergen County it has been ranked in the top 5 most expensive counties in the country and the monthly lease on a facility this size would easily exceed $10k/month. So am I really paying that? Nope, absolutely no overhead, just a small percentage of net profits! All because of one technique from the kit…
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Follow that up with a direct source of referrals from over 20 local high schools and a dozen other personal sport skill coaches and within 1 week I was fully booked and in the process of hiring a staff. All thanks to the Ultimate Referral Kit!
Sounds amazing, huh? You haven’t heard the best part of it… They came looking for me! That’s right, the thought of their facility never even crossed my mind until the phone rang and they practically begged me to come meet with them and show them how I could turn their wasted space into a money maker for their facility. The Fitness Prosperity mindset is a truly amazing thing!
Your information has taken me from 4:13AM alarm clocks and jam packed Saturdays just to make a few dollars all of the way to running a huge facility with coaches begging my staff to train their athletes while I simply sit back, relax, and watch it all bring in more money then I ever though possible like clock work!
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I am forever indebted to you for your guidance and support!
Sincerely,
Dan Huff, CSCS
Recommended resources:
http://www.velvetropefitnessmarketing.com/
http://www.fitnessinfomistakes.com/
http://www.howtogetmoreclients.com/
http://www.howtogetmorepublicity.com/
http://www.howtogeneratereferrals.com/
http://www.howtoprofitwithbootcamps.com/
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Three Public Speaking Tips for Fitness Pros
January 28, 2006 by jim · Leave a Comment
These Three Public Speaking Tips for Fitness Professionals are brought to you by:
http://www.amazingfitnesspresentations.com
Public speaking is not only a great way to prospect for new clients; it also builds your credibility as an expert. Whether or not you speak in public already, these three tips will make your life easier.
Tip #1- Have a really cool introduction
You really want to bond with your audience right away so come up with something that shows you are an expert, but also human. A lot of people are intimidated by fitness professionals so it’s very important to make everyone there comfortable.
Here’s one I’ve used in the past to get the audience laughing before we even started:
“While at the University of Delaware, Jim Labadie managed to be a Dean’s List student by incorporating a steady diet of study, volunteer work, Jack Daniel’s and Taco Bell. It was this strict lifestyle that allowed him to graduate not only with a degree in Fitness Management, but also 40 pounds fatter than you see him today.
A reformed party-animal and fast-food junkie, Coach Jim is a passionate fitness entrepreneur, speaker, coach and consultant. He has appeared in Redbook, Men’s Fitness, Self and if you watch local news on Fox, NBC or CBS you’ve probably seen him there, too.”
Typically, the person who booked you will be the one who is going to introduce you. Make sure they know to read word for word the introduction you have created. If you don’t specifically hand this to them right before you go and request it they very well may resort to just reading straight from your bio. Boring! It’s happened to me so be sure they introduce you the right way to set the tone for a great talk.
Tip #2 - It’s super easy to get speaking “gigs”
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I’m often asked by Fitness Professionals how they should go about getting booked for talks. When I tell them to pick up the phone and call people they nearly pass out at the very thought of having to make a “cold call.” When they come back to their senses I gently explain most of these groups meet weekly and they need a speaker at each meeting. That means they need someone willing to come in and speak for free in a bad way! Believe me; they are dying to hear from you.
And they are super easy to find as well. If you belong to a networking group of some sort I can almost guarantee you they’d love to have you speak. Ask people such as your clients what groups they belong to and whether or not they have speakers. All sorts of religious organizations have meetings with speakers. Search the internet. It’s simple!
When you call them just ask for the person who books speakers. They’ll gladly tell you who it is and how to get in touch with them. What do you say when you get them on the phone? “Hi, I understand you’re looking for speakers for your meetings. Is that correct?” I’m confident you can handle it.
They’ll then ask you what you talk about. I think every single time I’ve ever told someone my talk is on fitness they’ll all responded with the same answer: “We could all use that!”
Even better you could hire someone to make these calls for you! It leverages your time and it looks pretty impressive that you’re such a BIG name you have to have your staff book your speaking engagements.
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Tip #3 - Have a bio and description of your talk handy
When you make the initial contact there’s a very good chance they’ll want to see your bio and the description of what you plan on talking about. It doesn’t need to be a big production to start. Just have two separate documents. The bio just needs to give a brief background on your experience and credentials. Your talk description is simply the title of your talk and bullet points on what you will cover.
If you want ALL of my public speaking tips for fitness pros grab a copy of my new Ultimate Public Speaking Kit at:
http://www.amazingfitnesspresentations.com (just $37)
Yours in prosperity,
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PS- Again, $37 gets you my top-secret public speaking success formula.
http://www.amazingfitnesspresentations.com
Are you ready to do this?
Are you ready to do this?
Do what, you ask?
Put other fitness professionals and facilities out of business.
No, I’m not kidding.
Yes, it’s harsh. Look, I’m all about abundance. I’m all about prosperity. But the simple fact of the matter is that the cream of the crop will, in fact, rise to the top and the rest are headed for a world of hurt.
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At least for a little while.
As you may or may not know, I recently moved to Jupiter, FL to open an office with Ryan Lee. And as soon as I got here I started to see the name Earl Stewart just about everywhere I looked. He owns a Toyota dealership in the area and he does one heck of a job promoting it.
He runs TV ads, print ads, writes articles…
And they all do the same thing: Educate his prospects on why they are a car dealership you can trust.
That’s huge. In the world of car buying when you find a dealership you trust you’re probably going to be a repeat customer. It’s why Earl Stewart comes right out and teaches you all the scams, tricks and techniques that other dealers use. And as he mentions, not too many other dealers, if any, are fans of his because of this fact. They’d be much happier if he kept his mouth shut instead of educating people.
Now I’m fully aware there’s probably a million places you can find the same information. However, this is coming straight from the horse’s mouth. It’s not in some book. It’s coming from the owner of the dealership.
Plus, in his ads he talks about the hotlines that are found right in the dealership that ring directly to his cell phone. If you’re trying to buy a car and you’re not happy you can call him and tell him. And he even promotes the fact that they will give complete refund to unsatisfied customers.
If you lived near Jupiter, FL and you were in the market for a Toyota, or were shopping for cars in a similar class, would you put up with the usual bullsh*t that usually comes with buying a car? Or would you give this dealership the first crack at your business?
I don’t know anything about the guy. I’ve never been to the dealership. I don’t know anyone who has bought a car there. I’m not in the market for a Toyota. But I can tell you this, if I was, I’d sure as hell be going to this guy.
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Wouldn’t you?
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See where I’m going with this? His competition, to me anyway, doens’t really have a prayer against him. Even if they started to use the same strategy, he used it first. And in the mind of the prospect that counts for a lot.
Lots of people have joined health clubs and failed miserably. Lots of people have tried to cancel their membership and haven’t been able to. They just keep charging their card over and over. Plenty of people have gone to trainers and failed to get results. Plenty of people have gone to trainers and gotten seriously hurt.
Pinpoint the reasons why people fail to trust the fitness industry. Then educate your prospects as to what to look for when they are shopping for a new trainer or facility to work out at.
If you want to be standing at the top of the heap you need to do the work to deserve it. Then make sure your prospect is educated as to why you are the only logical choice. Why they should trust you and not your competitors.
Your competition isn’t going to like you. But hey, would you like them if they kicked your a**?
Yours in prosperity,
Jim Labadie
PS- If you want to be the last one standing any of the below websites can help you enormously. Improve your knowledge-base and you improve your business.
Under $50 bucks:
http://www.celebrityfitnessimage.com
http://www.fitnessbusinessmindset.com
http://www.velvetropesalesandpr.com
http://www.amazingfitnesspresentations.com
Over $50 bucks:
http://www.fitnessinfomistakes.com
http://www.howtogetmoreclients.com
http://www.howtogetmorepublicity.com
http://www.howtogeneratereferrals.com
http://www.howtoprofitwithbootcamps.com
