jimlabadie.com

Welcome back! If you want results quick, check out my "63 Must-Have Sales Tips for Personal Trainers"

17 things you MUST think about

Jayson Hunter, the head of R & D for Prograde Nutrition sent me this.

He found it in a Real Estate investing magazine.

In a brilliant move by him, he keeps a copy of it laminated by his desk.

And since I follow very closely the behavior of both successful AND unsuccessful fitness pros, I HIGHLY recommend you pay close attention to numbers:

6
10
16
17
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There are others like numbers 8 and 11 which are much more obvious.

But pointing out the obvious doesn’t help you.

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You’ll see what I mean at:

http://www.trainandgrowrich.com/17.htm

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- Jim

I’m often asked, “Jim, why do you send so many emails?”

Very, very simple:

1- I love it. I absolutely love writing them. It’s one of my favorite things to do.

In just a couple of minutes I can share information with trainers all over the world.

And that information helps them grow their business.

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Which, in turn, means they are helping more people live better lives.

What’s better than that?

2- I run an internet business.

I’ve tested sending so many emails and I believe because I’m not a “brick and mortar” kind of business I can send one a day.

I’m not certain that I could otherwise. That is something you would have to test for yourself.

However, if you run boot camps or have your own studio I highly recommend you email your list at bare bones minimum once per week.

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3- If I send 1/2 the emails, I make 1/2 the moolah.

And yes, I’ve tested this, too.

I’ve been doing this for years so I know my list very well. I know what I can and can’t do, for the most part.

As I’ve written in the past, you really have to look at the 80/20 rule.

In my case, it’s probably more like the 90/10 rule.

Meaning, 10% of my list - the ones that make up 90% of my revenues - are the ones that really, really love what I have to say.

They are the trainers I have helped the most.

These are the trainers who want to hear from me often.

Now, I care about and respect anyone who is smart enough to read my stuff, but the fitness pros I care about most are the ones who allow me to pay my bills.

And those are the people you need to care about most.

If you can’t accept that fact then you have some belief systems work that needs to be done before you will ever become a successful business owner.

Anyway, hopefully that explains it. I’ll continue to write a lot of emails because I hear from that 10% everyday.

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And they always write the same thing:

“Keep the great stuff coming!”

So I will.

And I’ll love every minute of it!

Who loves ya?

Yours in prosperity,

Jim Labadie
http://HowToProfitWithEmails.com

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PS- Does my http://HowToProfitWithEmails.com work Down Under?
See for yourself:

http://www.youtube.com/watch?v=p2sThER1iQE

Looks like I hit quite a few nerves yesterday with the Michael Moore newsletter.

I’m working on something today to send Michael some love. Stay tuned. You’re going to get a kick out of this one!

****

“How and When to Talk About Your Cancellation/Rescheduling Policy”

It can be one of the hardest things to do.

Is there a more uncomfortable feeling than when you have to tell your client you had to charge them for a session they missed?

Well, if you make your policy crystal clear up-front you’ll go a long way towards eliminating any potential problems in the future.

Something you need to be aware of is the fact most people don’t regard your time to be as valuable as you do. And that isn’t because you are a personal trainer. It’s because most people haven’t the slightest clue how valuable their own time is! It is your responsibility as a professional to thoroughly explain the client/trainer relationship. That includes the value of your time, their time and exactly what your cancellation/rescheduling policy is.

So when is the best time to talk about all of this?

Immediately after closing your sale and your prospect becomes a client. Mind you, this does not mean you explain your policy and procedures 5 minutes before they start their first session. No, the best time to handle all the details as to what they can expect from you as their trainer and what you expect from them as your client is before you leave the consultation.

Understand your new client is extremely excited about the decision they’ve just made. They are proud of themselves for having taken the leap and deciding to hire someone to help them do it right.

There’s never a better time to openly and honestly explain how valuable your time is and why your cancellation policy exists and how it works.

There’s never a better time to help them understand it is for their benefit as well.

They’ve made a commitment to fitness and nothing short of an act of God, family emergency or illness is a reason for them to no-show for a scheduled appointment.

It’s also a great idea to take the time now to explain how your relationship will grow as you work together. As my friend and fellow trainer Joe Stankowski likes to say, “there’s a reason they call it ‘personal’ training.” So right after they have paid you to retain your services is the critical time to discuss the fact that just because you begin to know one another well doesn’t mean you won’t charge them. Before you leave the subject make sure they have completely understood every word you have said and agree with it. Don’t just give them a contract to sign that explains they have read the policy and are ok with it.

You can even tell your new client you will periodically remind them of the policy as the relationship grows. Why? Because this is a professional relationship no matter how well you come to know your client. Taking the time to explain yourself fully from the very beginning will save your serious headaches in the future.

I’ve got a LOT more headache savers in the Ultimate Sales Kit for Fitness Pros. http://howtogetmoreclients.com/

Who loves ya?

Yours in prosperity,

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Jim Labadie

PS- Yesterday Nick Berry interviewed Jeremy Nelms for the weekly Prograde coaching call on how he has quickly grown a Six Figure Boot Camp business in almost no time at all. You don’t want to miss this incredibly inspiring and educational 30 minutes. It’s available to download now in the resources section.

Prograde Pros login at http://getprograde.com/business_owners

PPS- Find more Six Figure Boot Camp business secrets here http://howtoprofitwithbootcamps.com/