Built To Grow

The four types of trials we cover in today’s episode:Paid Trial: This is paid upfront. You get two weeks and you get x amount of things in that two weeks, then it’s over with. You have to sell the client upfront, and then try to sell them at the end into a membership. In this trial, there is no risk for the person and they could disappear after, you get the first payment and that’s it.Free Trial: This is two weeks, where they get to try your services unlimited. They pay zero upfront and they get to try you out for 14 days.The Netflix Trial: This is essentially a combination of the free and paid trials. You give them a free trial, for 14 days, but you ask them to commit to a membership that starts on day 15. They have 2 weeks to experience what you do and you have their commitment upfront.Two-week guarantee: The client comes in, signs up for an annual membership on day one, they pay on day one, but they have 2 weeks to cancel for any reason. They are not locked into this membership, but they are starting now,

Special Guest: Christina NicholsonWebsites:Podcastclout.commediamavenandmore.comKey TakeawaysSpecial guest introduction (0:38)Getting people’s attention (1:30)Bigger reach (3:05)Local Market (7:01)Exposure (8:30)No to press releases (13:02)Perception credit (16:47)Brand yourself (20:13)The long game (24:54)Word of mouth (29:11)Grand Openings (32:01)Give value, you’ll get it back (35:36)Become a Media Maven (41:58)------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tickets click HERE------------------------------------------------------Additional Resources:https://winninggym.com/scottsdalewww.PFMarketingSolutions.com/Callpfmarketingsolutions.com/automationwww.CLACourse.comwww.ProFitGPS.netMarketing Talk with Fitness Professionals Facebook Grouphttps://PFMarketingSolutions.com/Data--If you are interested in a free audit for your gym, visit http://bit.ly/free_gym_audit--You can find out more about Tim and t

Key TakeawaysMyzone Introduction (2:08)Perksville (6:00)Fitting in the fitness space (11:54)Technology Framework (14:54)Gym representation (17:50)Proving fitness is healthy (20:20)Gamification (24:17)Number one objective (25:23)Module flexibility (29:49)Different styles of training (30:38)Working too hard (36:56)What’s next (40:33)Everything online (43:59)Closing (48:18)------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tickets click HERE------------------------------------------------------Additional Resources:https://winninggym.com/scottsdalewww.PFMarketingSolutions.com/Callpfmarketingsolutions.com/automationwww.CLACourse.comwww.ProFitGPS.netMarketing Talk with Fitness Professionals Facebook Grouphttps://PFMarketingSolutions.com/Data--If you are interested in a free audit for your gym, visit http://bit.ly/free_gym_audit--You can find out more about Tim and the strategies covered in this episode by che

Excerpts:The four quadrants:EmployeeSelf-employedBusiness ownerInvestorThere is a big difference between being a business owner and being self-employed. Being in the gym every day, training clients, training employees, answering phones and cleaning up, this is you owning your job, which there is nothing wrong with that. It’s all about knowing the difference and deciding what you want to be. A business owner or self-employed.If you find yourself as self-employed but are looking to become a business owner, seek out education and learn how to work toward that. It’s about learning how your gym can function when you are not there. Key TakeawaysSponsor info (0:30)Cash flow quadrants (2:45)First quadrant: Employee (3:35)Second quadrant: Self-employed (4:40)Third quadrant: Business owner (6:15)Fourth Quadrant: Investor (9:05)Where do you want to be? (13:36)------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tick

Excerpts:A strategy that is widely used is creating urgency for someone to purchase or sign up. If what you are selling is available all the time, chances are the customer is going to put it off.The tactics might change with the marketplace, but the strategy stays the same. You can have multiple tactics withing the strategy, multiple ways to get to your goals.A known tactic is a blown tactic.A few Examples of tactics:The risk of removal: A paid trial, 14 days for $89. You are not fully committing but are still able to fully test the waters and see the benefits.The “Netflix” trial: Here they come in and commit to trying you out for 14 days, they have 2 weeks to try you out, and if they decide to stay longer, their membership is automatically activated into a full membership. Key Takeaways:Sponsor Info (0:47)Tech in the gym (2:17)Strategies versus tactics (4:30)Create Urgency (5:30)Scarcity (9:58)Social Proof (11:43)Risk Removal (16:51)Bracketed Program (21:42)  -------------------------------------------------

Excerpts: The first thing to understand is, according to URSA, on average a trainer enters and exits the industry within 12 months.The way we structure our hours is if we schedule you for 37 hours, we pay you for 40. This is because we expect you to come in a little early, or stay just a little late, an hour here or there every week. Paying you for those extra hours makes it so you feel like your time is valued.There is a fine line between coach and client relationships, and something we see too often is when the coach leaves, the clients are tied t the coach and not to the program and leave with them.We as gym owners are anomalies. We aren’t looking to do the least amount of work, we are looking for the best path to success and are willing to put in the work necessary to achieve it. Key TakeawaysSponsor info (1:00)How do you pay your trainers? (4:00)Retention (7:00)Work as a team (10:45)Relationships (14:30)Pay (17:05)Work Ethics (20:45)Incentives (24:12)------------------------------------------------------

We have extra challenges because we are in the business of selling delayed gratification. When clients walk into your gym, you are selling the potential for future results. The challenge is you don’t have control of the client once they leave, and they can easily sabotage all the hard work on being unhealthy outside the gym.You not only have to be a great salesperson, a great coach, and have a great facility, you also have to play psychologist as well as be happy every day and try to be the best part of their day. We are selling opportunities. The challenge is people don’t want what we sell…. They don’t want to be sore. They don’t want to have to work hard, they don’t want to be out of breath. But they want the results, and often in a short, unrealistic timeframe. There is a new focus on health and how to be naturally healthy. And that is where we fit in, because we have a way to do that. We can guide clients to a healthier lifestyle, that is what we are selling. Key TakeawaysSponsor info (0:48)Gymmin’ aint e

Excerpts: When you get to a million-dollar, the problems look different, and often it is hard to stay there. A gross revenue goal is one thing, but vanity metrics are another. It is all relative…. What is your profit? What is the take-home? Is a million dollars actually a million dollars?You want to get to the point where your money is doing the heavy lifting. You want to move away from trading your time for money.The question is, why a million dollars? Does a million dollars equate to something of value to you or is it just a number on a piece of paper?  Key TakeawaysSponsor spotlight (0:24)Growth Summit info (1:51)Why a million-dollar gym? (3:19)Honest revenue (5:00)What does a million-dollar gym look like? (7:04)What does it get you? (9:26) ------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tickets click HERE------------------------------------------------------Additional Resources:https://winninggym

Excerpts:The way that you handle and do the small things is a reflection of how you handle and do the large things.Something that we do in every team meeting gives “props“ to a team member. We recognize someone on our team going above and beyond that week. It sets the tone for the rest of the meeting.If you have clients that are not coming into the gym they are likely to quit because they don’t see the value. So we got to find ways to get them in the gym, so they can see results and we also see the results of their attendance.It’s doing the small things and doing them constantly. When you do that, the small things add up and you perform at your best.This is simple: You need to pay your coaches for being at your meetings.If you want your trainers to do more than be a trainer, you have to pay them for the things that they’re doing outside of the training floor. This not only benefits the trainers but you as well as your trainer retention will increase as well as the quality because the harder they work the more

No two gym owners are in the same boat. So you need to look at yourself and the role you are playing in your business. This is one of the first steps we do when talking to new gym owner coaching clients.Are you involved in the business to a point where you have to be involved for it to generate revenue? If you are, then you are self-employed in your own business.The real test is, if you left your business for a few months, would it fall apart? Would it be there in full capacity or even have grown?If you're not intentional and clear that the direction and the work that you're doing on a daily basis is taking you to the position you want to be in, you're likely moving the other direction.You need to be a product of your product. Your job is to deliver results to your clients, so you need to deliver them to yourself first.Structure creates freedom Key TakeawaysGrowth Summit info (0:10)What do you want from your gym (1:24)Never two people in the same boat (3:08)Are you self-employed? (5:39)What do you

The consumers are making the decisions. They are are looking for ways to “get sweaty” but not get bored after a few months. And semi-private training offers this to your clients.We want that lifelong client that understands it’s a journey, it’ a process. It is something bigger than just a class or workout.Semi-private isn’t about putting people together for a workout, it’s a strategic approach to the training. The program around it and the experience. Knowing that the routines you are creating are delivering results give you a peace of mind.  Key TakeawaysBuilding Update (0:21)Growth Summit update (2:06)Big box training (2:58)Consumers are making the decisions (6:03)SwitchToSemiPrivate.com (7:57)Going all in (10:25)Clients goals (13:10)Transition to Semi-private (15:05)------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tickets click HERE------------------------------------------------------Additional Re

Excerpts:Opportunities for growth occur when you surround yourself with like-minded people.You are the average of the five people you hang around with the most. If you are a business owner and you don’t have a “tribe, I highly suggest you figure that out and be intentional about it. Seek people that you aspire to learn from and that can help you grow in ways that you need.Be intentional with your time as well. If you love reading, but find yourself reading novels or non-fiction, switch gears and find books or audiobooks that are growth-focused. More often than not, when you hear people talking bad about you and your journey, it’s them projecting their own insecurities.What successful people do when they see adversity is, they run at it. They don’t come up with excuses for it, they’re not limited by it, but they see a problem and use it as an opportunity to learn and grow. Key TakeawaysSponsor Spotlight (0:11)Growth Summit info (2:30)Who do you surround yourself with? (8:30)Chance to level up (13:00)State of m

Experts:You as a gym owner are beyond repairing things, wiping down things, cleaning toilets, it’s about learning to value your time.Imagine if you had an hourly rate. What is the rate you would assign to yourself as the business owner? Is it $100 an hour? Or $200 an hour? What is the value you bring to the marketplace?If you can’t think of things to spend your time on that make money or drive business, the first problem with this whole equation.Your time is the most valuable in the organization. Your activity should be spent on income producing activities Key TakeawaysGrowth Summit sponsor info (0:21)Growth Summit info (2:04)Best use of your time (4:12)automate delegate or eliminate (9:05)Mental capacity (11:40)Coaching (12:52)------------------------------------------------------FIT PRO GROWTH SUMMITGrowth Summit 2021 is locked and loaded for another amazing event!For more info and tickets click HERE------------------------------------------------------Additional Resources:https://winninggym.com/scottsdalew

 Sometimes the way that you do the small things is the way that you do the largeIf you can’t recite the foundation and core of your business, it’s probably time to take another look at it.You need to think about the organizational structures, the things that need to be done to operate, not just how you run the day-to-day big picture items, but all the way down to who answers the phone. It comes down to doing the simple things the same exact way every single time to ensure scalability. You ensure this by having processes and procedures that are repeatable and duplicatable.Routine creates freedom. It takes all the mundane stuff and puts it into your subconscious to where you don’t even have to think about them, they just get done.Gym owners are great multi-taskers. They want to do it all. This is why we always work on automate, delegate, and eliminate in our coaching sessions. Once the processes are set up, you get the peace of mind that they are being done and you get to turn your attention to the other income

Excerpts:  “Delta change and reoccurring revenue, or just “Delta”. The way we calculate the delta is we look at the monthly dues that are signed up in a month, we also take into consideration the exit to do so if somebody cancels, as well as take in consideration the upgrades or downgrades in dues against that delta number. It’s the difference number we look at.” “Do you have a goal that you strive for? Is the goal monetary? Or is it membership based, like number of members? And I would argue that it doesn't matter how many members you have, it's the money that you generate that makes the difference.” “Give that a shot. Go back and look, you may be doing better than you think. Sometimes you sign up less people than cancel... For easy numbers, you lost 10, and you signed up five, but your delta is positive. Okay, well, you're not as bad a shape as he originally thought” “It's about keeping your eyeballs on the number of the KPI that makes the most sense.” Key TakeawaysGrowth Summit info (0:10)G

How do we get ourselves into a position of authority? How do we get that respect factor that doctors have, that other people in different industries have? And that's, in my opinion, how you do it, you create that type of process procedure. And that’s where most sales opportunities go wrong, the salesperson is there thinking that their job is to just fill in the request of the customer, instead of order. They're taking the order instead of being in a position of control prescribing that fix. Our job is to coach, it's not only our job, but also our obligation, right? You don't just want your client to sign up for whatever they want. There’s an obligation to connect them with the right service. In our gyms, we avoid the “first-time workout” with the consultation. When you do the workout as part of the consultation, then you're really just highlighting the workout, and the other stuff kind of takes a backseat and they're buying the workout. We are much more than just the workouts, we are s

Anytime a new opportunity for a new profit center comes up, I always sit back in ask four questions. And I want you guys to write these down and think about them as part of your onboarding process.Do I believe in it?-- There's a lot of gimmicks. There's a lot of snake oil out there, especially when it comes to supplements and    products like that. Every product you bring in is representing your gym, so you need to be able to stand by it. Will my clients get better results?-- If you believe in it, but your clients aren’t going to benefit or see results from it, then what’s the point? Everything needs to be result-driven for your clients. Can we make money from this?-- This isn't always the answer but should always be considered when making decisions. Beyond result-driven products and services adding value, thinking about ways to bring in money should be another priority. Can you SELL it?-- Just because the first three questions were a "yes", that doesn't mean you should move forward. O

Excerpts:"The longer you're in business, the more battle scars you're gonna get. So, your tolerance for problems becomes better, right? You don't fall apart when one little thing happens, because you've seen that before, or you've had 10 times worse things happen to you than this. So, what are we really worried about?""I always believed that you can outsell most problems. Most problems are money-driven. And sales is money-driven. If you just made more sales, you can outsell the problem.""So for entrepreneurs, we are driven emotionally by momentum. And when you have a lot of sales momentum, you're happy when things are moving in the right direction.""Unfortunately, there are a lot of gym owners who do show up for work every day, and they're not in charge, they don't have a destination in mind for what their business is, where their business is going. They literally show up to service everything in their four walls and head home at the end of the day.

Excerpts:"I don't even think it's about profit, which is completely different than anybody else, I think is about owner benefit. And what I mean by that is, how much are you as the owner benefiting from the spoils of your operation? Not how much you have in profit, per se." "It's not necessarily how much profit you make, it's how much you personally benefit. You took the risk, you invested your time, blood, sweat and tears, and money financially, you put all that on the line? What are you benefiting from it?" "Profit is important. But I would say owner benefit, probably Trump's that, in regards to a lifestyle business, and that's a business that you run this supports your lifestyle supports your family." "Mo Money Mo Problems." Key TakeawaysGrowth Summit info (0:24)Not about profit, about owner benefit (4:09)The master's Tax (5:45)You've got to pay yourself a wage (8:35)Cash Flow (12:15)State of the fitness report (13:55)Gym survey (15:52)Additio

What are the things you can do to add to the comp plan that doesn't necessarily increase the pay, but helps with retention? So I've got a list of them here, all of these things where we are have done or are doing currently.Paid time off:  Built into all of our full-time coachesInsurance: We offer health insurance to all of our coachesBonuses: Based on sessions and capacityClothing Allowance:  Coaches get the clothing they enjoy wearing, but brand and advertise your gymEducation credit: A lot of coaches are notorious for wanting to learn more.  Their certs benefit your businessAnother way to build your culture and coach retention is to hold team events. Get out of the gym and do some team building, including bowling, dinners. Go to seminars to learn as a team as well. All of this will add value t what you offer coaches besides just throwing money at them.Get to know your team, and learn what they respond to and what they are driven by, this will help you know what to offer your team to keep your coache