Built To Grow

If you look around, you'll find a strong correlation between successful business owners and discipline. For you to succeed in business and other important areas of life, you need to be disciplined with not only your time but also your finances, your health, fitness, and other pillars of life.Unfortunately, many business owners lack discipline. And if you may be wondering what discipline means in a business setting, it is executing those things that you know you need in order to get the results you desire. Discipline means showing up when the fun fades and taking responsibility for everything that happens in your business.Ultimately, from what we see in our coaching programs, the gym owners who succeed take action when presented with information. Achieving your goals will depend on how quickly you move into action towards a solution.Tune in to this episode and learn more about creating discipline in your business to achieve freedom.Key TakeawaysCorrelation between success in business and discipline (00:21)

When it comes to attracting a client or a new member to your gym, the marketing vs. sales conversation is a little muddy at times. In this episode, Randy takes us through the main differences between these two and when you should be doing one over the other.On a high level, marketing can be thought of as the introduction to and getting people interested in your company and the products and services you offer. On the other hand, sales are the specific activities or the actions you take that contribute to the conversion of somebody from a lead to a new member.Ultimately as a gym owner, you should be steering the conversation towards more of marketing than sales. Fitness is a hard sell, and most of the time, our prospects are not ready to buy our services as soon as they hear about us.  Tune in to learn more about the importance of marketing and sales and how to bring them into your business and to solidify them in a measurable, quantifiable manner so that you can systematize them.Key TakeawaysThe difference bet

Gym owners, just like other entrepreneurs, are typically people with a high work ethic and are highly driven. However, this characteristic can often lead us into a hole. We reach a tipping point where we are completely overwhelmed, which then creates problems.One of the ways to avoid getting overwhelmed is understanding your why. What made you decide to become a gym owner? What keeps you going when the fun fades? The driving force or motivation that keeps us going is our why.Once we understand our why then things become clearer, and we are able to focus on our work without feeling overwhelmed. Building gratitude in our daily routine also goes a long way in keeping us in alignment and driving us to show up and be the best version of ourselves.Tune in to this episode to learn what you can do to avoid burning yourself out and keeping yourself in the right frame of mind.Key TakeawaysWhy are you a gym owner? (00:29)What keeps you going when the fun fades (01:56)How to develop a good work-life synergy (02:32)Unders

When we speak to entrepreneurs, like gym owners or others, there is always the feeling that we have so little time and a lot to do. We wish we had more time on our hands, but wishing doesn’t help. What if we accomplished more by making our time more useful?  Yeah, in today’s episode, Randy takes us through the power of habit stacking and how it helps us accomplish our goals and gives us time freedom. Habit stacking is a very useful tool in our daily lives that strengthens the things we repeat on a daily basis.We can accomplish more in the same period by making our time more effective by creating new habits and then stacking them to come right after another. This ensures that we do these tasks subconsciously rather than stopping and making decisions every time. A good example is an effective morning routine that has several habits stacked one after another.Tune in to learn how habit stacking can help you as a gym owner and as an individual to increase your performance and accomplish more!Key TakeawaysTime is o

Tim and Randy bring in some specific tactics used to help reduce the risk for the consumer in order to help you successfully convert more membership sales.As a gym owner, you have options to help prospects when they come in to the gym. It may be an annual membership, month to month, or even a two-week trial. In most cases, these people are uncertain about what they want and may not want to commit to anything just yet.From experience, we’ve seen that if you let them walk out of the door without any sort of a deal, they are not coming back. Granted, fitness is a tough sell, but you really have to negotiate and meet them halfway. You have to allay their fears and internal objections.The best way to do this from a psychological standpoint is by risk removal. When positioning your offers, reducing the risk for prospects allows them to overcome their fears and purchase the offer.Tune in to this episode to learn of the surefire play we use to close a deal with a prospect and why it works every time!Key TakeawaysHow

As an entrepreneur, it is tempting to always be on the lookout for the next giant home run style marketing campaign or the next big strategy or magic bullet that will massively drive your revenues.As much as these are great as we have seen exciting numbers coming in from some gym owner's black Friday campaigns, Tim and Randy believe that you should instead focus on the minor basic style changes in your business. These changes are what will make 2021 your most amazing year.Rather than spend all your time thinking about which marketing tactic you'll use to make $100,000, think of how you can reduce your payroll by 5%, reduce your expenses by 7%, increase your revenue by 12%, etc. These are the small basic changes that will move the needle forward in your business.Click Play to hear Tim and Randy take you through some of the realistic changes you can make in your business to win in 2021Key TakeawaysExciting Black Friday campaign numbers coming in (01:33)How the small basic changes in your business make a

In the last episode, we took a strong stance on the direction the fitness industry is headed in terms of training models. We laid out all the evidence and data supporting semi-private personal training as the gym model for the future.In this episode, we take it a notch higher and explain how to program for this type of model. But before we talk about that, Tim and Randy caution that the programming should always come from the gym and not the coach. The gym controls the experience to ensure it is the same across the board.Even though programming for semi-private is individualized, and each client has their own goals, the basic body movement patterns are the same for a particular session. The only thing that differentiates the workouts is scaling up or down the movements to cater to each client's level.Tune in to this episode to learn more about the individualized program design for the semi-private personal training model and how to create it. Key TakeawaysProgramming should always come from the gym and no

In previous episodes, we have alluded to Semi-private personal training as the model for the future. However, today we are putting our flag on the ground and making a stand that this model is, without a doubt, the model of the future.In making this stand, we have considered the pros and cons of different gym models and looked at the data, which all point to the semi-private personal training model being the best for the client and the business. The major pros for this type of model are that each client gets individualized programming based on their goals, and there is more accountability. Secondly, the business makes more from this model for each hour, and clients typically have a higher lifetime value. We have always known that this fitness model was the one that will carry us into the future but with COVID having put the last nail on the large group training model, we are now sure that this is the direction the fitness industry is taking. Are you a gym owner wondering how to make the transition to the semi-

As you've probably heard in a previous episode, we are in the process of hiring a new coach for our gym here at Pulse Fitness. During the process, we encountered a situation we’d like to share with you in case you run into it. All gyms have training schedules that they need covered by their coaches. When hiring coaches, you may come across a scenario where your schedules don't work with the availability of the new employee. They may have family obligations, or they are working another job, etc.The question that arises is whether you should bend your schedules to accommodate the potential employee. Tim strongly advises against this. Even if you are desperate for a new coach, bending your rules to the demands of a new employee is not a good business practice.It creates a snowball effect, which affects other roles and eventually creates confusion in the business. Your business operating hours and job functions are what they are and that is what you offer. They either take it or leave it.Tune in to this e

Tim and Randy are joined by Josh Barnett and David Jose to discuss the work they are doing to help gyms keep their doors open and ensure they can continue to serve their clients free from government mandates and forced closures! If you're worried about closing your doors again, give today's episode a listen and learn what options you have!Gym owners across the country have been badly hit by the shutdowns that have been enforced by the authorities. Not only does this affect their businesses but threatens their livelihoods as some of these gyms will struggle to recover or may never open again.In this episode, we explore the rights that gym owners have and how they can protect themselves from tyrannical shutdowns.As you'll be hearing from our guests today, one option available to you as a gym owner is switching your current business structure to a Private Members Association (PMA). This way, the law doesn't consider you to be in commerce and, therefore, outside regulations and other directives us

As a gym owner, you’ll be faced with a scenario where clients want to freeze their memberships due to various reasons. Sometimes there are going on vacation, they may be going to a second home to escape bad weather, travel for work, etc.Here at Pulse Fitness, most of our members have second homes elsewhere to escape the hot summers here in Arizona. If we didn't allow freezes, we wouldn't have members.So if you are in a demographic like ours, the question that arises is, how should your freezing policy look like? What we do here is that for members who are on annual contracts, they can freeze up to three months, but we bill them consecutively for 12 months and then tack on the months they froze at the end.This ensures that we don't suffer a dip in revenue during the summer months when some of our members are out of town. In addition, we have built the communication around freezing into our CLA.Do you have a freeze policy in your gym? Are you wondering how to implement one or change your current one

Tim and Randy share a topic that came up in one of their recent coaching calls, and something gym owners are constantly considering. Should you offer annual contracts, month to month, and what are the pros and cons of these two options.As a gym owner, you have probably been faced with this situation many times, wondering whether annual contracts are better than month to month and vice versa.The argument against annual contracts is that everybody in the world of subscriptions seems to be doing month to month, and this is just how people have been conditioned. Additionally, if someone in an annual contract gets upset about something, you will let them leave without holding them to it which beats the purpose. The pros of annual contracts are that it helps the gym project its revenues for the next 12 months. The clients also benefit from the commitment they get into with an annual contract in their fitness journey.Here at Pulse Fitness, we offer both plans to our clients.Tune in to this episode to learn more abou

As a gym owner, you’ve probably faced the problem of slow hours in the middle of the day, where no clients are coming in your gym, yet you are completely filled in the morning and evening hours. This is not an ideal situation as you’d want to be making money throughout the day.So the dilemma comes in, do you hire a trainer for those hours and try filling the slots or you do first try filling the slots then hire a trainer? Tim recommends that you have to bite the bullet by first hiring a coach, then selling people into those slots.Now, the next question is how to fill up these slots. There are several ways to do this, and we are going to cover them in detail in this episode.Click play on this episode to learn more about opening up new training times in your gym to grow your business.Key TakeawaysDo you hire a trainer first or fill sessions first (03:06)Why you need to bite the bullet (04:25)How to fill new sessions without extending yourself (06:33)How to market newly available sessions to your lists (07:13)Of

Tim and Randy talk about a real struggle many trainers and owners face. At what point is it time to let go in order to move forward?Most gym owners start their journey from being a trainer to a solopreneur to a business owner and finally building a team to help run the business. Initially, when transitioning from a trainer to a business owner, there's a struggle to not let go of your clients and entrust them to someone else.However, you can't scale a business if you don't let go and build a team to help you run your business. To get to this point, you have to overcome the fear that your team will not do as good a job as you.One way to continue delivering a great client experience and scale your business is by putting systems in place and continually train your team on your set standards. And most importantly, for a fitness business, the programming should come from the gym. This way, no matter who the trainer is and no matter the time of day, clients get the same experience.Are you looking to scal

Selling a gym membership without offering something like a trial is hard, and the marketplace has been conditioned to try out your services either for free or at a lower rate before they commit to a membership. That's where Low Barrier Offers, or LBO’s, come in.Low Barrier Offers are a marketing strategy you put out there hoping that by the end of it, you convert some of these people into your regular membership. They work by bringing people to your gym because they hit all the checkboxes and are at a price point where many people don't have to think too hard about buying.However, there are some cons to this type of marketing  as a gym owner. First, if all you do for your marketing is run short term LBO challenges, you condition your market to always wait for the next LBO without ever buying your regular membership. LBOs should be a feeder system into your membership and not the same participants taking advantage of it every time.Tune in on this episode to learn more about the pros and cons of LBOs an

Tim and Randy joined a new mastermind group! Give today's episode a listen and hear what it's like being part of a $40k mastermind! They also have something special coming down the road; listen in for early details!Having decided to invest in Todd Brown's Top One mastermind, Tim and Randy already see the benefits of being in a group of highly successful entrepreneurs barely two weeks in. They already have some golden nuggets that will greatly benefit the business, and looking forward to learning more.As an entrepreneur, being in an environment of successful business owners will have a huge impact on your business. Gaining new knowledge and strategies is how you grow and move the needle forward in your business.Granted, most entrepreneurs are high achieving people with lots of internal motivation, but you only know what you know. Being in a group exposes you to new thinking, new angles of looking at things, and learning from other people's victories.Having said that, and knowing the importance

Last episode, we gave you a glimpse of the chaos we've had recently with the training staff here at Pulse Fitness. These are problems that every gym owner faces once in a while, and we thought it was a good idea to talk about the process of hiring staff for your gym and what to look out for. This might help you not hire the wrong person or hire for the wrong reasons.One of the dilemmas that you are likely to face when looking for a coach is whether to go for someone who is highly educated and has all the certifications or go for someone who has a great personality. Rarely will you get these two qualities in one person. From experience, we see that those people with a great personality are able to deliver a great workout to the clients. We believe that you should lean more on personality because you can always coach someone into the role.Hiring new staff is a great opportunity to build a strong team, so look for a coach who really cares about the clients. Remember your staff represents your business and cl

Of all the years, we reckon that this year’s Black Friday will break records because retailers and other businesses have moved online. People are buying online, and as gym owners, we need to be online too. Now, you might be wondering what type of offer you need to make for Black Friday. We advise you to sell what you do normally do, and this means your gym membership.The idea behind how we structured our Black Friday packages was to have a good, better, and best option. The good will be the low level but good enough to make it worth it, especially considering the fact that we will not be spending any money on advertising. We’ll be marketing to our existing email lists.Talking of email lists, you need to work on yours between now and Black Friday to see better results. Cleaning up your lists, working on the value you are providing, and improving the opening rates are some of the things you should be doing in preparation for the big sale.Tune in to this episode to learn more about our winning Black Friday strat

Success isn't easy. In fact, society and life does its damndest to ensure you live an average, mediocre life. So what can be done to ensure you reach the level of success you desire? Listen in as Tim and Randy shed insight into some of the ways society encourages average, as well as highlight some of the things you can do to ensure you reach the level of success you aspire for!Have you ever wondered why some people succeed while others lead just an average life? Is it comfort, complacency, or is the world just designed so that most people end up in mediocrity? Doing something different that is likely to lead you to success means working against the norm. As a matter of fact, if you are listening to the Built to Grow Podcast, you are probably more successful than the average person. Being a gym owner or a business owner means you have chosen a path that most people don't choose.But just starting a business doesn’t mean that you’ll be successful. To be successful, you need to invest in YOURSELF.Opportun

Do you know all your marketing data? I’m sure you will be tempted to quickly answer yes, but many gym owners are guilty of not having the complete picture of their marketing campaigns. We have been conditioned to think that cheap $3 leads are the way to go in our marketing without having an in-depth look at the data.In this episode, Tim and Randy take you through an actual Facebook marketing budget all the way from the cost per click (CPC) to cost per lead (CPL) to the cost per acquisition (CPA) and your return on investment. As a business owner, you should always treat marketing as an investment and not an expense. Always take your marketing seriously and track all your data. With this data, you can take what works and scale it. Having the leads is just one part of the equation; you should also have a system in place that automates the nurture process.Tune in to this episode and learn more on how to have an in-depth look at your marketing data and find wins in your lead gen campaign.Key TakeawaysDo you know