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How to Start a Fitness Business – Getting Past Your Self-Imposed Limitations

I’ve said it many times already and I’ll probably say it many times again: very often, our biggest obstacles are our own self-limiting beliefs. Whether those beliefs have their origins in our own heads or whether we’ve just chosen to accept what the media, our families, our friends or our competitors tell us, the negative things we choose to believe are often the main thing standing between us and true success. That’s why when people ask me how to start a fitness business, one of the first things I tell them is “Get your head straight.”

On November 7 & 8, my great friend and partner Craig Ballantyne and I are hosting the Online Info Blueprint Workshop in Costa Mesa. We’re going to have several incredible speakers, including Kevin Harrington of TV’s Shark Tank and the incredibly successful fitness entrepreneur Mark Costes. (Last I heard, we still had about eight seats left and all tickets come with a money back PLUS guarantee, so if you want to register, get over to the registration page quickly)

Screen Shot 2014-10-30 at 9.20.15 PMIf you’ve never heard Mark Costes speak, you should. He gave an incredibly valuable one-hour talk on taking your business online at Fitness Business Summit 2014 and one of the first things he covered was getting past our own self-doubts and self-limiting beliefs. I’m going to share some of the self-limiting BS he talked about; things I’ve heard over and over again from people who have asked for my advice on how to start a fitness business. When you’ve finished reading, take stock of what your own beliefs are and give them an honest assessment to see if the biggest obstacle between you and success is……you.

There’s simply too much competition in my area

Self-limiting beliefs tend to come in two flavors: the “things outside my control” beliefs and the “either/or” beliefs. This is one of those “things outside my control” beliefs and I hear it probably more than any other.

It’s particularly frustrating for me because the solution is so simple that most people don’t believe it. If you don’t want to compete with everyone in your area, don’t. Set yourself apart and become a field of one. Don’t sell what everyone else is selling. Don’t be a generalist, be a specialist. Don’t sell service, sell results. Establish yourself as a local expert. When you do these things, you will have no competition. Let everyone else undercut each other on price or try to outsell each other on their coolness factor. Continue reading

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How to Get Personal Training Clients From Facebook

Facebook is the holy grail of client getting these days… there’s no denying that.

But most personal trainers are only using 10% or less of Facebook’s ability to build their email list, generate leads, and attract new clients. In this video from Fitness Business Summit, Josh Carter teaches how to use Facebook to it’s max to grow your personal training and boot camp business.

Don’t forget to mark your calendar for March 27-29th for Fitness Business Summit 15. Registration will open up in December and as always it’ll sell out fast.

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How to Make Old Clients New Again When Starting a Fitness Boot Camp

One of the truths to starting a fitness boot camp is that you may lose some of your old gym or one-on-one training clients, at least temporarily. In fact, one of the objections I get most frequently from people who want to start a boot camp but are hesitant to make the leap is that they’re afraid they’ll lose some or all of the clients they already have.

Now, what I tell these people up front is that if they lose ten one-on-one clients in the process of gaining fifty or a hundred, it’s really not a loss at all. But, there is a way to lure some or even all of those clients to your new boot camp. It may seem counterintuitive or even crazy, but the most successful boot camp owners are rule breakers who aren’t afraid to try something a little “out there.” And, more often than not, they make it work.

Screen Shot 2014-10-28 at 1.26.31 PMSo hear me out, and try what I’m about to tell you, even if it sounds ludicrous. It’s actually risk free and I’ll tell you why after I’ve explained what you should do.

First of all, you should still have the contact info for all of your old gym and one-on-one clients who haven’t signed up with your boot camp. Hopefully, you’ve checked in with them from time to time to keep that personal relationship alive, even if the professional relationship has dried up.

What you need to do is make these people an irresistible offer. I explained this offer in detail to one of my Fitness Business Summit participants not too long ago. The offer is this: Tell your old clients that you know they’re resistant to the boot camp method for whatever reason(s), but you have a no-risk way for them to try it out. Continue reading

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How to Sell High Priced Personal Training Programs

There is a certain segment of your clientele base who are willing to pay you more… a LOT more for a higher caliber of service, not because they need it, but because they can.

Fact is, some people ONLY want to buy the Rolls Royce package even though your Toyota program can get them from point A to point B just fine. For those clients, this is how you structure, present, and sell your high priced programs.

Enjoy this footage from Fitness Business Summit. Since teaching this I’ve gotten several message from trainers who now routinely sell $8,000 to $12,000 high end programs.

By the way, the dates for Fitness Business Summit 15 are March 27th -29th in Southern California…and this will be the BIGGEST FBS yet (over 600 attendees). Mark those dates down because FBS15 is going to be the one even of the year that you don’t want to miss.

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How to Sell Personal Training as a Holiday Gift

Most people (even personal trainers) never even think about how to sell personal training as a holiday gift. For some reason, we’re fixated on gifts purchased in a store. Although gift cards are really popular, we tend to purchase ones from popular stores and restaurants and we skip those easy gift ideas altogether because they’re not “personal” enough.

But the holiday season can be a great time to really boost your business and long-term client roster if you play your cards right. There are actually two facets to this. The first is to sell personal training to people who are ready to do something good for themselves or who want to get into shape for the holidays. The other is to sell personal training as a gift. I’m going to tell you how to do both.

Screen Shot 2014-10-24 at 9.34.52 AMSelling Personal Training as a “Gift for Yourself”
There are two groups of people who are perfect target groups for selling personal training during these months leading up to the holidays. The first is people who normally workout outside or who use outdoor sports in good weather as their exercise. Once the weather turns colder, they’re left without a good way to get their fitness in.

The other group is made up of people that would like to lose some weight for the holidays. While New Year’s resolutions are known to focus on weight loss and fitness, there are also a lot of people who want to look better than they do when they meet up with friends and relatives after a time apart. Many people also worry that the holiday eating will either add another few pounds to their already overweight frames, or they worry those holiday dishes are going to undo the hard work they did recently to lose weight. These people are ripe for your solutions.

The best way to market to both of these groups is to run a special promotion or challenge. You could do a 4-6 week fat loss program focused on losing “X” number of pounds by December 31st or offer a 4-week special for a really low fee, such as $29-79 that includes a nutritional plan for getting through the holidays. Continue reading

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The Info Product Brainstorm – Coming up with Fitness Information Products to Use for Personal Trainer Marketing

Fitness information products are an incredibly effective way to bring in new clients. They’re a great giveaway to entice people to sign up for your email list, to use as a take-home gift when you do a free workout or a lunch and learn event, and to help build your reputation as a local expert. Info products are easy to create, very inexpensive and can be one of the most effective strategies in a personal trainer marketing plan.

Obviously, when they’re done right, your information products can become a second stream of income when selling online, but for today I want to discuss giving away free fitness info products as a personal trainer marketing tool.

Screen Shot 2014-10-23 at 9.59.38 AMThere are so many ways you can go with fitness info products; there are books, DVDs, videos, PDF downloads and so forth. But let’s focus on three very inexpensive and easy fitness info products: PDF downloads, videos and email courses or programs. All of these can be created for free, using the knowledge you already have.

PDF Downloads

PDF downloads are simple to create using Word or other software and cheap or free stock images (check the licensing first) can be used as well.

This is an especially easy product to deliver, as well. You can set up an auto-responder to deliver the download or point the subscriber to the download site. You can also email the PDF directly to the person or just make the download available on your website or Facebook page.

You can go any number of ways with a PDF download. Just think of it as a small book or a special report, which can be about virtually anything. Some great ideas are a special fat-loss diet plan, an ab workout, a clean eating guide, a beginner’s guide to HIIT or bodybuilding, a collection of smoothie or workout shake recipes and so on. Continue reading

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Group Training vs One-on-One – Why Starting a Fitness Boot Camp Makes Dollars and Sense

I talk to personal trainers every day who are either struggling to make ends meet with their one-on-one training business or who are working for a gym and trying to decide whether to strike out on their own.

I tell every single one of them that starting a fitness boot camp is the best thing they will ever do for their income, their family and their quality of life. There are a number of reasons for this, but I think one of the best ways to illustrate the difference is by breaking down earnings and hours for you.

Remember, for personal trainers, it’s all about earnings per hour.

Screen Shot 2014-10-18 at 11.22.46 PMIf you’re training one-on-one right now, how much are you charging your client? How much could you conceivably raise that rate without losing the client?

How many hours in the day can you realistically train? For most trainers, once they deduct travel time, set up and meals, the most hours they can train in a day is 6-8. That may not sound like a lot of work, but that’s 6-8 hours out of a 12-14 hour day. Additionally, there are very few one-on-one trainers who have enough clients that they can book 30-40 sessions per week.

On the other hand, if you run a fitness boot camp, you might have 20 people per session and hold 30 sessions per week. 20×30 = 600 paid sessions. Will you ever be able to book 600 one-on-one sessions in a week? Of course not.

So let’s look at earning per hour. Let’s say you charge $40 per session for one-on-one training and you book 30 sessions per week. That’s 6 sessions a day five days per week. But your days run about 12 hours long because you have gaps between sessions as well as travel and set up time. In this example, you’re making $1200 per week, but it only comes out to $20 per hour. Continue reading

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How to Start an Online Coaching Program And Earn $7,000+ in 72 Hours

Guest Blog Post By Shawna Kaminski

Everyone thinks that an online fitness business means selling ebooks, follow along works, or membership sites…

…and to some extent it does.

But there’s nothing stopping you from turning your passion for training people into an online coaching program.

Here’s how I generated $7,000 in the last 72 hours by selling online fitness coaching to people from all over the world.Screen Shot 2014-10-16 at 2.02.18 PM

And how YOU can do it, too.

Here’s what you need to know about me…

Like you, I’m a personal trainer. In fact, I have a very successful Fit Body Boot Camp location here in Calgary where I still train clients once a week – my team does the rest of the training.

I also have several fitness information products online like follow along challenge workouts and programs for women over 40.

But in this article, I’m going to outline the exact steps you need to take to open up an online coaching program and earn over $7000 in 72 hours like I just did.

Premise #1 – I’m going to assume that you’re an amazing coach who’s developed a variety of solid fitness programs. Clearly you need to be a master at your craft with many client success stories behind you and confidence that your programs deliver results.

Given ‘premise #1’, I won’t go into the exact details of how you’ll structure the actual workouts for your group coaching. This is up to you to determine since you’re the expert at your style of training.

Your coaching program will need to have workouts and a nutrition aspect to it.

You’ll want to set it up for 90 days. You’ll have clients pay you a minimum of $99/month, paid up front to the tune of $297. You’ll provide a new program every few weeks and a scalable nutrition plan. You’ll meet your coaching clients daily on a secret group on Facebook.

Let’s get started with what you need to do to get your coaching program off the ground in just a weekend…. Continue reading

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The 8 Things that 7-Figure Earners Know about Marketing a Personal Training Business

When people, especially new boot camp owners, come to a Fitness Business Summit or one of the Mastermind events, all of them want to get up close and personal with the seven-figure earners in the room. They want to know how they’ve managed to achieve such phenomenal success. Well, I’m going to save you some time and travel and tell you what these top earners know about marketing a personal training business so that you can learn from them right where you are.

Because if you think these people just got lucky, that they just happened to stumble on some big secret to success, you’re wrong. Aside from being awesome trainers who use an exceptional program to deliver incredible results, every single one of them built their businesses on these 8 things I’m going to share. And so can you.

Screen Shot 2014-10-12 at 4.09.14 PM#1: They learned to be expert marketers. They put in the time they needed to learn from people who were more successful and more experienced. And they’re still open to learning new strategies and methods.

#2 They work hard so they can accomplish their goals. These people are finely honed experts on getting stuff done. They don’t waste time and they don’t make excuses.

#3 They don’t look for people/things/situations to blame for their struggles or their failures. They identify problems and find or create solutions. They don’t listen to the newscasters and journalists who claim doom and gloom on the economy – these people operate in their own economy. Continue reading

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Are You Selling Personal Training or Are You Selling Outcomes?

Are you the most popular, in-demand personal trainer in your community? Are you able to charge top-dollar for your services? Have you actually gotten to the point where you’ve stopped focusing on selling personal training because people walk through your door ready to sign on the dotted line?

If you’re not quite there, let me tell you about the type of personal trainer or fitness business owner who IS.

This trainer is known throughout his community because he’s established himself as an expert. He’s built a reputation as the #1 personal trainer in his area by sharing what he knows on social media, on his website, in his emails and through his own information products.Screen Shot 2014-10-06 at 9.23.05 PM

This trainer understands the 80/20 rule of fitness marketing and applies that rule by making it his number one priority to give his clients incredible results and actively pursuing their referrals. They tell everyone they know that he’s responsible for their transformation and those friends, family members, neighbors and co-workers are already sold before they ever walk through his door.

Because this trainer is so in-demand, and because his clients sell their friends before he has to sell them his services, he commands top dollar for his training. He doesn’t even concern himself with pricing competitively for his market, because he’s delivering value and his prospects know that.

In one simple sentence, this person isn’t selling personal training; he’s selling outcomes and that’s why he doesn’t really have to sell at all. Continue reading

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