LIVE Coaching Days

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This Friday I want to invite you to a LIVE Coaching Day with me on Smart Studio Systems! This is by invite only and exclusive to Smart Studio Systems Members. It’s my way of showing my appreciation for trusting and allowing me to guide you as you continue to grow as a fitness business owner. Look inside for details ->

Hi S3 Members!

This Friday, April 26th I want to invite you to a LIVE Coaching Day with me on Smart Studio Systems!

This is by invite only and exclusive to Smart Studio Systems Members.

It’s my way of showing my appreciation for trusting and allowing me to guide you as you continue to grow as a fitness business owner.

Please log-in to your account before this Friday, so if there are any account issues they can be taken care of before that date so you don’t miss out…

Also, If you aren’t able to make it that day just leave your personal question on the S3 Member’s Live Coaching page and I will answer it that day – you can always check it later.

Basically, during the LIVE Coaching Day you and I will get to interact back and forth, so instead of receiving one comment you can ask me follow ups, etc on how to grow your business!

Typically this type of individualized private coaching is reserved for private coaching clients, but as part of the Smart Studio Systems community I’d like to show you a little extra love ; )

Here are the details:

When: Friday, April 26th, 2013
Time: 2:00pm-3:30pm EST (90 Minutes)
Where: http://www.smartstudiosystems.com/fitness-business-resources/live-coaching-days
Why: It’s another Smart Studio Systems Appreciation Day!

To see the last LIVE Coaching Day and some of the questions asked just click the link below:
http://www.smartstudiosystems.com/fitness-business-resources/live-coaching-day/

Or, just scroll down into the comment section of this post since we’ll be using this page for new coaching days. (I decided to do this since many questions that are asked and answered are helpful for the majority of our S3 Members and I want everyone to be able to learn from them…)

 

Please use the comment area BELOW ON THIS PAGE to ask your questions and I’ll be sure to answer EVERY SINGLE one of them this Friday!

 

Committed to your success,

Coach Cabral, CSCS, CPT, NS
Founder of Personal Training Business School
Health contributor for MTV, Men’s Health, Maxim, Dietcom, NutritionData, SELF
http://SmartStudioSystems.com

Comments

Comment on this Content

  • Email Question from S3 Member Mike S:

    “What’s more important to work on first marketing or creating business systems?”

    Answer:

    It’s a great question. On one hand nothing matters if you don’t have client, and on the other if you don’t start off on the right foot you’re going to have to go back and change things later, which can be a headache.

    For example, I work with a few private coaching clients that are now doing fairly well in terms if financials, but their systems are a mess and it takes them hours each day to complete their paperwork, run their business, etc. This obviously is a waste of your precious time…

    My suggestion is to start with the business system basics, such as selling 12 week packages, inputting invoices one day per week on a recurring status, and then using daily appointment sheets and session records to track each client. All of these items are searchable on the S3 website and will save you a ton of time in having to create your own.

    Setting up just these systems initially will make you look more professional and this will ultimately enhance your lead conversions as well. After you have the basics set up, start marketing!

    Remember, no one is going to train with you if they don’t know you exist!

  • Hi Chris,

    Becoming a successful life coach is very similar to becoming a top personal trainer.

    The path is the same in that you should receive one of the top certifications. After that there is one big difference and that is that life coaches don’t get hired by many gyms or companies. Therefore, you’re most likely going to be independently employed.

    That’s a good thing though in my opinion. And, if you use all of the business systems and marketing available for you in Smart Studio Systems you’ll have no problem building up your client base.

    Just remember that unlike personal training where clients can come see you every week for years, typically life coaches complete a group of sessions up front and then may just check in once a month for a few months to track progress and adjust the program.

    The big news is that as a life coach you have unlimited clients to market to since it can be done right online through phone or video chats!

    Hope this helps.

    • Christopher Alesi

      Thank you Stephen, that does help. Wondering if you can recommend one or more top notch Life Coaching certifications?

    • Hi Chris,

      Thanks for the replies, but I do not know of a really top notch Life Coaching certifications. I know of some health coaching certs, but not life coaching…

      Maybe some other S3 Member does?

  • Adam Mole

    Hi Stephen,

    Just a note to say a BIG thank you for the Q&A and giving up your time.

    Have a great weekend.

    Healthy Regards
    Adam (UK)

  • Adam Mole

    Can you tell me if the dvd series that accompanies the system, should be watched in a specific order and if so what order? Yes; I admit that I’m yet to watch them all 😉

    • Hi Adam,

      Good question and although they do not need to be watched in order I did intend them to be viewed that way. However, if you just need to see how I conduct my consultations you can go directly to that one, etc.

      I suggest watching 1 topic a week while taking notes and get to work implementing the ideas that week!

  • Thanks everybody for all the questions – it’s been fun!

    I’ll be back soon on the S3 Member’s site to answer any questions you have, so please continue to read over the 165+ posts and leave your questions there…

    • Christopher Alesi

      Hi Stephen,

      Thank you for providing superior information and guidance through your Smart Studio License, videos and articles. You deliver more value than expected and speak in terms easily understood. I appreciate your sharing of what works and why.

  • Liliann Bailey

    Hi Stephen,

    I would like to know more about the “in-home” training aspect of your business and your top tips to promote this service, as well as operating with the same efficiency as your studio. I do not presently own a studio, nor do I foresee owning one in the future for various reasons. However, mobile training in our area is a niche which has gone mostly untouched. So, I would like to take it by storm and dominate before anyone else wises up!

    I already have a very solid reputation as a trainer in my area, as well as great contacts…I just need to get out the over analysis to paralysis mode!

    • Hi Liliann,

      Great question and we market in-home training just like our studio, but our message is geared to in-home clients. We still use rack cards, doorhangers, local newspaper ads, etc.

      We still promote body transformation (you can promote your own niche), but we let them know the benefits of in-home training.

      This has helped us expand outside of the studio when there wasn’t anymore room to train clients here…

    • My other recommendation is to just push forward and try something – anything!

      This is always how I get over that paralysis that you spoke of… everybody gets it, but the successful business owners push analysis out of the way once they’ve done as much due diligence as necessary before charging forward…

  • Adam Mole

    I know you don’t have a crystal ball, but how do you see the industry evolving? For example several years ago bootcamps and semi private training were not on the scene. Today, they’re obviously a massive part of the industry.

    • My crystal ball just got cleaned and I can tell you that low-barrier to entry business like bootcamps will not be as huge in the future due to low barrier to entry competition…

      However, I do see many sub-niches popping up more like “the bar method, crossfit, etc”

  • Adam Mole

    Has the ‘global recession’ impacted on your business and or you operate?

    • On Global Recession:

      We opened our studio in 2007 and have grown from 0 sessions to 1,000 sessions a month and have never slid backwards…

      When you focus on a small group of clients, treat them well, and build your business incrementally you’ll always do well and will never have to worry about the sky falling.

  • Adam Mole

    Stephen,

    Top 5 books on the following:

    Nutrition
    Training
    Marketing

    • Great question and I actually just gave this book list out to my personal training team!

      Here are my nutrition recommendations:

      Precision Nutrition by John Berardi (http://www.precisionnutrition.com/products/system)
      Nutrition and Physical Degeneration by Weston Price
      Good Calories, Bad Calories by Gary Taubes
      Omnivores Delima by Michael Pollan
      The Food Connection By Sam Graci
      The Primal Blueprint by Mark Sisson
      Eat Right for Your Type by D’Adamo
      The Paleo Solution by Robb Wolf
      Eat to Live by Joel Fuhrman
      The Body Ecology Diet by Donna Gates
      These are 10 books (in no particular order) that will give you a full spectrum perspective on various nutritional stand points and food combining. (If you finish all of those I’d be happy to recommend others that going into more depth on specific topics)

      I heard Coach Cabral’s “A Man’s Guide to Muscle and Strength” and “Big Book of Exercises” (Men’s Health) are also great resources for designing programs!

      Also, I really like the Human Kinetic publishing house for books – I liked them even before I was asked to write a book for them, so no biases here… they are just more textbook like and straight to the point without any marketing.

      As for marketing… I’ll look through my list and get back to you.

  • Adam Mole

    Hi Stephen,

    With regards to the forum / Facebook group. There’s not any specific areas, I just felt that as a trainer, it helps to discuss ideas, concepts and systems etc. I would hope that all members of the smart studios have something in common, after all we bought into your system etc. Therefore, a community of like minded trainers would really help me. Sometimes as trainer / business owner it can be quite a lonely business!

  • Adam, are there any resources you need or are looking for?

    I know you mentioned a forum to share those – feel free to look under the Resources tab on SmartStudioSystems.com or ask me a question here today!

  • Adam Mole

    Hi Stephen,

    If you don’t mind me asking. What would you say is the biggest mistake you’ve made in business?

    Thanks
    Adam

    • Hi Adam,

      MOst people (myself included) would say that they appreciate all the mistakes they’ve made since if they didn’;t make any then that means they weren’t pushing their limits or taking some chances. Plus, you need to learn what not to do next time – or what to do next time.

      I’m not afraid to make mistakes if it doesn’t cost me too much money so I’ll chance it on new marketing ideas or websites, etc.

      But, I never try to make a mistake when it comes to client relations or service.

      To answer your question though, my biggest mistake was hiring a personal trainer one time too quickly. I was in desperate need for another CPT on my team to cover sessions while I would be away and for incoming clients…

      He ended up being a bad fit and cost me clients and about 50 hours in the long run between finding a replacement, training them, etc., etc., etc.

      Take your time, hire slow, and find someone that believes in what you are trying to do.

      That’s what I’ve done and except for that 1 hiring all of my team members have been with me for between 2 – 6 years.

  • Adam Mole

    Any advice, strategies, systems that we could employ to help get clients to complete their ‘out of session’ training sessions? Some clients are great students and do their homework, others are not!

    • Hi Adam,

      This is a tough one…

      However, what we do is at least try to get clients to exercise every other day. We understand some clients won’t be able to go from being inactive to working out 5x a week, so we shoot for 3x.

      We also have them log their daily meals/snacks,etc into an iPhone app like “LoseIt” or on our nutritional sheets. This is even more important than their exercise since if their goal is weight loss and they’re not following their nutrition then they’re not going to get results (at least on the scale)…

  • Adam Mole

    Hi Stephen,

    In terms of your corporate identity. Would you say its more important to promote an image of yourself over than that of your logo? Or does it simply come down to whether one has used their own name for the company? Hope that makes sense!

    Thanks
    Adam

    • I really believe it is important for potential clients to know that you are a small business and that there is someone behind that business. A real person…

      I always say that when people are buying into my studio they are buying into me – they know I will stand by what we offer and that they can reach me whenever they need to by email or phone.

      So you can definitely use a logo, but your headshot should be there as well…

  • Adam Mole

    Would you consider either adding a forum to the smart studio site or even a closed Facebook group? I’d really find it useful to discuss / bounce ideas off fellow smart studio members.

    • Hi Adam,

      I am open to suggestions and will think about this… however, I’m not a fan of forums – questions and answers get pushed so far down that they end up getting lost after awhile. Plus, I really like the format here where you ask a direct question on the S3 Post that it relates to.

      I will give it some more thought though about how it could happen…

  • Ruston Webb

    How many hours do you spend “in” the business (training clients etc…) vs. hours “on” the business (marketing, accounting etc…) and how should that ratio change as we hire trainers?

    • Hi Ruston,

      I spend 30 minutes a day managing the studio – that’s it.

      Everything is run on the systems you see in Smart Studio Systems and I train (now my manager does) all team member’s to play by the rules – they are very simple…

      I love training clients, so I finally worked my way into my ideal dream schedule which is 8am – 1:00pm/1:45pm. Love it!

      I train clients from 8am-1pm and have 2 quick breaks in between that 5 hour shift where I check email.

      After 1pm I eat lunch and watch the Home Shopping Network ; )

      Kidding, after 1pm I work on my online business, study, read, workout, and do what ever else I plan for that day…

      After we hit 750 sessions and I began writing more books, etc I hired a fitness manager (please see that post) to hire and train all new CPTs and input invoices, etc.

      He spends 60 minutes per day between meeting with our team members and doing paperwork.

      Keep in mind when you’re first starting out in business you’ll spend 3-6 hours a day getting everything rolling.

  • Ruston Webb

    How do you negotiate placing Rack Cards or Marketing Material in local businesses?

    Also I have Postcards, Rack Cards, Doorhangers and an A-Frame sign that I designed over the last two weeks and wanted to know if I could post them somewhere here for you and everyone else to review…is that possible or can we email them to you?

    • Hi Ruston,

      I go over this in depth on the Fitness Marketing DVD, but here’s the skinny:

      I introduce myself and let local businesses know that our clients love shopping at their store. I then ask them if they have any coupons or business cards I could place in my studio.

      Then, the next time I am back I let them know that all of their coupons/cards were taken and if they have any more I could put out. At this point I then ask if I could put my rack cards (with holder) in their business.

      They say yes 90% of the time – if other businesses are currently leaving stuff in their store then you can assume they’ll let you too ; )

  • Adam Mole

    Hi Stephen,

    Apologies for asking so many questions, feel free to reply to any others that come through. I don’t want to take up all your time.

    How much of your weekly time do you allocate to marketing?

    Thanks
    Adam

    • I spend hardly anytime marketing…

      All flyering is done by my team (anyone not completing 120 sessions a month) or anyone that still needs clients.

      All marketing has been planned out by myself 3 months in advance so all I have to do is order my rack cards and doorhangers in bulk and then let the CPTs know when it’s time to hand them out.

      Google adwords is all automatic and magazine/newspaper ads run weekly until I tell them to stop or give them a new looking ad.

      It’s all about systems ; )

  • Tyler Lenio

    Aren’t you concerned you are overstepping the boundary of what an independent contractor is? If you look at federal guidelines I think what you have are employees? Or did you have a lawyer ok it?

    • This is something I HIGHLY recommend you have your attorney look over. I had both my accountant and attorney look everything over according to my state’s guidelines. This is not something I can give advice on – I can only offer what I do and the forms I use which have worked great for me. However, I can say that most or many gyms, studios, and spas use these same employment strategies to maximize how much they can pay their people, etc. Plus, after the initial 12 weeks my CPTs are on their own to design client programs, etc. I do no micromanage them… Hope that helps!

  • Rafael Moret

    I just signed on, and while I have found a lot of the info here useful..I jumped on the ideas for the doorhangers, flyers and postcards. I’m not sure what the first step would be to maximize the S3

    • Hi Rafael,

      Welcome aboard and I highly recommend going to the Resources category and listening to the New Member’s MP3 tele seminar I did for where to start. It’s great and I’ve gotten a lot of positive feedback on it!

      Also, the door hangers, A-Frame, and rack cards are my favorite inexpensive marketing tactics and I HIGHLY recommend EVERY S3 Member use them in some way in their business!

  • Adam Mole

    Apart from a clients results. What are your most effective strategies for client retention?

    • Hi Adam,

      Good question – I actually was interviewed an answered this one on client retention. Our #1 strategy (besides getting clients results) is letting them know what they have coming in their next program… this keeps them excited and wanting to come back.

      I relate it to martial arts and working your way up to a black belt. You understand you have to master certain movements before taking it to the next level. This is why I have had some clients stay with me for 10+ years!

      Also, I’m sure you do this, but we genuinely let our clients know we enjoy working with them and that we’re not afraid to go out of our way to help them out – even when they’re not i na session with them. This means emailing, texting, etc. For example, we ask them too text us if they have a question when they’re food shopping, etc.

  • Adam Mole

    What percentage of your studio monthly income do you spend/allocate on marketing?

    • Hi Adam,

      There isn’t a percentage that we use although most businesses will re-invest 10-20% of their profit which is not a bad number to go by.

      Personally, my marketing goes in waves. When I am trying to ramp up a new personal trainer on my team I will spend 3-4x as much a month as usual. Much of this goes to Google and Facebook Ads and some goes to potentially a local magazine/newspaper ad, etc.

      However, I typically always have:

      1. $5-10 a day cap on Google adwords
      2. Doorhangers bi-monthly
      3. Rack cards in all local busineses with rack card holders
      4. Rack cards on cars bi-monthly
      5. Local business posters
      6. Business cards
      7. Referral cards or just additional comp gift certificates and rack cards
      8. In studio marketing like contests, giveaways, etc.

      All of this may cost $1,000 – $1,500 a month maximum unless I send out postcards or do a magazine ad.

      I would recommend spending about $500-$1,000 a month if you are just first starting out and I would track what is working… AND then keep doing more of what is making a profit.

      By the way, if I were to ever open a new studio that wasn’t as busy/sold out as the one I have now I would spend a lot more and do a lot more, but eventually you’ll just need to maintain and replace any clients that end up leaving each month (which should be minimal). The reason I say this is because once you have 50 or more clients you’ll be getting at least 2-3 referrals a month…

      Hope that helps!

  • Adam Mole

    Are your home based personal training services more expensive than your studio based sessions? If so how much more expensive are they?

    • Hi Adam,

      All in home sessions are the same price if we do not have to travel more than 15-20 minutes to get there and if we do not have to pay for parking.

      If we have to travel more than 20 minutes or pay for parking the price of the session goes up by 33%.

      We just let clients know that it is actually 2 sessions for us to train them since our sessions are 45 minutes long and it takes 40 minutes in commute time… they typically understand and if they don’t then we don’t work with them since it’s all opportunity cost and we could be training someone else during that time.

      Now in the beginning when I was first starting out I would train anyone, anywhere, and at anytime… but that’s because I needed the money to pay for food ; )

  • Adam Mole

    If you don’t have any before and after pictures of clients fat loss success. What would be the most effective approach to our online and offline marketing material?

    • Hi Adam,

      I didn’t have any before and after photos for years – that was a mistake on my part…

      So, all I did was get a few written testimonials and use those.

      Eventually I got after photos, not before…

      Now, it’s mandatory that all new clients have their front and side photos taken during their first session.

      Before and after photos are unbelievable important on your website and marketing – wait until I show you guys my new Aframe… it’s awesome! (if I do say so myself ; )

  • Ruston Webb

    Hey Stephen,

    Did you end up discussing how you approach businesses on leaving Rack Cards, Flyers, etc? Also is there a strategy you use to fly cars and door hanging? Or do you just pick wealthier neighborhoods close to the studio and pepper them? Did you start flying cars and door hanging yourself and then gave the task to someone or did you start off having someone else do it? Sorry for the rapid fire!

    • Hi Ruston,

      We place car rack cards and doorhangers in 4-6 weeks intervals (details on the quarterly marketing post), but never at the same time since it’s unnecessary…

      Also, we place those guerrilla marketing pieces on all condo building or cars within a 10-15 minute walk of the studio. This is always going to be your best marketing segment (which is why I always say there is no need to worry about competitors who are 5 miles away…).

      If we mail postcards we always make sure to choose our rental list which includes these stats:

      1. College degree or graduate student
      2. Make over $80,000 a year
      3. Live within 1/4-1 mile(s) away (start closest to studio and work outwards until you reach the number of people you would like to mail to
      4. Ages 35 – 55
      5. Own their own home

      There are many other demographics to choose from, but those are a good start

    • Hi Ruston,

      I did EVERYTHING myself in the beginning – I didn’t think anything was below me and it was the best way for me to understand how to train others how to do it. Plus, I had no money to pay anyone else ; )

      Now, I let all new CPTs I hire know that they are required to do 3 hours of unpaid flyering per month, which is just part of workign at the studio. This is important to let everyone know BEFORE they come on board… if you implement it down the road you must let them know that all new clients gotten from flyering will go to them – if you don’t you may have some unhappy team members…

  • Perry Buchanan

    Hi Stephen,
    I’m curious about your employee structure. I know you use contractors and have a non-compete. But are they prohibited from training others at home or other gyms with clients that are not a part of your studio. If not allowed to do so, how can you maintain independent contractor status.with them.
    Thanks,
    Perry

    • Hi Perry,

      All of my independent contractors are solely working for my studio. They train in-home, corporate, etc., but it is always through the studio. They are welcome to train their own clients, but they will no longer be working for me… it varies from state to state so you will just have to look into the legalities in your own state with an attorney or accountant.

  • Christian Aguirre

    In your experience now, do you feel that the bigger postcards get a better response in the mail than the 4×6 cards?

    • Yes and yes! Bigger is better…

  • Christian Aguirre

    1) What are your thoughts on postcards, door hangers, rack cards, etc. having 2 offers on the front and back. Example, on these offline pieces have one side offer a free week or consultation, while the other side offers a free report or video? Have you tried this tactic, if so, how well did it do. Or do you just have one offer with one call to action (call now)

    2) What are the best months to kill it with door hangers, direct mail postcards, direct mail sales letters, and flier postcards around the neighborhood. What are your experience on the best months to invest in offline marketing?

    3) Do you run promotional short term programs to your email list? If so ,what months do you do them and can you share your email copy with us on the promotions you have run in the past?

    4) On offline marketing pieces, I was thinking about offering a 1 week pass (call now) call to action and on the other side or next to our phone number have a text offer (example: 1 week pass text “free week” to 77777) What are your thoughts on this. I figure some people may want to just text and some may just want to call. What do you think? Is this too confusing for the prospect to choose?

    Thanks for your help

    • Hi Christian,

      Answers to your questions:

      1. I have not tested this, but I highly recommend 1 STRONG OFFER per marketing piece. AND, it should always be an offer for a FREE product or service such as your complimentary fitness consult or bootcamp class, etc. If you can make an A and B offer without confusing your prospect than I say test it out. If you market correctly you can test things for just about 10 cents a door hanger which is totally worth it. Plus, you can just do a new door hanger each month or every 6 weeks with a new offer to test…

      2. Best Months to market hands down: January, March, May, Septmeber

      3. I typically only make offers through Facebook, but have offered a small group training class through my Aweber list and it did work out well – I recommend doing this.

      4. I would make the same offer on BOTH sides – some people never turn over the card! You can just have the phone number and text number in order for them to take advantage of the promotion.

      Hope this helps!

  • Christian Leighton

    Hi Stephen its me again, x 3

    I have a whole foods in my area, obviously this is a place I would love to get in with to set up something. Any Ideas?

    • Hi Christian,

      We actually got into a Whole Foods and set up a table every Sunday. It was great for brand awareness, but shockingly we only got a few new clients. A few new clients is still great over the course of a month, but I expected more from a place like Whole Foods!\

      What we did was call to speak with the manager and offer to do a completely free health fair measuring body fat and waist-to-hip ratio, etc. The manager invited us in to show him exactly what we would do and then he approved it for a specific Sunday. They liked the professional set up (one of my team members went and wore his uniform shirt and put out a table with our comp rack cards) so they invited us back each Sunday!

      I highly recommend trying to get in with them since they do have a great customer base that is made up of the type of clients you are looking for…

  • Christian Leighton

    Hi Stephen Christian again!

    This question is in relation to nutrition.

    Should nutrition be set as a different service or should it be all inclusive in a package. My clients get a success packet like the one you showed, and I always help when I can but we all know as trainers that most clients need more help than that. Should counciling sessions with clients be another service add on or what do you think?

    • Hi Christian,

      This is a great question and the answer is we talk about nutrition throughout EVERY single personal training session we do with clients. We ask them what their eating has been like since we met with them last and to bring in some daily nutrition log plans. Also, for our new clients we sit down at the beginning or end of each session for about 5-10 minutes to talk about nutrition. Since they are new clients it’s not a problem to take this time from their workouts because they shouldn’t have that high of a volume in the first week or two anyway…

      Hoep that answers your question!

  • Christian Leighton

    Hi Stephen,
    I thankfully have an 1100 Sq Ft facility I can call my own.
    I currently have a client list that allows me to break even and make profit on other months, thanks to some of the tactics I used from you.
    I predominantly do “boot camps” with about 95% of my clients doing this type of group training since its a lower barrier of entry. These boot camps run 6 days a week ( 3 in the morning and 4 in the evening,except on friday and saturday) each being 30 minutes in duration) My price points are $199 for 12 months and $349 for 3 months. [ I am currently the most expensive 🙂 ]
    I am a one man gym right now, so I would like to get input from you as to the best way to take myself to the next level of results for me and my clients.

    Here are some ideas of what I want to do, but don’t really know what may be best…

    Becoming a semi-private gym where everyone who comes in either does personal training and has a membership to the gym or does bootcamp. (example of this is Results Fitness)

    Be strictly personal training and boot camp with no gym memberships (Like You)

    Or something else you may think is best.

    Demographic area: Middle to Upper Class

    Saturation of Market within a 5 mile radius: 3 Crossfits, 4 regular box gyms, too many bootcamps that I can’t count.

    Any ideas will be great! Thanks

    Christian
    Pembroke Pines FL

    • Hi Christian,

      Thanks for the email and questions!

      You sound like you’re doing great, but it’s definitely time to take it to the next level. I highly recommend you hire 1-2 additional trainers in order to allow yourself to take some time off and grow your business. I’m not saying your shouldn’t continue to train like I do, but hopefully you’re no longer working 60+ hour weeks!

      As for growing, this is totally dependent on what type of model you prefer, but I highly recommend at least adding some 1-on-1 at off-peak times if you live in a middle to upper class area since at least 3-5% of the population will take advantage of a private service where they are offered the very best.

      Hope this helps and feel free to follow up with any other questions!

  • Sam Noh

    Hi Stephen,

    1) Do you pay some sort of referral bonus? Or pay clients or bringing in leads? If so, how much?

    2) What is your format for a comp session? Do you have a movement based assessment in the comp session? How long is your comp session?

    Thank you Stephen for the awesome content!

    • Hi Sam,

      1. Yes we pay our current clients in gifts. Please see the referral bonus sheet on that in detail. Search “referral bonus”

      2. This is very in depth, and that is why I shot 2+ DVDs on it walking you through every piece of it step by step. You will receive this as a bonus in the mail after 30 days of signing up if you signed up over this past opening in April.

      Thanks and have a great day!

  • Jason Boyd

    Hi Stephen,

    I am struggling to fill my PT time during the non-peak hours (9am-5pm).
    Do you have any advice on who I should be targetting for those hours and any tactics to get to those people?
    My first thought was home parents, not sure how to target to them??

    Thanks, Jason.

    • H Jason,

      Thanks for chiming in and I will answer this in 2 parts.

      First, we’ve found that we are busy with peak clients right up to 9:30/10am and then starting at 4:30am. Some people have somewhat flexible hours and can go into work slightly later or leave earlier.

      So essentially, we’re trying to fill 10-12pm and 1:30 – 4:30pm. We consider 12-1:30pm to be a peak time since our clients pop in for a lunch time workout.

      When you look at like this now you are only down 5 hours a day in off peak times – not 8 hours which is a big help…

    • Here’s how we get those off-peak clients:

      1. We ask our current clients after they’ve been training for a few weeks if there’s a day they could come in during one of those times when it’s quieter. We actually say, “it’s even quieter and more private after 10am – would you be able to come in around that time any days during the week?”

      It sounds crazy, but this is the #1 way we do it. Even people who work 9-5 will try to sneak out for an early lunch, etc and come in during an off-peak time. They know they can just take their lunch to workout and then eat at their desk afterwards. It also saves them time in the beginning or end of their day, which is huge if they have a family to be home for…

      2. Another way we get off peak clients is marketing in our local neighborhood all the time. This allows for stay at home moms and dads to have a babysitter watch their child for an hour. Plus, we get a lot of self-employeed clients that can work out at any time of the day and would prefer to sleep in a little before exercising.

      3. We market to Mom’s group and other segments of the population that may be able to exercise between the 10-12 and 1:30-4:30 time frames. We always ask for referrals from other mom’s and this is definitely the best way since mom’s are great referrers if they like your service!

      Hope this helps!

  • If you can’t make it please leave your questions for this Friday in this section for the LIVE Coaching Day!

    For everyone else, we’ll talk right here in just a few short days!

    • Christopher Alesi

      Hi Stephen,

      How would being a “Life Coach” really differ from a health coach or personal trainer? How would you get started as a Life Coach if that was your primary goal. Thank you very much.

      Chris