Best of: Your Next 10k

You're listening to the PT Profit podcast, episode number 328. Today we're bringing back one of our most popular downloaded podcast episodes, your next 10K. Are you ready? Let's get started.

Hi, I'm Beverly Simpson, former fitness manager turned online personal training business owner. And this podcast is where smart fitness professionals, including trainers and clinicians, discover how to increase client performance in movement, package and position their products and services, and get out of their own way so that they can increase their revenue to live a life that they love without sleazy sales. Welcome to the PT Profit Podcast.

What's up, coach?

Thank you so much for pushing play on another episode of the PT Profit Podcast. I'm your host, Beverly Simpson, and if this is the first time you're hanging out with me today, welcome. I'm super pumped that you're here. Now listen, if you were anticipating a brand new episode and notice that I'm bringing a back a best of series, I want to just acknowledge that disappointment whenever you listen to it last, even if it was yesterday or even last week. I want to invite you to listen to this episode with completely new, fresh ears. Because I'm willing to bet there's going to be something inside of that episode that you're going to hear differently.

Why?

Because you are a new entrepreneur each single day. You are a new personal trainer or health coach, physical therapist, nutritionist, or registered dietitian. You are new with new learnings underneath your belt. And every time you have the opportunity to listen to something in a new, fresh way, I guarantee you there's going to be something in there for you to hear and learn and trust that you're going to receive exactly what you need in this moment now.

What?

One of the things I want to say about this is that I literally had just gotten into the accelerator call and in our accelerator or often off.

An accelerator group call, and one of.

My clients was like, hey, I love your podcast. I was listening to your podcast and something just clicked for me when I realized that you say very familiar things often. And I laughed because I thought, yes, I do, I do, I do, I do. You know how many times I have asked my accelerator coaches to tell me what the seven components of a irresistible must have now offer is? And majority of them cannot tell me. And it's not to embarrass them, to shame them, or any of that. It's because there is a difference between understanding something and then knowing it deeply. And so I want to offer to you that if there's something and I also want to offer to you that if you're anything like me and you have a ch and you have a chip on your shoulder or or the feelings of the chip on the shoulder and for me it shows up like I already know this, I've already done this. This should be easier. By now, whatever that chip or disappointment starts to feel like, I want to acknowledge it and I want to offer you an opportunity to yes. And it meaning you're going to acknowledge it and invite the learnings that still need to come because there's clearly still something there for us to all look at and it's worth looking at it. So with that said, I wanted to invite you to re listen to this episode because there's so many good nuggets and honestly it's something I personally go back to and we're at multiple six figures and I go back to this episode over and over and over again.

And if you already know that you.

Need help, then definitely reach out to me in the DMS at Benson Fitness. You can DM me over on Instagram and or you can just send us an email at info@b simpsonfitness.com because we are currently running a promotion for anyone who is looking to get their next 10k and wants a little bit more support and a step by step process that you can implement. Because right now we've opened up the doors for for our Create Content that Converts club. So it is designed to help you generate consistent 10k months using a semi automatic organic conversion content system where you can literally generate revenue using your socials without any fancy ads, no fancy funnels, no sales page, just straight up content content that you're already doing and creating. And inside of that club we've got lots of different conversion pieces for you to dive into, including a 30 day implementation form profit formula for you to start generating your next one to five clients within the next 30 days so you can get some consistent revenue using only your content. And all of that is waiting for you when you join our membership, which is literally less than a Starbucks coffee a day. So inside of there you can start and and there's processes built inside of there for you to start generating revenue asap. So if you're interested in that, send me a dm. We'll link it up in the show notes because right now our promotion is running through this week so and this week being by 04-07-2024 because then the investment's going up. So be sure to join us inside of there if you're interested. And hey, if you're just curious at all, then you can cancel any time. So sign up today, join, poke around, come to the support calls and then find out if, what if it's for you and if it's not, then you can cancel anytime, no questions asked. So with that said, let's go ahead and dive in.

Today's episode all about how to make the next 10k. So I just. And to make it fast. So what I mean by that is that this strategy is something that I actually used last month. We generated 30 grand liquid on that. So if you want look at our deferred contracts on that we ended up making definitely brought us 30 to 40K. And I've heard people who've used this strategy and they've come up with a hundred, you know, 100 grand. But it's also going to depend on where you are. So listen, you're always going to get some, some, you're always going to get transparency from me and I'm not going to, not sugarcoating the truth here on this podcast. So this strategy, you might try this and you might generate 500 or 2k, but it doesn't matter. I want you to take a pen and paper if you haven't already, and let's just start writing down steps because I want you to start. This is exactly what I would do if I was in a cash flow jam and I needed to, and I needed to generate some revenue. Okay. So number one, the first thing I just want to. Quick caveat here, side note is that there is this misconception out there that if you just somehow generate all this revenue, that that's going to solve all your problems when in fact it really doesn't. Right. So there, there are going to be times in your business when you're at 88 months, 40k months, but to give on scaling or whatever, there's going to be some cash flow resistance. There's going to stuff that comes up and if you're asking why or how that happens, lots of reasons. People default contracts, which I don't recommend and I show you how to overcome that because we've all experienced it. But people default contracts and not to mention if you are someone who does that, oh, that's so bad. It's just, that's going to happen to you, right? We put out what we're going to, what we're going to have come back. So defaulting contracts, that will happen. And then also sometimes things will happen is that you will have, you will put, you know, in an effort to generate the Revenue, you'll put down a payment plan that's not lucrative. And what I mean by not lucrative, meaning you'll put down a plan that's not lucrative, meaning that there's not enough upfront cash flow. So in your deferred contract, so think like you'll put down like $2 and then the rent, you know, there's payment plans that pay off and it will, it won't cover your expenses. So there's not going to be a positive roas on the front end return on ad spend. And if you're like, but I don't even use ads, that's cool. But time, money and effort and energy, there's also going to be that those are resources that will also have a return. And so if you're just starting out, you're brand new to business and you are launching your coaching business, this is the strategy that I would do and what I would work on. Okay, Number one, the very first step is to brainstorm all of the ways that you can help people. And this is true if you are starting out or if you're scaling. Okay? And so I just want you to think about all the ways that you can help people. So that looks like if you're scaling there, is there an upsell that you can offer from your current signature offer that is literally solving the next problem that you've just now solved for your people? Is there a downsell offer meaning something that's more do it yourself that you can organize that's custom or semi custom? Is there like I just want you to brainstorm all the ways that you can help people. Is there a done for you service that you can do? Is there a coaching component that you could add? Is there just brain dump all the reasons and ways that you can help people. So step number two, once you have that, okay, and you just kind of put it together and you just really thought about all the ways that you can help people. People. The next part and the next question to that is, is that what your people want? And is that what they need? Okay, so now the very first part to this question is that when I say this, is this what my people want? So once you have all of the brainstorm of all the ways that you can help people, the very next question that I'm going to ask you to consider is going to be nuanced. Okay? So the first the question is, is this what your people want? Here's the nuance. Number one, when I say your people, I mean your audience of customers. Now two things might be at play here, especially if you are new. So you might go and look out into the space and you might think, oh, but these are my friends. These are my family. I don't have my audience. Or maybe you've recently done a pivot and you don't have the, you know, your audience might not be the huge collective that is right in front of happen to me. So don't, don't worry, you're not alone. That is you. And then number two, what, what, what. What I want you to consider is, I asked you, is this what they want? I didn't ask you, is this what they need? I also didn't ask you, is this what they. What you want them to want? No. Is this what you need? Is this what your audience wants? Want? And now, for the record, in case you were curious, what do I mean when I say audience? Well, audiences. And we're going to, we're going to inventory this in the next, in the next question. But I want you to think, you know, anyone that, that, that has, that's paying attention to your content, to your eyes. Okay? So that's, that's something to consider. So then, okay, so then step, what are we on step two? Okay, what are your current relationships? I want you to list out all of your audience, anyone who pays attention to you. I want you to just consider and just completely list out all of your relationships. Okay? And anyone that you think would be great for this program that you are, you're. You're running with in terms of generating revenue. Okay. And if you're curious about, well, you know, what offer am I going to put together? Well, I want you to think of, you know, honestly, that's a much bigger, longer episode and I'm sure we've talked a little bit about offers in this podcast, so I can. We can find an episode and link it here. Otherwise, also formula and accelerator clients. This stuff is in your portal, making sure that we're putting together an offer that's so irresistible that people would feel silly to say no and that people would. That know is not an option. Okay. And that what I want you to think about when you're putting that together. And if you're like, oh, but I. Beverly, I don't want to listen to another episode. It really, it really is simply this. What is it that your people want? Solve an urgent problem to get to the desired outcome the fastest, most efficient way possible. And price is not your differentiating factor. Sometimes being the cheapest option is not in your favor. So it's really communicating the speed of implementation to get to desired outcome. That solves an urgent problem. Do that. Okay, then. Now we're going to look at all of your current relationships, but I want you to just brain dump, okay? And you wanted everyone, mom, dad, just write it out on a list now. Don't do. Don't make the mistake I make and just put it all in your head and pretend that you've done this. No, get this out on paper so that you can actually look at it. And then what I want you to do is I want you to just. I want you to look at the nature of these relationships. Okay, so what do I mean by that? This is part of defining your audience. If you have 15,000 followers, 2,000 followers, whatever, I'm not saying go and write down all these names, but I want you to just inventory like 2000 followers. And this is my percentage. 130 people. Watch my story or whatever that number is for you. 130 people, like wherever you think you have the most leverage in relationship. And leverage sounds like a bad word, but I mean like that. The ones that are just closest to you, okay? And then I want you to look at how many people are in your email list. What's the open rate, how many podcast listeners, YouTube subscribers, anywhere people are paying attention to you that you have access to, to. To have a conversation to connect with, to. Even if it's text or call or dm, whatever. Just I want you to dump out your relationships on a piece of paper. And then I want you to look at the nature of them. How close are these people to you? Okay? And then once you have those lists and you have the ideas that you have for your current offers, there's two things I want you to consider. Okay? So now what we're gonna do is we're going to reach out as intimately as we possibly can, and we're gonna do one of three things, okay? We are either going to. And I'm just gonna break it down here simply, and then we are going to. I'll show you how this works and how we would organize it and put it into, you know, containers. Number one is we're going to do market research, okay? Now, if you've been following me at all for a while, you know that I'm not a huge fan of surveying people, okay? And so we're going to need to be discerning. And the reason I'm not fan of surveying people is two reasons. People will say. They will tell you what they think they need. They will also tell you what they think they want. And when I say think they want, meaning think you want to hear. So let me give you an example. Someone will say, oh, I want more confidence. And then when you create a confidence course 1000%, I bet my life on it, they will not buy it. And here's why. Okay. Is because they told you what they think they need. Oh, if I have more confidence, then I will, blah, blah, blah. So they say, oh, I just want more confidence. So they told you what they think they need. Now sometimes people will tell you, I just want to increase my energy. Okay, sure. That's a secondary gain that they are maybe afraid. And this happened to me a lot because I was very like, lose weight by loving yourself essentially. And so people, they would want to lose weight and then they don't want to tell me because I was so like anti weight loss. And I'm putting that in quotes. You can't see that. So they'd be like, oh, I just want to increase my energy. I'd be like, do you though? And it was a secondary gain. So I really want you to be honest with yourself. And this is going to require you to also help your client be honest with themselves because sometimes they're not right. This is why it's a very nuanced thing when you're having these conversations around, around market research. It's not black and white because sometimes people don't, they're not present to the truth of what's underneath them. And this is part of the reason why they're in a problem. Because if they weren't in a problem, then they would solve it and it wouldn't be a problem and there'd be something else that they need to solve. So if they knew how to solve the problem, they would. So this requires you to look deeper. This is not a scratch the surface type of thing. So you're going to do some market research and then the second thing that you're going to do is you're also either or you're going to ask for a referral or you're going to ask to present the offer. Those are the three things that you're going to be doing. Okay? So the other caveat that I want to say about the market research component is that this will also help you see and hear what people really are present to with their problems. Because sometimes we're not present to that we could do our best guesses, but it's very valuable to connect and have conversations with our people because if you are creating offers that nobody wants, they're not going to land, they're not going to sell. If you want them to want it or if it's something that they need, it's just not going to, they won't buy it. And then you want to be reaching out as intimately as as you possibly can. And so what does that mean? I want you to call, I want you to text, I want you to email frequently. Do you do all of it at the same time? No. You can use strategy, organize on your strategy. If you look at the growth equation, it's visibility, value and volume. People need 8 to 14 touch points before making a buying decision. They also need you to stay on top of mind because especially this time of year we are constantly distracted. And when it comes to health and fitness, everyone is waiting to the new year. So you have to make your offer so enticing that they're going to say yes. So a lot of what my accelerators are doing right now in their offers is an opportunity for them to invest now and then get started in January and then have some treats, for lack of a better word, but have some ways to get started during the holidays, but mostly to just make sure they are ramped up and ready for the 2024 influx of new Year's resolutions. So the next thing I want you to consider is remove, distract. I want you to pick figure, I want you to literally pick something, whatever, and I'm going to give you some more. Don't worry, I'm not going to wrap up this episode. I'm going to give you some actual ideas right now to like for tangible cash. But whatever you decide to pick, I want you to pick it. I want you to inventory your relationships and I want you to execute and I want you to keep doing it until it is done, until you get what you need. You are going to reach out every day, every other day you are going to call, you are going to generate connection conversations until it is done and it will require you to get uncomfortable. And why do I say that? It's because if you want something different, you're going to need to do something different and the brain will fight you on this whether it's good for you or not. So they're going to have, there are going to be moments of uncomfortability. So if you're not well supported, get the support that you need to kind of push through that because successful people just move through that uncomfortability faster. That's how you acquire skill, just plain and simple. You take the action, you evaluate what the, what Happens from the action and then you go from there. Okay, so. And then you just remove distractions and you just keep doing it until it is done. I wanted to make sure I give some context on this. The reason why you want. Want to look at your current relationships. Okay. Because what happens, especially to a lot of people who are brand new to the space, is that they're like, there's a feeling of embarrassment, feeling like, I don't want people to know that I'm starting this business. I want people going to judge me and all of that. Now, while your mom or your dad might not be the best client for you, that's okay. There are going to be people in their network that are the best people for you and people who you love that are. That support you. They want you to be successful. So they, of course they're going to help you. Now there are some of you, and I don't. This was not my case. So I just want you to know that I did not go through this, but I work with a lot of people and have that they didn't have support people that were supporting in their world. So when someone didn't feel supported, they were constantly feeling judged and, and so. And they were nasty and they would put them down. And I'm sure that some of you have had that same experience. And so if that's you, here's what I want to offer to you. Two things I want to offer to you, and this is just something that. That is. It'll be easier for me to say, and I want you to spend some time sitting with this. But the truth of the matter is, if you go look at. If you go look at Rotten Tomatoes and you looked up your favorite movie of all time, something that you love, even the Lion King has some bad reviews. You're gonna see, people will have some bad reviews on a movie that you love. And so it's probably clear that, oh, of course we logically know that people are not, you know, we logically know that people aren't gonna like us. But that is scary. And so I just want to acknowledge that and remind you that the truth of the matter is you are going to be judged 100% of the time, regardless whether they are judging you that they love you or judging you that they hate you. Judgment is 100% inevitable. So isn't it more important to do what you love than it is to worry about the people who are not paying your Visa bills? And so with that said, I want to offer to you that if that is, you and that you are finding that is to. I just want to acknowledge that of course that feels bad. And then to just shift your attention and focus on the people who are going to support you. Because for every one person that doesn't, then there are going to be five more people that do. Okay. And so what I'll say to you too, especially if this is like a close family member or whatever and you can't get away from them, we need to bookend them. So what do I mean by bookend them is we need to remove the limit the amount of time that we have with them. This means that, you know, you just always have something right before them and right after them. And we need to. To limit our time with them. The second thing I wanted to offer to you is that you might come to the realization that my audience isn't in my. Or my audience I want isn't in my world. Okay, so then we need to spend some time creating, cultivating these relationships and bringing those audiences to us. And then that means. It doesn't mean that your current network doesn't have those people. Okay? So I want to make sure that you are very clear that your business starts and ends with you. What do you want? So I don't want you to go out and make a whole bunch of offers that just because your audience told you to. Because remember, it's a nuanced conversation, your audience is going to tell you what that they think that they want. So just get present honest with that. It's going to take some skill. So I'm not saying go create things because you think that's what your people want and that's not what you want. Your business starts with you. So if you go out and you go talk to a whole bunch of people and they're like, oh, I want weight loss, and you're really shifting away from the weight loss loss movement. Then, then we need to find the people that don't. That don't want that. So that might take a little bit more time. It doesn't mean that those people don't exist in your current relationships network. So don't underestimate that. Okay? Don't discredit it. And the other reason why I wanted to go with and so this is the other reason why I want to go through current relationships is because of speed of intimacy. Intimacy. Everyone wants to go out and go to these cold people who've never heard of you before, but it's so much faster to reach out to the people who you already have some sort of Relationship with. There's already some sort of connection whether they're on your email or not. That's a relationship. Now people get this twisted because they think oh there's there. I'm not saying build interest or we have to be friends and that they need to blah, blah. That's not what I'm saying. But there's already some sort of relationship in context with your authority as an expert to get to the outcome. Okay. And so we want that and we want to. And people will be more likely to talk to you. Conversions will happen from connections. I don't mean like connections like oh, you know, I'm connected any here and go to this networking event. No, no, no. I mean connections to. To whether it's subconscious connection or they're talking to you in the dm. That's not, that's. It's their connection. Meaning that you picked up the phone at the right time and you presented the right offer at the right time and they said yes. It's not this arbitrary amount of time. This is why you need to build a sales system that is pressure free and permission based and that it takes what it takes to until it takes. So what does that mean? That means that there are going to be things that you can manage and things that you can control and things that you can't. And part of that and the things that you can't control are the speed of urgency with a potential. With a client to themselves. So what do I mean by that? I mean that you cannot force or control anyone to say yes at any time. Whether you put a deadline or not. All you can do is come communicate what's at stake. Communicate the urgency whether it is or not. But the relationship that a client has to themselves and how they make decisions and buying decisions when they're going to take action and when they're not. That's not on you. That's. You can't control that. So when you set up your business to have that can handle any timeline. This, this is what removes pressure. Okay. So we want to make sure there's no pressure. Any pressure. Then you are going to have a hint of desperation and we don't want that. People feel that. They know that. So we need to look at that because you still need to be the person that frames the timeline. Okay. So what that means is hey, this is what I'm doing and this is only valid until blah, blah blah. Or maybe it's like I got this expiring bonus and it's only valuable. It's only, only Valued here until then, you know, so it's just not, hey, you decide whatever you want, at least not for this circumstance because we're. Until we hit that 10k or whatever that number is for you, whatever that emergency number is for you, then we're going to have an emergency cash. We're going to bring in a cash flow street. Okay? So people will say, but Beverly, you run Evergreen. And Evergreen, it's not, you know, there's no deadline. You know, there's no deadline. That. That's not true. Evergreen does not mean there's no debt. So just something to think about. Lastly, if I haven't said it already, remove distractions, stop jumping strategies, stop jumping ships, stop second guessing yourself. Just go all in on you and then get committed. That's it. Get committed and do it. Remove all distractions. Because it's never the strategy. Get committed. Okay, so let's brainstorm some ideas now that you can tangible takeaways of things that you could potentially do. Now some of my clients get overwhelmed and I give you an influx of ideas. But if that's not you, then great. Now that when you're starting to talk to all these people, some things that you can consider is that, oh, okay, well, they might give me a referral. And then you can one get. Give a referral fee. So what does this mean? This means that you affiliate or referral fee for someone that you love, someone that they, you know, they love you and they want to help you. And so then you say, listen, I'll give you a referral bonus of 150, $50, whatever, 10%, whatever the number is that you want to give for anyone that you refer. And so then it becomes this I need relationship of oh man, this was so amazing. Thank you so much. And so now they've helped you. You are acknowledging the help and they want to help you. Okay, that's number one. Okay, now let's think about the reverse of that. So now you are asking someone to be an affiliate of your stuff. Now what are some of the products and stuff that you're. You're already using that you love that potentially you could be an affiliate for idea on number two, even if it's like, hey, I love this hair product, I'm gonna do it, whatever, right? Product number two. Okay. And then number three, I gave you some ideas in terms of upsells. So look at your current audience. What's the next problem that they need downsells. I gave you some ideas there. So I want you to think as an upsell it's more done for you or done with you depending on where you're at in your business. Downsell is do it yourself. Maybe it's the first component or a sever off of your your offer. Something that's going to get them excited and ready for taking that next step. So maybe that some other ideas that you could do or one time especially now for the holiday seasons, I want you to think of bundles, right? I want you to think of something that maybe this is like a brand new people will say oh no, Thanksgiving's at the time for brand new offers. But that's not true. I launched my best things around Thanksgiving. Like things that I want to test my brand new offers. Okay, so so many different things that you could do. I would suggest that you pick one to two and then and run with it and just go until it is done. Okay. And then. Oh but Beverly, how do I reach out? Well, you just reach out as intimately as you can, Dan. Text, call, email and then keep. When they don't respond, we'll keep reminding them they meant to respond. One time is not enough. Volume 8 to 14 touch points. And then always staying top of mind. Okay, so if this episode was helpful for you, please leave us a quick review. 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