18/9/2026 Game Plan

the love in the chat to Liam. Again, congratulations. Super excited to, uh, to catch up with you in person again. He's going to be, uh, over here in Brisbane. Um, but, uh, yeah, if you guys haven't already, ideally you guys want to have a bit of an idea of what you wanted to work on over the next 6 to 8 weeks because it is a pretty vital time for the fitness industry. A lot of people tend to go backwards in this last quarter because of obvious reasons around like Christmas time or going away on holidays or whatnot. So it's a very important time for you guys to not only prepare but to get yourself to a stage where you've got a bit of a buffer in terms of clients, 'cause you will have people drop off end of November, start of December, and they will go away. So you need to really you know, you need to expect a little bit of a drop, so to speak. So we're going to get into the 6-week playbook. So I'm going to put the, uh, the document in the chat. You guys will need to make a copy, and then I'm gonna walk you through this process. So I think everyone here would have done this before, I'm pretty sure. But if you haven't, obviously I'll walk through the process. So let me share the screen as well. Again, the link is in the chat. Make sure you make a copy. And someone give me a thumbs up if you can see the screen. Can't see it yet. Anyone see the screen? Yep, got it. Cool. Okay, so 6-week Playbook. So as a reminder, we do a little bit of a recap on what's kind of happened over the last 6 to 8 weeks. So time has flown. It's been about, it's been about 8 weeks since we caught up in, in person in Sydney. So this is going to be like a little bit of a reflection from pretty much middle of July to, to now. And then you guys are going to forecast what you want to work on for the remaining, for pretty much for the rest of the year. And then in January, we'll catch up again for your next planning session. So the number one rule for this exercise is you can't focus on the same things as to what you were focusing on in this last 6 to 8 weeks. It needs to be something different because otherwise you'll be forever focusing on the same thing, and that's where you start to plateau. Okay, and remember, you only want to really focus on one or two key aspects of the business at a time. Okay, if you guys are ready to rock and roll, drop us a 1 in the chat and we will get straight into it. Reminder, this will usually go for between, between 60 minutes and 90 minutes, so make sure you've blocked off a little bit of extra time for today. Cool. All right. If there's questions as we go, drop them in the Chat. Actually, I'll do the big screen. Okay, so we're going to do the recap first. We're going to go through what worked, what didn't work, what are you going to do next time, and what are you going to commit to doing? So again, you ideally want to fill this in as you go. You can input text boxes in here. Otherwise, if you don't want to do it on a computer, you can obviously write it down with pen and paper or or you can put it in your notes as well, but you actually wanna get it all out of your head. Don't just not do this process. So ideally at least 3 things in each category. So what worked, if you guys have done this process before, it's only in the last 8 weeks that we're reflecting on at the moment. If you haven't done this before, it's the last 12 months. So what worked, at least 3 things. And I'll give you guys obviously some insights for this as well. So what worked could be your sales conversion might have improved, you started posting on social media, maybe you started using AI a bit more. Ideally jot down as many things as you can, but at a bare minimum you want to do at least 3. Then you're going to do what didn't work. Again, at least 3 things. So what didn't work? Next time, so a bit of a self-reflection again. What are you going to do next time? And then what are you going to commit to doing for this next 6 to 8 weeks? So kind of like, what's going to be your minimum standard? So at least 3 things each. I'm going to give you guys 90 seconds to go through this process. All good, Brock. Alright. So once you guys have finished this part, just put a, put a done in the chat so I know where everyone's at. I'll give you guys another 60 seconds. So this is a working training today. You're not just going to sit back and listen. And then get stuff out of your head and on paper. Cool. Squats done. Great stuff. Give me 30 more seconds. We want at least 3 things per category. And ideally, if you guys can, it would, it would be better if you like, especially in the what worked, what didn't work, if you've got like the specific, specific things. Like for example, if your sales conversion went up, what did it go up to? If it went down, what did it go down to? As an example. Okay. All right, sweet. Most people are done. So let's go to the next part here. We're gonna go into a little bit of self-reflection again and then forecasting next as well. So this is the acceleration snapshot. So again, the past part is just the last 8 weeks. So what were the wins and why? At least 3. Then in terms of present, what are you most confident about right now? Maybe you've changed certain processes and you're much more confident in them. And what are you most excited about for the future? Maybe you just hired a new team member or maybe you change the way you do certain things to get people better results. I'm not sure, but at least 3 on each. So I'll give you 90 seconds for this. And then down at the bottom here, it'll say, what do you want from this cycle? I've got 5, So this is not locking everything in. This is just if you did a little bit of reflection in terms of what you wanted to focus on, put them in these boxes in here. So you're not committing to these just yet. This is just to give us a bit of an idea of what you guys want from this next block or this next cycle. So I'm going to give you guys 90 seconds. 20 seconds left. Anyone that's done this, chuck a done in the chat for us. But again, at least 3 things, especially for what you're most excited about for the future.

Anyone done?

There's a few people still writing stuff down. Give you guys a little bit More time, because next we're going to focus on a little bit more about future pacing or forecasting. Okay, while you guys are finishing, I'll just explain the next part. The next part, we're going to envision the next, next part. So up the top, you'll say it'll say begins and ends. So begins is going to be today's date, which is the 18th. And then when is it going to end? Let me just work out when it's going to finish. So it will finish— actually, even better, we're going to catch up before, um, before Christmas, uh, which is going to be our virtual event. Or our intensive is going to be the 12th and 13th of November. So this is going to go until the 12th of November. Should be 1, 2, 3. So basically 7 and a half, or pretty much 7 and a half weeks. So let's just say 8 weeks from now. How good. So that's going to be up the top where it says ends. And then I want you to write down what do you see happening in the next 6 weeks ahead. So I want you to do a bit of, bit of visualization. What's going to happen physically, mentally, financially, spiritually, if you want to, if you're into that type of stuff. What is it going to look like? So there's a fair few lines in here, so I want you to just spend 60 seconds and just do not stop, do not stop writing for at least 60 seconds. Okay, how much money you gonna make? How many clients are you gonna sign? What are you gonna do with AI during this time? What are you gonna do with social media? I want you to get specific. What do you guys see happening in the next eight weeks? What type of client results are you gonna get people? Again, do not stop writing for sixty seconds. Get it all out of your head. What's it? What's going to happen? What's your own physical change going to be? What are you going to invest in? As an example, side note: I just we just decided to buy solar. Very expensive thing to buy, by the way, but it is an investment. Okay, I want you guys to keep writing it out. Extra 30 seconds. Get everything out of your head on paper. Once you've done that, you're gonna name the cycle. I did, Brock. They get a battery. Main reason for that is because we obviously have the Tesla now. We, uh, we sometimes charge the Tesla overnight, so obviously the solar panels are not going to be useful, but we'll probably charge it during the day as well because obviously I work from home. Okay, who's done? Very good, Brock. How exciting. It's a good investment to have. A lot of the time it makes sense with electricity. Don't know about you, but from our maths, I worked out that we should Should get the return on investment within just over 3 years. So hopefully similar, similar to you. Okay guys, we're going to keep moving on. So this is where we're going to talk about some money. So we're talking about money and we're also going to talk about the freedom aspect as well. As you guys know, I'm all about the lifestyle. So just because you make more money doesn't necessarily mean you've got a better life. I know plenty of people that make a lot of money that have no life. Okay, so we need to make sure we have both. So we're gonna have a 12-month goal, and ideally you wanna probably talk about both aspects in terms of money and also freedom. Okay, so this can be obviously whatever you guys want in here. I would suggest having 2 goals, again, one money, one freedom, where it could be like holiday-based, it could be amount of hours that you're working, it could be maybe hiring a team. But down here you'll notice there's like a mini adventure column in here. So obviously we're in September now, so we've got September, October, and then November, December. So we're going to catch up again in November. So either in this column here or this column here, I want you guys to put in like a mini adventure that you guys can do. It doesn't have to be something like massive. It can just be, you know, maybe going away for a weekend. It can just be doing something for yourself because a lot of the time in You know, in business, you guys are obviously super busy all the time. There's always stuff to work on. A lot of the time you kind of neglect your own happiness, to be honest. I've felt like that plenty of times before, and sometimes you just need a little bit of a break. So if it's a holiday, then sweet. If you can spend like a weekend away somewhere, then awesome. If you, you know, you might want to go camping as an example, but, um, put it like a mini adventure. It could even just be something simple as You know, taking, taking the family to the movies if you haven't done that for a little while. Just something small, or it can be something big as an adventure. And then we're going to go through the money targets. So as you guys know, we do give you guys trophies and certificates when you increase your revenue by a certain amount. So we've got different dumbbell targets here. So we've got 2.5, 5K, 7.5, 10, 15, 20, 30, and 50. So as you get bigger, you get a bigger trophy. So what we're going to do next is we're going to work out how many clients you need before the next intensive, which is in November, and then how many clients you need per week. So we're going to— obviously we've talked about overall income goal. Then we're gonna talk about how many you need before the next incentive to get the overall goal. So what I want you guys to do— this is monthly goals, this is monthly income, by the way, not weekly. So whatever you're at monthly right now, ideally the overall outcome we're looking for is just at least one jump to the next dumbbell is what we usually suggest. You can go 2 if you like. But usually we suggest like one, one dumbbell. So what I want you guys to do is circle the one that you're going to hit by our next intensive so you can get your trophy and certificate. So if you're at 10K, 15K is the logical next step for you. If you're at 7.5K, 10K is the next one, etc., etc. So what I want you guys to do in the chat, just put the Goal that you're going to hit. So Scott's going for $30K. Awesome. So hit your— put in the chat your number that you're going to hit by the November intensive. This is monthly income. $7.5K for Brock. Let's go. So everyone else drop it in the chat. $15K for Anthony. Let's go. Going for $10K. Happy days. So once you guys have put it in the chat, now a little bit of work to do to work out how many clients you need for the next intensive, to get to that goal before the next intensive. So I'm gonna explain how to do that, and then if anyone needs some help, I'll explain it to you guys as well personally. So whoops, let me get my calculator. And you guys will need a calculator for this. Most likely. Now you do need to know your average spend per week per client. So to work this out, I'll do some easy ones first, and then if anyone needs me to work those out for them, I can help you with that. So prime example, if you're making $2,000 a week, so $2,000, you're gonna divide that by how many clients? you've got, or how many clients are paying you each week. So let's just say it's 20. Easy maths. $2,000 divided by 20 equals $100. So your average spend per client is $100 a week. Another example, let's say you make $1,800 a week and you've got 25 clients. $1,800 divided by 25 is 72. So your average spend per client would be $72. Now what you need to do once you've worked out your average spend, I'll do an example from what was most— everyone's a bit different here. So let's say you're going from $7.5K a month to $10K. This is just an example, obviously use your specific figures. So you go from $7.5K to $10K, that's an extra $2.5K a month. So you go $2.5K divided by 4.4, because sometimes there's 5 weeks in the month, which comes to $568, which means you need to increase your income by $568 per week. Now, if my average client spend is $100, which I'm assuming for this case, I'm going $568 divided by $100 is 5.6. Which means I need 5.6 clients. So basically 6 clients to add an extra $568 a week. And then you go, how many clients do you need each week? We've got 8 weeks until the next intensive. So you're just going to round up, you're just going to say you need 1 client a week. Does anyone need me to do this with them? Together, because I know that was a lot of math. And actually, can someone be a volunteer? Someone put a yes in the chat to be a volunteer. I'll do their numbers specifically for them. Uh, Anthony, next intensive is November, uh, November 12th. November 12th and November 13th. It's about 7 and a bit weeks away. I'm just rounding up to 8 weeks. All right, Mel, unmute yourself please.

Hello.

All right, here we go. Now, do you know your average spend for your clients per week?

It's about $100 a week.

Cool, nice and easy. Okay, can you tell me your income per month right now?

Um, I think it's like, oh, I don't even know. I think it's about 6 or 7 because I kind of forgot to track that well this month. It was a bit of a mishap.

Okay, let's go in the middle. We'll go 6.5.

Okay.

And your goal is $10K, is that right?

Yeah.

Awesome.

So we're gonna go $10,000 minus 6.5, which means you need to increase your monthly income by $3,500.

Okay.

Okay, you're gonna divide that by 4.4, which is 4.4 weeks in the year. The reason why you do that is because sometimes there's 5 weeks in the month, sometimes there's 4 weeks in the month. Okay, everyone makes sense of that? So you divide it by 4.4, which means you need to increase your income by $795 per week. Okay, so now, now what we do, we go $795 divided by your average spend of your client, which in your case you said was $100. Making sense?

Yep, yep, I'm just listening.

Cool, I just want to make sure. So that means you need to add 7.95 clients, which is 8 clients.

Essentially.

So you just need 8 new clients paying you $100 a week and you'll be at $10K a month.

Okay. So nice and easy for you.

Yeah. So nice and easy for you. You need 1 new client a week.

Oh, okay, cool.

So very achievable. And the reason why we do this, team, is because everyone gets freaked out going, oh shit, how can I get from $6.5K to $10K? In two months, we just worked it out. You need one new client per week. Now I'm not taking into account any drop-offs. Keep that in mind, okay, team? So if you want to be conservative, you might go two clients a week. Okay, Scott, unmute yourself, my friend. Yo yo yo yo. All right. What's your average spend per client, please?

Uh, $200K.

Let's go. All right, um, so your goal was $30K. What's your monthly—

Can we do, can we do $40K? I want to see if $40K is achievable. I know that I'll get to $30K, but is $40K achievable?

Let's work it out. What's your current monthly?

Uh, $25K.

All right, so you're gonna go $40K divided by $25K, which means you need to add an extra $15K a month. So we'll go $15K divided by 4.4 to get the weekly, which means you need to add $3,409 per week.

Mm-hmm.

So now we go $3,409 divided by $200, which is your average client spend, which means you need 17 clients, 17.04. So 17 clients. Um, so in this column here, so how many new clients before the incentive? You would need 17. How many per week? You go 17 divided by 8, which means 2.13. Oh, that's cash.

I'm getting 40 then.

So definitely very achievable, um, for you. Um, again, if you want to be conservative, you would lose some people, so I'd probably say Try for 3 new clients a week.

No, I won't lose anyone. I'll get, I'll get to 50.

All right, let's work out 50 then. Just, just so everyone knows exactly how to do this. 50, so you need to add 25. You basically need to double the business. So $25K divided by 4.4, which means you need to add 5,681. 5,681 divided by 200 is 28.4 clients. Divided by 8 weeks, that's 3.5. So if you lose no one, it's 3.5. So basically 4 clients a week.

So you're probably getting 4 clients for the next 8 weeks. Yeah, that's money.

Yeah, you'll be— you double the business.

Cool, cool.

Good example. Thanks for volunteering. Does anyone else need help working out their specific numbers? Just put like a yes in the chat if you need help working it out. It's very, very important because even then, right, you just heard it live what Scott said there. He originally was like, okay, cool, I'll get to $30K. But realistically, if you just work it out, he only needs 4 clients a week. And we all know Scott's got some pretty big numbers that he's done in terms of new clients each week. So, um, definitely achievable. For you, Scott. I think the issue that you're going to have, Scott, is you need another trainer to be able to handle all those clients.

Correct. I have 63 phone calls to make tomorrow.

Sweet. Um, okay, cool. Now I just want to make sure everyone's got this part, uh, done. Brock, I'll read that in just a second. Um, just everyone put a yes in the chat if they've got how many clients they need to get each week. for their goal. Okay, all good, Brock. I know you gotta go. All good. Awesome, Anthony, great stuff. All right, guys, let's keep moving on. So now we've got the goal. Now we need to work out what we need to focus on to get that goal. So this is the first part is for people that are under $10K. The next one is for people that are over $10K. Now, if you are over $10K, I still want you to go through this part first, because more than likely there is a couple of holes in the business that are more foundational stuff that you could still fix before you focus on the bigger, bigger fish. So we're gonna do a scorecard system here, a red, yellow, or green, and you are going to rate yourself. So there'll be a couple of metrics that I'll give you guys for these, but a lot of the time it's gonna be a self-reflection. Okay, so you can be super harsh on yourself if you like, or you can be a bit generous. It's up to you. But ideally, we wanna be looking— everyone should have a couple of reds in here if you're being honest with yourself. So I'm gonna read them out, and I want you guys to just— if you're doing this on Canva, you can just draw like a tick or a dot on the relevant one. Okay, everyone good to go? Yep, cool. All right, so for attractor, I can easily bring in new leads into my world quickly with low-cost advertising. So this is if you're doing some type of paid advertising. If you're not doing paid ads, just pretty much ignore this one. So red, yellow, green. In terms of low-cost advertising, anything under $25 to get a lead is a yellow. If it costs you more, if it costs you more than $25, it's red. If it's between $25 and $10, it'll be yellow. But under $10, it's a green. I have a consistent flow of new leads from no-cost strategies. So this is like calling leads, giveaway strategies, that type of stuff per month. All right, let's go per week. Red will be if you, if you have under, under 5, it's a red. 5 to 15, it's a yellow. 15 plus, it's a green. So again, you guys are just rating yourself here. My program offer sells itself because it's so attuned to my perfect client. You can do your own self-reflection for that one. I never waste my time on sales calls or consults with low-quality prospects. To give you some parameters here on this one, for this would be like more sales conversion rate. If you're 70% or above on sales conversion, usually that's a green. 50% to 70% is a yellow, and under 50% is a red. The price of my program offers a great return on investment for my clients in terms of their results and a healthy profit margin. For you, more of a self-reflection. Our prospect qualification and sales process is fast, smooth, connected, and effective. Similar metrics for conversion for that those three conversions. Anything usually under 50%, there's generally a bit of work to do. 50 to 70% is a yellow. Anything above 70%. Is a green. Okay, getting into the delivery. I could easily manage if my number of clients quadrupled overnight. Clients show up to every training excited, they engage throughout, and they do the work. Again, these ones are more self-reflection on your delivery of your service. Every client gets a tangible return on investment win in the first 30 to 90 days of working with me and gives incredible feedback. Just some parameters for that. I would say if, if you don't have, if you don't have people giving you like regular client testimonials, or let's just say for example if you pretty much have like clients not giving you testimonials, it's a red. If you have, you know, maybe a couple of testimonials coming through each month, it's a yellow. Or if you have 5 or more regular testimonials per month, that would be a green. And then scale, I have at least 1 full day per week to work on scaling my business. Obviously it's a green if you do. If you've got maybe a half day, it's a yellow. And if you don't have a full day, it's, uh, or if you don't have half a day, it's a red. My clients can easily access all training material and resources required to learn and implement. So this could be like using your training software. Maybe you guys give access to different resources for your clients to get more educated. Um, how accessible is that, or do you have to like manually send it to people all the time? So more of a self-reflection. And the last one, I have a simple and effective way to market to my list, track prospects through the sales process And take payments from clients. All right, so give yourself red, yellow, or green. So just in the chat so far, because there's a few people in here that are over $10K, so we'll go through the, the $10K one as well. But so far, give us some feedback. How many reds do people have From those, what's that, 3, 6, 9, 12. So from the 12, how many reds do you have? So Scott's got 2. Awesome. So ideally you want to look for at least 2 reds. And what we do from this process is ideally the ones in red are the ones that have the biggest opportunity. In, in most cases, not all the time, but in most cases, the reds are the ones that have the biggest opportunity. Cool. Mel's got 3. Beautiful. How many reds does everyone else have? Cool. Anthony's got 2 red. Beautiful. There's got 3. Beautiful.

Okay.

For the guys over 10K, for the, for the guys that are under 10K, you can still go through this process, But just keep in mind some of this stuff is not gonna be relevant to you just yet. So I'm gonna go through this a little bit faster. Again, this is more self-reflection. Give yourself a red, yellow, or green. So every week starts with a full sales calendar. So just for some insights here, I'd say anything under 5 is a red, between 5 and 8 is a yellow, anything above 8 is a green. I have a consistent flow of new leads from other people who promote me to their audience. That'll be similar metrics to the previous one. If it's under 5, red. 5 to 8, good. Above 8 is green. I have a cult-like following and every day people raise their hand to find out more. Again, self-reflection. I can easily fill a room get people excited and have them buy our program. Probably not relevant for most of you guys. That'd be more like if you're doing like in-person webinars and people buy from you from the webinar. Prospects never miss a sales call and always turn up qualified, excited, and open. New clients buy a program without needing to talk to you. So then you sell them directly through DMs or through like a phone call, as an example. Or not even, not even through a program, like just through like DMs. For the delivery, my tribe is consistently energized, engaged, and connected. Clients show up to every training excited. They engage throughout and do the work. That's the same as the previous one. Every client feels valued, seen, and served, and knows we care about their success. So this is more about like if you have a team, how connected does the client feel to you? as the business owner. And the last one, I only do activities that are effortless and fun and bring huge value to my business. My team can deliver as well as I can, and my clients get great results without needing me. Again, it's only for people that have a team. And the last one, the way we manage our money makes me feel safe, secure, and a little bit excited. More about money management. So if you guys are under $10K, that's kind of the stuff that you might look forward to terms of the problems that you might have once you get over $10K. But everyone should at least have at least 2 or 3 reds. So what I want you guys to do now, we'll get to this in a second, but I want you to basically circle. So on the left-hand side, you'll see these numbers. I want you to circle the top 2, maybe the top 3 that you think are the biggest issues. Ideally focusing the ones on red first. And if you think some of the yellows are more important than the red, or that should be a bigger focus, and just circle the top 2, maximum top 3 that you think are the biggest problems that you've got or biggest challenges. Once you've done that, we've got the PT Mastery Roadmap. So you'll notice on the left-hand side, these numbers will match up down the bottom here. So for example, let's say this one here. So this is C1. So master sell by DM is C1. So C1 was my prospect qualification and sales process is fast, smooth, connected, and effective. So what you're doing here, you'd put a little tick In this one here. So what this is designed to do is to give you the right type of training that you need to watch in PT Mastery. And in some instances, um, and because how many people got on the call, we're about 6, so we probably could actually do a bit more, uh, you know, tailored stuff on here. So some of you guys don't do like selling via DM. So I'd give you like a separate training to watch. Or in some instances, we'll need to book in some calls either with, with me or with Scott, depending on the actual problem. But the whole point is to get like the specific type of training that you need to solve these problems or get them from red to yellow, or even up to green in the next 8 weeks. So what I want you guys to do, I want you to put the top 2 things you're in the chat in terms of the numbers here. So it'd be like if it's, if it's like A3 and this one here, A3 and A1, I want you to put in the chat A3, A1. And I'm going to tell you what type of training that you guys need to watch. But in some cases, you'll need to, we'll need to book in some, some calls if you need some more tailored Advice. Some of you guys might need to just have a recap of the training. Some people might need a little bit more assistance. So we're going to cater for both. So again, put the top 2 things in the chat that you need to work on. Could be A3, D3, D1, C2, whatever it is. Just put those in the, in the chat. I'll give you guys some feedback. I'm just going to get some water. Just give us 2 seconds.

Alright.

Alright. So Liam, C1, C3. Master sell by DM and triage and consult roadmap. So I don't necessarily think you need to master sell by DM. I don't think you would have too much coming through DMs at this stage. So for C1, so the problem, let's go back on here. C1, C3. So I never waste my time on sales calls with low quality prospects. And then my prospect qualification and sales process is fast, smooth, connected, and effective. So what I think you need to do in terms of training to watch, which I'm not sure if you've watched these ones before, if you go to Discovery Call Formula, that's gonna help you identify people that actually want and need your help. So that's for everyone here. If anyone has problems with talking to people that, you know, take the piss or are not really interested at all in getting help, then the Discovery Call Formula is the training that you guys wanna watch. And then in terms of the second one, I don't think you really need to focus on selling on DMs at all, to be honest. I probably would not do that one at all. The only other one I would do for you, what's your conversion rate? You just either chuck it in the chat or unmute, whatever you prefer. Okay, 20%. Do you like subconsciously, do you feel it's What you do during the consult, or do you feel like, feel like it's objection handling? Which one of those 2? Okay, so what I would do, a couple of action items for you. I know obviously you're going to change gyms very soon, so this might change depending on the type of gym that you go for. Um, but I would obviously do a bit of a recap on the Objections Navigator. Um, but what I would also do is, um, because obviously you'll have a little bit of time before starting at a new gym, I would imagine, is I would be, um, booking in some time to role play, um, with Scott, um, but also on the Monday calls as well, depending on how much time you guys have, have got, um, doing some role play. Together as a group as well. That's what I'll do for you, Scott. You got A6, D3, E3, S3, S5, S6. Took a lot to work on that. That's good. F3, F5, F6. Let's have a look. That's a scale. Okay, S3 is I think gonna be a huge one for you. You have at least one full day per week to work on scaling the business because if you're gonna sign four clients a week, you're gonna you can't just be you probably shouldn't be doing as many sessions as you are doing. At the moment. Obviously, I know that's going to change when you hire someone, um, but, uh, when you have like, you know, multiple team members, as you know, we need to make sure we, um, you know, have and improve the systems, um, as, as they grow. So I think S3 is definitely going to be the biggest one, um, for you, which we're kind of already working on. Uh, A6 and D3. Just have a look at those ones. Oops. So, every, every week starts with a full sales calendar. To be honest, I think you know what to do for that. It's just about doing the calls, especially if you said you got 60-odd calls to do. Um, so give us some feedback if you think there's a there's a big issue there, but I think it's probably you just need to actually, um, get the calls booked. Um, but I think obviously once you have another trainer, I think it's going to take a bit more pressure off because then you can just give it all the new clients straight to the new trainer. Um, and D3, I could easily manage if my number— Yep. Yeah, so a lot of the stuff comes down to you need to hire a Hire another trainer, which you already know. I think it's gonna be one of your, one of your focus points. S3, S5, S6. Yeah, cool. So S5 for you, Scott: my team can deliver as well as I can, and my clients get great results without needing me. That comes down to you. I know you don't have the, the trainer just yet, but that comes down to you training up the trainer. Every week to be as good as you. So that's why you need like the one full day to work on the business. That'd be like training up, training up your, your other trainer to be as good as you. And then like, for example, it'd be like after every, uh, not after every session, but, you know, picking 10 clients a week to get detailed feedback on what that trainer did, what they did well, what they could improve on. And then that following week, having a meeting with the trainer and say, hey, look, here's how you can— we've got some feedback on this, this is how you can improve it, let's put it into practice now, type of thing. Okay. Um, I only do activities that are effortless and fun and bring me huge value to my business. That one's going to be— obviously you need to decide what you actually want to do in the business, what energizes you the most. I know for me it's like sales and marketing, and like this type of coaching is what energizes me, which is why I still do that stuff, this stuff. Um, so you just got to decide what that kind of looks like. So, um, that's probably something that we could do as like a, you know, some one-on-one calls about, you know, getting rid of stuff that you don't like doing. And this is what I was talking to Mel about the other day. need to like— if you go through your, your week and look at what stuff is actually draining you, which stuff is actually like energizing you, you should get rid of the stuff that drains you because you're going to be a lot more happier and you're going to take much more action because you're doing stuff that you actually enjoy. Um, so yeah, that's, uh, that's what I think you should do, Scott. But obviously a lot of it comes down to Getting a trainer. Good stuff. Okay, does anyone else need help? Or who else? Anthony, Mel, let us know your 2 in a second so I can make sure you guys are on the right track. From there, what we're going to actually do is we're going to do the 6-week impact filter. So ideally you guys only really need 2, 3 at absolute max, but ideally like 2 big tasks that you're going to focus on for the next 8 weeks. So you can see in here we've got what's the problem that you're trying to solve, what difference will it make, what does done look like, so the actual outcome, like specifics in here. And then you're gonna put in what are the 1 to 6 big chunks of work you've got to do, and what are the 1 to 3 next actions, like small tasks that you can do. And then you're gonna give it a project name. So as an example, I'll just do like Scott's. If you don't mind me using you as an example, Scott, I'm just gonna use your one as an example. So the problem that you're gonna solve is you're pretty much full for face-to-face PT and you don't have anywhere to put new clients. That's the problem that you're trying to solve. What difference will it make? It'll enable you to still sign 4 clients a week to hit $50K a month because all new clients will go to the new trainer. What does done look like? You've hired a trainer and you get 4 new clients a week. That's pretty much what I would say for that. The big chunks of work to do is, if you haven't already, I would be putting up an ad or starting the process to hire someone. Step 2 of that would be conduct a 2-step interview process to identify the best type of person. Small chunks of work that you might need to do, you might need to, and this could be a small task or a big task, I'd probably try to move your sessions around so you have one free day per week. I'm not sure how possible that is, but, uh, I would be looking to, to do that to get some time back there. Um, but the only other thing that you would probably put in there as well is, um, like even like a big, big task would be forecast what marketing strategies, uh, you need to have in place ready for when a new trainer would start with you. So it's a lot like preparation for when the new trainer obviously starts. And then project name, you could call it, um, I don't know, you can call it whatever you want. You just call it something relevant to what you're doing. So, um, you could call it Second Trainer Booked Out as an example for the project name. So give it like the outcome that you want, and then you're gonna do the same thing for the second one. So I think there's 3, 3 6-week impact filters there. So I want you guys to fill this in now. Give me some time to do this yourself, and then I'll help people as you guys go through it. So firstly, before I leave you to do this type of stuff, does anyone have any questions? Or, or if you're not sure what to do, just put a, put a yes in the chat so I can do this, do this with you. Or if it's going to help, if someone wants to volunteer, I'll do theirs with them. Side note, we're doing very well for time, by the way, because this is our second last step of the process. Once we go through these 2 projects, then we're just going to make a bet with ourselves. And by the way, if you guys made a bet with yourself in, uh, in Sydney, now's the time to see if you achieved your bet or not. And remember, if there's a punishment You guys need to do the punishment. And equally, if you, if you got the result, then you get your, get your reward. Okay, I've got nothing in the chat. I'm gonna give you guys a couple of minutes now to finish this. We need to do 2 projects. Okay, so get it all out of your head on paper, and then ideally what you want to do is like print these out and literally have them In front of you. I've literally got mine. So that way it's always front of mind. Yes, I'm gonna keep an eye on the chat here, and I'll— once someone's finished, I'll go through it with them together to make sure everything's in there. So once you've done one of them, give me a done in the chat. Anyone hear that music?

Nah, man.

Can you hear it now?

Yeah, go on there in the chat.

When you're done, just chuck a done in the chat. All right, give you guys another 30 seconds. You guys should have at least one done. Does anyone want to volunteer to run me through their first project as an example for everyone else? Either everyone's too shy or they're not finished yet, so I'll give you a little bit more time. But I want— Mel, are you happy to share?

Yes, what would you like to know? Sorry.

Can you, uh, can you run me through the whole project? So what's the problem, the impact, the outcome, and what are your big chunks that you need to do, and what are your small tasks that you need to do?

Um, the problem I'm solving is I just need to increase my revenue. Um, To get from where I am to $10K.

Yeah.

It'll make a difference because then I'll be able to help more people, obviously, and then I'll have a lot more time back to myself and be able to do more things with my daughter and show up better for my clients. Because if I have more time to myself, I'll recover better and things like that and get better results for them.

Okay, awesome.

Done looks like having $10K on my Excel sheet or adding up on my little tracking. I guess that's what I wrote.

Yep. Cool. And what do you need to do?

I need to watch the marketing blueprint again. Watch the generic generate organic leads one. Every day I've been doing this. I've been calling. I set myself weekly goals. So I've been calling 10 people a day, DMing 10 people a day, and chatting to at least 5 people on the gym floor. And then I've got like a little— I've done this, it's like a little tally chart, and I tally it every time I do it at the gym. It's like I stuck it up in my little locker area and I tally it every time I talk to someone. So that's been working heaps to get my, um, you know, sales booked in and stuff. Yeah, and I just do it all the time. Even if I'm between sessions, I just constantly talk to people now.

That's awesome. Okay.

Yeah, so I think that's working awesome.

Was there any small tasks?

Oh, I just need to plan out my content a little bit better. It's back on track now, but I just need to do that. The small tasks, I guess, just to keep learning is just to improve. When I've got spare time, I always read novels and improve my knowledge because that just keeps, you know, if I'll bring that into my comp sessions, brings more value and makes it more professional. So things like that.

Yep.

Cool.

That's good. The only feedback I'd say is just make sure when you're doing like, when you're putting stuff in like the big chunks and the small chunks, just make sure it all relates back to the same problem. Oh yeah, like if those novels and stuff help you, you know, make more money and whatnot, then sweet. Um, but if they're just like, you know, random, random— yeah, no, not, not relevant. Um, that's good.

Okay.

Um, well done. Um, Scott, can you unmute and give us an example for you as well, just so we've got 2, 2 examples?

Yeah, mine's pretty straightforward. I mean, You kind of went through it anyway, but hiring a trainer, scaling, getting time back to have a day on the business. The outcome looks like a trainer in the gym and trained for how I do things and all new clients going to them.

Okay.

So running an ad looking for a trainer, 2-step hiring process to get the right one, all new leads going to them, and then scaling myself back to get more time to spend on the business. Easy.

Yep, nice and easy. Yeah, yeah, it's as simple as it gets really. So Liam, just let us know in the chat, do you need any help with, with yours, or are yours good to go? But the good thing about this is— yeah, sweet, good stuff, Liam. Good stuff about this is get it all out of your head. And then literally, like, when you go through like the big, big tasks and the small tasks, you can literally just allocate time in your calendar to get that stuff done. So if it's like putting up an ad for, um, a PT, like, cool, today or, uh, you know, tomorrow, for example, I'm gonna block out half an hour and put up an ad for getting a PT. And then you just, you kind of like pre-plan everything so it just gets, gets done. Okay, so last part of our session today, and then we'll wrap it up. So up the top here, there's room for 3 projects, but obviously we usually just suggest 2. So put the names of your projects, and then we usually print out this page as well. So the impact— why is this important? Who does it impact and how does it affect them? So does it impact your family? Does it impact your friends? Does it impact your parents? Who does that actually impact and why is it important to them? And then this is optional, the 6-week bet, the risk and reward. So you're gonna put some pressure on yourself if you like. I don't make this compulsory because I'm gonna leave it up to you guys. But if you wanna put some more pressure on yourself to make it work for whatever goal you set yourself, What's the risk and what's the reward? As in, there's a punishment if you don't hit the goal, and you want to make it, you know, a relatively hard punishment, which gives you more pressure to take more action. And then the reward as well, equally make it like really, really good reward so it makes you take more action to get XYZ reward. So this is the last page we're going to do. So I'll give you guys 90 seconds to do this and then we'll, then we'll wrap it up. Very productive today. And by the way, Mel, about the organic stuff, we're doing a training next Friday on that exact topic as well. So if you can make next Friday, that'd be—

I can because I blocked it out. I've been blocking things out. I'm like, in big caps letters, and that's it. I don't schedule anyone.

Nice.

Awesome.

Well, yeah, that'll, um, that'll be a good one for you to come to next week. All about organic leads. All right, so we've got about a minute. So most important part of this is you're writing down why is it important, who is it impacting, and how does it actually affect them. And then once you guys have filled in this last page, just put it done in the chat as well, and then we'll wrap it up. All right, Scott's done. Awesome. Just give you like another 15 seconds or so. This should be relatively straightforward, this one. Cool. Liam's done. Cool. Mel's done. Cool. Let's wrap it up. So in summary, what we've gone through, we've done a bit of a reflection on the last 8 weeks, and now we've done the forecasting of what you guys wanna achieve. So you've got your goal of what you wanted to achieve. You know how many clients you need to hit in total and how many clients you need to hit each week. And if you really wanna go a step further for how many clients that you need each week, you can reverse that even further and say, cool, how many consults do I need to book in each week? It's just easy number if it's a 50% conversion. obviously double the amount of clients you need each week. So if it's 2 clients you need, you need 4 consults. And then you can even reverse engineer it again and say, cool, how many people do I need to call each week to be able to get 4 consults? And probably gonna be like maybe 15 people as an example, depending on what your average conversion is from lead to booking. So my suggestion, Is I would be printing your 2 projects at a bare minimum, but I would also print this one just so you have the reason why it's important, because it's going to keep you more motivated as well. So, um, yeah, job well done today, team. Uh, we will wrap it up nice and early so you guys can go enjoy the extra 23 minutes. Remember next week on Friday, we're doing the Organic Lead Engine training, which is gonna be all about getting leads on social media. So that'll be a nice juicy one. But as always, if you guys have any other questions, post them in the school chat. And yeah, enjoy your weekend with whatever you get up to. And Liam, again, congratulations again. Thank you. Have an epic weekend, guys. All right, I'll catch you later.

Bye.