Matt Dart coaches fitness business owners through a 6-week planning cycle, showing how to set income targets, convert them into client-acquisition numbers, identify bottlenecks in lead generation or conversion, and commit to two focus areas with concrete next steps. He emphasizes printing your plan, making a personal bet to raise stakes, and using AI tools to move faster.
Chapters
Okay, 6-week plan today. So, uh, by far one of the most important sessions that you guys need to be doing every— usually every 6 to 8 weeks we do this session. Most business owners, or most PTs, or any business, they generally only do a planning session once a year. Now the challenge, or the, the bad thing about that, is it's all well and good to have the intention when, when you set the plan, But if you don't look at that plan again for another 12 months— all right, I'm just gonna— everyone, um, yeah, if you don't look at that plan again for the next 12 months, you just forget about it and you just go into subconscious, uh, and you just don't take anything, uh, you don't take any action on the new stuff that you wanted to do. So this is why we do this every, uh— oh, sorry, yeah, Harley, I'll, um I'll send it to you. And if anyone else wants to print the 6-week plan document, it's in the link— oh sorry, it's in the chat right now. Uh, but yeah, as I was saying, if you're not going to look at the plan for like 12 months, nothing's ever going to change. That's why we do it every 6 to 8 weeks, because it gives you an opportunity to work really hard on one or two things for that 6-week period. Then you can chill for a week, and then you come back, reset, and then we basically go again. So you, you get a lot more stuff done. Um, so I'm not just telling you guys this just for the hell of it. I literally do this myself. These were the 2 things that I focused on over the last 6 to 8 weeks, and I'm redoing my planning, uh, planning day, um, this afternoon. So, uh, just in the chat, who has done the planning session before? Just so I get a bit of an idea. Just say yes if you've done it before and no if you haven't done it and this is your first time. There'll be a few people doing this for the first time and a few people that are done this for a while. Cool, so I think we're about 50/50. Half of you guys have done it, half you haven't. That's okay. Uh, okay, so I'm going to start sharing the screen in a second, and I'm going to walk through the, uh, document. So you can either— if you guys want to make a copy of the document, you can, and you can obviously, um, write on the Canva doc. Otherwise, you can obviously print it out like Carly's doing at the moment. Um, now this process Does take a little bit of time because we are going to analyze your previous 6 to 8 weeks in business. If this is the first time you're doing this, we're going to analyze the last 3 months. Okay, so very important, if you're, if you're brand new to this process, last 3 months we're going to analyze. If you've done this before, only the last 6 to 8 weeks. Okay. Everyone see the screen? Cool. All right, let's get stuck into it. Okay, the hustle recap. So this is where we're going to reflect on what's happened previously. And so we're not going to really forecast anything right this second, we're just going to reflect on what's, what's happened previously. So We're gonna do what worked, what didn't work, what are we gonna do next time, and what are we going to commit to doing. So as in 3 to 5 things we wanna have in each column here. So once you guys are ready, I'm just gonna give you like 90 seconds to get this stuff done. There's a lot, there's a lot of work to that needs to be done in this session. Okay? So it's not something, it's not a session where you just sit back and listen to me talk. We're gonna actually do the work today. So what worked in the last 6 to 8 weeks? Maybe your sales conversion was really good. Maybe you started posting on social media consistently. Maybe you chose the new niche. Um, yeah, whatever it is for your individual business. So this is all individual. I mean, you can put it in the chat if you want, but this is more— I'm just going to walk you guys through the process to do it together. So what worked in the business can be little things, can be big things. And then once you've done that, we're just going to go straight over to the next one. What didn't work? Obviously the opposite of what worked. All right, so you guys had about a minute for what worked. We'll go 60 seconds for what didn't work. And if you've done that one, just go straight to the next column. So what are you going to do next time, and what are you going to commit to doing? So for example, what you could do next time— maybe you were calling people at the wrong times, as an example. Maybe you were not planning your social media content and it was very rushed. So next time you're going to pre-plan your social media content, what you're going to commit to doing. Maybe you need to commit to doing a Sunday brief where you plan your week on Sunday instead of just doing it last minute. That's just an example. Obviously you guys do your own thing. I'm going to give you another minute for this whole page, so you should have 3, at least 3 things. So what worked, what didn't work, What are you gonna do next time? And what are you gonna commit to doing? Side note, I'm super excited. I actually literally, um, I just signed up to do some MMA, uh, classes. If you know what that is, it's, uh, mixed martial arts. So I'm gonna, I'm gonna get bashed and choked out, um, on the mat, which should be fun. Um, super nerve-wracking, something I haven't done before. But, uh, you gotta get out of your comfort zone. All good, Harley. You can obviously always catch up if you fall a little bit behind. We've got about 15 seconds left and then we're going to go to the next, next part. So if everyone can let us, uh, let us know when they're done so I can get some feedback, and then we're going to move on to the next part. So again, you guys ideally make a copy of this. You won't be able to edit the template. You gotta write it down somewhere, or you can literally write it in the Canva document, but you need to make a copy first before you can actually edit the document. Okay, we're going to keep moving on. So again, a little bit of reflection, and then we're going to go into the future now. So we've got past, present, and future. So What are you, what are you most proud of in terms of the wins? So what wins did you have in the last 6 to 8 weeks? If this is your first time doing it in the last 3 months, what are the wins and why were they important? What are you most confident about? So maybe you learned some new things recently that you're super confident about. And then what are you most excited about for the future? So again, we're ideally aiming for 3 in each column. And then down the bottom, we've We've got the 6-week plan. What do you want from this cycle? Now this is, this is not what we're going to commit to from today. This is just getting a bit of an idea of what you think you might want to get out of the next 6 weeks. Maybe right now is going to be a really good time for you to go all in on social media as an example. Maybe you're going to start paid advertising. Maybe you're going to, um, I don't know, maybe you want to have more of an online presence. You know, whatever it is for you, just to ideally 2 or 3 things to get, uh, get us thinking about what we want to achieve over this next 6 to 8 weeks. I'm going to give you guys, uh, we'll go 90 seconds for the top part, that'll give you another 60 seconds for the for the bottom part. And by the way, the winds don't have to be super big winds either, by the way. So I'll give you guys another 30 seconds on the top part. So even for the present stuff, or what are you most confident about, it can be stuff that you've already learned previously that you're still really confident with. And then future, what are you most excited about? I'm super excited about AI stuff. You'll see a lot more stuff around AI with me because I am going right down the rabbit hole with that stuff. Okay, if you guys aren't done, I want you to move down to the next section, the 6-week plan. What do you want to get from this cycle? You can't even put in there some goals in terms of how many clients you want to sign, maybe a specific income you want to achieve. Um, because also remember, the next time we do the 6-week plan, we will be in Sydney for our live event in, uh, what is it, 16th and 17th of July is the next time we're going to do this. Um, so who's coming? I think most of the people here are coming to that, I'm pretty sure. I think— can't remember. But if you, if you aren't sure if you're going, uh, it's included in your membership. You just got to get there. Um, but if you need the information on all those details. If you guys just go into school and type in event— maybe not— type in Sydney. Here we go, Sydney intensive locked in. So 16th, 17th of July at The Ridges. If you guys want to stay at the resort, I can get you a 20% discount. Otherwise, just stay nearby. You can obviously just walk over. Uh, we're gonna have some epic guest speakers that I'm locking in very, very soon. But more importantly, you get to hang out with everyone, uh, for a couple of days as well. So let's keep moving on. Okay, so now we're going to go through the vision. Okay, so for this part, um, more like future, future pacing. So what do you see for the next 6 weeks ahead? What's going to happen physically, mentally, financially? I want to get super detailed on this stuff. Doesn't always have to be about money. It can be about what's going to happen physically, uh, spiritually as well, if you guys are into that stuff. Up the top here we've got cycle, and then we're going to put a name in here. I just want you to leave that blank for the time being. And the, the beginning date is today, so the 15th of May, and then it ends on the 17th of July, which is when we're going to do this next. So today's date for the beginning, and then end, end date is 17th of July. So future planning at the moment, what's going to happen in your business physically, mentally, financially? Give you guys 90 seconds for this. Write down as much as you can. Give you a little secret: the people who are the most successful in business know exactly what they want. Exactly what they want. So if you're vague with this type of stuff, you just— you're not gonna— you're not gonna be able to take the required action to get the desired result because you're not super clear on exactly what you want. I'm gonna give you guys an extra 30 seconds. And then we're going to move to the next part. Just to give you guys an idea of what's going to happen from today, so we're doing a little bit of reflection, a little bit of future pacing, but then we're going to analyze what's currently happening in the business in terms of what's the one or two biggest bottlenecks. And then we're going to figure out what training you guys need to watch, uh, or what things you guys need to talk to me or Scott about to solve the problems that you've got right now. All good, Harley, don't stress. Um, has everyone else finished? I give you guys more time if you need to. Good old Genesis. Anyone else done? Just give us some feedback in the chat. I can give you more time. I'll give you a little bit more time, but if you guys just want to let us know once you've done it, so that way I'm not, um, going too far ahead. Maria, awesome, great to see you. We're just doing our planning session, um, so I'll send you the link. You obviously wouldn't have done this process before, um, so this first time— I never completed a plan so fast. Hopefully that's a good— that's a good thing. Um, this whole process should take probably just over an hour, um, to get done. Um, but the whole point of it is to do a little bit of reflection This is why we only do it like every 6 to 8 weeks because it's very quick to kind of, yeah, reassess what's kind of happened. You're not reassessing like freaking 12 months worth of stuff. And then we run through a very specific process to identify the biggest bottleneck. So Maria, if you want to open that link, make a copy, you can make some notes. We're just future pacing what we're doing. Um, at the moment. Yeah, the last plan was 3 months at a time. Yeah, I mean, like, everyone has like their own way of doing things, uh, and I've kind of evolved over the years. When I first started business, it was like, it was never— we never used to plan at all. Uh, and then when I worked with a different mentor, it was, uh, similar to that. It was like every, every quarter, every 3 months. Uh, and then I went with another mentor who had a different philosophy, which was like 6 to 8 week sprints, and I really like, like that because that way, like, if you think about it, 3 months is a long time. If you're like, if you lost a little bit of momentum, it's difficult to get it back unless you kind of reset. Um, so like, if things didn't go to plan, it's only 6 to 8 weeks away before you can reset and realign. And if you're doing really well, uh, you can still carry on that momentum past that 6 to 8 week mark as well. So it works quite well. Yeah, spot on. Um, okay, next part. Um, this one's going to be, uh, the freedom aspect of it. So we're gonna, we're gonna set a 12-month goal, and this could be client-wise, could be session-wise, could be income-wise. I'll leave that up to you. And then we've got the mini adventure. So although it's good to, you know, make the money or blah blah blah, you also want to have some fun along the way. So it's, it's, it's no, it's no good making a lot of money and not having any fun or having any lifestyle or any freedom that goes with it. So we put in there a mini adventure. Um, so we're going to be, so we're in May now, so mini adventure from May, June, uh, or you can go July before the next event. So obviously we've got the event in July, of course, but ideally if you guys were to put down something that maybe is already booked, or maybe you might be able to think about booking something It doesn't have to be a big holiday. It can literally just be like maybe you go out to dinner with your partner or take your family out for a nice steak, as an example, for a little bit of extra fun. Maybe you want to go away camping for the weekend or something. Maybe you go down to the Gold Coast or wherever nearby for you guys. Or maybe it is a big type of holiday. But I want you guys to think about what's something fun or like a mini adventure that you guys can do. Between now and July? I know obviously July is going to be a good adventure when you, when you see us in person, um, but maybe is there, is there anything you can do before that that you can have some, some fun with? And then the last one of course is the money target. So for those who don't know, we track, um, your income each month. So each month we send out a text message to track your income And if you increase your income by a certain amount, you get a certificate and also a trophy that we send out as well. Now these are the kind of the rankings, I suppose, in our business. So you got $2,500. This is monthly income, by the way. $2,500, $5,000, $7,500, $10,000, $15,000, $20,000, $30,000, $50,000. Each time that you kind of level up, there's a bigger and badder trophy that gets sent out. So a few of the guys here have got some pretty cool trophies that they've got recently, but ideally you guys want to be pushing for the next level so you can, you can get up at our event, you get a nice little presentation from me, I can give you your trophy and certificate. Um, in person. So, um, I'm gonna spend a little bit of time now going through how to work out how many clients you need in total and how many clients you need each week to do it. So actually, before I do that, I'm just going to give you guys 60 seconds to fill in the top part for the mini adventure and the 12-month goal. And I want you guys to determine what type of dumbbell you want to go for, for the next event in July. Okay, generally what, what our aim is for us as a program is we want to increase by 1 dumbbell each time we do this process. So most of these are an extra $500 a week in income, so an extra $2,000 to $2,500 a month, if that gives you some context. Does anyone want to share in the chat any mini adventures that they've got coming up? We are going to— I'll share mine. We're going to— I had two options actually. I could either go to Townsville or I could go to Bali. Anyone want to have a guess in the, in the chat which one I chose to do? Please say Bali. Well, I have a story for you. Um, so actually, I, I'm not going to Bali, unfortunately. I'm actually going to Townsville. So this is, this was actually my scenario. So I had, so, so Uh, just my wife is Jess. So for this example, Jess is my wife. Um, Jess has her sister— or nephew, sorry— that lives in Townsville, and they invited us to the footy game. So the Cowboys were playing the Dolphins, um, and she gets free tickets, and she recently moved up there. Um, she's only 18, so she's basically by herself with no family around her. So we've pre-planned to go to this footy game to catch up with her, which we hadn't booked any tickets for just yet. Now, my newest mentor that I just invested in has a retreat in Bali the same weekend. So me and Jess are going back and forth, had a few arguments about me going to Bali versus her going to Townsville. And we actually found out that the accommodation that the the Bali retreat was actually sold out. So unfortunately, Townsville is where I'm going. Otherwise I'd be going to Bali for sure. I actually haven't even been to Bali, so if anyone has any recommendations for Bali— I actually have not been to Bali, believe it or not. So, um, yeah, if you've got any recommendations on where to go next time, please let us know. Okay, back to— back there. So Dean's obviously coming along to Sydney, which is epic. Holly, 10-year wedding anniversary, how good. Absolutely, weekend away. You should come up to the Gold Coast. Um, for those wondering now, I actually live in the middle of Brisbane and Gold Coast, so if you guys are in Brisbane or Gold Coast, I can come hang out. I'm pretty much right in the middle of Brisbane and Gold Coast. So let me show you guys how how to work out how many clients you need before the next intensive, which is in July, and how many you need each week. So let me work this out. And if any, if any of you guys need help, then I'll help you guys work it out as well. So in this example, I'm going to show you guys what would be required if you're wanting to go from $7.5K to $10K per month. So that's an extra $2.5K per month. Okay, now one thing you need to know is you need to know what your average spend is per client. So to work that out, you either go, how many clients do you— oh, sorry, yeah, how much income you're bringing in each week? Let's just say, for example, it's $2,000. And then, and you also need to know how many clients you've got. So let's just say it's 20, make it easy. $2,000 divided by 20 is $100. So my average spend per client is $100. Just put a 1 in the chat if that makes sense. So to make sure, because sometimes this gets a little bit confusing, one in the chat if that makes sense. You're making $2,000 a week, you've got 20 clients, which means your average spend per client is $100. Is that making sense? No one's put anything in the chat. Is that confusing? Okay, makes sense for one person. It's good. Okay, so you need to work out your average spend per week. Now, if I want to go from $7,500 to $10K, So you go $10,000 divided by $7,500 is $2,500 per month. Per week, so you go 2.5 divided by— or you ideally want to go 4.4 because sometimes it's 5 weeks— that's around about $568 per week that you need to increase your income. So quite simply, you're going to go $568 divided by your average client spend, which in my case was $100. So I need 5.68 new clients in total. So obviously you just round up to 6. So you need 6 clients, so you put 6 in here, and then you work out to be how many new clients you need each week. So between now— so we've got 1, 2, 3, 4, 5, 6, We've actually got 9 weeks until the Friday of the event, so basically 8 weeks, 8 weeks until we catch up in Sydney. So basically 1 new client per week. Okay, so if you want to increase by $2,500 per month, if your average spend is $100 a week, you basically need 6 new clients, which is basically 1 new client each week. Does 1 new client each week sound hard? Let us know in the chat. No. Now obviously I'm not taking into consideration clients that leave, because you will have some clients that leave as well. I'm not taking that into consideration right now. So if you, if you said yes to that, we need to work out what you need to do to get 1 new client per week. And for Dean and Crystal, because you guys don't have the luxury of being in commercial gyms, you guys are at a higher volume in terms of what you need to do, meaning you need to have more conversations. In the DMs, or you need to attract more people into the DMs to have more conversations with you. Whereas the guys like Perry and Liam, for example, or Harley, they can literally just go up to people on the gym floor. That's a lot easier for them. So let's reverse engineer now what you guys need to do. So quite simply, for Crystal, Dean, anyone that's online coaching, um, or doesn't have access to a gym, quite simply based on the stats that I know, every 50 conversations that you have in the DMs gives you one new client. Okay, so if you need to get one new client every week, you need to be in the DMs having 50 conversations every week to get one new client. You might— you guys might be a little bit better, who knows, but at a worst case, you should be by 50 people, um, you should be having at least one, one turn into a client, uh, which means if you want to have 50 conversations, generally only 30% of people will even respond to your message that you send. So realistically, we need to be— if we go 150 new connections That'll give you 45 conversations. So every week you need to be starting 150 conversations. And this is the way you can obviously use paid ads to your advantage as well, which for both of you guys, that will be soon, but probably right, right now, this second. So, um, So 150 conversations, which basically means that you ideally need to— if it's new followers that you're talking to, you need to ideally get 150 new followers per week. Which for some people like Crystal, we obviously just caught up, that's probably not happening right now. So obviously we need to work on the content, of course, which is probably one of the things that you want to focus on for the next 6 to 8 weeks, uh, or we can start doing some like follower ads quite soon, which we need the organic content to perform first, and then we can get into some follower ads, which we'll, we'll go through in a second. If you guys in commercial gyms, uh, let's do the same example. Uh, we'll go extra $2,500 per month, so you basically need an extra $568 per week. Uh, again, if we say we need 6 clients we'll go on the average because everyone's obviously a little bit different. We'll go on the average. If you need 6 clients, most people will convert at about 50%. So if you want to get 6 clients, you're going to need 12 consults. And if you need, if you need 12 consults, 80% of people are going to show up for the consult, which means we need to allow for 20% of people to either cancel or not show up. Which means, um, let me just work this out. So 16— or we'll go 15. 15 consults at an 80% show-up rate will be 12. So you need to book in 15 consults in the, in the next 8 weeks. So basically 2 consults a week. Okay, I'll ask in the chat, if you're in a commercial gym, how hard is it to get 2 consults a week? And even simpler to that, to get 2 consults a week, you're going to need to talk to about, uh, about 5 people. 5 people you need to talk to. Now the next thing you got to consider as well, 5 people that you need to talk to, which means 30% of people are not going to answer the phone. So we need to reverse engineer again, how many calls do we need to do? Okay, 16 calls a week will get you 4.8 conversations on average. Let's just say 17. So for commercial, commercial guys, 17 calls a week. In the chat, is that hard? 17 calls a week. 17 calls will get you 5 convos, 2 consults, 1 client. But online, 150 connections, 50 convos, 1 client. To be fair, that is a very conservative number for the online guys. Realistically, you should be able to convert 1 in 30 depending on your offer, but the main point is it's high volume. Is this making sense so far? Just say yes or no in the chat, please. Just want to make sure that is landing because you guys need to reverse engineer what you need to do each week to get these results, which is why we do like a 6-week sprint. Awesome, everyone loving it. Okay, awesome. Next thing I want you guys to do, I want you to put in the chat, what is your income goal to hit before the Sydney event? Is it $5K, $2.5K, $7.5K, $50K? What's your monthly income that you're going for? 7.5 for Harley, awesome. Everyone else? 10K for Perry, awesome. 7.5 for Liam, awesome. Being consistent, 6.5, beautiful, beautiful. 5K for Maria. Awesome, love it, team. Good stuff. So now we need to figure out what exactly we need to focus on to get those results. So we need— we know what we need to do in terms of, um, conversations-wise or consults, for example. Now we're going to do a little scorecard on identifying the biggest bottleneck in your specific business. So if you're under $10K per month, this is going to be your scorecard. If you're over $10K, this is going to be your scorecard. I think most of the guys here are under, um, so even if you are over $10K, because obviously this is going to go out as a recording as well, even if you're over $10K, um, per month, start on the lower end first because this is more the foundational stuff and it's more than likely you don't have all this stuff sorted just yet. So how it's going to work, I'm going to read out the statement and you're going to mark yourself a red, yellow, or green. I'll give you some context in terms of what it would be like. You guys obviously know your business more than me right now, so I want you guys to be honest with your scoring. More than likely we're going to have a couple of reds that are going to happen at the moment, and they're going to become the bottlenecks that we're going to focus on first. So long term, if we think about it, we do this process every, every 8 weeks, usually, usually no more than 8 weeks, usually between 6 and 8. Every 6 to 8 weeks, we work on 2 things at a time or 1 or 2 things at a time to fix. Once we fix them, we move on to the next thing. And over the next, you know, 12, 24 months, all those things get fixed and you have a really good profitable leveraged freedom business. Okay, if you're ready to get stuck in, just put a 1 in the chat. And I'll start reading out the scorecard. And you guys can mark yourself red, yellow, or green. Just put a 1 once you're ready to rock and roll. Alrighty. So first one's regarding attracting— this is more lead generation stuff. So I can easily bring new leads into my world quickly with low-cost advertising. So this is not— this is more specifically towards like paid ads, low-cost advertising, which means you're still spending money on ads. If you are not spending money on ads, it's a, it's a red. If you're spending some money on ads and it's quite expensive, then it's a yellow. If you're getting leads for under $10, it's a green. So most of you guys probably won't be doing ads just yet, so we'll go to the next one. Next one, I have consistent flow of new leads with no cost strategy. So this is lead generation with no advertising spend. If you get, uh, under 5 leads a week, it's a red. If it's yellow, is 5 to 15. Green is 15 plus. Okay, so I'm going to go through these semi, semi quickly. You guys give yourself a a score red, yellow, or green based on your— based on what you think. My program offers sells itself because it's so attuned to my ideal client. This is probably toward more sales conversion. Green would be if you got an 80% conversion. Yellow is a 50%, 50 to 80%, and under 50% is a red. I never waste my time on sales calls with low quality prospects. Similar thing. Red will be under 50% conversion, yellow is 50 to 80, green is 80% plus. The price of my program offers a great return on investment for my clients and a healthy profit margin for me. This is more of a self-reflection, as in, do your clients get really good results pretty quickly, uh, and do you have a high profit margin? So more of a self-reflection on your pricing. I'm not going to give you a range on this one because it's very individual. So you guys can decide red, yellow, or green. My prospect qualification and sales process is fast, smooth, smooth, connected, and effective. Again, this is more of a self-reflection, um, I'll let you guys determine your own score on that one. Next one, I could easily manage if my number of clients quadrupled overnight. If it's a yes, it's obviously green. If it's a possibly, you might have to change some things, it's a yellow. If you definitely couldn't, it's a red. Client show up to every training excited, they engage throughout, and they do the work. So this is more if you're working with like the right clients. Are they excited to come to your sessions? Are they bad clients, for example? Uh, and you have clients that, um, complete the programs on their own, or do they just not do anything on their own? So this is probably regarding like compliance. I'd probably say if you, if you got 80% compliance for most of your clients, it's a green. 50% to 80% would be yellow, and if your clients are 50% compliant, it would be a red, or under 50%. Every client gets a tangible return on investment win in the first 30 to 90 days and gives incredible feedback. So green if you're getting really good results and you're getting client testimonials, yellow if they're getting results but they're not doing any testimonials, and red if they're not really getting that good of results and there's no testimonials. Last 3: I have at least 1 full day per week to work on the business. Green if you have 1 day, yellow if it's maybe a half day, red if there's no time set aside to work on the business. My clients can easily access all training material and resources required to learn and implement. Prime example: do your clients need like an extra, um, extra education on like supplements, on sleep, on recovery. If they do, if you have documents they can easily access, like a school community for example, then it's a green. If they— if you do have the training but they can't really implement it or they can't have access to it, it's a yellow. And if you have none of the above, it's a red. Last one: I have a simple and effective way to market to my list, track prospects through the sales process, and take payments from from clients. More of a self-reflection thing here. Red, yellow, or green. Okay, I'm not going to go through the over $10K, um, because we don't really have anyone here. Perry has gone over $10K a few times, but Perry, if you've got none in the red, which I highly doubt, there's usually a few things that we can obviously improve on. If you've got nothing in the red, then you could go to this one and give yourself a scorecard. But I'm not going to go through all that right this second. So in the chat, how many, how many reds do we have? Give us some feedback. 3 reds, 2 reds, awesome. What we are, what we're ideally doing in this in this process is finding the, you know, the one or two biggest bottlenecks that we've got in the business. So Maria, 4. Awesome. Harley, 2. It's normal to have reds. There's always going to be problems in business. It's never going to be perfect. There's always going to be stuff to work on, but we're just trying to find the biggest one or two things to focus on for the next 6 weeks that are going to drive the biggest amount of growth. For you. 5 for Liam. Awesome. So if you guys have more than 2, I want you to circle the 2 that you think are gonna help you the most in business. Because what we ideally usually do is we only want to have like 1 or 2 things to focus on for the next 6 weeks because then you've got full focus on that stuff. Okay, so I want you guys to pick ideally 2 things that's going to make the biggest difference for you. Then, where are we up to? Yeah, we've gone pretty good for time. Next up is the roadmap. So most of you guys will be the $5K to $10K. A few of you guys will be $10K to $30K. But how this works is you see these, these numbers on the side here. So the A3, A2, A1, C3, etc., etc. They match up to the roadmap down the side here. So for example, if it's S3, so I have at least 1 full day per week to work on scaling the business, come down here and say S3, which is free up 1 day. So some of these things are just actions that you guys need to take. And some of them is specific trainings that you want to watch to get back on track. So what I want you guys to do is match your top 2 things to your top 2 red bottlenecks, and I want you to match it down here to what training, um, to what training to, to do, uh, or, uh, if it's not a specific training, I'll tell you what you guys actually need to be. And because what we got, we got 7 people on here live, I'll be able to tell you guys specifically what you guys need to, to focus on. So what I want you guys to do, I want you to put in the chat the 2 things that you're gonna be working on. For example, if it's, um, D2 and C3, I'm going to put those two things in the chat, and then I'm going to give you guys some individual feedback on if there's specific training that I want you to watch. Okay, and if you can't decide on the top two bottlenecks, then put the 3 or the 5 and I'll tell you which ones you should focus on. Okay, A2 for Perry, C3, D1. Okay, what's A2? Generate organic leads. I completely agree. C3 is triage and consult roadmap. Cool. And D1, which is launch offer service. The D1, let me just go back to that one. Okay, cool. So Perry, for you, I think D1, the training that you want to watch is the delivery system, which is how to get clients really good results and how to get social proof, which is client testimonials. So anyone that's got D1, the delivery system is the training that you want to watch for that one. The A2— A2 is I have consistent flow of new leads from no-cost advertising. If you guys are in commercial gyms, it's the Marketing Blueprint. A lot of you guys are probably already running that stuff, but, uh, you need to probably look at what you can do better. As in, if you're getting new member leads, you need to be obviously contacting them, but then you also need to be contacting them for the 30-day review. And the 90-day review, uh, and obviously giveaways, doing them every 3 months. Uh, and then Perry, your last one was C3: never waste time on sales calls with low-quality prospects. So that one is going to be your triage process. I think your consult roadmap, uh, your consults are pretty, pretty good. I think we might need to just pre-qualify a little bit more, which is called the Discovery Call Formula. So out of those 3, I would say, well, I think we need to work on the client results in terms of, um, getting really good feedback and getting a specific result in a short amount of time, because how you're going to keep people long term, I think it's going to be a big thing for you. Um, And I think you're gonna have to decide if you think lead generation is the biggest issue, uh, or if you're getting enough leads but you're wasting time with time wasters. You'll have to decide which one is better. I don't know exactly how many leads you're getting right now, so you'll have to decide that one. But if you want to have a conversation after, we can, we can go through specific stuff as well. Okay, so for everyone else, uh, for the next, next one, so Harley C3A2A3, uh, so Marketing Blueprint, absolutely you should be all over that. And if you're not doing what I just said before, you need to re-look at that. For most, most people in commercial gyms, you guys won't ever have to do paid advertising, right? Never. So And you don't necessarily need to use social media to get leads. Um, yeah, correct, Harley, you just gotta do it. Um, leads are never a problem in commercial gyms. If anyone says you've got a lead problem, it's not leads. You're just not doing what you're meant to be doing. So you need to go back and probably do a refresher. If you haven't done a giveaway in the last 3 months, I would do a giveaway to get some traction back again. Um, generate organic leads. I know you've been obviously focusing on the social media side of things. I'm just not sure that's your biggest bottleneck right now. Um, and then C3, in terms of, uh, triage and consult, if you're, if you're finding people, are you finding that you're wasting time with people, you want to do discovery call formula, same as what I told Perry. But if you're talking to people and they're just not buying for whatever reason, it's either going to be your objection handling process or how you actually run the consult. So Consult Roadmap, um, Consult Roadmap and Objection Navigator. First, you need to give me a little bit more feedback if you think it's like the people that you're talking to are just not having a bar of it at all, or the people that you are talking to are 50/50 and you can't get them across the line. You'll have to just give me some feedback on that. Yeah, sweet, you know where you're going wrong. Cool. Uh, okay, so Liam Dawson, A2C3. I would not worry about generating organic leads, uh, because that's obviously more regarding social media. Um, I would be focusing still on the Marketing Blueprint. I think what you're doing there is, is great. I feel like you're getting enough leads. Just correct me if I'm wrong, but I'm pretty sure you're getting enough leads. And then C3, again, Triage and Consult Roadmap. If you're finding the people that you're talking to are a complete waste of time, Discovery Call Formula. If you're struggling to convert people that are 50/50, redo the Consult Roadmap and Objection Handling. I know we've been focusing on objection handling previously, so we might just need to revisit that. Dean, A2, A3, uh, yours is going to be A2, generate organic leads, which is the organic lead engine, which we are pretty much already doing. We obviously just need to work on the volume, which we've already talked about before. Uh, the marketing blueprint won't be relevant for you, so I wouldn't worry about A3. The one thing that I would look, look at for you is you'll be— you probably want to prepare yourself in terms of education, in terms of the paid ad side of things. Um, so I think you were there for the training, but the 4 Pillars of Paid Advertising, I want you to get familiar with that, and the Meta Ads Machine, because we want to start educating you on, on that stuff. So when you get WeFlex set up, we can just go straight to some paid ads. This valuable stuff so far, team. Cool. Okay, let's keep going. Maria, C2 and C3. So triage and consult roadmap. So Yeah, so we don't have too much data on you because obviously you only, um, just started with us. What I would suggest is ideally— and let me actually check the stuff that Scott told you to do, just 2 seconds, because he might have already told you to do some of this stuff. And then I'll get to you after that, Crystal. Okay, so he said— yeah, so consultation roadmap's already in there. Cool. So if you haven't watched the consultation roadmap, uh, I would be definitely, um, doing that one. Let's go back to my screen. So consultation roadmap will help you with your sales conversions and how you structure the consults. I wouldn't worry about the discovery call formula just yet for you because we probably want more volume with how many consults you're booking in so we can improve your sales process. And when we say set your price, that's going to be the pricing matrix. So they're pretty much the two trainings that we've identified for you at the moment, depending on what's actually happening in your consult at the moment, potentially also objection handling as well. We've only just started like a week ago, so we probably haven't gone through objection handling just yet for you, but that's something that we might want to go through in the next couple of weeks. Crystal, A2, C1. A2, we just talked about this, organic lead engine, so you're all over that, and the advanced hook engineering, so that's perfect for you. C1, that is master sell by DM. Yes, completely agree. I think you've already watched the DM Formula, uh, training. Um, so this is one of these things that you're gonna have to consistently review. So one thing that, that you can, can do, where you can get me to do it as well, is you can use, um, our AI bot to give you feedback on your DM conversations, or you can use a standard AI, um, as well, like Claude or Manus. If you like, if you use, uh, Manus AI, that actually integrates with Meta. So you could literally, you could literally do this like today. You could be like, does anyone use Manus, by the way? M-A-N-U-S. Basically, you can integrate that with Meta, so Facebook and Instagram. If you guys do that, um, you can basically say, can you look at all of my DMs, look at my conversations, and tell me how can I improve my DM closing process. This is the document that I'm meant to go off. So you can literally give it the document that I train you guys on, and you'd be like, hey, this is how I should be doing it. Where am I going wrong? What can I improve on? And you can literally do that every single day on your DMs to improve it. And Dean, for example, you can do this as well. Otherwise, you can send me screenshots as well, because I obviously know the process, of course. Um, so I'd encourage you, Crystal, to send me some screenshots or post in the community if you're open to it, uh, where you can use obviously AI to give you feedback on the DMs. Good stuff, Harley. AI stuff is going bonkers. So Manus and Claude. Are your best AI services at the moment. Awesome. Okay, team. Now the last part we've got to do, we are flying through this. This is awesome. So there's two things we've got to do. So we've got 6-week impact filter. So if you've got two things to work on, you've got to do two of these. If you've got three, obviously you do three. If you've got one, you do one. So you're going to fill this out. So what problem are we solving? What difference will it make? What does done look like? What are the 6 or 1 to 6 big chunks of work to do? What are the 1 to 3 next action items you can do? Then you can call it a name. So for example, I'm just going to do an example for the marketing blueprint. So what problem are we solving? We're not getting enough leads organically from the gym. What difference will it make? If we get more leads, we'll be able to get more consultations, which means we'll get more clients. What does done look like? It means we have consistent, um, at least 10 leads coming from the gym each week, which means we book in at least 3 consults a week. What are the 1 to 6, 1 to 6 big chunks of work to do? Watch the Marketing Blueprint 2.0 is the first one. A small task that I could, that I could do would, would be block out times every week to call leads. And another task could be schedule a meeting with the club manager. A big chunk of work could be set up a QR code at the front of the gym to get people to book in automatically when they first join the gym for their health assessment. Okay, so you're just trying to lay out all the tasks that we need to do to have this thing ticked off. Okay, so I want you to do that for the first one. Call it a name if you want. You can call it Marketing King as an example. And then you do the same thing for the second one. Okay, so it's going to take a little bit of time, some of you guys, a little bit of time to to complete this document, and then obviously I'll be here to help you guys through this. So, uh, I'll let you guys get started. Does anyone have any questions so far on this? Good so far. Cool. Okay, so I'm going to give you guys 90 seconds to get the first one, or most of the first one, done. So what I told you guys in terms of the trainings to watch, that should be like the big chunk of work to do because most of the trainings are— well, some of them are shorter, some of them are like 45 minutes to an hour, so it's a big chunk of work. But you know, for example, if it's, if it's Organic Lead Engine or something to do with social media then it might be a big chunk of work that you got to do is maybe you need to, uh, you know, pre-plan, you know, a couple of hours in your calendar to be able to plan out your content every week, as an example. Or maybe you need to research other content creators to see what's working, which by the way, you can get Claude or Manus to do research for you on that. Or maybe you need to set up an AI, um, AI service with Claude or Manus to help you fast-track these things. Doing good so far, team? I'll give you another 30 seconds and then I'll check in with how everyone is going. Yep, fill in the whole page. So ideally do the left side first, so, so you're super clear on what you're, what you're doing. So what, what's the problem? You should, you should already know that from the bottleneck analysis. What difference does it make? And how do you know it's actually done? How do you know it's actually— you've actually solved the problem? And then, by the way, you don't have to have 6 big chunks of work to do. It's just up to 6 and then up to 3 small tasks. So the whole point of this is getting you super clear on exactly what you need to do, because as I said at the start, the people that are super clear on what they need to do get much better results because they're not just trying to figure it out on the go. They're not being reactive. So we're doing— we're being very proactive with this approach so we know exactly what to do. And you can plan out the whole next 6 weeks so you can be super productive with your time. Has anyone done the first one? Awesome. All right, does anyone want to— is anyone open to volunteer to go through theirs with me just to make sure you're on the right track? All right, Crystal, unmute yourself. Awesome. You can hear me? Let's hope this works. Yeah, I can hear you. Okay, that's okay. Um, so can you just talk us through the left side first? So tell me what the problem is, what difference will it make, and what does it done look like? Um, so the problem is Not getting enough views on my social media posts. Awesome. Keep going. Um, the difference will be more people seeing my content. Yep. Uh, and the, uh, what does the done look like? More views on my reels and potential new followers. Yep. So I would just say, um, we ideally want to have like some specific numbers in there. So let's just say, for example, um, your average view count is XYZ. So the problem is you're consistently getting, I don't know, 500 or 1,000 views per reel. What does done look like? It would be you're getting consistent, uh, 2,000 views on your social media, for example. Or you're getting organic new followers from your content. Does that make sense? Yeah, cool. And then what have you got for the big chunks and small chunks? Um, I've got two for the big chunks. The watching the, um, Advanced Hook, Advanced Hook video training. Yep. And then make sure you have a good hook within the first 3 to 5 seconds. Yeah, I would say, uh, okay, go through the small steps next. And it was just the vid to watch the video. Okay, cool. So what I would do, what some suggestions that you could do as well, so definitely watch the video of course. Um, big chunk of work that you could do is use AI and give it access to your Instagram and say, I want you to audit my social media account, and I want you to tell me how I could get more views on my social media. That's going to take a little bit of time. Um, and I also want you to even like— this could be a big chunk or a small, small one— would be before you post like a carousel or a video, I want you to upload it to AI and I want you to say, how can I make this video get more views? You guys should be using AI for almost everything, just in terms of brainstorming. Not getting, getting it to do everything for you, which it can do, it can do a lot of stuff for you, but getting feedback on how you can improve. Literally every single piece of content that I make, every single email is proofread by AI to make it better. It's not doing it for me, but it's proofreading it or giving me feedback on how I can make it better. Uh, Dane, ChatGPT is crap now. Just get rid of it. My suggestion is for anything to do with Meta, um, I would use Manus. So Manus as in M-A-N-U-S. Ai, and everything else Claude. Uh, Claude can still do the Instagram stuff or Meta stuff for you. It's just that Manus has the direct integration with Meta, so it's a bit easier. So if you guys get stuck using AI stuff, then just let us know, um, because I'm all over this stuff at the moment. Um, but literally You guys want to be using AI like every single day to bounce ideas back and forth and see how you can improve, um, what's happening in the business. All good, Dean. Uh, so there is a— obviously there is free versions, um, as well. Um, so I encourage you guys just to test it out for free, see if you like it, and then obviously if you like it, then just I would, I would upgrade. It's like $20 a month. Um, but, uh, yeah, complete game changer in terms of the, the feedback that you can get. Um, don't forget as well, we've got our own AI bot as well in school. So if you want to use— obviously my AI bot won't be able to access your Instagram, etc. You'll have to give it all the data. Um, but obviously the difference being My AI bot is trained on the stuff that I've taught, so if you want to specifically my feedback, you can use my AI bot. Otherwise, obviously Claude, Manus, etc., they can give you— obviously they can access a lot more stuff at the moment. But, um, Crystal, you're on the right track there. I think we obviously just need to be a little bit more specific on the outcome that you want. And then I would utilize AI to help you with this type of stuff. Because it, like, prime example as well, like a big chunk of stuff that you could do, you could literally go to AI and say— and the key to AI stuff as well, team, is you need to give it as much context as possible. Meaning, hey, this is what I do for my business, uh, I want you to research the internet on Instagram and Facebook and tell me who my competitors are. I want you to analyze all their content, and I want you to tell me their top 5 posts and why they perform the best. And then it'll do that in like 5 minutes. And then you can be like, cool, now that you know about my business and also the top, um, content creators in my space, tell me how I can make content for my business that's still going to be tailored to me, but also in a way that's going to go viral. As an example, you like that type of stuff, you did it yourself would take you 5, 6 hours. It would take Claude probably 20, 30 minutes of you going back and forth with it. So use that stuff to your advantage. Thanks, Crystal, love your work. All right, team, so you guys should be— should have done 2 of those now. So you should have 2 things. My recommendation is print them out like I do and put them like at your desk if you work from home, or if you, uh, wherever you do like your work stuff, um, when you're working on the business. I would put it, put it there so it's front of mind. And the last thing that we've got to do is impact and effect, and the 6-week bet if you're open to it. I'm going to explain what that means in a second. So you should have— I'm just going to mute you again, Crystal, thanks for volunteering. You should have— I put 3 projects here, but obviously we should have ideally 1 or 2. Just put the names of the projects in here. So this will be like your final page. So ideally you want to print out the last 3 pages, so 2 of the 6-week impact filters, and then you ideally want to print out this last page once we finish it. So I just want you guys to put in why is this important, who does it impact, and how does that affect them. So you've got some buy-in, because it's not only going to affect you, it's probably going to affect, you know, partner, brother, sister, boyfriend, girlfriend, uh, clients as an example. How is it going to affect them? And once you've done that, we're going to talk about the 6-week bet. So quick little story on the 6-week bet. Now I'm not going to force you guys to do this if you don't want to, but it is a really good way to increase the stakes, um, of you taking action. So when there's more pressure, you take more action. So I've done this a number of times, but I made a bet with myself at the start of the year when I did this process And the bet was regarding my social media. I decided that I wanted to go pro with social media, so like I hired a video, video editor, videographer, etc., etc. But I said I, my bet was I needed to hit 500,000 views for, for, for that next month on my Instagram. And if I didn't, I would have to run a half marathon. And for context, I've never run more than 10 kilometers. In my life. So what happened was I took significant amounts of action because I didn't want to have to run a half marathon. And if anyone wants to have a guess of the result, some of you guys already know this. Aslamu alaikum. Um, basically what happened was I, I got very, very, very close. I hit like 480,000 or something, uh, which is awesome because I usually hit like 100,000 or 150,000. So I took a significant amount of action, and now, right now, like on average, I usually get around 200,000 views every month on my social media. So by taking that amount of action, I've just raised my standard, raised the bar of what's possible. Uh, which is a really good thing for me because I had that, that, uh, I had the, the punishment, I suppose, at the end of it. So I didn't achieve the result, so I do have to run a half marathon. I've, uh, I've booked that in to be, I think, pretty soon after I get back from Sydney. So unfortunately, I, uh, I have to do a half marathon, which I'm not looking forward to. But, um, if you guys want to increase the stakes to get you to take more action, I encourage you guys to do the 6-week bet. So as in the risk, as what's at stake, if there's something that you don't want to do, then put that in there. And then if there's something that you really want to do, then obviously put that in there as a reward. The reward, if I did hit it, was a nice weekend away with the whole family at a really nice fancy resort in, in Brisbane. It can be as big or as little as you want, but think of something that's going to, um, get you to take action. So I'm going to leave that part up to you guys, um, because some people were a little bit, little bit scared of having something like this, um, but I would encourage you guys to do it because I did it myself and got some pretty epic, epic results. Um, so I'm going to give you guys 90 seconds to finish this page, uh, and then we will wrap it up. Doing very good for time. Just to recap, just so everyone knows what they're doing, putting the, the projects at the top. Why is this important? Who does it impact and how does it affect them? And if you're open to it, the 6-week bet. Maybe if you're flying to, uh, if you're flying to Sydney, maybe you could upgrade to business, for example. Just throwing that out there. I actually think a lot of people, um, are actually in Sydney. Actually got a few people traveling, which is good. All right, is anyone done? Probably give you guys another 30 seconds. So once you're done, just click done in the chat, please, so I know, and we'll, uh, then we'll wrap it up. Awesome, Liam, great stuff. I'll just give everyone like another 20-odd seconds to finish, and then if you guys need to, you can obviously finish it, um, on your own as well because we did finish about 15 minutes early. Awesome, Perry, great stuff. All right, I'm gonna start to wrap this bad boy up. So basically this process went from reviewing the previous, you know, previous 6 to 8 weeks to now Uh, we've identified the biggest bottlenecks in the business. I'm going to stop sharing for a second. We've identified the biggest bottlenecks in the business, uh, and then we've got the exact roadmap that we need. Uh, so you've got whatever training you need, and you've also got, uh, how many leads you need, how many contacts you need, etc., to get the specific result. Most people should just need one client a week to achieve the next goal. So you guys need to focus on whatever that is. If you're online, you need to obviously have 50 conversations a week. If you're, um, in commercial gyms, you need at least 2 consults a week to get 1 new client each week for most people. So all we need to do now is take action. So, uh, I would encourage you guys to print it out, as I said, hang on the fridge or put it in the office if you have an office at home, and take massive action. Um, so I'll, I'll leave it there. Uh, I'll see you guys on Monday, and I hope you guys have an epic weekend. Bye for now. Bye.
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