Client Hotseat: Michael Bosman 6k-10k/month

Also good to see you as well, Dean. There's a few other people jumping on as well. Jonathan Clint's back here as well. Awesome team. All right, so how this is going to work, we've got a wonderful guest today, Michael Bosman. He's. He's at Anytime Fitness, as you can tell by his shirt there. He's. He's based in Ballina, New South Wales. So what we usually do here, like once a month, we'll get like a client of ours to, to jump on and just share some of the insights that they've had in our program. He's been with us for, I think, just over 12 months now, I'm pretty sure. So I think he started in January 2025, which is awesome. And he's gone from, and you can correct me if I'm wrong here, but according to our records, you started at roughly around about 6k per month when you first started. And you have to upgrade that mean on the, the current stat. But I believe you've just cracked a little bit over 10k a month, which is awesome. So part of the reason why we do this is to show you guys what's possible because I can tell you all the stuff that I've done, I can tell you what to do, but if you don't, it helps to hear it from other people in the community as well. And maybe one day you'll be up here as well being interviewed one day as well. So I'm going to basically go through the wins, the challenges, what he did over the last 12 months or so to get the results and then the questions that you guys have got. People get the best things, the, the best impact out of these calls when you just ask questions as they go. So, Michael, I'll just keep an eye on the chat and then if you're cool, I'll just jump in if we need to clarify or go into more detail. So firstly, for those who don't know, I kind of gave you a bit of an introduction, but can you give us a bit of a intro of, you know, how long you've been in the industry for and a little bit about who you are and who you coach?

Sure. Well, as Matt mentioned, my name is Michael and I'm the head personal trainer here at Anytime Fitness Ballinar. I've been a PT now for just under five years. So I joined just before COVID Hit, which was a major challenge to get started in that environment. But since then I've had a full book of clients on and off for about, say Two or three years. But Covid was definitely a challenge getting that started. As far as personal training goes, at the moment I'm doing a mixture of face to face and also semi private. In the past I also did group training as well, but I've moved away from that and just focused solely on pt. Also at the moment I have a lot of fairly large clientele of NDIS clients, so I'm moving into that space as well. And as Matt mentioned, when I first started with Matt, I was. My income was. I mean it was consistent but not where I really wanted it to be. So over the 12 months I've been working on, particularly on lead generation and I've been able to scale that up to a regular 10k per month, which is. Which definitely solves a lot of problems in my life. And so far I. I've managed to keep that consistent, which I'm very happy with.

Yeah, 100%. So I want to dive into basically what you did during that time to. To get those results. I remember one of the pivotal things for us was the business didn't really get affected when you went on holidays a few times. So I definitely want to talk about that because a lot of pixies feel like they can't go on holidays, um, because the business goes backwards or, or whatever. Um, so can we go back to when you first started? So you're still making like decent income? Like 6k a month is like decent. Yeah, nothing so complain about. But what were you. What were you. Obviously you mentioned, like lead generation activities is what we focused on. But what were some of the things that you wanted help with from me when you first started?

Well, two things. One was lead generation help with systems more than anything else because I didn't really have a framework to work off. What I did before I started with you is that more often I just walked the gym floor. I was just present there and that was basically it. But after I started working with Matt and I had more of an idea of how to take the client list or the member list from the gym and work with that in a more systematic way. And I've just been more or less. I've been sticking to that ever since and it's proved a game changer.

Yeah. 100. Once you've got kind of the system down packed, it kind of just happens on, not autopilot, but you can pretty much just tap on the lead engine whenever you want, really. Especially in those commercial gyms like Anytime Fitness, Snap Fitness, Good Life, World Gym, all that type of stuff. Okay. Cool. So I was actually looking back through the, the stats that we, that we had on file and you actually went from 6k a month to 8k a month in just two months. Which is, which is. Yeah, relatively, relatively fast. It's an extra 500 bucks a week if you, if you don't the math just yet. So what were some of the things that we did when we first started that had that biggest impact to go from 6k to 8k super, super fast.

In particular working with the member list. But there were three parts to that member list, basically looking at 30 day NA, so non attendance, looking at people who had birthdays and people who had, who were up to the three month stage. And I basically just focused on that. That was the easiest way to get, to get to that level. Yeah, but and in a lot of cases I don't think, especially in this gym, no PT had really ever done that before. Especially with a 3 month review and with a lot, in a lot of cases with those, with the members that I did that with, they were, they were very happy to do that because no one had ever approached them before, no one had ever followed up with them. And so I got a lot of business that way which was good. And there were other things I did but I focused solely on that for just those, that couple of months. And I've, I still do it today. And it's, it's more what I would call drip feed than anything else it does. I mean consistently you'll be looking at roughly about say 20, you're gonna say 20 to 30 leads per week off that. And so it's a drip feed. How many of those turn into consults? Well, it's, it can get down to single digits but it's a fairly regular single digit. So if you were just to focus on that alone, just based on my experience, that would be, that would be something that would be constantly going in the background and then you can add layers on top of that.

Yeah. So basically what I'm hearing is although it wasn't a massive amount of volume, which is still decent, it was consistent. Consistent pretty much week in, week out. And common theme here team. If you guys have listened to a few of our interviews before, like Scott, Amy, Perry, now Michael, they've all said the same friggin thing. They've all said they're doing like I say, like growth tasks, which is making sure you've got enough people to call each week, having consults booked each week, which means you're signing clients every week. It's Almost impossible to go backwards in income if you've got consults booked in every single week. So was it, was it a matter of. Did you used to do calls every week? Was it like every couple of weeks or every month or what was your kind of.

Every week? Every week. Every week. I made sure that I was booking minimum two consults a week. And so I set myself that target and I just didn't get off the phone until I got that.

Yeah, love it. Dean's got a question here. How do we generate those private PC leads through the gym or is it an other avenue stream? So I'll just quickly touch on this and then Mark, I'll get your opinion. Most of these leads are from Anytime Fitness database, from my understanding. And just actually I'm curious as well. Did you also get. Did you also get leads from like local community or social media?

Yeah, yeah, yeah, from both. Although I must admit, in the past I was. I went pretty hard on my social media. I did really well with it. I've definitely eased off that in, in recent years. But I did some community outreach and that worked pretty well as well. I had some clients that were outside of the gym and so I trained them outdoors. So I had some equipment. I basically did some outdoor PT with them. Yep, that definitely worked. But yeah, the majority of my leads come from the gym itself.

Yeah, love it. Because there's a few people on the call that are either online only or maybe they've got like a home. Home gym. So can you touch on some of those community leads that you got? And even like that, the outdoor stuff that you, that you're talking about, how did you handle those leads?

One thing I did is I went to the Chamber of Commerce and I advertised there basically because that's where a lot of the businesses congregate or they've a lot of business contacts are. I had a couple of my clients at that time were already had businesses of their own. And so I made sure that I really gave them a good service and I got referrals from them. But just by doing that, the local chamber of Commerce. Yeah, that really. I got some. I wouldn't say I got a lot of leads, but I got quality leads out of it. So I was able to take that and make it into a group PT rather than just face to face pt. Having said that though, it's a fair commitment because you're now you're not just doing one person, but you're probably doing 15, 16 in one go. So it's a nice little money Earner, but it's a lot of work because that was semi private. So I was basically programming for 15, 16 people at a time on top of what I was doing in the gym. So long term, I didn't do that for very long. But if any of you out there are very. Are interested in doing something like that and really scaling relatively quickly, it's a very good way to do it.

Yeah. So let's just quickly talk about some of the other avenue streams as well. You talked about social media a little bit because we've got a few people on here that are online coaches. I know you say you're not really focusing on it too much right now. Was there anything specific that you did on social media that got you extra leads or that high quality leads that you were referring to?

Social media was definitely a long game. It took, it took a while for that to happen, but it was just a matter of me posting regularly. That's where I got it. And I basically just made the same sort of content. So I was speaking to a certain type of audience that when I first started it was just very general. But then I, when I really honed down, I started getting people inquiring and. And it took on a life of its own, which is good. So it made, it made sales conversion a lot easier because I had people who were, rather than say cold calling or cold dming, it was more. They were reaching out only because, well, in my opinion, only because I really hone down on a specific demographic rather than just giving general advice.

Yes, Huge, huge takeaway in that last name. So if you guys are online pts and you're trying to, you know, just help everyone, which everyone knows that you can help most people anyway. But if you're, if you're messaging or your targeting on social media is too general, then you're just not going to help anyone. And that's the reason why 95% of online PTS fail, essentially. I'll just.

Sorry, mate, I was cutting there. I'll just get. I'll give you an idea of how that worked. So when I first started, I made a commitment that I was going to post at least five times a week and I didn't really know what to post, so I just did whatever I thought was good. And then I asked the clients that I worked with what they thought I should post. So I did that. I didn't really, I didn't really go anywhere for about a month or so. And then when I started doing something a bit more specific, so I was gearing more towards 40 year old professional couples in their 40s. And I was gearing more of my content towards that. As soon as I did that, then that's when the lead started coming in. So people were saying, I wouldn't say it was, they were reaching out for pt, but it's more things like, well, how do I, how do I do that in my situation? Or how do I, what exercise could I do at home? And all those sorts of things. And then, then that's where I started building a bit more business out of it. Yeah, that wasn't, it definitely wasn't an overnight thing. It was, it took a while. It was well over six months work for that.

Yeah, 100. And for those who are obviously building your audience on social media as well, if you want to have those inbound type of inquiries, that stuff does take, you know, a fair bit of effort and time. But you can obviously have the, have it both ways. You can have the inbound inquiries, but you can also do the outbound as well if you want faster results from, from online. So we're only talking about one type of strategy there for the inbound side of things, for those who want to follow along as well. I've just put Michael's Instagram if you want to check out the type of content that he was making, if you guys want to check that out. Okay, so that's just. So we're a couple of months in now, so we're sitting around about that 8k per month. Mark, I want to know a couple of the, can we talk about some of the wins and stuff? I want to know some of the challenges that you face as well. Because you know everyone, especially on social media, they only tell you the, all the good stuff better and tell you all the bad stuff as well. So can you run us through a couple of the challenges that you faced? Don't have to be from the start, but even over the last 12 months, what are some of the challenges that came up that were difficult?

The, the biggest challenge I've had and I guess I still have it, is eking time to work on the business rather than in it. That's the, the biggest one because I have a lot going on, not only professionally, but personally as well. So just to give you an idea, I'm a competitive bodybuilder as well as, and I like to run as well competitively. So I've got to have time for that and that's a fairly big time commitment. But doing face to face PT means that I have to structure it in A certain way so that I'm able to do all those things but also work on the business at the same time. So they're long days and time management is definitely a big thing that I've really had to work on. Matt, you know that very well. I've been, I've chewed your ear off about time management in the past, how to, how to make it better. So that's the biggest one. I think the other challenge I had, especially with lead generation, especially when I first started, is being able to handle rejection. That was a big one. Not in the sense where you, you're on a, you're in, in a sales call or you're in a consult and people say no, it's more that just not getting any leads. So no matter what you do, just nothing clicks. You're not getting any bites on the hook, so to speak. So getting through that, especially when you first start was hard or when I first started was hard. But nowadays I just treat it as just part of the business. It just happens. You, you deal with that. And, and I've been able to, as far as the consoles themselves go, whenever I get rejection, I'm way better at handling that than I was when I first started. That was something I definitely had to get over. But now I just treat it as part of the process.

Yeah, that's awesome. And was there anything specific that you did to kind of overcome that? Not so much the fear of rejection, but dealing with the rejection that you were facing. Was there anything specific that you did or was it just over time you just got used to it?

One thing I, I'm not sure where I heard this, but I remember someone saying that you've got to wade through all the no's to get to the yeses. So basically just means that of a hundred leads that you go for, you know, you may not even get 20% of that. That's just how it goes. That's the nature of the beast. Not everyone's going to be interested in pt. In fact, in a lot of cases, very few people are. But there are those people who are, who want it, but are not quite don't know how to approach it or don't know where to turn. So that's where you come in. And I've always just approached it like that ever since.

Yeah, also it's, it's definitely all a numbers game, right? Because even when I tell people, especially like if you've got all these leads, a best case scenario, like you're only going to ever talk to maybe 30 of them, best case. Yeah. So you almost instantly like never going to talk to that, like 70% of people that.

Yeah, yeah. One other thing, one other thing you can do too is I find that let's say if you got a target of a certain, a certain target of clients that you want, I mean you break that down into its smallest part. So let's say if you, if you need, or if you feel like you need say 15 clients and just as a rough, as a ballpark figure, let's say it's 15 clients and you need that over say four months. So you give yourself four months. Well, that's basically you're looking at say one client per week and you gear it around that so that basically you do a whole bunch of leads but you have that in the background. That's the target that you shoot for. So rather than looking at it as a big, as this big overawing number, just go down to the small parts, the little parts. And as Matt mentioned, with the, with the leads you're probably not, I mean in my experience, let's say If I do 100 leads, maybe 20, 20 give or take, you get, you know, about 20 who will put their hands up. And then out of that, probably half of that may get to the next stage and out of that probably five will be consults. Out of that you may get one or two clients. So you focus on those small wins, those small numbers and eventually if you just keep it, keep it up with it, you'll get there.

Yeah, 100. Just a question. In the chat Jonathan's just asked, did you do free trials to get leads? Is this more regarding the. Jonathan just let us know if this is more regarding the online stuff or is this general, like any type of interest. Do you get, do you do like a free consult or is like a paid consult? Can you walk us through that?

Yep. So if it's a, if it's a gym based lead, then what I'll do is offer a. I've offered a whole bunch of different stuff over the years, but what I do now is I offer a health assessment and a strategy session which is free, it's complimentary. And how I gear it is that it's part of their membership so they're entitled to it. Usually I'll call the lead up and say for this month or for the remainder of the month you have this available and it's free. And more often than not they'll say that's great and they'll sign up that way. So that'll be the free version. And then during the strategy session, I'll make the sales pitch if it's an online lead. What I've done in the past is I've. I haven't given free trials, but I've basically just made the, the sales call. The. The, the discovery call. I guess you could say that's the, the free version.

Yeah. So basically it's all like. It's just like the console, essentially.

Yeah, yeah, 100%. It's just a phone version of the console.

Yeah. Okay, cool. Awesome. All right, so now let's talk about how you went from 8k to 10k. So was, apart from obviously the consistent calls that you were doing each week, was there anything else that you did to go from 8k to 10k? Because at the same time, obviously you would have been. People lose clients as well. Like, you'll probably go backwards a little bit sometimes. But was there anything specific you did or was it just the same thing every single week to get you gradually from 6k all the way to 10k?

There was. I did the same things that I mentioned before that was constant. The other two things I did during that time. One is I did a competition. I held a competition which was from memory. It was new. No, it was a version of the, the new year hamper. But I get it. I think it was Christmas in July. That's what I did. Yeah. So it's Christmas in July and. And I put out the competitions free PT for a month. I got, I got. From memory, I got well over 200 leads out of that. It was, it was sensational. And I only, I only kept that going for. For memory is about two weeks, two to three weeks. I remember Matt suggested a month and I said, well, I'll keep. I only needed a couple of weeks and my box was full. It was ridiculous. So that was one. The other thing I did, which I never really explored was referrals. So I actually asked clients for referrals. I was getting referrals here and there. They weren't that much, but I focused a little bit more on it and I managed to eke out over a two to three month period. Probably an extra five, five to six clients out of that, which definitely helped.

Nice. Awesome. Okay, can we, can we just explore how you got 200 leads in two weeks? I just want to explore because that's obviously not.

Yeah, so I just did. And it's in, it's in the. It's in the. It's in the classroom part of the, of the, of the app. So how to do the New Year hamper. It's. But I basically just did that. The only thing different that I did was I regularly posted. So I put, I put a post on the, on the clubs page, on my page and I did stories say three times per week. So I made sure that there was, it was constantly out there rather than, rather than just relying on a display in the gym, which I definitely did. And I made sure that people could see it really easily. So they were constantly going past it. But I advertised it also at that time I was doing group classes so I advertise it there as well. I told my clients about it and I said if you, if you get some, if you get a friends or friends to, to put their entry in, I'll give you double the entries. Things like that.

Yeah, love it. So basically had a. Multiple strategies within the one strategy.

Yeah. 100.

100 to kind of amplify that. So what. I'm not sure if you remember the exact details but out of the 200. Cause you obviously you're doing a fair bit on online, right? Do you remember or just roughly, maybe percentage based. Do you remember what type of stats there were from online compared to in person or even referrals?

Yes. In the wash up out of that I ended up getting 11 clients.

Yeah. Wow. And how much is 11 clients worth to you each week roughly?

If I was going off first, say just a very basic figure. If it's face to face, looking at roughly about 1100 a week.

Awesome. In the chat, please. Would it be helpful for you guys to get an extra eleven hundred dollars a week within like a two to four week period. Let us know in the chat if that would be helpful. So if you guys haven't done the strategy and by the way, even if you're online, you can still do the strategy. So we, we do like, we can do like a hamper version which is what Michael did or you can do like a simplified version which is just like giving away some free personal training. You can do the same strategy for online. The, the common theme here is you got to be consistent with the message that you're doing in terms of the marketing. And you're like 200 leads in two weeks is, is not typical. I'm just going to say that just so, just so no one kind of be like Michael got 200 leads. Why didn't I get 200 leads? Don't come for me. Okay.

I think it was just having said that though it was the time of year as well. I'd say if you were to do it at the new year, it might even be more. I've done some, I did something like that. I wouldn't say I did it as hard as I did this time, but I did something about a year before I started working with Matt and I only got, we've got less than 100 leads, so I think it depends on how hard you go at it.

Yeah, 100, I think, I think combining those, you know, there's two or three strategies, strategies in there definitely obviously help because like, even if you think about like the online side of things, if you think about people's attention span these days with like tick tock, Instagram reels and stuff, you know, three or four seconds, like max. For a lot of the time that people get you their attention, they need to see something like 15 to 20 times before they even act on it. Which is why like paid advertising is such a good thing because it just keeps popping up over and over and over and over and over again until they actually take action on it, which is awesome.

So, yeah, and can I say, can I say on that, on that too? I've had clients where they've, they haven't bought straight away and I've just kept following up with them and I've got nothing out of them. And then they saw, they saw me training someone else in the gym and over a period of time they've just been watching, watching, watching, watching. And then eventually they, they come up and ask, can you train me so that. So. Well, there's the low, the, the low hanging fruit with those hot leads who just want it straight away. More often than not it's going to be people like that to, maybe they're on the fence but they're not going to bite straight away they think, I don't really know. And then if you just keep following up on things like that, that's another, that's another way of generating leads as well.

Yeah. Some stats for you guys as well because I love all the stats because I track as much data as I can. 50 of people that come into your world, whether it's leads on in the face to face gym or online, 50% of people will never buy from you. They'll never do it. You'll have 20% of people who are willing to buy, not saying that they will buy, but willing to buy in the first 30 days of them coming into contact with you and the other 30% will buy in the next one to two years. So it definitely is a long term game. Just because they don't say yes on the spot to the consult that they've got. If they keep seeing your content online, if they, I keep seeing you in the gym, it doesn't mean that it's not going to come across the line eventually, but it's all, it's all just numbers really, at the end of the day, 100%. So. So right now we're probably at around, I think last time I checked the stats, it was 10,200 per month. You mentioned some of the challenges that you were facing is obviously working on the business. I think that's a pretty common thing for most people here as well. How do you, how do you manage your time now, now that you've almost doubled the business in the last 12 months in terms of how can you still work on the business? You mentioned, obviously it's pretty long, long hours. But do you have a structure that you could share with us that works for you? Like, do you have like a set day that you work on the business or is it just, I don't know, maybe do a half day on the business, like give us some ideas on that?

Yeah. What I did is I actually structured my week so that on Tuesday and Thursday I usually take a half day off. So I work the mornings and the afternoon is free and I don't put any consults in the afternoons. I do get asked to do consult or to train people in the afternoon and I say no because then that's my time where I can plan stuff for. It could be a lot of things like lead generation, social media programming, et cetera. So I dedicate those times to it. That doesn't mean that I do nothing else the rest of the week, but those are the days that I dedicate to the business itself. That was a big leap for me to make because at the time I was working Monday to Friday all day, your typical split shift, your typical PT split shifts. So had very little time in between. And I just found it was just unworkable. The busier I got, I just couldn't do it. I had to. I had to be able to pull the trigger and just say, I know this is unpopular for some people, but I'm cutting these times off and I'm not. I'm not going to be doing pt. I actually lost a couple of clients because of that. They were insistent that they wanted to do those times and they just couldn't. They couldn't. They were just inflexible that that happens. But I think if you don't do that, then depending on what sort of schedule you have. But in my case, if I didn't do that, then it would have been the weekends. And the weekends I like to do other stuff as well. I do like to have a life. So I figured that that would, that was the best way moving forward and it's definitely been way beneficial for my business, especially the more clients that I've had.

Yeah, well said. Sometimes you need to make unpopular decisions to benefit you 100 long term.

Yeah, I think also, also on that it's. I had, I had basically the same fear that maybe a lot of you had is that if I do that well, this person's going to leave and maybe it's going to really affect my business or I'm not going to be able to get any more clients, all that sort of stuff. But I think that you've got to be able to make risky decisions like that because I mean it is a numbers game. Sure. But at the same time, if you don't carve out that time for your business, then it's going to be really hard when you do get busier, if you're not too busy now, maybe it's not that important, but the busier you get, your time, especially when you're face to face, is constrained. So you want to make sure that you set boundaries as far as time goes.

Yeah, well said. And how much more beneficial is it long term now that you've spent time working on the business with systems and stuff?

100%. Yeah, totally. Especially with systems too because I didn't really pay that much attention to that. I basically did the session, got the money, that was it. But as soon as I got a structure in place and I had the systems in place for all types of things, then business was way smoother, particularly with converting clients and onboarding clients, it was way better before then I had, I just did it on paper, willy nilly. But now that I have a structure, it's way easier. It's a much simpler, smoother process. And the clients actually say that too. They say signing up was very simple, very easy. We just got straight into it like that. Whereas before it was just a little bit here, a little bit there. And I got lots of questions, well, what do I do now and how do I do this? All that sort of stuff. I don't have any of that anymore.

Can you, can you give us like a rundown then? Like we've talked a lot about lead generation and systems that seem to be the two common, common themes here. Systems wise, what's your onboarding process look like? Just for the people who, you know, might have a bit of a clunky process.

Yeah, sure. So I have on my, the training app that I use, I have a package system package on there which links to Stripe, which is the pay provider that I use, the direct debit provider that I use. And the client just signs straight through there. And not only, not only do they sign up through the payment, but also they're put straight into the system as far as the app goes. So they're already onboarded and all I have to do basically is write the program from there. Whereas before it would be a process where I'd get them to put the payment in, then I get them to sign a form and then I would get all their details and then I would put them in this particular text and then I would send them out this. And whereas now it's just basically all in one go.

Yeah. And what's the training software that you use?

So I use PT Distinction.

Cool. Leona, that's another one for you to look at, PT Distinction. There's so many different training apps out there.

Oh yeah, there's heaps. A lot of people, a lot of trainers that I know use Trainerize. That's the, that's the most common one. Personally, I mean, my, the, the app that I use with my bodybuilding coaches, Trainerize, I mean, it's a fairly popular one. I don't think it's bad. It's. It's a pretty good app. Pay Distinction. I'm not going to lie. Pay Distinction has its, has its drawbacks, definitely. But so does every app. They all work fairly well. They all have similar types of things. I think it really just depends on what sort of trainer you are and what you, what sort of business you have and what works better for you.

Yeah. Just a question in the chat, what are the drawbacks of PTE Distinction? Just like two or three things that you don't like about it.

One thing that I found was the. I had a problem with glitching in the app. So clients will be quest will be messaging me during the day saying the app doesn't work, I can't save things. And so asking the customer service is not that efficient because they're UK based. So you have to, you have to send an email, you may not get a. You probably not going to get a reply straight away. It's going to be a day sometimes. And so that's not convenient because now I've got clients screaming down my neck saying I can't use this app, something's wrong, blah, blah, blah. That's one. The other thing I found was pulling up client results and getting them onto graphs and things like that is not that simple. I, I had to, I found a workaround, but I noticed in other apps you can, you can tell graphs, for example, if you're checking their weight, how much weight they've lost. There's a nice simple graph like that. PD Distinction is a little harder to use with that in particular, but other than that, it's pretty good. One thing I do like about Peter Distinction is they have this thing called Pete Peter Distinction University, which basically teaches you in very simple form how to use it. And for the client in particular, it's very simple to use. So it doesn't take a lot of explanation. I basically just, I made a, I made a video how to use it and it took me less than two minutes because this, it's just very, very simple and basic so that it definitely works.

Awesome. Love your work, mate. All right, so now we've gone through what you've done to get your results, I want to know where you're headed next. So you're obviously pretty busy. You do obviously everything yourself. So you're a one man, one man team. What's the next step for you? What's the goal?

I definitely want to increase my online presence for sure, because I, even though I do have, I have a fair number of online clients, but I would definitely like to flip the script, so to speak, make that, make it more of a. Ease back from the face to face, so to speak. I do, I do really like training face to face. I definitely prefer that over online, but I would definitely like to carve out some more time for myself, that's for sure. So just, just as an idea, I, I would like to keep it. Eventually what I'd like to do is say, have a limited amount of face to face and much more online.

Yeah, awesome. So you mentioned you've got a fair few online clients as well. How do you actually, because you've had a, an instance where you've been pretty much basically fully booked face to face and we had conversations with. If you just sign people up, if you sign people up straight to online, or if you do some face to face and then go to online, can you run us through the process that you do now to, you know, obviously if you're still doing the consult face to face, do you just straight up sign people up to online or do you do a little bit of face to face first and then move Them over.

Yeah, well what hap. What I'll do now? This is all your fault. Matt. I, Matt recommended me do this. So what I did was I actually when I really wanted to hammer away at online, I basically raised my prices and I said that face to face is this much but there's this online version which is, which was much cheaper and they all went oh okay, I'll definitely take that because that's way too expensive. I can't have that. So that, that, that worked a charm. I ended up getting upwards, I started getting upwards towards double digits with online clients with that. It was a very simple strategy. Yeah, I was, I must admit I was a little skeptical to do that first because I thought I don't know if this, this, this might, I might be taking a hit to my reputation here. But, but it worked really well.

That's awesome. The old price yourself out of the market strategy works. Treat. Yeah, that works for like if anyone wants to like really get people on a very specific package. Like if you really want people to do two sessions instead of one. For example price your one session a week at like a hundred bucks a week and do two sessions at like 130 or 140 and they'll almost every time the two sessions instead of one it's the same like here's another example for you. You guys. Obviously most people buy coffees around here. You notice the small coffee is like $6. Then like a friggin large coffee is like 6.70 or $7. Yeah, people will spend more money if there's more perceived keyword perceived value. So is the perceived value is more valuable then they'll probably go with that option. That's really good. I want to, I want to have a, a few people the opportunity to ask some questions because generally people have a few questions based off what we've talked about. We've got only about 10 minutes left. So just in the chat, just firstly what's been most valuable, most insightful is what, what's one takeaway that you've had from this conversation and then if there's one question that you want to ask Michael, what question would that be? So just in the chat if you guys can post some stuff in there and then I've just got another question for you while we wait for a few responses. Are you with. So you obviously you're in a pretty good position now where you obviously pretty established face to face and you pretty established online now as well. How do you determine who does face to face and who does online Is it just based on their experience or do you have a certain process that you determine that?

Usually what I'll do is I'll present the packages to the, to the prospective client and I'll mention that this particular pathway will be much better if you are somebody who needs guidance or you're not really sure what to do. This particular path is better for someone who's self motivated. So it depends on which sort of person that you are. So what that those packages are. So usually I say that I've got a face to face hybrid model, which would be better if you really need a hand, your handheld through the process or if you're just ready to go straight away and you just need someone to be cracking the whip in the background. Online definitely works better. And I usually present it like that. I have a fair idea of what just in the consult I'll get a fair idea and it's just based on experience about what sort of person they are. But I usually leave the decision to them.

Yeah, one thing I'm just noticing here, I'm not sure if you guys pick up on this, but the way that Michael does this. Did you, did you notice there's no option not to get started with him? It's either do you want to do face to face or do you want to do online? They're the two options. So don't let your clients have an option to not get started with you. Say, hey, these are your two options. Which one do you prefer to go with? So that's a good one.

Yeah, I'll give you just, I'll give you an idea of what I say. Usually I'll offer three options to the prospective client. I usually give them a program only option because I tend to find that a lot of people here just want a program. All right, so I'll give them that. And that's, that is the bare minimum entry. And then I'll give them the face to face hybrid model. And then I'll give them the online model. And, and I, and I basically ask them which, which works. Which speaks to you. And then, so I don't say which one do you think of? Are you okay with this? I just say which one speaks to you? And then they'll say, and then they'll say the one. Sometimes you'll get, sometimes you get that I need to think about it or I need to talk to my partner. All sort of stuff that happens, you deal with that accordingly. But just by giving them those options like that, I find overall that that gives them enough Options, but it's, it gives them also a budget friendly option rather than just straight pt.

Well said, well said. A couple of questions in the chat with nutrition. So Jonathan says he creates the documents. How do you make them? Is it included in the app or do you have something different for nutrition?

So with nutrition, usually what I'll in the consult, I'll offer them what's called, I like to call it nutrition consult counseling. Sorry, nutrition counseling. So I give them the option if they want to, if they want to go down the rabbit hole with, with nutrition. I don't do meal plans or anything like that. I usually just say if you want help with nutrition, basically I want you to record your food for the next week in my fitness palm and then based on that I will give them calorie targets, macronutrient targets, and leave it at that. If it's a case where they're really struggling and they just can't, they can't, they can't make ends meet nutritionally, then I'll come in and give some nutrition ideas, some meal ideas, but that's as far as I go with it.

Yeah. Okay. So cool. And does.

Oh yeah, sorry, one more thing, sorry, one more thing about that. MyFitnessPal connects to PT distinction. So in that regard I can actually see their food diary, what they're, what they're eating on a regular basis. I can't actually see the actual foods, but I can, I can see the numbers and that's basically all I need.

Yeah, I was about to ask, does it actually connect to PT Distinction? So read my mind there, mate. Cool team. Any last minute questions to drop them in the chat now. But I just want to take this opportunity to, you know, thank Michael for his time to jump on here and explain, you know, the. Well, firstly, how epic the results are that you've got. You almost almost doubled the business and you're relatively established already, which is awesome. But I think the common theme here is like, you know, systems and lead generation. But the lead generation system, if I give myself a plug there, the system works if you just do it consistently. It doesn't matter if you're face to face or online, just consistent lead generation systems work an absolute treat. So yeah, thanks again Michael for jumping on and sharing your story 100%. And I'm not sure if you've confirmed yet, but hopefully I'll be able to catch up with you in person in our Sydney event in, in July. But if you guys want to meet some of the, the top performing clients that we've got as well. The best place to do it is at our events. So our in person event is in Sydney this year. So 16th and 17th of July. If you haven't booked flights or accommodation or anything, make sure you do it asap. Your ticket is, is included in your membership with us. So you just got to get yourself there. So I pay for your food when you get there and stuff. But if you guys want further details on that, it's just in, in school but no other questions have come through so we might wrap it up there. Just in the chat everyone just make sure you say thank you to. I see. Last question here. How long does Michael wait before he gives up on a lead that is uncertain to buy or sign up? What does he do to minimize that?

Good question. As far as following up on a lead goes, I'll usually follow up. I usually follow up for about three to four weeks after that. Then if I don't get any bites of the cherry at all, I'll usually leave it there. But if I do, I. I'll just keep following that until they say yes. I'll hound them down till they say yes.

Another rule of thumb here as well. The reason why Michael gets, you know, pretty decent results is because he doesn't just give up on the first rejection. Because most people you're going to also think as well like face to face PTS. 80 of PTS face to face PTS quit in the first six months. 95% of online coaches fail overall. So you gotta ask the question, why are so many people failing? And the question is probably one of the things that Michael just said. Yeah, yeah.

One other thing I will say about that. I've actually worked with a lot of pts over the time I've been just at any time. And so many of them are quit within two, three months. And the main reason why is because they sit in the office, they sit on their phones, they don't get into the gym, no one knows who they are, they don't do any of the lead generation stuff, they don't call anybody, they just expect clients to fall out of thin air. And so the best thing you can do, and the thing that I basically did when I first started is I just got into the gym, I was just cleaning up, but I had conversations with people. I'm a pretty introverted person myself, so it's hard for me to do that. But I wanted to get my face out there and so people know who I am and what I can do. And even when I was doing the PT sessions themselves, I made sure that I'm right in the middle of the gym so people can see me. So you want to be visible. You don't want to be just sitting around in the office in the background waiting on either your manager or your PT manager, whoever it is. Go out and and be active yourself. Go out and put yourself out there. It'll dare. If nothing else, people will know you're a pt, that you are. You are who you say you are.

Yeah, well said. Well said. Last question I've got for you is if you had any advice for people coming into the program, like even the guys that are on the call now. These guys are all pretty new to joining us. Any advice that you've got for them to how to get results in our community?

Two things I would suggest, and this is based on my experience. Number one, get your systems in place and number two, work on being able to attract clients because your providers aren't going to teach you how to do that. You've got to learn all that yourself. But definitely work on those two things. Lead generation, of course, being able to generate leads, just having that drip feed in the background definitely helps. So you work on those two basics, you should be fine.

Awesome. Love your work champion. Jonathan, that last question there. Watch the objections navigator. That'll tell you the force that framework to handle any objection, including partner, etc. I'll wrap it up there. Thank you so much, Michael, again for jumping on here and sharing your story. I really appreciate you.

Thanks people. Hope that helped for sure.

And for everyone else, hope you guys have an epic rest of your week was it Friday and enjoy your weekend. I'll see you guys later. Bye guys.

Cheers people.