In this solo episode of the PT Profit, Leverage and Lifestyle podcast, host Matt Dart breaks down the repeatable marketing‑to‑sales system that turned a new Instagram follower into a $15,000 client in just 36 hours. He outlines five key components: (1) crafting bio‑optimized, free‑value content that attracts ideal personal‑trainer clients; (2) using a ManyChat automation to deliver a free "Marketing Blueprint" PDF, collect email, and ask pre‑qualifying questions via voice and text messages; (3) combining organic posts with retargeted paid ads to keep the funnel fed; (4) handling DMs as a qualification step rather than a hard sell, then booking a discovery call where the actual close happens; and (5) continuously refining the system, which consistently brings in 4‑10 new clients per month. Matt emphasizes that the sale was effectively made before the call because the prospect had already consumed high‑value content, establishing trust and authority. He also shares metrics, the split between organic and paid sources, and a call‑to‑action for listeners to DM the word "10k" for help growing their PT business.
Chapters
The first thing about the system is you need to create the content that attracts your ideal clients. You need to have your bio set up correctly. You're calling out your ideal client so you specifically attract those type of people. Then you create content that is appealing to those people, like solve their problems for free. Don't hold back your best stuff, give them the best stuff. That's what separates you from everyone else. Everyone else is not giving their best stuff. So you give the best stuff out for free. You sell the implementation foreign. What's going on everyone? Matt here from the PT Profit, Leverage and Lifestyle show. This is episode 109 and I'm super pumped to deliver heaps of value for you guys. We're going to go through how I just signed a new client roughly around 15 15k and it went from being a follower to a new client in under two days or under 36 hours essentially. So I'm going to go through firstly why that happened and how you can pretty much do the exact same things. I've got like five key takeaways that I want to go through today to give you guys some context in terms of how this is even possible and as I said, how you can do it yourself. So this is like an effortless process. It's a system, right? So you follow the system and you get the results long term. It doesn't always happen like this by the way. It's not typical for this to happen, but it just goes to show what's possible when you got the right system and you got the right processes in place. So the first thing I want to touch on is the sale happened before the call. She was already pre sold before she even got on that call with me. So just to pre frame what exactly happened. So what's happened was she's consumed my content somehow, whether it's from ads or my organic stuff, she's consumed some content, decided to follow me and then what happened from there is my many chat sequence started which is an automated message and it was basically it's an automated message that gives her a free or I'm just going to say her for this example, it's going to give a gift. So we give a gift which is our marketing blueprint. It's basically a PDF that will help you get 50 leads or more as a personal trainer. Basically once they click to say that they want it, they put in their email address, it automatically sends them the PDF into their email. And then I also set up an automation where it starts to ask some pre qualifying questions. So for me, my pre qualifying question is, you know, are you a face to face or are you face to face or online trainer? Then the automation stops and then I take over the conversation from there. So I've got voice messages that we pre record that sends out as well. So basically, if you imagine like this type of person that's come into my world, they've consumed my content, maybe my podcast as well, I'm not sure. And then they followed me, then they get a free gift for following me. So even more value, I get value from that piece of content and then I start a conversation with them and basically pre qualify and see to see if it's going to be a good fit to potentially work together. And then we book on a call that essentially is how it happened, pretty much step by step. So she was already pre sold beforehand because I've got all the educational content, all the value in my content already. Like I give away some of my best stuff for free and that's why I get so many people from social media. Okay, the second one is I've kind of already touched on this content. Pre sold her before she even followed me. There's a lot of people that will just check out my profile and not follow me, which is fine, but eventually, eventually they'll eventually follow because not only will the algorithm show more of my stuff to that person if they check out my profile, but also my ads are set up to retarget those people that have already checked out my profile and maybe not have followed me or not have clicked on the link to get a free download, for example. Okay, so this is why, ideally, long term, not so much the short term, long term you want to have organic content plus paid advertising as well to back everything up. Because once your content is producing some wins and some value and getting good feedback, which mine is, then you can go and do some paid advertising to get you more eyeballs, more traffic, more attention. I suppose the third one, the automation builds trust instantly. So if you've already seen the content, you've already got heaps of value, then you get even more value. Yes, it's automated, but people know it's automated, right? They're not stupid. People know this stuff is automated and if they don't, then probably they need to wake up to themselves. It's a free gift. By the way, all the messages is basically, I just want to congratulate you on following me as a free gift. Here's our step by step process on how to get 50 leads per month as a PT. If you want to just click on the link and we'll send it straight over to you. Once they click on it, it says, cool, what's the best email to send it to? They put in their email and the automation says, perfect noise, I'll send it to you shortly. Just make sure you check spam folder. And then it says there's a voice message, which by the way, it's completely automated. A voice message goes through and says, hey, I'm super pumped that you download the marketing blueprint. I'd love to get to know you a little bit more. Are you coaching face to face or online? And then I say pretty much the same thing as a written message as well because some people won't listen to the voice note. Okay. And then I'll take it over the conversation from there. So right then and there and this automation happens within five minutes of them following me. So straight away, you're building credibility and authority straight away by giving them something for free to help them out. And the people who don't go through this automation probably aren't personal trainers or don't have a lead generation issue. And the people that I work with generally have a lead generation issue. Okay, so that's how I'm kind of pre qualifying people. Number four, I qualified her, but I didn't convince her through DMs to work with me. I possibly could have sold her through dms, but a higher likelihood that she would have said no through DMS because she's pretty new into my world. So I thought the best idea would have been to book on a call. So I actually build some more rapport, which is, which is the case. But it was like there was, there was very little objections to getting started together. So the key here is in the DMS, the DMs is you're trying to sell the next step in the DMs. Okay, so we have a process called the DM formula which we'll talk about on another episode. But essentially like a lot of the pre work is already done. I just had to pre qualify to make sure it was going to be a good fit and worth my time to actually book in a further, you know, 45 minute discussion with the person to see if it's going to be a good fit or not. And by the way, you know, we usually get between five to ten clients a month and a lot of them actually right now, almost all of them come from DMs. As in starting conversations in the DMs, we run ads directly to DMs. So we get a lot of inbound inquiries, but you don't, you don't try and sell the product or the service in the dms. You can do if you have the volume. We don't have the volume right now, so we're still booking people in for a call or a zoom call to close from there. But the DM part is all just qualification, see if it's going to be a good fit. Then you actually sell the service on the call because that's when you create the emotion. And I can be able to create a lot of emotion through DMs or through text message because people will read things or they'll interpret it differently to how you intended to be interpreted. Last one, it was a system. It's not luck, okay? This is a proven system that works time and time and time and time and time again. Every single month for the last like two or three years we've signed. I think the lowest month was, was 4, but usually, usually it's between 5 and 10. Every single month, without fail, it's between 4, 4 and 10 new clients. Majority probably for the first 12 months it was a 50, 50 split between paid advertising and organic. Whereas right now it's probably like 75% organic. And when I say organic, I mean I've created content or I've like, they've come through my ads and I've started conversations and then I've gone from DM to book call to then closed. Closed as a client. So yeah, the system works. So the first thing about the system is you need to create the content that attracts your ideal clients. You need to have your bio set up correctly that you're calling out your ideal client. So you specifically attract those type of people. Then you create content that is appealing to those people, like solve their problems for free. Don't hold back your best stuff, give them the best stuff. That's what separates you from everyone else. Everyone else is not giving their best stuff. So you give the best stuff out for free. You sell the implementation so people don't need more information, they need the implementation. So all the information is already there for them. They're just not taking result, not taking action. That's why they're not getting results. So the system is the content, the type of content that you're making. But then you're also starting conversations with about a bare minimum, all the new followers that you're getting. If you're not getting new followers, you might want to consider doing some boosted posts to attract your ideal client. To follow you. Okay, again, that's another separate conversation. If you want help with that, just send me a message, send me a DM10K and I'll see if I can. I'll see if I can help. But basically, once you get the content, the type of content, then you start conversations, then you pre qualify in the dms, then you book on the call, and then they join your program. That's the process and that's what we optimize and refine every single month for us. Five, five, five clients a month or six or seven clients a month will get us to our goal this year. Obviously, you'll have some churn in there. So we're aiming for 10 clients a month. And just goes to show, like, all the content working for you. 27, 24, 7, by the way. Like, you can't be in the DMs all the time, but the content is selling your service for you. It's nurturing your leads. Okay. We talk about this all the time, like time on brand. If you can have a lot of people watching a lot of your content and they're. They're subconsciously gonna. The subconsciously gonna like you, trust you more. People who listen to this podcast, each episodes between like, you know, 10 to 20 minutes. Every single time you watch one of our podcasts, you're probably getting closer and closer to wanting to work with me. So let's have a conversation. If you want help growing your PT business face to face or online, let's have a conversation. DM me the word 10k and I'll see if I can help. I hope this episode was insightful. This is literally how I get clients all the time. And there's nothing stopping you from doing the same thing and getting these type of results as well. So peace out. I'll see you in the next episode. Actually, I'm going to Japan on Sunday, so next episode will be after I come back from Japan. So I'll give you some insights from Japan when I come back. Boom. Peace out.
