Ep22: How To Reverse Engineer Any Goal With A Simple 5 Step Process

What's going on, everyone? Matt here for another epic episode. This is the PT Profit, Leverage and lifestyle show. Hope everyone has been well. I hope everyone's having an epic day so far. So at the time of this recording, just to keep everyone in the loop, so I like to keep this quite personable as well. Two days until baby number two is born. So I think this episode when it's released should have our baby boy. So baby number two for me or for us. So I say me and Jess, so super, super exciting. So I'm just trying to cram everything into my last couple of days before I have some, some time off. But in this episode. So I'm just on my own again today. I'm hoping to have a few more podcast guests come on after, after Baby is here. So it's been a little bit frantic trying to get everything ready, preparing as much as we can. So we're going to go through how to actually reverse engineer any goal, no matter what the goal. And I'm going to go through some specific examples on what you need to do. I might give an example around PT side of things. I might give an example around money as well because that's a pretty hot topic. People obviously wanting to make more money, which is great. But I've got like, I've got a couple of notes here. So I've got about 1, 2, 3, 4, 5 steps to reverse engineer any goal. And I use this with my clients, you know, almost weekly, to be honest and you know, use it with my partner as well, my wife as well when we want to achieve certain goals and essentially the first thing you want to obviously do is set the, set the super clear goal that you want to achieve and you obviously, you want to make it like a decent sized goal. So for pts you might say you want to get to. Want to get to 10k a month for example. Pretty common for people to want to get to about 10k a month to roughly around 120k per year. I think that's right. Yeah, about 120k per year. So it's, you know, that's obviously pretty, pretty common for most pts to want to have that goal. The stigma, six figure business. Another common one is, you know, getting to a million dollars in net assets. It's another common, common thing. But in terms of the process, it stays exactly the same no matter the goal. So my first little bit of, of my notes here is work out the required statistics or work out the stats required to achieve that specific goal. So let's start super Easy. And I'll get my little calculator up here. And first off, you need to identify what statistics that you need to track to be able to get there. So for a personal trainer, right? So let's say for example, a face to face personal trainer. So I'm going to give you guys the, going to reverse engineer it for you. So 10k per month. So $10,000 per month. Let's, let's assume there's 4 weeks in the month. So 2500 per week. So again we're breaking it down. So you want to break it down into smaller chunks so you can work out the bite size pieces or the statistics that you need to track daily, weekly, monthly to be able to achieve that. So first of all set the goal and then what's the time frame do you want to achieve 10k per month in, in six months? Let's, let's do that. The 10k per month. 10k in six months. So just so you can. I'm going to share my calculator. I don't know if that's actually just sharing the calculator or my whole screen, but I'm going to share my calculator. So you guys, Whoever's watching on YouTube and, or Spotify or Apple podcast, you can actually see it for 10,000. You want 10,000 per month in six months. So let's assume that you are at, well let's say you're at 5,000. You want to double your business in six months. Pretty common as well. So you need to increase by $5,000. So per month you need to increase by 833. So this is what you need to do per month. Okay, so we're going to work out the breakdown of what you need to do per week and then we're going to work out what statistics you need to track and how we're actually going to increase that amount of income. Okay, so let's work it out for us. So 833 per month. Six months. So per week we need to be adding $208 in recurring income every single week. Okay now for this example I'm going to assume that you are charging $65 for a 30 minute PT session. Okay, so we go 208 divided by 65. So we're going to need 3.2 new sessions per week to, to be able to achieve that. Okay so obviously if you're rounding like ideally three new sessions, three sessions per week. Now in my experience, on average my clients people do between one and two sessions per week most of the time on average. So it's 1.5. So if you need three sessions divided by 1.5, you're going to need two clients. So two clients every single week need to sign up to your service, join the team to get three new sessions every single week. Okay, now the next part we need to work out the statistics. So that's essentially what we need to do. To do that, you need two new clients, which is going to get you three new sessions, which is going to add $200 per week in recurring income, which is going to add $833 per month in recurring income, which is therefore going to add $5,000 per month when you get to the six month mark. Okay, that's the first step of reverse engineering the next part. How do we actually get the two new clients every single week? Or how do we get the three new sessions every single week? So the statistics in this example are we need to track how many leads we're getting, how many consultations we're booking and how many people are showing up for the consultations, and of course, how many new clients. So let's reverse engineer this because I've got the statistics on this. So if you, if you want to get two new clients per week now on, on average for me, I, I kind of average about an 80% conversion rate for new clients. Let's assume that it's 50 to make it easy. So 50. So you'd essentially need to present four. You need to present to four people every single week to get two new clients. That make sense. So 50 of four is two. So you need four consultations. Now we need to allow for people to reschedule or cancel last minute or, or not show up. So what you need to do there is you need to allow for that. So I'd probably say about 10%. So 10%, well, let's just keep it super simple. Let's just make it 5. But I'd probably say about 10% of people will cancel or not show. So that means you need to book in five consultations every week. So then how many leads you need to contact or how many calls you need to make to be able to ensure you get five consults booked in every single week. Now in my experience, you should get about 30% pickup rate if you are calling at a decent time, as in like Saturdays between 11 and 1 is generally the best time in my experience. So let's just do some figures here. So if you call 30 people and you get a 30 pickup, you're gonna get nine people answer and most of them will book in. You might have one every now and then, not booking, if you're using the correct scripting. So let's go again. So 20. Okay, now we're getting there. So go 18. Cool. So this is, this might be the lucky number here. So about 18 calls you're going to need to make every single week to be able to get five consultations booked in. So there you have it, folks, that's what we need to do. So then every single week we need to ensure that we have 18 people to call and that we're calling 18 people to therefore book in the 5.4 consultations that we need to therefore have four consultations show up, to therefore have two new clients on the books, to therefore have three new sessions added every single week to achieve your goal. And that is exactly how you reverse engineer your goal. So you break it down. What exactly do you need to do? So you might break it down, like for example, to get 18 leads or 18 contact numbers, you might need to, like if you're an online trainer, you might need to do cold outreach. So DM a lot of people you might need to DM. Let's, let's say 1 in 10 people that you DM book in for a consultation. So if you want, if you want 60, if you. Oh, sorry. If you want five consults booked in every week, you need, you don't need to DM50 people every single week. Okay, does that make sense? So let's do another example. Just we're super clear here. Let's say you wanted to save $1,000 a month. Let's just do that as an example. So there's a couple different things you can do here. Um, this is actually a bit more complicated, but I'll do my best to make it simple for you. So if you want to save a thousand dollars, let's say $1,000 a month, which means, break that down, thousand dollars divided by four. So you want to save $250 per week. And let's, let's assume, let's assume that you're currently earning a break even at the moment. You're not really saving anything. You just kind of live in the week to week, which unfortunately is how most people live. So $250 per week is what you want to save to achieve your income goal or not income, go your savings goal for the year. And let's say you want to get, you want to achieve that in six months, for example. So let's say you do Have a PT business and you want to be able to save a thousand dollars a month, which is 250 a week, which means you need to be able to either cut down on 250 a week of spending or increase your income by $250 a week in spending. Far easier just to make more money, to be honest. So you can obviously cut back on things, of course. And that's, that's where you kind of audit your expenses, which is a separate video. But the same thing applies if you need to make an extra $250 a week in profit, then what are the statistics that you need to track and implement to be able to do that? Okay, comes back to the same thing. If you're a face to face trainer, which is most people, or an online trainer, which is both face to face and online trainers are the main people that listen to this podcast. Okay, so if you want to make an extra $250 a week, let's say it's a different example. Let's say you're charging $75 in their 45 minute sessions, which is fine. So if you want to make an extra $250 a week, you need to be doing so a different one. It's the same. Let's say you're charging, let's say it's online, 50 bucks a week. So you're going to need an extra five clients every single week, paying you $50 a week to get that savings. Okay, so now we've got the number. So if you need to get five new clients, what's your conversion rate? Let's do a different example. Let's say your conversion rate is 25%. Oops, I don't think I'm doing that right. If you're watching my calculator, I think I've got the calculation wrong. But if I'll try to reverse engineer this. So if you're, if you're doing, if you need five consults, if you need five new clients every single week and your conversion is 25%. Yeah, that's right. It's fine. So sorry, I got a bit confused there. So you're going to need to book in 20 consultations every single week to be able to achieve five new clients every week. That's obviously quite a bit of, quite a bit of work. So then you come down to, okay, cool. How many people am I going to need to talk to every single week to be able to get 20 people booking in for consultations? And then the other red flag here is obviously if we can Just increase the conversion rate to 50 instead of 25%, then that's going to make our job a whole lot easier. But that's again, separate topic. But the whole point is you need to reverse it. Reverse engineer the goal to smaller bite size pieces and then work out what statistics you need to focus on or what tasks do you need to focus on to make that happen? They need to break it down into a weekly and then ideally you need to break that down into daily. So how many people would you need to talk to per day to be able to get 20 consultations booked in? Let's say again, 1 in 10 people booking? So if you want to book in, if you want 20 per week, let's say you, you know, you work Monday to Friday, that's five. So you need to book in four, four per day. You need to have 40 conversations per day. If you get one in 10 people book, okay. So you might need to allow, you know, two hours a day to message that many people. Okay, now then, what you do with the daily tasks or the weekly or the daily tasks is for my community, we post them to each other so we keep each other accountable so you can see what we're working on each week. And if you want to go further, you can do it per day as well. You do a quick little huddle and you'll say, look, this is what I'm working on today. This is what I got done yesterday. This is what I did, this is what I didn't do. This is still in progress. That's how you keep each other accountable. And then you simply just don't stop until it's done. So I talk to my clients about this all the time, about growth tasks, about doing the sales calls. So it's impossible for you to grow your business if you're not getting consultations booked in. And it's impossible to get consultations booked in if you're not doing sales calls every week. Okay? So if you're not growing the business, you're not doing the growth tasks. You just don't stop until it done. What I used to do when I was growing my PT business is I used to keep calling people. I had like a list of people and I just kept calling people every single Saturday until I get 10 consultations booked in for the following week. And a lot of the time I was doing really well with this, so I booked in 15 to 20. And it's no matter, no wonder why I scout from 0 to 250 sessions per week in two years. So that's it for this episode Team. I hope you got some tremendous value. If you haven't already, make sure you do join my free community as well. On school. I'll use the I'll use the link in the description for you to join, but apart from that, hope you guys are having an awesome day. Hope you got some value from this episode, and I look forward to serving you guys more in the school community and also on the podcast as well. Ciao.