Ep27: How I Booked 19 Consults In 2 hours For My Done For You Program

Good morning everybody. Matt here from PT Profit Leverage in Lifestyle show coming to you on a very cold Tuesday morning up here in Brisbane. Hope everyone's having an awesome week so far. I'm going to actually go through. Well the topic for today is I recently have been going all in on my done for you service for face to face pts in a rental based facility. Some of them I'm selling online packages for and some of them I'm selling face to face packages. But I just wanted to go through how I'm actually getting these results specifically getting leads to consults booked in. So I briefly touched on this a couple of episodes ago about heading how, getting how to get new members as clients. But I'm actually going to go through a couple of the spreadsheets that I'm using currently to to you know, track all this data and also how I was able to get 18 or 19 actually 19 consultations booked in two hours. And I'm pretty sure I went through the script a couple episodes back but I might recap that in case you guys have missed it, but I put up a post the other day, I'm not sure if you guys would have seen that one, but it was basically along the lines of it's not hard to grow a PC business in a rental based facility if you put in the work like there's a, there's a quote, I can't remember who, who said the quote but 80% of your results will come from 20% of the work that you do and that is the growth tasks. If you purely focused most of your time, which doesn't require that much time to be honest. I got 18, 19 consults booked in two hours. If you were to focus most of your time on gross tasks, you'd be surprised on how fast you could grow your business. So let me first go through a couple of stats with you and I'll share the screen in a second but I'll go through the averages and then I'll go through kind of what I expected or what, what happened kind of on the weekend just gone for me. Like on on average you'll get about a 30% pickup rate across the board on average. Now not going to lie on Saturday and I do, I always do calls on Saturday between 11 and 1pm that's the magic time. 11am to 1pm I got a, I got over 50% pickup rate and I could have booked in more people to be honest, but I was trying to qualify people because I didn't want to waste my time with people that didn't want or didn't need help. So I actually not refused but I actually tell people that probably going to be a waste of their time to, to do the health assessment with me. So I probably could have had like maybe 24, 25 in that two hour period. Now you remember the calls should only go for, you know, between two to five minutes to be honest. Now as I said, you should get about 30% pickup rate and then 90% of people that you talk to should book in for the consultation on average, like depending on how many you've got. You, you might be a bit more specific with who you book in. Like, like 19 consults in a week is a long time. Like I only do 30 minute consults which I call health assessments which are just over the phone. But some people actually do like a mini PTE session and you know, you book out an hour. So if you want to do 19 consults that's 19 hours of free, you know, free work that you have to do. Whereas I mean I just do half an hour. Like if, if I can't get them over the line and half an hour then they're probably not the right person. So that's how I look at it. That's another thing as well. Like for people that, you know, do a full PT session with people or do a second PT session with them to try and get people over the line. I know some clubs, they make that a expectation. But remember, it's all free, free work that you're doing. There's no guarantee that you're going to get clients from it. Like you should be able to identify in 30 minutes if they need help and if you want to help them and then it's just a matter of matching up the budgets from there. But let me go through a couple of statistics for one of my accounts. I'll give Kathy as an example. So this is the exact stats from the weekend. So 13 calls made, 7 people answered. So 53.85 pickup and I got 5 people booking from this. So 71 of people booked in, which is a bit lower than usual. But at the same time, like I've done some consults for her last week and it wasn't the right people that I was talking to. So I was being a bit more specific with who I actually booked in. And again I probably, I probably could have been way more strict. Like I probably could have just done 10 consults this week with people that are actually really need some help. But you know, I also will learn more about people that are kind of 50, 50, and some of them I'll get, some of them I won't get. Like for example, the week before I had a really bad conversion rate, but I learned a lot from that process as well. And like just because you don't have a high conversion rate doesn't mean necessarily that you bad at sales. It means that there's a lot of 50, 50s there. Or it means that your price point is actually really good because you should be getting objections on price. If you're not getting objections on price, you're too cheap in my opinion. So that's, that is one of my accounts now in terms of expectations on show up rates and getting clients. Out of those five people I would expect probably one of them to not show up or cancel. So I get four. And now I would expect from these type of leads. So these are not warm leads, that's the other thing. But as in new members, these are not new members. These have been members for a while. So that's why perhaps, you know, some of them might be on track and they don't getting assistance, which is why I'm not booking every single one in. So it's a bit harder to convert as well with these ones, like it's, it's a lot easier to convert new members into the gym. But these ones, I'd be conservative saying like 50, like 40 to 50% would be a good conversion rate on these type of leads. So I would expect if four people show up, I might get two new clients for this particular person. And on average people do one and a half sessions a week or between one to two sessions a week. So you might get three sessions, for example, one does two, one does one. So that's the type of stats that we're talking about here. And I'm going to show you this specific spreadsheet that I'm using to track this data. And this is what you should be tracking. Okay, so this is a brand new account. I haven't fully filled it out just yet. But the stats that you want to track is how many leads you generated, how many calls made, how many calls answered, how many books the consultation, how many showed for the consultation, new clients that signed up and new sessions are signed up. So you're essentially tracking the pickup rate, the answered to booked percentage. So how many actually book in from the answering, how many show up to the consultation and your sales conversion rate. So let me just pause this one a second because my dog is bananas back dog was going bringing bananas because Jess came home good Old Jess, shout out to Jess. She, she bought me a bacon and egg roll. So I'm gonna smash into that once I'm finished this. Okay, so let me share my screen again. Apologies for that time. So a couple of things to expect. As I said, you should get about a 30% pickup rate. In all honesty, I had about a 50 pickup rate on the last two weekends. So I've got some goals here that I would, I would set for yourself if you want to grow your business quite, quite fast. Now I've got, generated leads, I've got 20. Now you're not, you're not always going to be able to do that but there's a few different marketing strategies that you can use the gym to generate that many leads. So it's super easy to get leads at the gym, right? This is why it's so easy being a rental based facility. Being in a rental based facility. So you got new member leads, you've got non attendees, you've got 30 or you've got 90 day reviews which is people that have been in the club for three months and you're reviewing their progress. That's the leads I'm currently contacting for some of these clients. Then you've also got like hot leads that you know are from your social media etc. So generally you can get a lot of lists from the club. You've also got birthday lists as well that you can offer people, you can offer people something to, to give them to their, for their birthday. So you should be able to generate about 15 to 20 leads per week on average. On average people for that I mentor, we get about 60, 60 ish leads a month. So I've, I've, I've got a pickup rate of 35. So if you call 20 people every week, which remember call sharing take about two minutes. So that should like not everyone's going to answer as well by the way. So you remember only seven people are going to answer. So that is 14 minutes. But it's not, not a lot of time. Like you can obviously have more of a conversation with people. Let's say it's even four, four minutes. So double the time the 28 minutes you're talking to people and let's say it takes you 20 minutes to, you know, in between dialing people and sending them text message if they don't answer. So like maybe 45, maybe an hour maximum if you, if you get around an 85% booking rate from calling them. So out of seven people that answer, six people booking pretty standard, five of them will show up for their consult. So it's, that's an 83% show up rate. They should have automated reminders and stuff on there as well. If you don't, make sure you use like calendly or schedule once is another software that you could use. Now I've got a conversion rate of 80% so depending on the leads that you're contacting, that would be higher or lower. But even at, if you have a 60% conversion rate, if you had five people shop, you should get three new clients every week. That's huge. Training clients, on average they'll spend 80 to 100 a week. You're growing your income by almost $300 a week. If you can do this, one hour of calls, one hour of calls could, could literally change your business. And I know so many pts that just do not, they won't prioritize this type of stuff. And I get it, it's cold calling, completely understand. But some things in business you just need to do it until you have the cash flow to get someone else to do it. This is what I do now. I have appointment status that do this stuff for me and that's why I hired other people in my team to do these things for me because I don't necessarily, I don't like doing this, but I know it needs to be done, so I just do it. And you know, I've got the results to show for it. And that's why I'm probably in the 1% of PTS that have got these type of results. Because yeah, 99 of people don't want to do it, that's fine. But unless you got the cash flow to hire someone to do it for you, then he's gonna have to put up with it temporarily of course, until you're fully booked. But this is if you want to grow like and, and by the way, you don't have to do the numbers like this. Like if you just want to grow by one new client every week, just drop it down. So if you want to, if you want to go by one new client every week, you might do, might do 10 calls, three people will answer. So it's 30%. Two people booking for their consult, one of them won't show up. And every two weeks you get a new client because you'll have a 50% conversion rate. And then you grow by on average one and a half sessions a week. So again, you're growing every two weeks by 60 to 100, which is still good amount of growth. Like obviously you seem to make sure your retention is quite high as well. But that's essentially what you've got to do. You've got to track the data, track the metrics. Otherwise you don't know where you need to improve on. Like, for example, you might say you might have a really good. Like, as you can see here, I've got a really good pickup rate. My answer to booked is the same and I actually didn't for those three people that booked in last week. And I'll, I'll be honest, I didn't get any of those clients. I got a 0% conversion on this account last week. So the problem for me, like if we look at the, the goals, the target and then what actually happened, my pickup rate is above average. My answer to booked appointment is slightly down, but still okay. My shop rate isn't too bad. I had 60% shop rate, so 3 from 5. But my sales conversion was zero. That is what I need to improve on. So what do I do? I reviewed my sales process and I redid a script that I could follow. And this is why, this is why I win. It's because I, I analyze the data and I figure out what I need to improve on and then I take action to improve that. And then what else did I do? I reviewed other calls that I've done because I record all my calls, I review the ones that I got over the line and I got into my subconscious, subconscious mind on what language was I using to get those people over the line, what type of people were they, they knew members were there, 90 day reviews were their birthday lists, et cetera, et cetera. So I hope that gives you a bit of insight and context on how I actually was able to book that many consults in, in that amount of time. It's not hard, it just requires a certain amount of discipline. Like when I was growing my pt business, I was so fixated getting to 10k a week in income. And I think I was at like 6 or 7,7k for a while. And I was my mentor at the time, he said, look, we're just going to go all in on getting to 10k, 10k per week and every single week. And I might be able to pull up the tracker. I'm sure I've actually shared it before, but literally you can see how many consults and how many, how many new clients I added in, I think like an eight week period, we went from 150 sessions per week to like 220, like adding 80 sessions a week in like two months. And it's because we did like between 15 to 20 consults every week for two months. And guess what? I had a very good conversion rate. So 7, 8, 9 new clients every single week. You can imagine how much growth that would be. Well, like, obviously that'll be like an extra 3 to 4k a week. So my advice to you is pre plan when you go in to do calls and do not budge on the calls. Like, I work my calendar around my calls. The growth tasks take priority. So book it into your calendar every single week. Do not move it. Like, sorry, let me be clear. Very rarely do you not do calls, but if you know that you're not going to be free on a specific weekend, do extra the week before and book them into your calendar for that week as well. So you've got 10 consults for that week, 10 consults for the next week. So instead of doing calls for one hour, do it for two hours. It's all about preparation. But yeah, growth tasks is the number one thing that is holding you back from growing your business. Nothing else. Well, that's, there's probably other things, but that is the biggest one. It's going to give you the most amount of movement straight away. Let me see if I can pull up another account. Who else have we got? The clients in New Zealand. Here we go. This is interesting. So I've done this account for two weeks. This is the exact data. So the first week, 11 calls, 5 people entered, 3 people booked in. One person showed like the wrong type of person, 0% conversion. So the stats, the pickup rate was 45, which is awesome. Only had 60 of people booking. But my shot rate was horrible, 1 from 3. Which means the people that I booked in were not the right type of people. Which also the person I did book in was also not, not the best type of person either. But then this way, I did 17 calls, seven people answered, 41% pickup. Right. All seven booked in. So 100% booked in. And we'll see what the, what the conversion rate is so far. I know I did have a consult for this one yesterday and I got that one over the line. So we'll see how we go. But that's another example. So again, pick up rate. Really, really good. Again Saturday between 11 and 1pm that's all you got to do, Tank. Focus on the growth tasks. That's it. I hope you got value from this episode. But like, if you, if you just followed a lot of the stuff that I do in this podcast, more than likely you'll be able to grow your business as well. And that's the whole design. I want to be able to help people for free and then I can obviously help you with a bit more advanced stuff behind the scenes as well. So yeah, if you got some value from this episode, make sure you share it with a friend. I really do appreciate all the love that I get on the podcast. I'm actually, I'm going to do a post soon actually because we've hit more than 500 downloads on Spotify and I don't know how many on YouTube that I can figure out on YouTube. But if you haven't listened to the episode with Tabby, episode 24, that is going off. So that is a really good one. So the challenges Tabby face, going from zero to fully booked. As a face to face trainer, I can tell you we definitely focus on the growth tasks. So yeah, go check that one out if you haven't already. But yeah, looking forward to seeing you in the next episode and I hope you guys got some value from this one.