Marketing Blueprint 2.0

Uh, all right, cool. We are live. So Marketing Blueprint 2.0. So I'm going to redo this training. There's a few things that have changed. So I did this training about 12 months ago, but there's a few things that have changed. Um, just to let everyone know that's even watching the recording, um, this is specifically for face-to-face only, okay? This is for people in like commercial gyms. Um, this is all about you today. Um, so we're gonna go through every single marketing strategy that— well, the only really marketing strategies that you need to, uh, grow your business face-to-face. So I'm going to share the workbook. If you guys haven't done these sessions before, so like Tim and Talon, you guys, uh, it's probably your first, uh, coaching call, uh, as a group. So I'm going to share the workbook in the chat so you guys can kind of follow along. And I'm gonna share the screen as well. So, uh, basically I'll go through obviously the slides and stuff, but if you guys have any questions that you guys want to ask, then just pop it in the chat and I'll answer them, um, as we, as we go through. Okay, um, so let's get stuck in. So the marketing blueprint, so we got like 5 key strategies that we run for face-to-face trainers in commercial gyms, right? So these are gyms like Goodlife, Anytime Fitness, Genesis, basically any type of commercial gym that's like 24/7. You should be able to run these type of strategies. Now these ones, some of the gyms will actually give you leads. Other times we need to be a bit proactive with how we actually get leads in the club. So we're gonna go through one by one, and by the end of this training, you guys should know how to get at least probably at least like 50 leads every single month without fail. So let's get into it. So we've got new members, we've got 30-day reviews, 3-month or 90-day reviews, giveaways and seminars, and then MIAs and birthdays. Okay, so some of these, I'm not so much relying on the gym, but some of these are, you're gonna get lists from the gym. Okay, so let's go through the new member snapshot first. So what you want to do, you want to get a list of new members off the club manager for the last month and book them in for a free health assessment using the script below. I'm also going to show you how you can automate this process as well. You will have to obviously get along with the club manager to get this type of automation sorted. So the automation side of things will work really, really well if you're in like a community type of club, like a Jets, Snap Fitness, those type of clubs that works very, very well for. Some of the bigger clubs like Genesis, Goodlife, it'll be a little bit more challenging because they ideally want all the PTs to have the same type of thing set up, which is still possible. It's just a little bit harder. So let's go through the scripts because what will happen is a lot of the time people will get leads from the gym, but they'll struggle to book people in because they're not following a script or they've got the wrong type of script. Okay, so let's go through it. So it's gonna be, hey name, it's XYZ from, I'm just gonna use Anytime Fitness as this example. So I'm gonna go through it step by step and then I'll do like a quick role play with you guys. So hey name, it's XYZ from Anytime Fitness, how are you? Awesome, the reason for the quick call is I believe you recently joined our gym, is that right? Now the optional part here, personally I actually would do this optional part at the end. Because the whole point of this call is just to get the consult booked in. Okay, you can build some rapport after you book in the consult, or if you really want to, you can start to build some rapport during this stage. So you can say, how are you finding the gym so far? So it's obviously an open question, they're gonna give you some feedback on their experience so far. Then you can say, perfect, as part of your membership, you receive or you're entitled to a free health assessment and strategy session to further assist in your health and fitness. So I'm just calling to book that one in for you. Do you prefer during the day or the evening? They're going to say either day or evening. Then you're going to say, cool, I've got this time or this time, what's best for you? Now the reason why this script works is because for one, it's straight to the point, but it also doesn't allow them to say no. A lot of people will be like, hey, look, I'm offering like a free PT session for all new members that join the gym. Would you be interested in getting one? And I don't know about you guys, but that doesn't make me want to book in for that PT session, right? So basically we're offering the same thing, but the way that we structure it is very, very specific to play with their subconscious mind. Okay, so it's as part of their membership, and you'll notice a lot of these strategies you're going to say it's included in your membership or it's part of the membership, which means there's nothing extra that they're doing. They might as well take it. Okay, and you'll notice down the bottom here, In this part here where it says, um, you receive a free health assessment and strategy session to further assist in your health and fitness. So I'm just going to book you in. I know it's got like an explanation mark there, but you actually don't really want to have a big pause because what'll actually happen is some people will be like, um, perfect, as part of your membership, you receive a free health assessment and strategy session to further assist in your health and fitness. If you pause, they're going to jump in, kind of ask questions. You want to have a very minuscule pause and say, so I'm just calling to book that in for you. Do you prefer during the day or the evening? Because subconsciously, if you just ask them a question and get them to choose day or evening, it's just super easy for them just to say, okay, cool, yeah, during the day. Okay, so you're basically just playing with their subconscious mind here. And to give you guys some stats, I'll give you some general tips in terms of when to call people. But stats proven over the last 6 years that I've been doing this strategy is you should get 80 to 90% of people booking in from this script. General stats from the industry is about 30%. Okay, so this stuff works very, very well. Okay, and you'll notice a theme of the framework of the scripts that we give you in the next couple of strategies. As well. Now the next part that I want to show you is how you can actually automate this process so you don't actually need to make as many calls. So let's go to this one again. This is just an example of what you could do. One of my other clients, Tony, this is what we've set up for her. So this is how you can actually automate the consultation. So you've got the logo at the top, you've got Scan Me, you've got a QR code, and it says scan to book in your free health assessment and strategy session. Now we use a software called Calendly, and you can use other softwares as well, like ScheduleOnce, other different softwares to book people into a calendar. Morning, Leo, as well. Great to see you, mate. If you need to follow along, the worksheet is in the chat for you, my friend. This would be a really good for you. So How you can automate the consultations. What you essentially want to do is if you can have a good chat with your club manager, PT manager, whoever's kind of looks after the PTs and be like, hey, right now this is like pure, pure stats, right? Right now you're only going to get hold of 30 to 40% of people that you call, like at best. And it's getting worse as people like— I'm not sure if you guys have seen, if you've got an Apple phone, you can now screen calls. If you guys don't know what that means, it means like if you have that option on, if they don't have your number saved, it actually won't even ring to that person. Okay, so if you can try and automate some of these processes or eliminate some of the calls that you need to do, it's gonna be in your best interest. Now, if you guys don't know how to set up Calendly, I'm not gonna go through that in this training. That's gonna be a separate training that you guys can set up. Um, but essentially that links directly to your calendar, and what that will essentially look like, uh, if I just— I'm just going to get it up on my side, get another client of mine, Perry's up. Um, it'll look something like this. So when they scan the QR code, this is what Calendly would look like. So it's a free health assessment and strategy session. He's at Fitness First, so he's got the address in there. Receive a complimentary health assessment. Blah, blah, blah. And so here's the availability in there. So people can scan in and be like, cool, I can do Monday. Yeah, I'll book in here. And they can book in automatically. So what you ideally want to do is upon the member signing up, that is the best time for them to be open to trying something new. Hey Brock, great to see you, my friend. So what you can do, essentially what the club manager needs to do, and you kind of, you're going to have to kind of train them to do this for a green light. Uh, Leona, this would be perfect for Jets. Uh, Leo as well, for Anytime Fitness, this is gonna be perfect for you guys. When new members join the club, and even at Genesis for you, Talon, when new members join the club, the club manager just needs to go, once they've signed them up, hey, as part of your membership, you get a free health assessment and strategy session with one of the PTs. So scan this QR code, uh, if I go back here scan this QR code, it'll go to the, um, you know, best availability, uh, for the PT, um, and you can book in on the spot. Um, and that's how you can actually automate this process. So if you've got a really good club manager or receptionist or your sales team, depending on the type of gym that you're at, uh, me personally, I used to get 5 consults a week booked in on autopilot. From this strategy. Okay, so it's worth exploring with your club manager, PTM, sales team, whoever signs people up. Have a conversation with them and see if they're open to doing this. If you've got multiple trainers, you might have to get all the trainers on board with this for them to do it because they obviously have to share the new leads around. Okay, um, still possible to do it at like Goodlife and those type of clubs. Um, it's just, uh, all the PTs would need to be on board a lot of the time. So but there's no harm in asking. Um, and Lee, great to see you again, my friend. Okay, let's keep going. And by the way, just before I keep going, is that all making sense so far? The new member snapshot and how you can automate this process so you don't have to do as many calls. Just in the chat, give us some feedback if that's making sense. Just like a yes if that's making sense, or a no if you need me to explain it a little bit more. Yep, cool, relatively straightforward. Okay, cool, let's keep going. Now, so the best time to get new clients is when they first join the gym, okay, because they're open to trying new things, they're super pumped, and you know, a lot of the time they're probably going to be a little bit nervous because it's a new environment. They might not be sure how to use some of the equipment, so that's the best time to pounce. The second best time to pounce is after they've been in the club for around 30 days. Now, who's had the objection before when someone says, hey, I just want to try it on my own, I just want to see how I go on my own? Has anyone had that objection before? You guys should all have had that objection before. Um, and it's annoying to a degree because you know they'll get better results if they work with you, of course. But this is why we do 30-day reviews, because what happens with most people, they get super excited, they want to try it, and then 2 weeks later something happens and they just fall off the bandwagon. They just stop going to the gym. Or they do the same thing every single session. They might just only use cardio machines. Maybe, you know, those people that just do the treadmill the entire time. This is the type of person that you want to obviously try and target because they're doing the same thing over and over again. So you're going to call people again, the same leads in 30 days' time, the ones that you couldn't get a hold of, the ones that you didn't convert, a 30-day review. This is perfect because you've got tangible data. So when you see them, you run the same health assessment, but you basically want to say, hey, look, you've had the opportunity to try this for 30 days on your own. What are the results that you've got? And what do you think you're struggling with? It's just pure data. Okay, so let's go through the script. Um, but as I say here, most people don't actually have much results, and it's the perfect time to take advantage of that. So we'll go through the script. Hey name, it's blah blah blah from Anytime Fitness. How are you? Awesome. The reason for the quick call is I believe you have been a member at our gym. That should— that's actually a typo. That should say for 30 days. Is that right? Perfect. As part of your membership, you're entitled to a free 30-day review of your progress to ensure you're on track with your health and fitness. So I'm just calling to book that one in. Do you prefer blah blah blah or blah blah blah? You guys noticing it's the similar framework? Okay, the framework wins. Okay, again, tested and proven. 80 to 90% of people that you talk to will book in for this. If people really don't want to do it, they'll just tell you straight up. But for the ones that are on the fence, they'll just do it anyway because the script plays with their subconscious mind. Okay, if you want to learn more about sales stuff or NLP, this stuff is all like NLP stuff about playing with people's subconscious mind. Um, yeah, spot on, Brock. New clients to the gym have no structure, no program, no plan. They likely won't get results as PTs. And by the way, just going back to what I was saying before about the new members, I've owned the gym before, okay? So I know what it's like as a gym owner. The people, the, the members who stayed the longest, they have connections or work with a PT. So it's in the club's best interest to get as many people as possible seeing the PTs. Okay, so if you didn't talk to the gym about this— sorry, the gym owner about this— they are 100% on board with this because they know it's going to be better results for the members, so they're going to stay for longer. It's going to be a better environment because people are actually getting results, and people are actually going to stay in the gym for longer. It's a win-win for everyone. Okay, so if there's any pushback from club managers and stuff, just, just actually go above them and go to the, the club owner or gym owner. Okay, so that's 30-day reviews. Similar thing, 90-day reviews. Literally exactly the same thing except you're doing it for 90 days. Okay, again, you guys should know this if you've been in the industry for a little while. What happens is generally after a couple of months, people get bored of doing the same thing and they'll start to drop off You guys might have heard of like MIA leads, they're missing in action, people who haven't been into the club for 30 days, 60 days, 90 days, et cetera. So these are good for people that, you know, again, it's a free 90-day review of their progress. Again, so there's 3 things that you're gonna do with new members. So you're gonna call 'em when you first, when they first join, you're gonna call 'em after 30 days, and you're gonna call 'em after 90 days. Hey, you're basically doing the same thing. Cool, you've been in the club for 90 days. What's the results that you've got? And what do you think you— or what do you think is holding you back from getting your optimal results, optimal potential? Okay, this is why leads are never an issue if you're in a commercial gym, even if there's multiple PTs. The gym is 90% of the time— I've had a few instances where the gym just refuses to do this stuff with PTs, which we've got other strategies that you can do. But majority of the time, the gym is happy for you to do this because you know what happens? Again, remember, I've owned gyms before. What happens is the receptionist will do these calls for you. For you. They do check-in calls with members to see, uh, or to get feedback. Okay, so if the gym chucks up a bit of a stink about it, just say, hey, look, I know you're already doing these calls. Can I just take over you doing the calls? Most of the time they're gonna be like, yeah, problem, no worries. The difference is they're paying someone to do it, you're gonna do it for free because it's the opportunity to, to, um, get new clients. Or maybe you could obviously swing an idea past in terms of getting paid for doing these calls. Okay, so that's 90-day reviews. Uh, let's go through MIA and birthday lists. So I'm going— I'm doing these in order of preference. Okay, MIA and birthday lists are the hardest to convert. The reason being is because a lot of these people have kind of checked out from the gym, or it's a completely random call that people are not expecting. People aren't expecting the 30-day or 90-day review, but it's a pretty valuable call, a free review of their progress to make sure they're on track or how to get them better results. It's valuable. Okay. So MIA, if you don't know what it stands for, it's missing in action. Anyone that hasn't been into the club for 30 days or 90 days, the gym can get a list or a report for people to call. Okay, you gotta remember the gym's already doing these calls. It's just the PTs aren't doing it right now. You're gonna get a list of non-attendees and birthdays for the month from the club manager. We're not going to worry about QR codes for this one. Now only use the MIAs and birthday lists as a top-up. So for example, you want to do new members, 30-day reviews, 90-day reviews first. Only if you run out of leads from those ones do you want to use MIA and birthday lists, okay? Because they're the hardest to convert and they're the hardest to book in. So I'm going to go through the strategy because as I said before, leads are never an issue for PTs. It's just a matter of how creative you are in terms of what you can offer people. Because there's a humongous database for you guys, right? The ones in commercial gyms. So this is the birthday, uh, birthday strategy first. Hey, it's blah, blah, blah from Anytime Fitness. How are you? Awesome. The reason for the quick call is I believe you just had your birthday. Is that right? So when you get this strategy from the, from the club, obviously make sure you know when their actual birthday is. Now this one, you, you ideally do wanna build a little bit of rapport in terms of what they get up to for their birthday. You know, what, what do they do? With it, what it's fun or whatever. And then you're gonna say, amazing, we have a birthday present for you. Then you pause, they're gonna give you like, oh yeah, awesome, what did I win? So we're gonna give you a free health assessment plus protein powder and a pre-workout to try. How does that sound? Now the key here is you, if you wanna maximize or get the best results from birthday leads, you actually wanna give them something tangible so they show up. Okay, if you're just gonna give them like a free session, it's not as valuable. Okay, so give them like a sample supplement. And by the way, if you guys don't have this, every single gym will have a partnership with a supplement store, and most of the time they're happy to give out free samples. Okay, so if you guys aren't utilizing this, go to your supplement store, make a partnership, and get some free samples that you can give away. Um, so So you're going to give them some type of valuable, tangible product that they can use, plus the standard health assessment. Okay, so same script as before. Um, awesome, let's book you in for the health assessment and I'll give you the samples when you come in. Do you prefer during the day or evening? That part is exactly the same. Now the thing at the end here, you'll notice I say, just so I can prepare for the health assessment, I just want to quickly ask a couple of questions. Is that okay? The reason why we ask something like this at the end, and you can still do this for the other ones as well, so the new member snapshot, 30-year reviews, 90-year reviews, is because you wanna make sure you can actually help this person that you're gonna come in. If you're like, if you help general population people that lose weight, for example, you don't wanna have someone that is a powerlifter come in, 'cause you might not be able to help them, as an example. So feel free in the, in school we do a training called the Discovery Core Formula, which gives you more details on what type of questions to ask here, but I'm just gonna quickly cover it now. So just so I can prepare for the health assessment, I just wanna quickly ask a couple of questions. Is that okay? There's 3 questions. What are your goals? Why do you wanna do it? Or why do you wanna achieve this goal? And what timeframe? And then what do you think you need help with to fast track your results? Those are the 3 questions. You should know based on those 3 questions if, one, you can help them and if they actually need help. Okay, if you're happy with those responses, then book them in as per usual. If you're not, just say, hey, look, look, I don't want to waste your time. It's not going to be valuable for you, and I don't think I can even help you. Um, I'll give you the supplements when you're in the gym next, or I'll leave them at the reception. You can pick them up, um, from there. Okay, you obviously don't want to waste your time for an hour if they're not going to be a good fit for you. Okay, so that's birthdays. Let's go non-attendees or MIAs. So there's a couple of different scripts that we've got, um, for this one. Um, so on the left-hand side, uh, the reason for the quick call is I believe you haven't been into the gym for the last 30 days. Is that right? You're gonna say, sweet, I'm calling for some good news. As part of your membership, you're entitled to a free health assessment and goal-setting session to get you back on track for your health and fitness. So I'm just going to book that in. Would you prefer during the day or the evening? So again, same framework, it's just a different offer depending on the individual circumstance. On the right-hand side, um, very similar, just a slightly different offer. So as part of membership, you're entitled to a free 3-month review or 30-day review depending on where they're at, if they haven't been in the gym for 30 days as an example. To get you back on track with your health and fitness. So I'm just going to book that in. Would you prefer this time or this time? So same framework, slightly different offer. Okay, so you can probably try both and see which one gets you the best results. As a reminder, MIAs, non-attendees, birthdays, do them last. Do the other strategies first. Okay, before I move on, is this making sense so far with the other strategies? So non-attendees, MIAs, and birthdays? Just a yes in the chat if it makes sense. Awesome. And Perry, great to see you as well, my friend. Okay, let's keep moving on. The best time to call. You've got to think when you're calling your prospects, you've got to think not when is best for you as the PT, when is the— when is best for the prospect for when they are going to be available. So if you guys are in commercial gyms, uh, or you work with people that work 9 to 5, it's probably not going to be best to call them while they're at work. Okay, so most PTs will call people just when they're free, which is not how you get the best results. The number one best time to call: Saturdays between 11 AM and 11 AM to 1 PM. By far the best time in my experience. The second best time is Sunday between 3 and 5 PM. The third best times are Monday to Thursday between 5 PM and 7 PM. Now a few of my clients have got pretty good results on Friday afternoons. Um, personally I didn't get that good of a result on Friday afternoons, um, but you're more than welcome to, to test it out. The key here is test it, see what results you get. You want to aim between a 30 to 40% um, pickup rate. That's pretty much the average that you're looking at. Terry, great question. Is it okay to call on public holidays? Personally, I do. I think in Melbourne it's a public holiday on Monday. It's not a public holiday here in Bris Vegas, but I personally would call on public holidays if you want to, of course. Like, you know, a lot of people obviously want to take the day off you might want to consider doing like an hour of calls on a public holiday because people are available. They're more willing to talk, especially on Saturdays and Sundays. They're not super stressed at work. If you're calling people at like lunchtime on a Monday, you gotta think as well, people freaking hate their job a lot of the time, so they're not going to want to talk to you while they're at work, especially on their lunch break. They get 30 minutes of peace and quiet during the week. They don't want to talk to you. Okay, so just consider that when you're calling people. You want to talk to people when they're like, they're not at work. Okay, let's keep moving on. Common question that I get asked when you're calling people is, do I send a text message? Do I do a voice message? Or how many times do I call? This is the cadence that I did as a PT. And that works quite well. So we do what we call a double tap, which is you call them once, you don't leave a text, you don't leave a voicemail, you call them straight back immediately. Think of it from their perspective. If someone calls them twice within like 30 seconds of each other with no voicemail, no text message, they're going to think it's urgent, which it is. So That's called a double tap. So you wanna double tap them because a lot of people are gonna answer the second time. They're gonna be like, oh, who's this person calling me? Oh, I'll see if they leave a voicemail. I'll see if I leave, see if they text me. And then guess what? You call straight back. Oh shit, must be urgent. Maybe, maybe the kids are, kids are sick or something and they'll pick up the phone. Okay, so do a double tap, then you send a text message if they don't answer. Personally, I don't leave voicemails. I don't even check my voicemails. So That's why I text. 95% of text messages are read within 5 minutes. Okay, so people always have their phone nearby. My phone's right in front of me. I guarantee your phone's right nearby as well. This is the text that I would send. Now the key here is you don't want to send out a big massive text message going through all the details. You just want to try and get a response so you can actually continue the conversation. Hey John, it's Matt from Anytime Fitness. Just calling as I believe you're a new member to the gym. Is that right? Make it easy for them to respond. They can simply respond with yes. Once they respond, you call them back. If they still don't answer, again, you obviously gonna have to just text to book them in. But ideally you just wanna try and get a response so you know that it's the right person, then you call them straight back. Okay, the other one that I've done as well just to get a response is, hey, is this John? Okay, it sparks curiosity. They'll be like, hey, who is this person messaging me? They called me twice, they've also texted me. Who the hell is this person? Okay, so spark curiosity, that's going to get them to engage, and then you call them straight back. Cool. All right, let's keep going. How are we going for time? Okay, we're doing good. Okay, the next one, uh, the biggest strategy Um, this is not reliant on the gym at all. So giveaways and seminars. Okay, so by far the clients that have been with us for a while, um, know that the giveaway is probably the strategy that gets the most amount of attention. Um, and it's because you're giving away something that's valuable. So one of the first strategies that we usually do with pretty much most PTs that start with us, um, so like Leo, Talon, Leona, you guys will be wanting to run a PC giveaway, relatively soon. The reason why is because usually, not all the time, but most of the time, you'd usually get around 100 leads in about 4 weeks. Well, that's the goal, that we set for you guys. Okay, so there's a number of different giveaways that you can do, and we usually do 3 to 4 giveaways each year. So we have a Christmas hamper, which I'll go through in a second, but the other giveaways are just pizza giveaways. So it's giving away 4 weeks of free personal training in exchange for their contact details to contact them about further offers, marketing, etc., etc. So the first one is choose the type of giveaway that you want to do. In this example, first I'm just going to do the 4 weeks of free personal training giveaway. And you can see in here there's a flyer on the left-hand side, and on the right-hand side there's a sign-on sheet. So what you essentially want to do is you want to have QR codes around the gym and a sign-on sheet with like some A-frames, which I'll show you in a second. Actually, I'll show you that now. Um, something like this. Well, it's not really an A-frame, it's just like a sign holder. So what you guys would do— you should be able to see my screen. Yeah, cool. What you would do, you would put the flyer in here. So there's obviously a portrait one, you'd want a landscape one for the one that we have given you guys. So essentially what you would do, if I go to the Canva doc and get this one up for you. Let me give you an example of what— which one we did with, uh, with the Snap Fitness. So this is what it could look like. So win 4 weeks of free personal training, you can scan the, the QR code to enter, and you've got the gym logo on there as well. So scan to win the giveaway to win 4 weeks of free personal training. This actual QR code would actually go to a JotForm, um, so you can use Google Forms if you want, but something to keep in mind, if someone doesn't have a Gmail account, they actually have to make a, make an account to enter the form. So I personally would use Jotform, uh, to do this. It's completely free. Um, you would just put in there— I'll see if I've got this one as an example. Should work with— yeah, here we go. Something, enter your details below. Simply enter your details below to win 4 weeks of free— or this is the hamper one, but you would say Um, simply enter your details below to win 4 weeks of free personal training. First name, last name, phone number, and email, and you submit it. Okay, and going back to here, so you would have leads coming through the QR code, but you would also have leads coming through the sign-on sheet. So ideally, the setup that you want to have for this is you want to have, uh, signage, so like the, the the landscape signage to say win 4 weeks free PT with the QR code signage on this, this side at a table. And then in the middle you would have the sign-on sheet. So it actually grabs people's attention. Now ideally where you want to put this is everywhere that people can see it. So when I was at Jet Setting Time Fitness, Snap Fitness, all those type of clubs, they usually have the, the, the desk towards the front. So if you just put it like on the desk where the club manager works and science people are, basically as soon as people walk in, they want to be able to see this. Okay, now what you want to do, you want to leave this in that spot of the gym if you can for a 4-week period. And what you also want to do, you want to actually go up and talk to people about this as well. So you can— I'm super introverted, so I actually didn't like going up to people on the gym floor. I used to hang around the reception area, and as people come in, as people left, I would basically say, hey, look, before you, before you run, have you seen our, um, the giveaway that we've got going on in the club? And they'll say no. Like, okay, cool, I'll quickly show you. Um, you know, you can win 4 weeks of free personal training. It's valued at $300. Um, completely free to enter. Do you want to put your name down? Okay, something like that. But otherwise, if you're comfortable going up to people on their rest breaks during their sessions, you can say, hey, look, I know you're in a session, I just thought I'd let you know about our giveaway that we've got on in the club. You can win $300 worth of free personal training. There's nothing to lose, so I might as well put you in the draw. What's your name and what's your number? You can easily get 5 new leads a day from doing that. Super, super easy. Okay, you do this for 3 to 4 weeks, you'll have 100 leads pretty much every single time. So Perry, for example, you've done this heaps and heaps of times, pretty much without fail. If you can let us know, without fail, you pretty much always get over 100 leads when you do this. You can just confirm. I think you did one recently. I can't remember how many leads you got, but let us know how many leads you got recently on the one that you just did. Yeah, so generally what happens as well, by the way, and give you guys some ideas of the stats of the strategy. Uh, so let's base it off 100 leads. Out of 100 leads, we're going to contact— so there's going to be one winner, by the way. So there's going to be one winner, and then everyone else gets a runner-up prize, which is basically like a consult or a free PT session. Okay, and then you upsell them to regular PT. So if you've got 100 leads, you'll be able to get a hold of 30%, as I said, when you call people. So 30 people you'll call with our scripts that I'm going to show you in a second. You'll get 80% of people booking for that consult. 24 consults you'll have. I don't know about you guys, but most people struggle to get, you know, 5 consults a month for personal trainers. That's 24 consults that you've got. Out of 24 consults, you'll have 80%, uh, show up because some people will cancel or they'll reschedule. So you're down to 20. If you had 50% conversion rate, which if you're doing our sales training, you'll probably have more than that, but let's just say you had 50% conversion, you would get 10 new clients from this one strategy. And by the way, Brock, I know you're on this call. You might be able to run this strategy as well, by the way. Giving away some free personal training in exchange for contact details, um, to offer some extra stuff to the 10 new clients. I just want you guys to work this out individually, um, in the chat for us. On average, people do between 1 to 2 sessions a week, so you need to work out what your average cost is, what your average spend is per week for a client. So let's just say, for example, your pricing is— let's just go easy, we'll go $75 per session. So you're going to go 75 times 2, which is 150 for 2 sessions, plus 75, which is 1, divided by 2, which gives you that average spend of $112 per week. So if you got, if you got 10 new clients, you'd make an extra $1,100 a week, which is an extra $58,000 a year. So in the chat, I just want you to work it out. How much is 10 new clients worth for you guys? So I want to make sure this, this stands out for you guys because this is a huge strategy. So how much is 10 new clients worth for you guys each week? So you need to work out your average spend per customer, even if you base it on one session a week, that's still fine. So whatever one session a week is, or whatever your average is, times that by 10 and tell me how much extra income you would make from the strategy. Extra $1,000 for lead, $1,050 minimum. Leo, an extra $800. Perry, an extra $980. Tim, an extra $1,400. Awesome. This is the power of when you know how to generate leads on demand. Extra $1,300 for talent. Boom, there we go. All right, so this is one of the first strategies that we generally get people to do. So what you, what you ideally want to do long term is every 3 months we do some type of giveaway or seminars. Giveaways generally do a bit better than seminars. Seminars can be like, if you want to attract like a specific type of person, you might do like a weight loss workshop on how to lose, how to lose weight long term. Or if you want to, uh, all good, Tim, good to see you, mate. Um, if you want to focus on, if you want to attract powerlifters, for example, you might do like a deadlift workshop as an example. If you want to, you know, if you want to attract a certain person like like, think of like, who is your ideal client, or what is, what are some of the problems your ideal client has? You want to do a specific seminar that solves that problem for them. Okay, so you'd run exactly the same thing. You would have a sign-on sheet for the seminar. You have a QR code that people can register their details, and basically you would obviously do the seminar, and everyone that registered their details would get like, um, you know, free health assessment to, um, get them back on track with their health and fitness, to help them with XYZ goal that you are helping them with. Okay, exactly the same framework. So ideally what you want to do, you want to have new member leads happening every single week. You want 30-day reviews and 90-day reviews every single month, and you want giveaways or seminars if you choose to do that every 3 months. Okay, so the longer that you guys work with me, you should know that face-to-face PTs, if you're in a commercial gym, you don't necessarily need to do much on social media. Obviously it helps, of course, it gives you more opportunities, but you don't need to do social media. Okay, um, let's just quickly explain how the hamper works. So you can do hampers multiple times a year, by the way. Like, we've done Christmas in July hampers, we've done Valentine's Day hampers, we've done in September for finals footy. We've done hampers for that as well. You can obviously tailor-make one. You can do like a summer shred or whatever really. But the main one that we do is like a New Year, New You hamper. So this obviously is for December and January. That one usually goes pretty bonkers. Usually a lot of people get upwards of 200. For me, I got one year, I got over 700 leads. In one year, um, for the hamper strategy. Um, you can obviously imagine how many clients we signed during that time. But you basically run the exact same thing except the hamper is, um, obviously more appealing because there's more things you can actually win. So not only would you win like 4 weeks of free PT, but you'd also win like a gym towel, a gym shaker, a, uh, um you know, a massage voucher, some shoes, some merch, protein powders, all that type of stuff included, which I can see in this screenshot, it was worth about $600. So the more stuff that you give away, the more attention that you're going to get, okay? Because that— it's more valuable to them, so of course you're going to get more attention. So generally, the hamper is done in December. Generally, we'll do a giveaway every 3 months. Or some type of giveaway. Would obviously change it up a little bit each time, but, um, every 3 months you do the giveaway. Okay, let's go through the script on how to book people in. So again, very similar framework. Hi John, it's Matt from Anytime Fitness. How are you? Awesome. The reason for the quick call is I believe you recently entered a competition to win 4 weeks of free PT or amp up whatever the strategy is. Is that right? They're going to say yes. Perfect. Well, I'm calling for some good and bad news. Awesome. I'll get the bad news out of the way first. You didn't win the overall prize. However, due to the overwhelming response from the competition, we decided to give away an additional 30 prizes and you were one of the winners. So congratulations. Then you pause. They're going to get excited. They're going to be like, yeah, I never win anything. They're going to be super pumped. And then you say, amazing. So what you want is a free health assessment and strategy session. Plus whatever. You can obviously decide what you want to give away. You might give away some supplements as well to improve the show-up rate. Up to you. So let's book in your session now. Do you prefer during the day or the evening? Okay, so you can see there the framework still stays the same when you're calling people. Okay, make it super easy for them to make decisions and you'll get a better result. Yeah, so in summary, when you give away this type of stuff, there's always one winner. Now a lot of people ask the question to me and they're like, how do you decide who the winner is? Do you do it random or do you pick someone? Up to you guys. Me personally, I actually picked the winner. I picked someone that actually needed some help. Um, last thing I want to do is pick someone that I don't want to work with because you do have to do 4 weeks of free personal training. Okay, that's just me. If you want, guys, if you want to do it completely at random, no problems at all. If you want to pick someone No problems at all. But definitely pick a winner. Don't just pick no one. Pick a winner that wins the prize, and you still want to treat them as if they're not a client yet. So they get 1 session a week for free, but you still want to try and upsell them to 2 or 3 sessions a week or online coaching as well. Okay. Yeah, Paris says you got, you got more luck when you pick a winner. Try and pick someone that actually needs some help because they're more likely to stay on with you. Um, okay, I'm gonna go through some questions, um, very soon, but I just want to make it super, super clear that if you guys follow these strategies exactly as I tell you, you will never have an issue with leads. Never. Leads are never the problem. In fact, if you guys know Scott, uh, Scott's gone from $2K per month to $22K per month in our program in 13 months. The only strategy that he does is new members and giveaways. That's all he does. He's got 2 trainers that work for him. He's gone from $2K per month to $22K per month at the time of this video. He's probably higher now, but at the time of this video, as far as I know, he's at around $22K a month. Okay, so this stuff works. Okay, so I'm going to do some questions if you guys have questions. Uh, actually, firstly, before we do questions, uh, what was the biggest takeaway, um, from today? Was it the framework of the scripting? Was it the actual strategies? Was it when to call people? Was it what to say in the text message? Give us some feedback. What's the number one takeaway? That you guys learned from today's training in the chat, please, for some feedback. The phone scripts. Yeah, yeah, Perry, you've obviously been with us for a while, so this is a little bit of a refresher for you. Sometimes you don't need new stuff, you need to do the stuff that we've already taught you. I know you're very good at this stuff, but for others, they, they don't need new shiny stuff. They need to do the stuff that we've already told them. And that's a little lesson for you guys as well. We've got so much stuff in the community. Don't just try and freaking binge the content. Don't treat it as a Netflix TV show. Don't just binge the content. There's specific stuff that you should be doing week in, week out. And by the way, if you guys want to do online as well, you can do the giveaways online. So even if you're not in a commercial gym, you can still do giveaways online as well. Yeah, rinse and repeat the process. I'll give you a little tip, guys. The most successful businesses are boring. They're boring as— they do calls every week, they book consults every week, they sign clients every week from the same strategies over and over and over and over and over again. The key there, when you get bored of it or when you get sick of doing it, you get someone else to do it for you. Okay, like when I was growing my business from $0 to $15K a week, every single week without fail I did 30 to 40 calls every single week, and I booked in like 10 consults every single week. And guess what happens when you book in 10 consults when you know how to sell the service? You sign 5, 6, 7 new clients every single week. Cool, some really good takeaways in here. Regular giveaways. Yeah, yeah, even for you, Brock, as well. Like, you obviously got— you obviously want to work with a specific ideal client. What you can do as well, and this is something that I might teach you very soon once I've cracked it, because I haven't quite cracked it just yet, is we do monthly workshops for our ideal clients. You might want to do something similar. You would want to do paid ads for that. Down the track, but you can get like, you can do like a free seminar to get your ideal clients in front of you, give them heaps of value, and then upsell them to PG from there. So we'll go through any questions. Okay, so questions team, any questions from this training?

I just have a favor to ask Matt.

Yep.

Uh, I'm about to do the, um, the— do you know that little card that you do for a free health assessment? I couldn't find it. Could you send it to me later? Because I'm going to ask my VA to help me design one.

Yeah, I think I know what you're talking about. Let me just—

amazing, thank you.

I'll just share the screen just to make sure, um, it's the same thing.

Thank you, I appreciate it.

Um, Where is it? Are you talking about the one that says like free personal training on the card?

Yeah, like free one session free personal training. Yes, that's the one. Yes, correct.

Awesome. Okay, where is everyone? Can't see everyone. Yeah, cool. So by the way, just a little bonus. Thanks for bringing that up, Perry. Of course. I will post this template in the chat.

Thank you.

Now, can you guys do me a favor? When you do this, don't try and edit the template, okay? You won't be able to edit the template. Just make a copy, and then you guys can put your own photo, your own phone number, etc., on there. Let me get rid of that. So basically what you guys can do as well, if you guys are allowed to put up flyers and stuff around the gym, this is a prime example of what I would put around the gym for you guys. Free personal training. The voucher is for one health assessment and one PT session. You can also give out these cards if you want to make them as business cards because it's the same size. Yeah, all good, Talon. I did message you about it. I'm not sure if you saw it, but yeah, just if you're downloading the templates that are in school, just always make a copy. You won't be able to edit the template. But what you guys can do with this strategy as well to generate referrals is actually give out these cards to clients and they can give them to to people that they know, and they can book in directly into your calendar for the health assessment and one PT session. Okay, obviously got your socials on the bottom there. Super professional. You can put this as a flyer around the gym, um, or you can, uh, you can even put this around local community cafes and stuff as well, which is a separate strategy. But there's plenty of stuff that you guys can do. Um, cool. All right, there's no questions so far, so I will, um, I'll leave it there. Thanks, Perry, for the question. Um, last chance, any other questions before we finish? Nothing so far. Cool. Um, all right, cool. I'll leave it there, team. I'll stop sharing. Um, I'll upload the recording shortly. See you guys next week. We've got our virtual event next week, so Thursday and Friday next week, 3 hours of pure gold. I've got some epic guest speakers coming along, so make sure you're there. I'll send you guys a message later on to confirm your attendance. Have an awesome day and enjoy your weekend. I'll see you guys later. Bye-bye.