Matt Dart coaches personal trainers on keeping clients through December with reassessments and holiday events, then filling January slots with a QR-code lead-gen campaign and local business partnerships. The intensive covers goal-setting templates, a 6-8 week reassessment cadence, and how to pitch new training formats.
Chapters
Alrighty, team. Welcome to our event. Good. Also good morning as well, Michael. Okay, so November intensive. So it's over two days, team. So three hours today, three hours tomorrow. If you have to jump out during, during the sessions, it all is all going to be recorded as well if you need to jump back in. So I'm going to start sharing my screen in just a second. I'll go through what we're going to go through today and then what to expect tomorrow. All good, Perry? No problems, mate. So everyone knows what is happening, but the theme of the event is how to make sure you don't lose any clients in December. So how to retain your clients. And then the second thing is how to set up your December to succeed in 2026. A lot of PTs actually think December is super, super quiet. And for most pts it is super, super quiet. But for us it's actually probably the best time because like 80 to 90% of PTE is kind of get left behind during this time. So I'm going to show you what we do every single year. And for those who have been with me for a few years, this might be a little bit repetitive, but you know, why change if it works? So we're going to go through that stuff today and we've got our Mastermind session this afternoon. So let me start sharing my screen and we'll get straight into it. I'm going to post the workbook in here as well for the guys that are here as a guest. I got a couple of guests that are coming just for the first part of this session. You guys can attend for about 90 minutes and then we'll catch up after that and get some feedback. The last part of today is just going to be for clients only, so if and when you do join the program, you can come to it next time. So let's share this bad boy in the chat. So just a reminder, you won't be able to edit this document. You need to go file, then make a copy to actually edit the document. Okay, so I'll keep the chat open. All right, so day one. So I'm going to go through a little bit of a new format here. So, and just so I know we've obviously had a few people that have been at the event in person in July and then the March event as well. Who's actually done one of our virtual or in person intensives before, whether it was in person or virtual. Can you just let us know in the chat? Because there's a couple of new things that I'm Doing this time. Yeah. Amy's been here before. Amy's. Amy could probably run. Run the event next time. I'm kidding. I love doing the events. I think most people have actually done the events before. I think. Ray, when this will be your first time. Michael, this will be your first time. Ben's done before. Emmett's done it before. Yep. So majority of people have actually done it before. Cool. Okay, so slight change in terms of the starting point, I think, and you guys can just give me some feedback on this. I think it's going to be useful for you guys to know what I'm doing in terms of what's working really well for me. For most of you guys, I'm on a. I'm on a higher scale, so I'm working on probably a few. A few things that you will work on eventually. I think it's going to be helpful for you guys to know kind of what's. What's possible or what's working, whether it's AI, whether it's sales, marketing or delivery. So I'm going to show you guys what's working really well, what used to work, what's working right now, and kind of what I'm doing for the future as well. So I'm going to do that first, obviously go through a bit of a summary of what's been happening in our world of PT mastery. Then I'm going to go through my keynote, which is going to be preparing for Christmas and setting you up for success in the new year. Then we're going to have a short break, then we'll get into some client milestones and some wins and then we're going to do our mastermind hot seat session later this afternoon. So that's where we this. And to be honest, the mastermind is actually that's where we got the most feedback from our last event. So just make sure you're hanging around for that one. That's where we're going to get. We're going to collaborate with everyone and solve your biggest constraint.
As well.
Morning, Josh. You just put yourself on.
Yeah, I'm trying to figure that out.
Yeah, there you go. I just did it for you. All right, so let's get into it. Oh, sorry. In day two. So day two, we've got our guest speaker, Jackson, the AI Advantage, who's actually. And I'll get some feedback in a second. We'll go through the AI Advantage for coaches. We'll do some Q and A with Jackson and for everyone. And then we'll also do our six Week game plan. So out of the next two days, just in the chat, what are you probably most excited to learn about? Is it more preparing for Christmas and setting up January? Is it AI, Is it the mastermind? Is it the planning session? What's kind of the biggest thing that you're looking forward to? Just let us know in the chat. Setting up January. Cool. Who would like to go into January? Pretty much fully booked. Setting up January. Cool. A lot of people want to set up January. And also by the way, who's taking time off in December? Just let us know in the chat as well because we're going to cover that if you guys want to take some time off and make sure you don't lose. Lose clients or lose momentum. Christmas week off. Cool. Okay, cool. So some of you guys have already got some leave booked in, which is awesome. So I'm going to show you guys how to make sure you don't lose clients during that time and also how you how to not lose momentum as well. So let's get into it. You can read the welcome message later on. So we've got myself and Jackson as the guy guest speakers if anyone is looking at like a CRM. You guys have heard me talk about CRMs before. So Jackson. So you guys have heard me talk about acr, which is the CRM that I use. So Jackson built acr. So if you guys have a look at getting a CRM down the track, which is a client relationship management software, helps you with automations, AI bots, onboardings, managing all your social media, all that type of stuff, he might give us a bit of a sneak peek into what that looks like. I know, Anthony, you're looking at it as well. So Jackson actually owns that company for the CRM. Okay, let's go into what's working now. I'm going to. I've actually just invested in a new bit of technology, so I'm hoping this works for me. So let me try. I've actually, I'm going to draw on my iPad for the first time. So let's, let's see if this works for me. It worked yesterday, so hopefully it'll work for us today. Can someone tell me if you can see my iPad? Hopefully you can. What's the chat going? Someone let us know in the chat if you can see it. It should say this. It's the same thing. But actually let me. Can you see that drawing or what I'm about to draw. You guys see that? Hey, technology is working. All right, here we go. Super exciting. Okay, so I'm going to go through what's working right now for I'm going to target this more towards the online space face to face trainers. In all honesty, a lot of the stuff that we teach is just needs to be on repeat. A lot of the time how you amplify your business is where you add the online side of it. Okay, so I'm going to more target this towards the online space. But just know I'm not kind of leaving it face to face. It's just a lot of the stuff that I teach. I don't want you guys to change too much because it works. So zoom in here. I'm going to go through what's working or what has what has been working, where we're at and where we are going. We'll do green. Okay, so we've got Attract, convert and delivery. So attract is generating leads, converting is getting new clients. Delivery is the actual service that we do. So let me just make sure everyone's in here. Cool. Okay, so for attract in terms of in the online space. Right. So what we have been doing previously is we've been spending a lot of money on ads. Just so you guys know, previously I was probably spending about $1,000 a week on ads. Had its pros and cons, but advertising is for one getting more and more expensive and people's attention span is getting less and less. So it's, it's harder to get cheaper leads on ads. What we're doing right now is we're focusing on short form. Short form content. Short form content is where it's at by far. Because if you can nail your short form content, what's going to happen is they're going to binge your entire profile. And then ideally, and I'll talk about this in a second, ideally you then go into some long form content as well. So I'm talking about short form content regarding, like how long people watch your video for which I'll go into more detail in a second and by the way share a little secret for you. Instagram and Meta only care about watch time these days. Watch time is in how long they watch your videos for. I'm talking about reels and stuff. So they don't care about how good the images or how good your your, your sounding. It's how long are people actually watching your video for. That is all they care about. So where it's going, and you guys might have started to see this literally yesterday is I actually hired a like a videographer to shoot content for me in person to to improve the watch time. So I'm investing in short form. So as you guys are investing in your businesses, I'm doing the exact, exactly the same thing. And please excuse my handwriting, because I know it's, it's not, not amazing. So right now, short form is working really, really well. And then if we, if we expand on that into convert previously what I've been doing, and this is still kind of working quite well. It's still booking in calls or consults. That's still going relatively well. MH is saying, to what extent does short form become long form? Long form is that 10 minutes or more. So two minutes is still short form. Where it's at right now in conversion, we're playing around with a lot of AI agents, which is basically like a bop. So to give you some context, right now 50% of the leads coming through on ads are getting booked in via a bot, meaning I have to do nothing. Which Jackson's actually going to talk a little bit more about that tomorrow. If you guys want to learn more about bots now, bots can be in your DMs, it can be in text messages. Yeah, Raymond, Okay. But that is what we're working on right now. The other thing that we're working on right now is because people's attention span is so limited, is long term nurture. Nurturing, meaning just because they come into your world and start following you or they start watching your content, it doesn't mean they're ready to buy straight away. So you need to be making content consistently to slowly nurture them into you. Like you're the, you're the person that they want to work with. Nurture could be a number of things. Could be email marketing, which you'll need a CRM for. It could be obviously long form in terms of YouTube videos or podcast episodes, or it could be a bunch of short, short form videos. I think there was a stat that Google released, I think I've told you guys before, which was people need to consume 47 minutes of content before they like, like and trust you in order to like, make a purchase. So just keep that in mind when you're making content. If you're maybe only making content maybe once or twice a week, how long is it going to take for someone to watch 47 minutes worth of content before they're willing to buy from you. Now, you can still replicate this in the face to face space as well, because I've said this to many of you before, you don't necessarily need to do too much in the online space to make it work as a face to face trainer. But how good would it be if you have online as well? That's all I'm saying. Where we're going to convert. You guys might have heard of the software ManyChat. Has anyone heard of ManyChat before? Just let us know in the chat. It's like an AI software. Basically we're combining short form with AI, meaning when you're making short form content and your call to action is a keyword. So for example, if you want to find out more on how to lose weight or whatnot, just comment the word weight loss and I'll send you a training. The consumer or the audience comments that keyword and manychat can automate that so they can automatically respond to that comment and they can automatically send that person a DM with the training. So the speed to lead is basically instant. But. What happens then is that that is going to save so much time and you can almost automate your entire process from making content to the person commenting themselves. Then many chat, booking them in either for a call if they want, if your call to action is a call, or they could potentially come along to a workshop, which is the other stuff.
That.
You guys would have seen me do, who see my workshops that I do every month. Does anyone see them? In fact, few of the people in the room have joined from those workshops, which is cool. So. Workshops is what we commonly commonly known as conversion events. So in the online space and for those who want to get into the online space, this will be really interesting for you. A conversion event is basically you do like, you do all this marketing to get people into your lists, which is emails that follow you on social media. And then every month you might do a workshop, which you could do for free or you could charge for it. Right now we're charging for hours to give value, to give people an insight into what it's like to work with you. And then you basically invite them to join your program either on the spot or in the follow up. So yeah, workshop workshops are going to be a big thing for us. So we're essentially going to, we're essentially going to be doing short form into workshops. So all of our short form stuff is going to go obviously they can obviously binge short form and of course we've got the podcast as well. But then they can go straight into the workshop and then from there like they're going to spend 60 to 90 minutes with me. So hopefully they like me after the workshop and then they join as a client after that. So that's what's working for us and where we're going in terms of converting. Now, let's talk about delivery. Now, delivery has changed for us quite a lot in PT mastery, but also in terms of what's possible as well. So previously, probably like six months ago, and for those who've been around for a little while, you might have experienced this with me. I used to have to do everything. So Matt does everything that. Does everything. So we've been slowly building up our team behind the scenes. And who knows if you guys even know this, but Jason. Does anyone know who Jason is? Some of you guys might have talked to Jason, like a silent assassin behind the scenes. So Jason's a good friend of mine. He's more like operational stuff right now. So he does do a little bit of stuff on the front end with new clients coming through. So some of the new guys that have joined recently might have met Jason, but he mainly does the backend stuff for me. So he's also a PT himself at Club Lime. He's actually in Brisbane as well. So if any of you guys are in the local area around Brisbane, I usually catch up with him every now and then as well in person. If you guys want to join us, we've got two VAs. And we've also obviously just hired a videographer as well. But in exciting news, we will very shortly be bringing on another coach to help with the delivery as well. So you'll have. You'll have me, plus you'll have another coach. So I'm not going to tell you exactly who it is yet, but we've pretty much got it locked in to start in the new year. But the other stuff, that's what. So that's kind of where it's going. So we'll have a new coach. So you're still gonna have me. I'm not going anywhere. You're still gonna have me. But you also have another coach as well, helping you to grow your business. Someone who's been through the program, done extremely, extremely well, and then wants to take things to the next level where it's at right now. Some of you are utilizing this, some of you are not just yet, which is okay, you gotta remember, I've also made a clone of myself with an AI bot. Just so I kind of know, firstly, who is aware that we have a 24.7bot that you can use that has all the training, and secondly, who's actually using it? I think there's only been about four or five People actually use it so far, Raywind has definitely used it, Perry's used it. Oh, maybe more people, Anthony, use it as well. It said on the. I know, it's. It's. It's answered like 105 questions, which is pretty cool. So I can see all the data and stuff, but right now, you called it, Anthony. How good. So, yeah, you can either. You can either message it, kind of like chat GPT, or you can actually have a phone conversation with me. So it's super, super cool. If you want like an instant response, I basically feed the AI bot all of that content, all of the data, all my podcast episodes, and I like voice message it as well to give it context in terms of how I would respond. So you can kind of get almost the same response as what I would do in terms of the content or the context. It would be exactly the same, but of course, still use me as well. But we're trying to make it faster for you to get results, essentially. I don't want to have to essentially, like, if I was to get hit by a bus today, I still want you guys to be able to succeed, essentially. So in terms of delivery, that's what we've been working on. And yeah, where we're going, obviously we're building a team to, to help. So, yeah, this is the first time I've really done that. I just wanted to share what's really happening in my world. My mentor does it really well and I'm always super, super curious in terms of what he's working on and what they're doing and what's working, what's not working. Essentially, what I'm trying to do, I'm trying to test all this stuff for you. And then once I know what works and what doesn't work, I'll give you the training to eliminate all the mistakes and I'll waste all the money so you guys don't have to. Essentially, that's how I want to. That's how I want to do it. Because obviously all this stuff costs a fair bit of. Fair bit of cash. So just some feedback in the chat. Was that interesting at all? Was that helpful? Some. Some things obviously won't be for you guys right now, but I just wanted to give you guys, you know, some context in terms of, you know, what's working right now, what's. What's not very helpful. Cool, Sweet. But the main thing I wanted to get from that session is short form is like, super, super important because people's attention span are just like, you know, they're in and out of their mind and it's really hard to market to people when they're like that. So in the online space and I'll probably end up doing another session on short form in the coming weeks. But like if you think about the content that you're making for reels, like Emmett was saying, like a two minute video, 99.99% of the time I would say people aren't watching that whole video because people's attention span is so, so small. So you need to focus purely on the hook, which is the first like two or three seconds. And the stuff I've been learning around like short form, which I'll, I'll let you guys know all the stuff very, very soon. But just to give you some, some insights, you've got like the hook. There's, there's five types of hooks in the first two or three seconds. This is how detailed short form needs to be. There's like a visual hook, there's a audio hook, there's obviously speaking as well. There's a hook where for example, there's obviously a little plant in the background right now that is another hook as well to get people's attention. Maybe you're going to have the dog in the background or the cat on your shoulder while you're doing it because people need to their mind these days, like they need to see something happening all the time because of like since TikTok's come along, they're all like 15, 5 to 15 second videos, right? So like just going back to what Emmett was saying, in terms of what's long form, Long form is definitely over like 10 minutes. But in terms of making short form videos, I wouldn't make anything more than 90 seconds unless you're really good at keeping people's attention. So it's like every three seconds you feel like you might start here, then you have to be over here, then you have to be over here. You better change it every three seconds. So yeah, I'll leave it there, we'll get onto some other stuff. But yeah, I thought that would be super interesting for you guys. So let me get rid of the iPad for now. But that was, that was good that, that actually worked for me, which is good. Okay, so now let's go. This is just for your own insights. So you got the insight review. So I've just put three boxes for each one in terms of some things that you could take from that that you might want to implement into your business. So you got what's working right now preparing for Xmas in 2026, and then the AI advantage. So just come back to these ones and fill this stuff in when you've got those insights. So. Yes. Sorry, Harley. There you go, my friends. Okay, so let's get into my. My presentation here. So the biggest thing for December and January is the actual mindset behind it. So I know obviously a few of you guys obviously taking leave, which is great, but you need to lead by example during this time because people need to be led during this time because most people, they lose all their results that they've worked really hard for over the last three or four months. So moral of the story here is, if you're going to take two or three weeks off, your clients will probably do the same thing. If you're going to still train and still keep on track during this time, your clients will probably do the same thing. If you drop the ball with your content, your business isn't gonna, you know, be as good during this time. So you're gonna lead by example. Now, I'm all for taking time off, but you've gotta understand the clients are gonna follow what you do during this time because they've got all these other things going on. They've got Christmas parties, they got work parties. They might have the gym Christmas party, for example. They've got all these things that have been like, cool, let's have some beers, let's have some wines, let's have some shots. And they need someone to keep them on track. Okay, so I'm all for taking holidays, but I don't want you guys to take like three weeks off in December, if that makes sense. Take your holidays at a different time if you can. Might be a bit late to. To make plans now, but my advice here is just take obviously the public holidays off and spend some time with the family, but just don't take the whole month off. Okay, let's keep going. So communication is everything when it comes to maintaining your clients during December. What usually happens for most personal trainers, and you guys might have experienced this before, previously, before you joined us, but a lot of the time clients will go on holidays, for example, for a couple of weeks, and then you're like, cool, no worries, I'll see you when you come back. And then when they come back, they ghost. You don't know what's happened and they just never come back. Or you just don't know if they died overseas or something. And you're like, oh, this is cool. So my income just dropped by $1,000 just because people went on holidays. So that's what usually happens for a lot of pts, not so much the thousand dollar drop, but a lot of the time they lose a lot of clients during this time because they lose motivation and they're like, you know, stuff this. I'm going to try something else. So we need to have some systems and processes in place to make sure this doesn't happen. Now we obviously already have cancellation forms, timehold forms already in place for during the year. There's a special Christmas time hold form that we send out to clients if they need to pause. So I'm talking about paused payments. So this is, this is a last resort to pause payments. Ideally you want people to either do makeup sessions or go to an online model if they're going away or if you're going away. Okay, so if you click on here, there'll be a Google Doc that will open up into a new screen, which I'll go through in just a second, but I'll just quickly explain. So you want to frame this email and you can obviously change this email if you want, but I'm going to give you the one that I've used over the years. Frame with gratitude, celebration and clarity, announce your Christmas hours, holiday policies and the comeback plan and it with excitement for what's coming in 2026. So open that document up and you'll see, you'll see this one. And by the way, who's doing Christmas party for their clients? Is anyone doing that? Amy is. Yeah. Awesome. If you're not doing Christmas party, I'll, I'll give you some context in a second. But highly, highly, highly suggest doing a Christmas party. People stay for community. So if retention is an issue, for example, people won't leave if they're in a community of like minded individuals. So get them connected because a lot of you guys are all doing one on one sessions, right? They're not going to meet too many people unless you have like events. Harley, you are definitely ready to make it happen, my friend. That's a mindset thing. Okay. And by the way, I'll go through this in a second. It doesn't have to be big. You don't have to pay for everything. You just, you just kind of get people together. Okay? So I'm going to go through this step by step so you guys know exactly what to send out and you're going to send this out literally like next week or probably even this week. Another year is coming to a close and you can see this is back in 2022. I've done it every single year with the same email. Now the year is coming to a close and we can't wait to continue your fitness journey with you in 2026. This email is to notify you of a couple of important announcements. Firstly, a Christmas party is booked for blah blah blah. Obviously you need to if you don't have a Christmas party. So firstly we'll be hosting a Christmas party. I'll talk to you guys during the session. Blah blah blah. So this is just advising people of the Christmas party. On the topic of celebrations, it is time to celebrate but also not forget our fitness goals. Here at Magnum, which is my company. Here at Magnum we are entering a busy period with New Year resolutions around the corner. This period may also be busy for some of you guys too. If you're going away to see loved ones going interstate or international, we have a specific time hold form for this period that we will put in place. The timehold forms, once filled out, will ensure your time slots for training will be held for you during the duration of your break. Prioritizing existing clients is of paramount importance to us, especially when we always see influx of new clients heading into New Year by signing this form that you can access by replying to this email in brackets if you need a copy filling out and standing back by no later than the 14th of December we will hold your slots for you and resume training upon your return. In relation to the time you're away, we'll we'll be doing makeup sessions before and after to ensure there is minimal regression with your goals. Example, if you're doing one session a week, you will do an extra session a week before you go and an extra one when you come back. Which means you'll you'll be able to indulge guilt free during this festive time and earn your well deserved breakfast. If you would like a copy of this form, please reply to the email. And as a reminder, please note that we are very busy during the Christmas and New Year period, so please have these forms sent back by the 14th of December. Okay, Super super easy. You start with the celebration. You set the frame that was super super busy. If you are going to take time off, you need to fill in this form if you want us to hold your slots. Otherwise they're gone. Okay, now for context to give you some real stats in the 2022 one that I sent out at the time I had 150 clients. I had four people go on pause out of 150. So you probably will have a couple of people Want to pause, but majority, it's like a last resort, as I said before. So majority of people, you either do makeup sessions if you're doing face to face or if you're in the online. If you're just purely online, nothing really changes. You don't need to do anything. It's business as usual, let's just, you know, keep hustling type of thing. Now, you can obviously change this if you like, but that's the gist of it. That's the framework that you want to follow. Let's go into the Christmas party stuff. Now, as I was saying before, you don't necessarily need to pay for your clients to meet up or anything like that. All you need to do is be the organizer for this event, which could just be going out for breakfast. It could just be going to the local pub, for example. Some of the things that I've done previously is lawn bowls or barefoot bowls. I've done like temp and bowing. I've done stuff with Grilled. And by the way, if you guys want to build some local business partnerships, this is a perfect way to do it. And I'll go through some local business partnerships in a second with strategy for marketing. But how good would it be? Let's just say you've got 20 clients and you go up to Grilled your local grilled, and you're like, hey, I'm a, I'm a successful trainer just down the road at, I don't know, Anytime Fitness. I want to bring 20 people into grilled next week to celebrate our Christmas party. Would you be okay with that? What do you think they're going to say? Yeah, 100%. Bring, bring them all. Bring the whole gym. So that is how you're going to start some local business partnerships. And guess what? You know, for me, I had a pretty good relationship with the Grilled at the time. I think I had like 50 or 60 people come to my Christmas party. Yeah, I've always spent like three or four thousand dollars in one night there. And what do you think they're going to say when you ask to potentially have a partnership with them? You're like, yeah, 100%. Here's some, here's some things you can give out to, you know, to help you out type of thing. And they might even give you a discount as well. So it doesn't have to be at that scale, but you gotta, you gotta start somewhere. Anthony, can you send that email draft in the chat? No problems, my friend. You do have access to that document, by the way. Actually, I can't send it, sorry, the word limit is too much. So go back to the workbook, click on this and you'll have the Google Doc. Otherwise if that's not working. Yeah, if you go into the email, you can go file, make a copy. Thanks, Emmett. So yeah, go into the Google Doc and then go file, make copy. Okay. Now a couple of weeks ago I ran a session on. Who's that? Everyone can mute please. That's cool. Yeah, I mean everyone's muted now. Cool. I ran a session a couple of weeks ago on tax and investments as well, which was really, really helpful for a lot of people. Christmas parties are all tax deductible. So if you end up buying, you know, buying your clients some drinks or some food, it's all tax deductible. Okay? So if you want to keep reducing your taxable income, take your clients out, shout them some food, shout them some drinks. Within reason, of course, you don't want to be, you know, jumping up on the bar and having 10 shots with your clients. You, you ideally want to keep it semi reasonable. But yeah, it's all tax deductible. So highly suggest doing a Christmas party. And just on that topic as well, I actually suggest every three months or so I'm doing like a client meetup and, and again, you don't have to pay for this stuff, you just have to be the organizer. Everyone can pay their own, their own entry fees if, if required. So let's go through the timehold form. It is slightly different to the normal one that we do. So if you click on here where it says Christmas time hold, there'll be a Google Doc. If you open that one up. I'll go through it in just a second. So clients can still pause their payments, but the form must be filled out. So you do not pause any payments until the form is filled out. Okay, how it works, client fills it out, the start and the end date of their pause. Maximum time holds four weeks and the forms need to be done by the 14th of December. If it's done after that, then it's too late. If there's no form filled out, there is no pause. Okay? This protects your income, protects their spots, no exceptions. It's time to start running a proper business, not a hobby. Okay, this is the form. Super, super easy again when you go into this, just go file and make a copy so you can use it. It's got just the details at the top. On this date, please pause the payments of this much and then resume the payments on this Date super straightforward. Now, the difference between the Christmas time hold form and the normal timehold form that we do is this red part here. Maximum time hold duration is four weeks, which is actually the same. But if you wish to resume training before the dates listed above, please notify your trainer or head trainer. If you no longer wish to continue any sessions after the pause date in which to cancel your PT agreement permanently and fail to communicate this with business name, debits will automatically resume on the new date or on the date above. If you do not wish to resume training after the pause date, please be advised you will be debited for the full duration of your hold period and the normal insert your cooling off period or your notice period. At this stage it was 14 days due to Magnum Fitness reserving your training slots. Okay, so what that means is if they go on hold for four weeks and after the four weeks they say they want to cancel, they need to pay out the four weeks that they're on hold for plus the two week notice period, they got to pay out six weeks. Okay, the reason why you do this is because you want people to commit to coming back to you. If people sign this. Well, moral of the story, if people sign this, they're committed to next year already. Okay? This is why we do this. Because if you, if you're too flexible during this time, then that will just take advantage of you. Everything else stays exactly the same. So you guys can read through this if you like, but it's exactly the same as the normal time hold form. Okay, so that is that the makeup system, you guys would know this one already offer extra sessions before and after the holidays. Example, if they're in one session a week, they do two sessions the week prior and then two sessions to come back. If they work for two weeks, as an example, so they're away for two weeks, so they got two sessions they need to make up. So one session before they go, one session after they come back keeps the progress up, consistency strong and the revenue steady. So many PTs complain about the stability, the stability of the industry, but it is stable if you have the right systems and processes in place. Where it becomes unstable is if you let people just dictate how you run your business, that's where it becomes unstable. But also clients really enjoy it as well because they get to, if they're going away, for example, they do some extra sessions before they go, they're going to get some better results before they go away. And then when they come back, they're probably going to feel like Crap. So they're going to need some more motivation anyway. So it's all designed to help the client so everyone wins accountability during the break. So this is just an example. You guys can obviously do your own kind of check ins the way that you do it, but just make sure what I would do, you don't have to do this, but what I would do is doing a little bit of accountability during the break if you're on, if you're on a break or if they're on a break as well.
So.
So don't completely vanish over the holidays. Simple check in or mini challenge goes a long way. So this is just an example of what you could say. You can obviously be a bit more casual than that or you can send a voice message for example, but you just want to do some type of check in to make sure you're still top of mind to make sure you're obviously giving a shit about your clients. Okay, so pretty straightforward stuff. You can obviously use this one if you like, but otherwise you can use your own message to keep them accountable. So a little recap here. Lead by example, communicate early, build the community, use the time hold system and keep the accountability alive. We're about to get into the marketing strategy for setting you up for 2026 just in the chat. Biggest takeaway from that first session on maintaining or retaining your clients during the Christmas period. Just let us know. And by the way, has anyone actually, Well actually before we get into that. Yep, true professional use the right emails and forms. Yeah. Christmas party quarterly meetups leading into business partnerships. Yeah, love it. And by the way, it could be like in terms of business partnerships, it could be as simple just like the local cafe near the gym. That's a really good partnership to have because guess what happens when people like for example, if you, if you guys have classes in your gym, a lot of people will go to like a cafe after the class, grab a coffee, grab breakfast and guess what, if they see some business cards or they see like a lead box for example, or a raffle with your name on it, then they might be like oh, I saw him in the gym the other day, maybe I'll put my name down. Having a time hold especially for Christmas, Christmas party and business partnership. Cool. Need to find somewhere in the gym isn't partnered with. Well actually on that you could utilize the gym partnerships already to make your own partnership on top of it as well because obviously like no offense to the guys in the room here, but you'd obviously don't have the brand Big enough yet for people to be like, oh yeah, you know, that's Emmett's PC business. But they might be like, oh yeah, IGM or Genesis or Anytime Fitness. Yeah, well let's see what they're doing right now. So you could. One thing that we've done is we had just to keep it super simple. As an example, what we've done previously when I was at jets is jets gave away like 6 weeks free membership and then I gave away like a free PT session type of thing. So it was like a combo where the jets got the new member and then I got the PT client essentially. So you know, if the gym will already have local business partnerships, especially like supplement stores, any like retail stores nearby, the gym should usually have partnerships with. So use that to your advantage. Nothing wrong with capitalizing on that. And just, just to make sure I covered it as well. If you guys are going away, same thing applies. Um, if you're away for one week or two weeks makeup sessions and then if they can't fit in makeup sessions, then they just go to an online model. You're just going to give them a reduced rate during that time. Cool. Alrighty team. Have we gone for time? I think we are going well. Okay, let's go into the 2026 kickstart plan. So December is all about building your pipeline because. And just to give you guys a heads up, it is going to be harder to convert people in December because everyone will have that excuse of, you know, I just want to wait until January or you know, I'm going on holidays or whatever their excuse is going to be. You are going to get more objections so you'll still have people sign up. And probably in two weeks time I'm going to show you guys how to handle those objections and what you could offer to get people to commit in December rather than waiting until January. I'll give you some insights on that that work quite well. But the main part of December is building your pipeline for basically as soon as January starts. Now this strategy, you guys probably would have heard of this one before. We've tried the Christmas in July strategy which worked relatively well for most people. Some people found that people just wanted the hamper, which is fine. The difference right now is people will still want the hamper, but when we actually contact people, when they put in their details, it'll be the start of. It'll be like the first week of January. So 95% of people would be like, oh my God, 2026, it's time to work on my Health and fitness. Now's the time. Oh my God. The PT called me. It's a sign. I'm gonna sign up now. That's how it works. So that's why we do a lot of lead generation in December and then we do the consults at the start of January. Because of the time of year, if you do all the lead generation in December and then do the consult in December, you can have a hard time converting. Okay, so this strategy will get you usually not going to say 100 because some people don't do it as well. Majority of people will get at least 100 leads or more. And, and I'll show you some examples in a second. But when I was doing this for my Face to Face business. And you can do this for online as well, by the way. For the online guys. Exactly the same strategy for online. I've got 700 leads in one month. Raywin says, can I do this in January? You can. Is this because you're going over to Perth? Is that the reason for that? Yeah. Cool. Yeah. So you obviously, yeah, you wouldn't want to do this in good life in December. So yes you can, but you would only do it for like a two week period instead of four weeks because otherwise you'll miss the opportunity at the start of January to capitalize on that. But we'll probably talk about this later. If we can lock down a location in December, we could probably get something set up in the club that they could start marketing for you in the last couple of weeks of December and then you can keep it going at the start of January. So yeah, we'll, we'll talk about that. Okay, where was I up to there? I got went through that stuff. Okay, so this is the campaign overview. Now as I said, this can be for Face to face and online. If you're face to face, I suggest you doing some stuff online as well. So week one, which can pretty much be from now, you're not going to actually put the marketing. So let's get the cat out of the bag. It's a hamper. It's a New Year's hamper to New Year's hamper. Plus you're giving away either online PT or Face to Face PT as part of the hamper. Okay. Which I'll go through what the hamper looks like in a second. But you're going to do one week of setting up the hamper, as in finding partnerships, building the hamper, getting all the, all the stuff that you can include in there, getting all the QR Codes and stuff ready to rock and roll. Weeks two and three and some of week four is going to be the promotion which is, which is walking the gym floor, posting on social media, perhaps even doing some ads for it, which is optional, you don't have to do ads, but that's what you want to do. And then week four is like the last chance to enter. You're going to draw the winner basically on New Year's Eve, 30th or 31st of December, which will be 31st is a Wednesday, maybe not New Year's Eve because people might be on the piss already. Maybe on the 30th, which is the Tuesday to announce the winner. And then you'll start to do follow up calls after the first of January once everyone's finished their hangover. Okay, step one, you're going to build your hamper. This is what one of my hampers look like. You can see it's pretty jam packed full of stuff. Ideally you want the total value to be over a thousand dollars in prizes. So this is where you can make a bucket load of business partnerships because you're going to have to go out and get the stuff and this is a really good opportunity for you to get your name out there. So I'll go through a few things that I had in there. But the bulk, the bulk part of the head Tampa is going to be the actual free online PT or free face to face pt. So first thing, let's work out how much you're going to give away for PT sessions. So this is up to you guys. You can choose how much you want to give away. At a bare minimum you're going to give away four weeks. The, probably the, the most I would give away is 12 weeks. Keep in mind you will have to train someone for free for four weeks or 12 weeks. Okay, so let's just say you're so one session a week. Let's just, let's just keep it easy. Let's just say it's 100 bucks a week. There's $400 worth of PT sessions you're giving away. So then you've got to ideally find $600 worth of prizes. Now if you can't, that's okay, but the higher the prize, the more attention it's going to get. But, but at a bare minimum an extra 250 bucks worth of prizes. Now how do you get extra prizes without spending the extra money? Let me give you a little secret. Local business partnerships, said it a few times now. So local business partnerships, if you Guys have a BWS liquor land in your local area. Guess what? They have a budget for this stuff. They have an allocated budget to help out local businesses. They give you stuff for free. Okay, this is when I was doing face to face. So it should still be the same. It's only going to be like a $10 bottle of wine or champagne. The whole point is just to have it in there, not to buy an expensive bottle of wine. So don't go out and buy $100 bottle bottle of wine. If you can get stuff from the gym. Gym towel, gym bottles, maybe some free weeks on their gym membership. Maybe they can try some classes for free. Think outside the box. Maybe you can go to a local cafe and get a $20 voucher for the cafe. $50 voucher for the cafe. City Cave, for example, gave me a free $50 voucher. You don't ask unless. Sorry, you don't get anything unless you ask. But you need to have the. The business, the local business. Partnerships first. Other stuff. You could get supplements. All of the gyms would have partnerships with supplement stores. At a bare minimum, you're going to be able to get a discount. I used to be able to get free. Free. What are they called? Samples. Get some free samples from the supplement store. Protein powders or some other stuff I had there. Oh, merch. If you guys have your own merch, you can see that I've got my own little towel and magnum member, which all my clients got. Maybe you could include that as well. But think outside the box. What would people want to get for like a New Year New Me hamper? I also had in there a hairdressing voucher. Also had in there a massage voucher as well. All things to do with like New Year, New Me type of stuff. I guess I remember the bigger the value, the more attention you're going to get. But of course, don't, you know, don't spend all your money on this type of stuff. You might spend maybe a couple hundred bucks in return. I'll show you what's possible in terms of the return on investment, but generally it's well worth it in the end. So this is what it could look like. You can obviously use this if you really want to, but basically this is kind of the post that you're going to have up in the club. So it's basically scan to enter the giveaway to win our New Year New Year hamper plus XYZ of free PT valued at blah blah blah. Scan the QR code or enter your details below on the entry form, if you're in the online space, you just basically post this up without the QR code and you might be like comment or comment. Comment and emoji to enter the competition to win the New Year hamper. Okay, let's keep going. Key things here. Let me just do a quick time check here. The time. Yep, cool. Okay. Key things. The hamper needs to be seen. So if you're a face to face pt, it needs to be where people are going to see it. Around the reception area, maybe in the. Where people put their keys and bags and stuff. Not in the toilets, but there's probably another area in the gym where people put their, their belongings or if you don't have that, walk around the gym with the hamper, like literally carry the hamper and walk around the gym and get people to enter the competition. Now when I say get people to enter the competition, all you need to do, it's super casual. You just need to go up to someone like obviously after they finish their set and be like hey mate, really sorry to interrupt. I just thought I'd let you know about Big Me and that we've got going on. You win over a thousand dollars worth of prizes and some free personal training as well. Got nothing to lose. Should I just, should I just put you in the draw? So you basically like it's very assumptive language to be like, let me just put you in the draw. There's nothing to lose, you can win, you can win this, blah blah, blah. Next thing, post on social media weekly for the four weeks. Remember what I was saying before about the attention span? So you need to post it on social media consistently for the four week. You use stuff like polls, respond to the story. If you want to enter, comment this to get your name in the draw and the last one, get your clients involved and ask for referrals. So your clients are going to want to win as well. Now they. Now this is just my opinion on. I never used to let my clients win this because they were already paying so I couldn't get, I wouldn't give them free sessions. They could win the hamper but majority of the time it ended up just being someone completely new that won the hamper and the PT sessions. But it doesn't necessarily mean your clients don't want to be involved. So get them involved and then more than likely they know people because guess what, if they're overweight, more than likely their friends are going to be overweight as well. So get them involved as well. So how you do this. And this is the same when we do any type of giveaway strategy which is at the end of their session, if they're face to face or if they're online when you're doing a check in. Hey, have you seen our New Year New Me hamper in the gym or have you seen the post? They might say yes or no, it doesn't matter. And then you say, how would you like to get some more entries to win? And they're going to say yes, of course and say, perfect, go grab your phone and I'll meet you at the hamper. They'll grab their phone and say, cool. Go into your contacts and put in five people who are in the local area that would benefit from winning this. Every person you put down, you get another five entries and that's how you get referrals from the strategy. Now this is the script that we're going to do afterwards. So you're going to market this for four weeks or three to four weeks. At the end of the four weeks, you choose the winner. You do a post on social media about the winner. Then you basically announce that there's going to be some runner up prizes because there's so many people that entered and you can choose how many runner up prizes you want to give. But essentially once the 1st of January hits, anytime after that you're going to call every single person and they're going to get a runner up price. Now you're only going to really going to be able to get hold of 30 to 40% of people anyway. So you're not going to give away like 80 runner up prizes. It'll probably be like 30, 30 people that you'll be able to do this for. And this is the script. This is the same scripts that we use for all the giveaways that we do, so. Hey John, it's Aaron from Anytime Fitness. How are you? Awesome. The reason for the quick call is I believe you recently entered our competition to win our New Year New me hamper worth $1,000. Is that right? We're going to say yes. 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 this competition, we have decided to give away an additional 30 prizes and you were one of the winners. Congratulations. Then you pause, they'll get a little bit excited. Then you say amazing. So you won a free New Year New Year kickstart session to get you on track for 2026. So we'll book the session now would you prefer during the day or the evening and then you just book it in as per usual from there? Now, I'm not going to go too detail into local business partnerships only because we've done a very detailed training on this. It's called the Neighborhood Referral Engine. So the four step process to build local business partnerships. If you want to take advantage of this strategy and tie in local business partnerships, I would suggest you watch the neighborhood Referral Engine training. So I'm not going to go through too much. If there's time at the end, I'll, I'll recap it again. But the four steps are, you know, know you need to identify the local businesses that have high foot traffic. Then you need to go in and just talk to them first. There's no like pitch or anything. Give them value. So like for example, Christmas party, hey, we're looking at doing a Christmas party. Would you be okay if we brought 20 people to your cafe to have breakfast? Would that be all right? Yes. Okay, cool. No worries. And then come back again. Hey look, we're going to come back, we're going to do the Christmas party next week. Oh, by the way, we've actually got a Christmas hamper or New Year hamper where people can win up to $1,000 worth of prizes. Would you be okay if we left it here for a couple of days to see if people wanted to enter the competition? So you've already given them value, they're more than likely to say yes. Okay. But the full detailed training, there's about a 45 minute training that you can watch in school on that one. Okay. Set up for visibility. So common theme here, people can't enter if they can't see it. Same thing for online or face to face. Face to face display at the reception with signage with a QR code. Ideally either drop form or type form if you guys don't know already. If you're using Google forms, Google forms are great. But if someone doesn't have a Gmail account, they can't fill in the form or they need to log into Gmail to fill in the form. But Jotform or type form is usually better. You also want to have a entry form where they can put their name and number down as well. We've already done this before. It's the same stuff except you put in New Year, New Me hamper. So I'll link all that stuff in the, in the recording, walk the gym floor and show it off during peak hours. So what I used to do for Me, if you had sessions, I don't know, let's say you had sessions from like 5am to like 8am I would stay in the gym for like another hour and just walk the gym floor and get people to enter the competition before I went home. As an example, if you're an online pt, you want to use reels, stories and ads to drive the entry form. So the entry form, you put that in your bio. I was like, cool. If you want to enter the hamper competition, click on the link in the bio and you can enter. To win online, you're gonna have to be posting more frequently than the guys in Face to Face. Because the benefit of Face to Face is you've got, you know, 500,000, 2,000 members. You can just go up and talk to them online. You need to post more. And that's the simple answer. It's just volume. If you want to go a bit more, you can do some ads which I'll help you. I'll help you set up the ads. I said this already, but promote it like crazy. Post it multiple times a week. Win a thousand dollar New year hamper. Only one week left. Winner drawn this Sunday. Use fun, festive energy and story polls to engage. So you can see a couple of examples here of what I've done. The other thing as well, which I'll bring up, which I bring up every single year, is community groups. If you guys are not in your local community groups, you are leaving money on the table. Community groups are a super easy way to target a very specific location, demographic or a specific type of person. So let's say for example, that you're in your local area and there's 10,000 people in a community group. You could basically instantly market to 10,000 people. Not everyone's going to see it, of course, but there's a high chance that you're going to get a few people commenting on this, which, see if I can zoom in here. But I'm pretty sure. So this one I got 57 comments, this one I got 85. So they're all leads, by the way. They're all said, you know, yes or whatever to the giveaway. Now this is just an example of what you could do in terms of the post. So you can say New Year's giveaway, giving away this amazing hamper Vader, fifteen hundred dollars. Seven the prizes, six weeks of free pt, Nike shoes, resistance bands, protein powder. So much more. Nice little secret for you guys. If you want to buy yourself some shoes every single year for free on the Business what you can do. So I used to have Nike shoes in my hamper as part of the price and I used to just buy my size. Now obviously you don't know what the winner's size is when you first buy them, right? So they could be, I don't know, they could be like a 6 foot 6 person and they're like size 13 or something or there might be someone super short and have like size 8 or 9. So you obviously don't know. So buy yourself some shoes from like Nike or something or wherever, put it on the business. But then also buy a gift card of just worth like 50 bucks. And basically when you give out the prize you're going to say here, here's the gift card for Nike. Go buy yourself some shoes and I'll take the shoes back for me, thank you very much. So every single year you can basically give yourself some new shoes for Christmas on the business. You can obviously see some other examples in here as well. So obviously you want to try different things. You don't want to post the same stuff all the time because otherwise it's just, you know, people just register. It's the same thing. Okay, so you can, I can give you guys these templates if you want to use my version. Otherwise different, different pictures of the, of the hamper, different angles is going to grab people's attention. Okay, let's keep going. So now you've been doing the lead generation. Now you've got 100 leads, both manual and obviously QR code forms as well. Bonus strategy if your gym allows it. Some do, some don't. Yeah, it's about a 50% success rate with the gyms allowing this to send a one off bulk text message to active members. Or you can actually do this to leads that you've got allocated in the gym as well with a software. You could use a CRM software like we've got. It'll cost you $0.07 per text message, but you say something like this, hey, name, we're giving away $1,000 new year hamper. Want in? Just reply yes and I'll add you. Okay, super easy. If you could, like for example, if you had like 700 people in your database, you're probably gonna get another like 30, 40 leads just from sending that text message. Because one, how many people are gonna see the hamper in the gym or how many people are gonna watch your stuff on social media, but how many people are gonna look at their phone on a text message? 100% of them, that's what. So that's a little bonus strategy if you can. You obviously need to get permission from the gym if you're going to send it out to the gym members. But you can send it out to the leads that you've got. So ex clients, people you've done consults with that haven't converted, you can send it out to all those ones. Then what are you going to, what are you going to do? You're going to announce the winner. So draw it on the 30th or the 31st. Ideally you want to go into the gym or if it's, if you're an online pt, have like a zoom call and you can take a picture and post it up and you're basically just going to say congratulations on blah blah for winning our hamper. Thank you for everyone that entered. Because there were so many people, we decided to give away some runner up prizes so they'll be drawn in the coming days. Just make sure you got your phone handy and hopefully you win. That's pretty much what you're going to say there. Yeah, that's that one. And then this is the, this is the stats, this is the, this is the juicy stuff. This is the back end. So you do all this work on the front end and this is what happens on the back end. So let me get my little calculator here to make sure it's right. So let's just assume you've got 100 because that's pretty much the bare minimum these days. Most people get between 100 and 250. So the people who get more than 100, they're doing both face to face and online and they're doing it consistently week in, week out. So let's, let's assume that your pickup rate is, let's go in the middle. We'll go 35%. So out of 100 entries you get 35 people that you talk to and out of those 35 people, 80% will book in. So 80% went down to 28. Now this is if you had 28 potential clients. Let's, let's actually do a worst case scenario. Let's say 80% of them show up and say like five of them cancel. So we're down to 20, or let's call it 23, 23 people that you're going to sit down and offer your services to at the start of January. Let's just assume, and this is just assuming you're at a 50% conversion rate, which I know some of you guys might be a bit higher, some lower but let's just say 50%, that's an extra 12 clients at the start of January. If we can put it in the chat, how much extra income would you make if you had 12 clients? So to work this out, what's your average spend each week? So for example, if your average spend is a hundred bucks a week, you go 12 times 100. So you make an extra 1200 a week to work out your average spend. Let's say, for example, you're doing. Let's say you're charging 80 bucks for one session and 160 for two. What you do, you'd go. So most people do between one and two sessions a week. So we'll go 80 plus 160 divided by two is 120. So your average spend would be 120. So how much extra income are we at? So Raymond's an extra 1200 at a minimum, Emmett's an extra 1200. How is the same? Josh is 1400 extra? 12 sessions is huge. Yep, 12 clients. Sorry. What about some of the other guys? Lee, Ben, Anthony, Perry. How many extra clients or how much extra income? Sorry. So let's do some more maths. So most people are around 1200. 1200 times 52 is an extra $62,000 a year. Now, obviously not everyone's going to stay for 12 months, but that is wild. For some of you. That would double your income with one strategy. This is why December is the best time. And those people that are logical thinkers. Yes, you need to spend some money on the hamper to make this worth it. Even if you were to spend $10,000 on your hamper, it's worth it because you're going to make 60 or 60 odd thousand. But my suggestion is spend just a couple hundred bucks on the hamper and you're going to make way more money in the long run. Okay, how good is it that you can give yourself a $60,000 pay rise with one strategy? That's the benefit of 1380. There you go. How good? That's the benefit of firstly running a business, but also running a well, being part of a community where you've got all the systems and the strategies that work. You don't have to try and figure this stuff out yourself. So that's the strategy team or good. Emmett, talk to you about a champion. So what we're going to do right now, and let me go back to my. There we go. Perfect. We are on track. We're two minutes over, but that's okay. So what we're going to do Right now we're going to actually, before we do this just in the chat, biggest takeaways, thoughts. What are you most excited about in the chat from that session? Give some feedback. Was it not any good? Nothing in the chat. Can they do the hamper? Cool. Yeah. So the key here and the key here is you do have to do a lot of work up front to get the results in the back end. Yeah. Time hop form. Yep. Can you get new quality leads? Yep, 100%. The other thing as well to keep in mind as well, because you're going to have a lot of people to contact, you need to prepare yourself because you're also going to have an influx of new people wanting personal training as well that are not in this strategy. So you're gonna have to make sure you've one, got time allocated to make sure you can call these people and two, you got time to do all these consults because if you're booking in 28 potential consults and you're doing them for like an hour, for example, that's a lot of, a lot of time. So yeah, you just got to make sure it's all in the preparation. So that's why December is all about filling your pipeline and then January is where you get all the cash. Cash bank. Cool. All right, we're going to have a short break, so we're going to do a 10 minute break and then we're gonna get into the next part. So for the guests, you guys can still hang around as well. We'll get a 10 minute break. We'll come back at 11:30 my time. And then for everyone else, I think it'll be 12:30. Just the question here, while you guys do that, when do you think is appropriate to start launching this and announce the winner? Okay, so you're gonna launch the hamper should be up in the gym. We got the second week of December. So this, the week starting the 8th of December, you need to have the strategy launched. And actually if you really want, if you want to get onto it pretty early, I would probably launch it the 4th or 5th December at the latest. You need to have it launched by the 8th of December and you're going to draw the winner on the 30th of December. So give you about three and a half weeks of marketing. So mid January is too late.
But.
Raven obviously will tailor, make something for you. But ideally 8th of December, drawing it on the 30th. Cool. Team, I'll see you in 10 minutes. I'm just going to grab A drink and we'll get straight back into it. So I'll see you in 10 minutes. Amy, by the way, I know you only just came back. We're just on a break for another couple of minutes and then we're going to start the next next. It. Also, where are we? Holly and Amy. Have you guys got your gift in the post yet? You need to unmute or let us know in the chat? Not yet. All right. Ah, so good stuff, Amy. Hopefully you like it. Love it. Gonna give you another shout out soon as well when we, when we start back up, but yeah, Harley, yours is coming. Hopefully it's not too far away. All right, we'll start in about four minutes. I'm just gonna go pat my dog, make sure he's good and then I'll. I'll be back. We're just about to start again. The leisure is coming back. Alrighty, so pretty much at the halfway point now. So we've got two other things that we're going to do today and then we jumping back in now. Just make sure everyone's back. Cool. All right, so part of, part of what we do at our intensives is we want to recognize the people who are putting in the work, getting the results. And before I actually share the, share the slides for context, you guys know that we send out, I think we do it as like a text message. Send out a text message to get the monthly revenue. So if we don't know the monthly revenue, then we can't recognize you. So if you, if you're watching live or if you're in the recording and you're, you've grown the business and you're not on the screen, it's because you haven't given us the data. And if you give us the data, you get some gifts like Amy has got and how he's about to get very soon. And Anthony got his last week. So firstly I wanted to show you guys the updated system that we're using to track that and the reason behind it. And yeah, Harley, 100% completely agree. And then I want to give out some shout outs and yeah, just show you a little bit of the behind the scenes. So, Josh, that is correct. You do need to be on top of it also, side note, just some feedback for me while I've got a few of you guys here. Who is what? First question is, who is actually receiving the check in form that I send out every week? And two, why are you not filling it in? Not getting it. Okay, can you please check your spam folder Right now to see if that's actually coming through. Because if it is coming through, you need to, it probably automatically goes into promotions which are going to spam. So if, if that is the case, you just have to update it so it's not in promotions. So it goes into your standard inbox. But just, but just on that. The reason why we do the check in forms and it's the same with why you guys do check in forms for your clients is to see what's going on and so we can, we can help. I'm sure you guys have got clients who don't fill in the check in forms as well. So do I. It's all good. I know not everyone's going to do it, but if we can make a conscious effort to fill that in, that would help us get you better results. And you guys are all here for a similar result. So if we can just agree to fill in the check in forms because I know you guys expect your clients to do it. So you guys should do the same thing for me if that's cool. But let me share my screen and if you aren't receiving it just again just check your spam. Interesting way. When can you. 31st of October. Okay, I'm going to check your account afterwards because that is strange. Was it in your spam folder or was it in your personal. Just like in the chat. Okay, all good. We'll, we'll sort it out but for context it should get sent out 10 o' clock on Fridays. So yeah, that's where, that's when it should come out. Okay, so you guys should see my screen here. So moving forward I think from, from next month. So when we get the data from November, this is, this is airtable and this is going to show you a.
Graph of.
Pretty much your income over the last however long you've put in the data. So the key here is putting in the data. Now this is only going to generate right now from monthly revenue. We also want to create an airtable where you can see leads generated clients or new clients and clients lost. So you can see the graph of what's happening. So that's the long term plan. Right now we're only doing it for revenue. So I know this is, this is like for all clients. So this is like the data that we've currently got for all clients that have put in their data for the last 12 months or so. So our clients have made an extra $350,000 which is epic. But for when you see it, so you'll get your own little login and basically it's going to give you like what you made in January, February, March, April, May, June, etc. Etc. So you can see kind of where things have gone well, where things have maybe not gone so well also. Amy, would you, would it be okay? Do you, do you mind if I share some of the figures that you had? Because we actually just, I used yours as an example yesterday when I was going through it, just so I can see the visual. Yeah, okay, cool. So this is what you would see as an example. So you could basically see the growth. So shout out to Amy, you've been pretty much growing every single month since you started with us, which is awesome. But this is what you would see on your side. So you'd straight up be able to see. Okay, cool. Well, over the last few months I've been doing really well or whatever, or perhaps, you know, things haven't been going as well and you'll be, you'll be able to see the visual. So that's kind of the long term play here is to show you the visual just by you inputting the data. Because it's good that you can input the data, but can you actually see where things are at clearly? Maybe not. So we're trying to make it a bit easier for you guys. So all this type of stuff. By the way, this is done by Jason, who Jason is about to join us very soon. He's going to help us with the Mastermind session very, very soon. So yeah, that's essentially what it's going to look like. I just wanted to give you guys a bit of an insight into what that looks like. But also for me, I'll be able to track all your income as well, which is pretty cool because the number one goal for me is for you guys to make more money, more money and more time. So if I don't know the numbers, I can't help you guys. Which is why I'm just saying if you can make sure you fill in the check in form because that data in the check in form is what you should be tracking every single week anyway. So if the reason why you're not filling in the check in form is because you don't have the data, then the, the core problem is you need to get the data. Okay, that's that. Okay, let's go back here and just shout out to these guys that are filled it out. So Scott, I don't think he's here right now, but Scott, Amy, Harley, Gary, Grace, Mel, Josh and Anthony, if I miss you guys. So sorry I've only got the data to go off, so well done to those guys. You guys have increased your. Actually also. Perry, I forgot Perry and Perry as well. Right on to you guys for growing your business. For the. For the guys that were coming tomorrow as well, we have like a dumbbell rank. So basically, if I go down. So basically, once you rank up in dumbbell. So 2 1/2k, 5 and a half. Oh, sorry, 5k 7 and a half, 10k, 15k 20, 30 and 50. Once you hit a new milestone, you get a gift from me. So yeah, a few. You guys will probably get another gift pretty soon, but as you rank up, the gifts get better and better, which is cool. So, yeah, I just want to give a quick shout out to. To you guys for that and yeah, keep up the good work. And for everyone else, if things aren't on track, we're about to do the Mastermind session which is going to hopefully get you on track. And then tomorrow we're going to make a plan about what action items you need to do to get there. So for the guys that are here for the guest passes, you guys can still do the Mastermind session. I'll explain how it works in a second and I'm just going to message Jason to come on and then we can get started. Just for feedback, who has done a Mastermind session before? Either with me or someone else? No. Yes. Cool. Amy, how was your Mastermind session at the event in July? I got some good feedback from that one, I'm pretty sure. Let us know. Actually, if you don't mind. Amy, can we, can we have a quick discussion on that if that's cool, if you don't mind.
Oh, wait, how do I get other mute.
No, you're good. I can hear you. Oh, perf.
Yeah.
So just before we get into the Mastermind, just a quick conversation on the experience of the Mastermind. So I'll go through the rules in a second for everyone. So everyone knows kind of what to expect. But what was your overall experience? What did you like and what did you kind of get from it?
Of the Mastermind? Yeah, the one in the in person hot seat one.
Yeah.
Oh. Well, we talked about our issues and my issue was my VA wasn't I was paying my VA to do like four posts a week, which isn't really enough work for what I was paying her for. So we come out of that realizing that we need to get her to do more and now she does my lead gen for me. So yeah, it was really helpful because I wouldn't have, like, even known that she wasn't doing enough work. But because I spoke to. I think it was Anthony that I spoke to because I spoke to him and he was like, oh, like, I don't know. I think he was paying his VA less than mine to do more. So I realized that I need to make a change.
Yeah, yeah, I remember it. It was. It was awesome. I remember the realization. You were like, what, you're saying this much.
Yeah.
So the reason why I really love masterminds, because you just don't know what you don't know until you have the conversation. Because everyone's in their own little bubble, right? Most of the people here, they don't have a team or anything, so it's pretty much just you running the show. And, you know, if you're just to have an open conversation with someone else in the same industry or in the same. Similar spot to you, and you just kind of brainstormed what was working and what wasn't working, you could probably introduce a few things that you might not have if you didn't have that conversation. So, yeah, thanks for sharing, Amy. And yeah, we'll get into the rules in just a second. So everyone knows how it works. But in the meantime, just before Jason comes on, have a little bit of a think about if there was like one big not problem or issue, but one thing that you really wanted some help with. I want you to think about that one thing that. That's really either holding you back, maybe it's like short form in terms of how to actually do short form content. Or maybe today is the time for you to start looking at a va, for example. Or maybe you have more questions on the hamper strategy, for example. Or maybe you have questions on sales conversion, or maybe you have questions on what's the rig on a consult, whatever it is. We're going to go through that in just a second. I think J. Top Dog, Big Dog is in the house. I think he just jumped on. Good morning, my friend. Hey, here he is. Thanks for jumping on, mate. We're just going to go through the rules for everyone on the mastermind and then how it's going to work is we're pretty much going to split up into two. So I'll run one room and Jason will run one room to be like, I suppose, the facilitator to make sure everyone's got the right support. So how many people we got? We'll probably have groups of five, five to six, maybe four to Six. And then, yeah, and then we'll all come back into the main room. So, yeah, let's go through the rules. So it's all small groups, so you're breaking into your mastermind groups. Someone needs to be the timekeeper because there's very specific times that we need to, to do here. So you're gonna, when you get into the breakout room or if you're gonna stay in the main, main room. So I'm going to stay in the main room and Jason's group is going to go into the breakout room and someone's going to need to be like the timekeeper. So this is how it works, essentially the first one minute. So you got one minute to start with. That's going to be giving context in terms of what you do and where you're located. So, for example, if you know, if it's Perry, for example, you say, cool, I'm Perry. I'm based at Fitness first in Sydney. I'm doing face to face and online, or I'm just doing face to face. And this is kind of my question. So, like the first 30 seconds to a minute, just give people context in terms of who you are and what you do. Then for the next, For the next probably 30 seconds to a minute, you're going to go through this part here, which I'll go through in just a second. Then at the seven minute mark. So you got from minute one to minute seven to go through and mastermind when there's one minute to go. So it goes for eight minutes in total. When there's one minute to go, you go into the actions section, which is what actions are you going to take from this conversation? So the timekeeper basically needs to go, Perry, you've got one minute. What are you thinking of doing? You just kind of let the person whose turn it is go through and be like, cool, I'm thinking, I'm doing this, this, this. What do you guys think? Okay, so we want to, after they've given us the context, we want to ask more questions or qualifying questions. So use the questions as prompts. Start with the first question and then after they've responded, ask the next question to dig a little bit deeper. Press the specific details and connections, reflect back what you heard and check if you're on the right track. So I'm going to take turns, go around the circle one at a time, ask all three questions, then move on. Okay, so let's get into this part. So we're going to do this part together to work out what your next Right. Thing is so up the top here. So you got one thing I could use some help with. This is like a topic. So it might be short form content, it might be sales conversion, it might be lead generation, it might be launching online, whatever it is. Then you go over to this specific question. So let's just say it is launching online. My specific question is, should I start with organic marketing or should I do paid advertising? Okay, that could be a specific question down here. This is, I want you to put in there like an A or a B, as in A is this is what I'm thinking of doing. Or B, this is the other option which is in my example, option A is to do organic because it doesn't cost me anything. Or B, should I do paid advertising? Because I've heard it's good. So you need like an A or a B. So just to recap, just to make sure everyone is on the right track, the first minute you're giving people context, who you are, where you're based, probably who you help as well is always, always good to know. Then you're going to tell us what's the one thing you could use some help with, what your specific question is. And this is my two options for what I'm thinking. And then you shut up and you let everyone else talk because they're going to ask more questions. Okay. And then at the end when there's one minute to go, so this is at the seven minute mark, the timekeeper is going to ask, cool, you got one minute to go, what are you thinking I'm doing? And then you're going to be like, cool, I'm going to do this, I'm going to do this or I'm going to do this, whatever is relevant. So I'm going to give you guys a little bit of time now to come up with the stuff here because I'll give you a bit of time to figure out what is the biggest thing for you right now. Just before we do that, before I give you some time, is everyone super clear on what to do? Just the yes in the chat or no if it's not clear? Yes. Cool. Everyone else, yeah. Okay, I'll give you guys one minute to come up with what's the one thing you can use some help with your specific question. And then what are your two options? And while you guys are doing that, I'm going to decide who's going to go where.
It.
And by the way, while you guys are doing this, it doesn't necessarily need to be like a big problem for you right now. It could be something that you want to do in the next month or so. Maybe you want to think about hiring a VA as an example. Maybe you're at the stage where you're pretty much fully booked and you're wondering what online is going to look like or whether you should go online or whether you should hire a trainer. So it doesn't necessarily need to be like a big problem. You could be like, just preempting the next problem in your business. Once you're done, just put it done in the chat so I know. Ray one's done. All right, I'll wait for a few others to be done and then I'll open up the breakout rooms. Okay, cool. So we're gonna have. So we got eight people plus me and Jason. So we've got four people or five people in total in each room. Okay. And then also once we. Once we get you guys into the breakout room, or if. If you're going to stay in the main room, we're going to do it in alphabetical order. So if your name starts with A, you're going to go first, and if your name starts with Z, you'll be going first and in that order. Oh, sorry. If you. If names are Z, you're going last. Sorry. So start of the Alphabet, you go in first. End of the Alphabet, you go on last. Okay. So Raywin and Michael are done. Okay, cool. All right, let me start to open the breakout room. So how this is going to work is. So I'm going to stop sharing for a second. Breakout rooms. Yeah. Harley, when you say done, I think what's. What's. What do you mean, you think? So what's the roadblock there? Are you done now? Okay, cool. Hey, Jace, quick question on the breakout rooms. I'm not sure if you know this. If I want to. If I just go create one breakout room and assign automatically, will it do half in here, half in one breakout, or is it just going to put everyone into a breakout room? Yeah, I think it will go half.
I think that's what it does. But I can't be sure.
But it's been a while since I've used them.
Like.
Yeah, if you don't want to choose the people.
Hold on. Is it just me or is that really quiet? Oh, I can tell.
I can speak louder.
Yeah, sorry. I'll turn my mic up too. Turn my mark up. Yeah. Legend, 2, 2, 2. Testing 2, 2, 4. 2, 2, 2, 2, 2. Is there any cricket fans in here? Is anyone keen for the Ashes.
Two for 222.
One day. One more day. I'll literally be sitting on the couch watching the cricket all day. I think it's tomorrow. Oh, apart from the event, of course. I'll be here at the event. I want tickets to to it, but I'll be in Melbourne. So I was like, oh, good. Okay, you know what I'm gonna do? I'm gonna assign it manually. So I'm going to create a breakout room if you want to go to. Actually, I'll let the participants choose if you want to go to Jason's room. Nobody will come to my room. I'm going to call it Big Dog. You should have an option. Is there an option there to. To join a few followers? Okay, can you join now? Bye bye, team. So if you want to go with Jason, AKA the Big Dog, jump over and then the other guys will stay here with me. Okay, so 1, 2, 3, 4. What do we got left here? We got 1, 2, 3, 4. Okay, I need one other person. Any volunteers? Otherwise, what we got? All right, that's good now. Ah, that was too many. Oh no. Oh yeah, this is good. 1, 2, 3, 4. Okay, just one second. I need to bring one person back. Oh, while we're here, team, someone needs to be the timekeeper. Any volunteers? Perry legend. Thank you. I'll just message Jace for a sec. Hopefully it works. I'm gonna bring him back. Yes, Josh. Sorry, mate. I'm bringing you back with me. Sorry, disappoint. All right, so we got, we got me, Perry, Anthony, Lee and Josh. Awesome. Perry is going to be the timekeeper until it's his turn. So going alphabetical order. Anthony, you're going to be up first. Then it's going to be where's the Alphabet? Is J next? I think J's before L. Pretty. J is before L. Anthony first, then Josh, then Lee. Dan, Perry. Okay, so. Stuff ready? Anthony, are you good to go?
Yeah, mate.
All right, cool. So, Parry, start the clock. We have eight minutes in total. Give us a one minute warning.
Okay?
All right, Anthony, go for it. My name's Anthony.
I'm face to face, mainly personal trainer with a few online clients, working out a good life. The thing I could use some help with at the moment, probably be getting automatic lead flow. Lead gen flow automatically lead gen flow. I'm kind of sick of doing calls all the time. So specific question would be how to get leads without always having to do calls. And a few options I got would be business partnerships or posting on socials or community pages. Every week, like dedicating a time for that on like a Friday Arbo or.
Whenever would be awesome. Cool. And by the way, team everyone else here, feel free to jump in as well and ask questions. Obviously I'll ask some questions as well, but more than likely you guys have either tried this before or you've got some insights because, you know, just because I've. I'm the mentor doesn't mean you guys can't jump in. But I've got a couple of questions for you, Anthony. So when you say you want automatic lead flow, what part of the process do you actually want to automate?
Just like getting the leads in, like someone is interested in PT or whatever. In terms, instead of me having to call them to find out or to get them booked in, I don't mind booking them in manually and stuff like that. Just actually calling people.
Okay, so is the issue just the calls?
Yeah, mainly just like not having to do calls a certain time of the day every week. Like don't mind doing it every few weeks or every fortnight or something. Just be good to have some people reach out instead. If that's in terms of like ads or people messaging over posts or posts or whatever.
Yeah, awesome. I've got some feedback here. Anyone else got any feedback so far? If not, I'll jump in again, so sorry, I'll jump in. It's probably a bit more advanced for some of these guys here. So you can eliminate sales calls. There's, there's, there's a couple options. If you want to still run the same marketing strategies and just have no sales calls yourself, you can outsource that to someone else. However, you'll need to let the gym know that you're going to have someone else calling the members on behalf of you.
Be within the gym, like person working within the gym or.
No, it can be whoever. Like you might do like family member, friend, colleague. It could be someone in the gym. For me, I had someone that worked for me when I had, when I did this. So I have done this where I had someone else doing the calls for me and it worked really well. We just had to let the club know that like it was more like just an FYI. I've got Tamara doing some calls for me, gonna be booking them in with, with me. So it is possible. But obviously you need to have another team member. There'll be like commissions and stuff involved.
You just like based on their book or call to book ratio. Like.
Yeah. So you can either do it on like per booked call so you might pay them 10 bucks per booked call or you might just pay them a flat hourly rate. If they want that. You might pay them like 30 bucks an hour and they might book maybe three, four or five calls in that hour. The challenging part for this is you literally only need someone to do it for maybe one or two hours a week. So it's going to have to be like it's not going to make them a lot of money of course. Might make them an extra 50 bucks a week type of thing. So like to having someone that actually wants to do that, you're going to have to get someone that might just want to help you out or someone in the gym that's probably already doing a lot of cold calls and they don't mind helping you out. Membership consultants is always a good one. Reception staff are always a good one as well. That's option one, which is fine, can go down that route. Option two is the harder of the two, which is your marketing needs to be so good that people don't need to be contacted to book in with you. So you're going to get significantly less bookings. But it'll force you to work better on your, on your marketing, as in like for example on your content, which is going really well at the moment. You can keep doing the content. So like you get people to drop a keyword, you can automate that with ManyChat, like I told you at the start of today, and they can book themselves in. But it takes a lot of time for that to be good essentially because you need the brand, you need to have the social proof, you need to have, you know, your videos need to be like top quality, they need to like watch the whole thing and you need to kind of nurture them through your videos.
That could be like something work on the background sort of thing.
Yeah, My suggestion here would be that's the long term goal for sure and that's what I'm working towards with doing that, like a long term nurture. So they can come into the manychat flow booking themselves, they can buy a ticket to the workshop for example, and then I just kind of sell them on the workshop. So I think that could be something that you should work on on the background that'll be in terms of upgrading your short form content. We've talked about a CRM potentially for you already. I think that'll be a. I think definitely Jackson's training tomorrow will give you a lot of insights in terms of what's possible if you haven't already. I would Watch that. I think I did like a 10 minute video on a CRM. Have you watched that one yet?
Yeah, I think so.
Yeah.
You like did like a demo sort.
Of thing, like went through it basically like what's possible type of thing. The other thing that you can do as well, which you can do through ACR and we tried this with the other Anthony over in Good Life in, in Perth was you can actually set up automations for leads that come through. So what we did, and again by, by automating this you're going to get significantly less people because it's automated. So if you want more volume either you call them or you get someone else to call to get the same volume. But what we did with him is we set up some automations where he just basically uploaded the leads and put them through an automation so basically they could self book and he had, he had like 1 in 40 people booking. To give you some context.
Should I?
Yeah, one minute to eight minutes.
Okay, so that's some context for you Anthony, what are you thinking so far?
I might see talk to one of the guys at the gym, at one of the gyms I'm at pretty good, pretty close with him, see if he'd be open to doing some calls. He doesn't do a whole lot of all the reception so might be keen to do it. Plus he's already like at the gym but I just don't know like if the, like the, like the good times to call would be an issue. Closely. It's like working. He usually does morning shifts. That'd be like mid morning to lunchtime.
Yeah, so here's the thing, like there's a little bit of work involved to make it work and to find the right person. So at least have the conversation I think is going to be the first, first step or have a conversation with a few people. You know, you might even like. It doesn't have to be on weekends but like as you know generally it's a pretty good pickup rate on weekends. So yeah, I definitely think have a chat with him at the reception desk like there's no harm in trying this. Like you might be able to get a good pickup rate during the, during the morning because that's when they're going to do calls right from Good Life, that's when they're going to call leads and whatnot. So you never know and then it's just about you know, working out whether it's going to be like just that extra commission or if he's going to pay him like you know, 30 bucks to make 50 calls a week for example.
Yeah. Chat to him, see, see where he's at and see what can work if he wants to do it.
Yeah. Any other actions you thinking about doing CRM? Are you still not sure yet?
Yeah, I think old mate tomorrow will be a good eye opener. Have a look at bit more detail and stuff. Probably the next step, I think making everything easier.
Cool. Brilliant. Happy days. Is that time Perry. Cool. Thanks Anthony for going first. So yeah, that's how it works. Team obviously depending on the topic, if you're comfortable giving some type of advice then awesome. If not, obviously I can jump in as well. So Josh, you're going to go next my friend. So Perry, restart the clock for eight minutes. Josh, whenever you are ready, mate. Hopefully he's there, maybe not.
Yeah, all right, there I am.
Yeah, go for it.
Yeah. So basically, yeah, something I could use some help with is how to run. How to run an effective online coaching business and specific question is what's included in online coaching for my clients to maximize results. So at the moment it's just very, very basic. I just run everything through trainerize, have their workouts, have their. Just set the macros, nothing really else and just have check in forms.
Okay, cool.
And so yeah, basically online clients have everything that my current face to face clients have minus the face to face and I think I can offer a lot more like I see a lot of other online coaches have. They literally spend seven days a week. So there has to be something much more that I can offer or because I've never been an online client before so I don't know what to expect.
Awesome.
Yeah.
Okay Anthony, you got questions?
Yeah, peeps. What do you, what do you, when you say you can offer way more, what do you mean by that?
So like you know when, when Matt Dart has us as clients, right. We have access to educational tools in the, in the school portal and things like that. Like I think I can, I can definitely offer a lot more to help them understand how to. Because I don't see them in person. So how to understand how to structure the nutrition properly and yeah, so they can then get, they can maximize results and have a lot of education to take home from what I teach them. Yep.
Do you have any online clients at the moment or no?
Well, I got, I got one that just started this week.
Oh yeah?
Yeah, you could use chat GPT to do up like a, like what's your, do you have a specific niche or anything?
So basically males age 30 to 50 that want to get strong and lose some body fat.
Yep.
Do up a recipe guide with Chat GPT. Give it heaps of info of your niche, have low fat foods, all that kind of stuff.
Sure, sure.
Yeah, I'm going to start doing that because with, with my food I literally same thing every day. So I couldn't like. Yeah, so I'm not very. Yeah, I don't have a lot of variety to, to really share. But yeah, so, but I can definitely, um. That's a great idea. I can definitely use ChatGPT to um, get some recipes out there.
Yep.
Spend some time and doing up like a big recipe ebook or something like that and tips and tricks, all that sorts of things and use that as like a value stack. Put it online.
Yeah, love it, mate. The other thing I was going to ask is, is there a reason why you need to add more? Like other clients wanting more?
It's so why? Because why would they choose me out of, you know, so many online coaches out there? I want to stand out. I want to be the best out there.
Yep. Awesome. So here's the first thing you've got to understand is you got to stop comparing what other trainers are doing. You better understand is what's best for your ideal client.
Yeah, true, true.
So like the school community, I think that's a really good value. Add 100% you could. Because that's obviously building a community. Right. So yeah, because.
Yeah, because I see like some coaches out there, they have three monitors there and a camera up there and like.
Yeah.
What?
And it's literally a full time job to run online business. So there has to be something a lot that I can offer.
Do you want me to let you in on a little secret?
Yeah.
What is it? I'm still an online trainer and it takes me 10 minutes a week to run my online coaching business.
10 minutes a week? Yeah. Well, but to set it up initially, how that must have taken a lot longer than that.
No, I did the same stuff as you train weekly, check in nutrition, accountability. So like you could absolutely add all these extra things. What I would do is would that would be a good step for you. I would interview your ideal clients and I would say if I was running an online PT business or if I was to help you with online stuff, what would you want to have included? Would you want extra educational videos? Would you want more of a community aspect? Would you want like challenges to do in school, for example? You'd ask what they want because that's who you're trying to please. Right. You're not trying to please all these other online pts.
No, no, no. I just want to like. Yeah, I just want to keep my client, my. Yeah, my clients happy and make sure that they're. Yeah, they're, they're loving the experience, you know.
Yeah. You also got to remember just as well people paper don't pay for online pt. They pay for the result that online PT gets them. So think of like what you include in your service is everything that they need to get the result. So if it is going to be more educational based then 100, like 100% run a school community. You can obviously set different modules. So like for example week one I want you to learn about macros. Week two I wanted you to learn about, you know, recovery or whatever it is and you can kind of make like a one stop shop for your clients so they can still have the education plus the tailored part of it.
Yeah.
As well. So yeah, I definitely think a school community would be a really good value add. It's just a matter of if your ideal client would see it as a valuable asset. I do like what Anthony said as well. Like recipe books, you can add different bonuses as well. Again you can use ChatGPT and give it all the context in terms of your ideal client and basically say cool. Given that this is my ideal client, what would they want to have included as an online PT experience to get them the best results? So like I use chat GPT like my best friend. I talk to it pretty much every single day and just to like get clarity. So yeah, there's a couple of things that I would do. Perry, how much time?
A minute and 20 seconds.
Okay Josh, what are you thinking so far? What's coming up?
No, I'm thinking I've got a few ideas I can definitely put out there. I'm definitely leaning more towards the ebook side of things. Probably get a few, few things done up in Canva with top foods to select for when I'm eating out or.
Like.
You know, recipe guide and. And then I might have like one that's like a top sources of lean protein, fatty protein, carb sources. Yeah, yeah.
And then just to add to that what you could do as well if you were to interview your ideal clients or take your top clients for example, what have you done for them to get them the best results and just kind of educate people on what they've done.
Yeah, yeah, true.
Yeah. Couple steps there. So I would interview your ideal clients and then that's a good idea.
I'll definitely ask them and see what.
They say you like the beta launch thing too.
The beta launch, what's that?
And that's time.
Love it. So, Josh, beta launch is basically our training to get your first five to ten online clients.
Ah, yes, yes.
Which. The first step is to interview your ideal clients, which I assume that's why Anthony said that. So that's going to be a really good training for you to watch. So it's in, it's in school. So just type in beta launch. So that's, that's designed to get you first five to 10 online clients. So step by step, exactly what to do. So that'd be a good one to watch as well. Awesome. Thank you, Legend. Thanks, Josh. Lee, I know you gotta go pretty soon, so we'll get to you now so you've got enough time to get through yours. Perry, can you restart the clock, please? And whenever you're ready. Lee.
Hey, my name's Lee. I work with Perry at darlingcus Fitness Fest.
I had no idea.
Oh my God.
You're getting everyone from Darling is. Aren't you? Matt?
Well, he, he's actually a guest. He hasn't joined.
Okay, okay, okay.
Yeah, we'll. We'll see what happens.
I. I'm in my, what, second week now. I'm still building lead gen, all that sort of thing. So, yeah, I think I've got maybe two clients that I'm training at the moment, which is a beginning point. I've been on training now for about five years at different gyms across the place. But yeah, I, my, my big question is, well around the whole sales process, I've been okay, but I've never been great. Getting people to show up, getting people to be more specific when it comes to. Oh, I just need to think about. It has been frustrating. Showing up like to the consult is important. I've got a pretty good consult though, so that's. That whole process is fine. It's specifically just the sales talk. Like probably 50% of the time they walk away saying, oh, I didn't think about it or something. Just another bullshit excuse. It's very frustrating.
Yeah. Okay. Yeah. I didn't realize you were from Darlinghurst as well actually until just then. That's funny. I've mental aids of people from Darlinghurst, so first thing that comes up for me and just. If I can just ask a qualifying question. When you say like the consult process, what's the actual stats? So I know you're obviously only just started, but usually I'm even a PT for five years. What's. If you had 10 consults. How many would you usually convert?
Back when I was at my other club, about 50%.
And what is that? Fitness first.
Yeah, George, first.
Okay, First initial thoughts are can you tell me what you include in your consult?
There's probably the first 15 minutes there's a chat about medical history, injury polls, what they're like, dislike in the gym, that sort of thing. And then from there basically moving into to a mobility assessment. Things like thoracic mobility, can you bend forward, touch your toes, hip mobility, things like that. And then from there into lifting weights. So bench press, squat, deadlift, lap, pull down, core stuff like that.
And then what?
And then okay great, it's grab a laptop, let's sit down for a chat and here's my rates.
Okay, cool. Not bad. So like we do a similar thing, so we do like, we call it a health assessment for like the first 15 minutes but we don't really cover like medical, medical history. It's more like getting them to admit that they need help and getting them to tell you what they actually need help with. So they're kind of in that mindset where like yeah, I'm not going to get the results on my own type of thing. And then we do like some stuff on the gym floor which again just testing mobility and technique and then obviously we go through the close from there. So I think the initial framework is actually not too bad. We probably just need to, if you're getting a lot of objections and stuff, then we've got a training called the Objections Navigator that will help you with objection handling. But also in that initial 15 minute chat that you talked about, I'd probably like to understand a bit more about what questions you're asking because if you're only asking really questions around like medical history and basic stuff, it's not going to bring up any emotion. And people only buy PT off emotion, not off logic. So you need to get people in that emotional mindset pretty much from the start.
I, I'm very slightly autistic, so I'm very logical minded in general coming across with any sort of emotion connectivity has always been difficult for me.
Okay, so yeah, we probably need to do a little bit of work then in terms of what questions you're asking because that's going to really help your sales. Sales conversion. Perry, I might just go to you for a second because you've, you've done really well at Fitness First. Any suggestions or thoughts from what Lee said so far?
I think what you say get them an emotional part to get them to Sell PT is the main thing to sign the contract. That's the main thing is to, I think just the stages on getting them to do the questionnaire and then getting them to tell them their story and then try to close them. That's the only point you can close them because if you let them go, they go. As you said you mentioned before.
Yeah. You got to get them on that first appointment. Otherwise it's very, very difficult. I know you're obviously only a guest today, so I can't share our training with you, but I can send you some podcast episodes that I've done on objection handling. That's going to help you be able to close little bit. A little bit higher. We've got to force that process that we use for objection handling. That'll be, that'll be really good for you. I feel as well. Have you ever got like, on objection handling, have you ever got any help with your sales process before?
Not really, no. Everybody always is like, oh, just ask them to be more specific and everything drill down into what exactly it is they're objecting to, whether it's price or, or like whatever. I've tried, but half the time they'll just kind of push past all that. Oh, no, no, there's nothing specific. I just don't think about it all. Great.
Yeah. Cool. Okay. I'll send you some stuff afterwards for you to go through, hopefully to get you back on track. Perry, how much time we got?
1 minute and 20 seconds.
Okay, cool. Lee, apart from obviously the stuff I'm going to send you, any other insights or actions that you're going to take from this conversation?
Yes.
Yep. What are they going to be?
Well, no, nothing. Nothing yet. I. Yeah, I wouldn't have had any groundbreaking answers. So.
Okay, I think if I send you through the objection handling framework. So the framework is like you acknowledge, isolate, educate and overcome, which is the four step framework. So I'll send you. I did a podcast on it a little while ago. It's about 20 minutes long, so I'll send you that one to listen to. That'll give you the details of the framework and some role play that you can do. And then without knowing exactly what questions you're asking at the start, I think we need to. I'll see if I can send you some other stuff to give you some pointers in terms of what questions to help get people into that mindset of needing a pt. Because if people need to think about it, they don't see the value in what you're doing. Like Obviously you'll have people that can't afford it, which is fine. But if you're getting a lot of people saying you don't need to think about it, that is being nice. So yeah, I'll send you some stuff after as well. Fine, Cool. Can someone else volunteer to be the timekeeper while Perry does his Anthony or Josh, please?
Yeah, I can be the type keeper.
Okay.
How long? Eight minutes.
Eight minutes. And tell us when there's one minute to go.
No worries. All right.
All right, Perry, go for it.
All right, now we spoke about this minds retention, how to retain members. And I think the action is. I've tried this before. No, I haven't tried this before. It's goal setting and forecasting their goals as we know that if they haven't got a long enough goal, they would leave you. And that's what happened to me in the past. And it's a bit devastating because your income drops. So I've been starting to do that as of yesterday. The actions I should take that I've learned from yesterday is that I should. We've got to evolve scan and fitness first diagnosis, but you've got to set it up. So I should ask them to set up before also to set up their trainerize and a few other things. As you know, I haven't got much data. I'm still looking for my data manually, so hopefully that comes through. Another action I could take, which I'm doing the first time this year, which I'm pretty happy about, is a Christmas party for all my clients who've been with me for a while and hopefully that will retain them a little bit.
Well.
Goal setting should happen every four to six weeks. So I should really have a mark at every four to six weeks. Besides that from watching your videos. Do a weigh in every time. So little things even on the first session, do away in the time, see how they're going with food, speak to them during the session, maybe on those questions, see what's going on with their lifestyle, stress levels and yeah, so it was a really good insight to do goals settings for the first time for two clients yesterday. But I've learned my lesson on setting them before because it took longer than expected.
Yeah, okay. So yeah, first thing that comes up so far is you could those couple of things that are taking long. You could set up, set up a system where they can get that done beforehand to save you time. Are you pretty confident with the actual goal setting and reassessment session now or do we need to go through that more Maybe.
So I've got some of your sheets that I've copied, copy, copied. But I can do that on Trainerize. I realize this role so I think that's a bit more professional. Like photos. Yeah. So I have to look into Trainerize, which I don't do much, which it's a great backdrop, maybe pay USD for it. So he should be using it. It's right there. So I really have to get into trainerize, get that photos there, maybe set some goals there. Because you can set goals and trainerize. I just realized water goals, food goals, sleep, just about anything.
Yeah, everything that is in my Google Sheet template you can do in trainerize.
Okay.
I just, I, I only started using Trainerize like a year ago so like for the first four years I was just using Google sheets as a p. So yeah, measurements, photos, fitness testing, all that stuff you can do in trainer eyes as well. And you can also set it up so every four weeks you can put it in there. So like it's a goal setting and reassessment session so they know you. So that's kind of what you go through. And you can obviously just put in the notes there of what you talked about so they know exactly where they're at. Just on the getting the data to just. Because I just want to make sure you can actually get that data. All I essentially want you to do. So all the clients that you've had for like the last 12 months, is there a way that. Were people always on direct debit with you?
They yes, and they were on direct debit but I deleted the stripe when you know, they've left. And I've got some text messages that I'm going to look through over the weekend or tomorrow to see when the. And I've got to think because obviously I've got clients come and go and they should be memorable so I can find them. I have a question about the long term, medium term and short term. Can you do that on trainerizenet? Like how would you do that opposed to Google Sheet?
Yeah, I'm pretty sure you can. Does anyone else use Trainerize, Anthony or Josh?
No.
I'm sure you can.
Okay, I'll check it out.
I am, yeah, I might actually log into trainerize after this and just see if it's possible. But I'm pretty sure you've got a tab in there for goals and all you would do is you'd have long term goal, you know, drop down, put in their long term goals, drop down, medium term and a short term. So you always Start long term. Let's say it's you want to lose 20 kilos. Of course that's a 12 month goal. Or Josh, if you use trainerize, do you know if you can put goals in there? Just let us know. So once you work out the 12 month goal, all you're doing there is just reverse engineering it down to six months and three months. So if they want to lose 20 kilos in 12 months, so at six months time and you got to pick whatever date that is, they need to lose 10 kilos by that time and then in three months they need to lose 5 kilos type of thing. And you're like, cool, we're going to focus on losing five kilos. And then at your next goal setting and reassessment session, we're going to make sure you're on track. If you're not, I'll tell you what you need to do to get back on track and then we'll reforecast to make sure we're on track for your goals long term. But it's all around like framing it up. So like, cool. This is how we're going to get you the long term result by checking in every six weeks. Okay, cool. He said you can only set weight loss goals and custom habits. Okay, there you go. I might look into it as well because I do use trainerize, but I do super, super basic stuff for my clients because I've. Yeah, I haven't taken on any new clients for like two years for online clients. So. Yeah.
Another question, Matt, if it was body fat percentage, how would you frame it for one year, six months, three months, say if it's not weight, body fat, because that works a little bit differently. Would you say the three months would be two and the six months would be just 1.5 and that would be five in total.
Same thing. What's the overall body fat percentage result?
Say 10.
So a reduction of 10 body fat.
Oh no. At 10%. Yeah.
Yeah, perfect.
What about now say 16.
Cool. So that's 6% over 12 months. Okay, cool. So 6% over 12 months. Half of that in 6 months would be 3. Okay. Does that make sense? So 6% in 12 months. Half of that in six months would be 3.
Okay.
And then half of six would be three months.
Okay.
Then you do again half of that to get your three month goal. Okay, thank you, Matt. Yeah. And then obviously you just make sure you get your body scans done every six weeks or so and you're like, cool. Your body fat standards here, long term goal, you Want to be at 10%, this is what you need to do. Let's get back on track. Okay, let's go. Yeah. So in summary, you just need to make sure they know where they're going. So they've got the goal, the vision, they know where they're at right now and then where they're going.
And we've got to forecast that if they go in the wrong direction.
Yes. Okay, forecast it. So if, like, if they're on track, you give them a pat on the back, say, great job, Perry. Kicking goals mates. Let's keep doing what we're doing. We're on track to hit our goal in the next six months or whatever it is. If they're not on track, say, cool, well done. You lost 1% instead of 3%. That's okay. You still doing well. It just means that it's going to take us another 10 months to hit our goal instead of six. If you want to fast track it, this is what we need to do. And that's where you can bring up the conversation. Be like, okay, cool, well, why don't you do an extra session for the next six weeks to see what's going on.
There's one minute left.
Thanks, Josh. Perry, what are your thoughts so far?
No, it's good. I just have a lot of homework to do and the starting point of doing this, it's new, but I'll get used to it. Like, like how we started. Yeah, but I'm pretty excited. I'm doing another one at four. Like, I'll do. She's got a 45 minute session, so I'll do like a half an hour session with her and the rest of the time we'll do a little bit of goal setting.
Cool.
So we're doing the scan again after seven weeks.
Yeah, cool. Awesome.
45 minutes.
Beg your pardon?
I do like the reassessment every eight weeks. I do it every eight weeks. I do like measurement, body scan, revisit all the goals and everything.
Usually takes me like 40, 45.
Yeah.
Otherwise do a session, then try to do it in like 15 minutes. It's a bit like jam packed.
And you know what, you're right.
I thought of that yesterday and I should, at the beginning of new clients, say we do assessment for your session.
Yeah, yeah.
So I've got to do that with new clients now because I haven't really started with old. So I'm trying to breathe that in. Yeah, yeah, but that's a great point.
Anthony, but no one complained about missing out on training.
Yeah.
Okay, thanks, Josh. Yeah, I agree with Anthony. Remember, at the end of the day, people don't pay for PT sessions. They pay for the result of the PT sessions. So you need to. Yeah, obviously it's easy for new clients because they don't know anything different. So you just do it for those ones and just say, cool every eight weeks or whatever it is. We don't do any training. We'll do measurements, body scan, and we'll sit down and make sure your nutrition's good, et cetera, et cetera. And then for new clients, and you just be open, Honestly say, hey, look, we're going to try a new thing. Just all asking you, just be open to trying it. It's designed to get you the best results possible. If you don't like it after three months, we'll go back to the old way, but let's just try it. Okay, so just give them, like an option where they can always go back to how it used to be, but to be open to trying something different and just make it about them. Hey, I'm doing this to make sure that you're on track with your results. Would you like to get better results? Yes. Perfect. Let's give this a go.
Okay, perfect.
Love your work, mate. Good stuff, team. All right, the guys are just about to come back and then we are going to wrap up today and we'll probably finish a little bit early as well. Happy days, team. Happy days. Just sit tight for a second. They're going to come back. They were just on the last one before. And then we'll wrap it up. So Perry, did I. Did I hear that? Was. Is he at your gym at Darlinghurst or is he at a different fitness first? Actually, I think he's gone. His camera's off. Never mind. I'll ask him when he comes back.
I gotta go, mate. I'll see you tomorrow for the next one.
Yeah, see you at 10 o'. Clock.
See you then.
Josh, did all that stuff make sense for you and what I was saying about the online stuff?
Yes. Yeah, it did. Yeah, you're very right with. With how you said clients pay for the results. Because I was just thinking about.
Because.
Like, I, I had. I. I have a coach, right. And all, literally all he does is just write out my workouts and set my macros and then it will most make a few comments on my workouts.
That's it.
Yeah.
And I'll pay 120 a week for that. 129 a week for that.
How good.
But good results for it.
That's what I mean.
And he does that for his, he's at maximum capacity for his online clients.
Yeah. Because he gets results. Right? That's what people pay for.
Yeah, yeah, that's right. But like, but I can't really.
That's.
But at the same time, that's the sort of services someone more advanced like me would be after because I already know what to do. I just need the, like this little bits of direction. Like someone that's a complete beginner would need much more. Like I couldn't just give them, oh, here's a, here's this and this. This you figure out yourself.
Yeah, well, that's what I mean. Like people just need, like, they need the structure and the accountability. That's all people need. So if you can. Yeah, if you can give them that and just get them the result, that's all they want. And yeah, people are happy to, happy to pay. Like one of my, one of my friends does online PT. They have like 500 clients. They charge three and a half thousand dollars to work with them and all they do is the same as you trainerize. They do macros and a meal plan.
Three and a half thousand dollars. Wait, not, not a week.
Three and a half thousand dollars over nine months. So it's about nine months.
Right.
So about 110 a week.
Ah, okay. Yeah, so, right, right.
So yeah, people just pay for the result. So absolutely. Yeah. Welcome back, team. Yeah. A team's back. A team's back. Yeah. That's funny. I thought we were the A team. No, I told you that last time.
First time.
All right, let me close the room. Hopefully that means everyone comes back. Perry downgraded.
He was in A team first time.
Around with me and yeah, I've brought him back to the better one. It's all right. It happens, you know. We're back, he's back. Awesome team. Got some pretty big breakthroughs over here. I'd just love to know in the chat what was the biggest win or biggest action item you're going to take moving forward in your business. Let us know in the chat, please. And then once we have done that, I'll, I'll wrap up today and then we'll be good to go. Trying new stuff. Love it. Run a four week challenge for December, then another one. New gym. Yep. Goal setting sessions. Yes. We're talking about that over here as well in the A team. More testimonials that are engaging. Love it. Should try some video testimonials, Amy. Video always does better. Oh, sleep funny that. Love it awesome team. All right, well let's, let's wrap up today. We'll have a bit of an early mark which is awesome. So just to recap tomorrow, so same start time, so 10 o' clock my time if you're in Perth, 8 o' clock if you're in Sydney or Melbourne, 11 o'.
Clock.
We got our guest speaker straight up so please do not be late. He's going to talk about the AI advantage for coaches specifically. Then we're going to do a Q A with Jackson as well regarding AI, AI bots, whatever you want to talk about for AI and then we're going to do our six week game plan. So pretty much you could probably take what you've learned from the mastermind just then and we're going to turn that into a plan tomorrow. So for the next six to eight weeks you know exactly what you're focusing on and then we can be hyper focused because what you don't want to do is have, you know, four or five things that you want to work on and then get none of them done. You just want to have one or two things that you really want to focus on and then just nail it. And then come the next six week cycle then we'll focus on the next couple of things and that's it. Team, thank you for your attention and your participation today. It's been really fun. So I'll upload the recording to school as well later on tonight as well if you guys need to recap anything. But yeah, apart from that, love your work everyone. Thanks for playing and I'll see you guys tomorrow at 10aM Remember, please do not be late. Catch you later.
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