Rob Hotseat 2k-12k/month

that hasn't done this type of call before, one week each month we interview a client of ours that have done really well in the community. Most of the time it's someone that's got to about 10K, 10K per month or more, just so we can kind of interview them and see what's worked, what hasn't worked, what they've done, the trainings they've followed, for example, to give you guys some more insights into, I suppose, what's possible. Show you some proof in the pudding, but then also ideas. Because just because I teach a certain way doesn't mean that's exactly what's happened. You can also have your own little spin on a few of the strategies as well. So how it's going to work is I'll get Rob to do a quick intro in a second, and then I'm just going to ask him a bunch of questions on how he's got the results that he's got, and then you guys can just ask questions as you go as well. So I'll keep an eye on the chat If you guys got questions throughout, just make sure you ask them in the chat. Uh, Rob, if you see that, you can read them out to me and ask them. Otherwise, I'll kind of, um, as well.

Easy.

Uh, good morning as well, Perry. Great to see you. So, uh, welcome back to Australia as well, Perry. I think you flew in pretty recent. So Rob, for those who don't know who you are, can you tell us, uh, where you're located, what gym you're at? And then a very brief summary of the results that you've had in the last 6 months from working with us.

Yeah, easy. So I'm located in Byron Bay and I work at a gym called Surf It. It's one of two gyms that's basically owned by a couple and then a second partner in that, so it's pretty close-knit community. They have a gym in Lennox, which is about 25 minutes down the road. I've been here for a year now, um, but really only started working full-time in September of last year. Uh, prior to that, I was kind of between two— and prior to that, I was between three different gyms. So I was trying to make ends meet between three different locations, spending half my income on fuel. Which at the time it was just— I had— it had to be done. Um, just, you know, looking for a place to live and everything, and just had to get the, um, ducks in a row to then move closer to Byron because that's where I knew I wanted to be working, just because of, of knowing the owners. And my partner actually works with them as well, so I had a foot in the door already just for a PT gig.

Yeah, nice. I didn't realize your partner also works at the gym as well.

Yeah, so she works at their like HQ branch in Lennox teaching Pilates and barre.

Oh, stop it.

Like part-time. Yeah, I'm trying to convince her to go full-time because I'm like, I know this guy called Matt.

That's so good.

I'm working, I'm working on it.

That's all right. Um, so basically, so you've had a pretty good journey from us. Yeah, I think you started in December, uh, last year. I'm pretty sure, uh, you actually reached out to me, uh, for some help, which is, which is awesome. So can I just, can I just ask, um, what were you kind of looking for when you first started, um, with us? Because you obviously reached out to me, so you obviously saw some good stuff whether it's on Instagram or paid ads or whatever. So what was going through your head before you started?

Well, basically it was, I think, only a few, like a week or so before Christmas. It was pretty close to Christmas, and I'd been seeing your organic content mainly leading up to that. I'd also listened to like the first couple of podcasts that you had done. And I list the one that basically got me over the line was the hamper giveaway one. I was like, obviously there's systems in place that you're talking about that funnily enough, coming from a Defence Force background, my life was systems, but then I didn't apply that in my PT business. I must have just not wanted to do systems, but that hamper podcast, basically. I got home that afternoon and then I shot you off a message.

There you go. How good.

Yeah, it was a bit of, a bit of the organic content, just seeing how genuine you were with helping people, um, not coming across as what you see a lot of on, on Instagram these days, is basically showboating success of yourself as a business coach. It was more like, here's my client success.

Yeah, yeah, you won't really see much, um, of my— I don't have any flashy cars or anything like that. Um, you're not going to see any of that stuff. I mean, I could, I could show you my 2022 Haval Jolion if you like as my proof of success. Um, so, uh, so obviously you saw some, also some obviously some really good strategies on the podcast, which is great. Uh, for those who don't know, our hamper strategy is probably one of the best things that we do run. Um, generally around December and January. So it was kind of perfect timing that you kind of started around there. Um, I want to know kind of when you first came into the community. Um, I'll just go through the stats. So you're— you basically hit around $2K for the month of December because in the notes you said you had a few people away and stuff. Yeah, it was pretty, pretty adamant that we needed to obviously boost your income pretty quickly. So do you remember what were like the first 3 things that you did? Was it the hamper strategy that you ran pretty much straight away, or was there something else that you did beforehand?

Uh, yeah, the first thing was the QR code. So getting that, that up in the gym, um, just next to my bio, uh, at the entrance of the gym. And then putting it in the blokes' toilets on the back of the toilet door, because everyone, everyone knows everyone's sitting in there on on their phone. So, um, I actually wanted to collect the data and see which QR code was getting scanned the most, but I was like, oh, I don't have time for that.

That would have been super interesting, actually.

Yeah. Um, so the QR code was the first thing, uh, and then I really made it my mission to talk to a minimum, just have 5 casual conversations on the gym floor every day that I was in here, which at the time was 4 days a week. So I was trying to talk to 20 people, whether it was just saying like, hey, how you liking the gym? Haven't seen you around here before. Or being approached about an exercise, um, or like, hey, how do you set up this piece of equipment? And then just continuing that conversation on really casually, like not saying like, hey, are you looking for PT? Or hey, do you want to book a free consult? It was just my way of getting used to talking to people on the gym floor.

Yeah, that's awesome. Uh, Liam, that's very good advice for you, by the way. I know you had that question a few weeks ago. I think a lot of PTs are pretty intimidated just to talk to people. But I think if you've got that approach that Rob had, which is literally like you're not trying to sell anything, you're just literally talking to people, getting used to building conversation or building relationships, sorry, through conversations long term. And I'm pretty sure you, um, I don't remember the exact figures, but you used to have a fair few people booking in from that QR code, um, without you doing anything, right?

Yeah, I was almost getting like 3 to 5 people a week.

Yeah, wow.

Um, which made— like, now that I look back on it, it was, it was January, February. I think I got that QR code up pretty much like day one of the gym when I was back in the gym. So it was that, that peak period of people coming in, and the front desk staff, who I've got a really good relationship with, um, they were basically pushing people to that QR code because I was in the gym all day every day, whereas the other PTs kind of Weren't here as much, so the front desk staff would be like, well, Rob's over there, he's got a QR code. Person would just book in via the Calendly link, and it was just so step, step, step through the steps, easy for the people. Um, and in fact, like, most people were like, wow, that was really easy to book in to come and see you. Like, I thought it'd be like more involved, or I've tried to book in with the other PT and I couldn't get a hold of them and stuff. So I was like, sweet.

Yeah, side note, I've got a quick little story. Um, my wife just signed up to Fitness Cartel. You guys should know what Fitness Cartel is, they're pretty, pretty big. And, um, they, uh, so they've got like 20-something PTs there, um, and they basically make you buy like a PT pack, which is like 3 PT sessions. And, um, they said that, uh, you'll have a PT reach out to you to book in your, you know, free sessions. And she's like, oh yeah, cool, nice. Uh, anyway, she got this message from the gym to say, hey, you've been allocated XYZ to book in your free sessions. Uh, no way to book in with that person. When they— when she first joined, no way to contact them. Just, hey, you've been allocated this person with their email address, and that is it. No contact number, no social media. And Jess is like, who the fuck is this person? Look, I want to swap her out. Instagram, because she's got a lot of back problems, um, from pregnancy and all this other crap. So anyway, that's not how you do it. You guys need to pull your shit together. Um, so what Rob has got set up is they make it easy for people to book in, and proximity as well. If Rob's in the gym all day, who do you think the front staff, uh, leads to more often? Hey, someone just signed up, they might be interested in PT. Hey, Rob's over there, just go have a chat with him and you can book in on the spot. Well done. Um, so I just want to go through a couple of figures here because I just went through— in the first month you doubled the business, you got to $4,200. After the first month, and then by March, so in 3 months, you hit your first $10K month, $10,800.

Yeah.

Was that just for feedback? Was that obviously a combination of obviously the QR code, which you were getting 3 or 4 bookings a week? Is that also kind of when all the income came in?

Yeah, so I think I got the hamper started in March. Just before March. There was sort of a long lead-up to it. I think I had it on the gym floor for just over 4 weeks, maybe 5 weeks. Um, so I was drumming up a lot of interest on the gym floor, and actually I have now got 3 clients who I just struck up a conversation about the hamper because I walked up to them and I was like, hey, do you want to win this? Did the whole spiel about, you know, this is what you get, there's $1,000 worth of stuff in here, first 4 weeks of PT are free. Just from that conversation, they were like, you know what, I've actually been thinking about getting a PT, book me in for a consult. If I win the hamper, like, that'd be awesome, make sure you pick me. And, um, Yeah, a couple of people were pretty funny about it. They're like, if I buy like 10-pack of PT, which I don't sell packs, but they were like, can I win the hamper? And I was like, no, it's not how it works. But yeah, I just gained 3 clients from walking around with a hamper.

That is so interesting. You know, funny side note, again, this is like another example of Jess, my wife. She's been looking for a PT. Along to help her with rehab and stuff for her back. Not one person has talked to her on the gym floor, not one PT. And even, even, even Fitness Guy Sal, um, she put me down as a referral to join because I don't have a gym at the moment. Not one person has called me. So even if you guys just did the basic stuff, it just having conversations with people, not so much to sell them anything, but even just going up to people and say, hey, um, yeah, what are you training for? Or, hey, did you realize you doing this exercise? Do this better. A lot of people will be like, hey, that was really insightful. Um, another client, for example. Um, I couldn't tell you how many times I got new clients around the gym Even just cleaning up, putting weights away, because everyone leaves weights around in the gym anyway. So just being present in the gym is also going to help as well. Can you give us some insights into how many leads you got from the hamper? I'm just curious, how many leads did you get, and do you know how many directly from the hamper?

Uh, I had 114, 115 leads from the hamper, so I pretty much like every week there was like 25 to 30 people signing the form in the gym or doing the online scan the QR code form. And then, yeah, and then of those, I probably got, got, I got through to like half of those people. And then I was like, I actually don't need to ring any more people because I'm fully booked almost. Um, so, so all I did was I just, I'd sent an email to the rest of the people just saying like, hey, thanks for entering the hamper. Um, at the, at this point in time, like, we drew the winner. Uh, there's been a couple of runner-up prizes for the, uh, what did I do? The runner-up prize was a free consult and a free PT. Um, and then, uh, just basically said there'll be another hamper in the near future. Um, as you entered the first one, you'll get 3 entries into the next one. So just sort of like to give back a little bit to people and be like, oh cool, he didn't just like not call or text or email and that was a waste of time.

Yeah.

Um, And then at the end of the email it said, I do offer online coaching, um, however there's like a waitlist for PTs face to face. I think I got 2 people that joined up for online coaching through that.

Nice.

So it was like absolutely worth every single dollar I spent on that hamper.

Yeah, yeah. And just for the guys that don't know what that strategy is, essentially you, you would buy like things to put in a hamper. And basically, you know, you might spend a couple hundred bucks, uh, in the, in the hope or the, the almost guarantee that you would find at least, you know, 2, 3, 4 clients that voluntarily covers the cost of whatever you put in for that hamper. So the guys had a commercial gym, you can still run the hamper strategy. You would just get online version and you would give away like online coaching rather than face-to- Face coaching, so exactly the same process. Um, okay, cool. So we've gone through our setup. You're getting bookings on autopilot, which is awesome. 3 to 5 bookings, about $10K per month. Um, let's go through some things. Was there anything that didn't go to plan, or did everything work?

Um, I did as well when the hamper was running, uh, for those 4 weeks. I was printing off— I remember I was trying to get a hold of the birthdays list and then like the new joiners list, and I was having a bit of like trouble with the gym manager doing that. Um, eventually they were— they saw the reason in it. I was like, you know, I've spoken to the gym manager, the owners weren't okay with me ringing people because they're like, oh, we're not that kind of gym, we don't want to seem salesy. And I was like, I'm not even selling anything, I'm just ringing up people saying like, hey, notice you joined the gym, or happy birthday, if you need any help, hit me up, I'm here, like, these are my hours, or come and book in a free consult. Um, so I would try to ring 20 people a week That was pretty hard. Like, I thought, oh, 5 people a day. But between the coaching and then doing the, like, walking the gym floor, I think I was just trying to do too much at the— all at once, which is a common problem of mine. So I was like, I've got the hamper, I'm getting like 2 to 5 leads a week coming from the QR code, like I can just take the foot off the gas a tiny bit. Um, because that, that calling one, like most people, I did not want to do it. I did not want to do it. I was like, I don't want to call people up. And then I was talking with Scott about the times, and Scott was like, look, Saturday 11 o'clock works well. And I was like, I don't want to call people on Saturday. Like, I was just super honest with myself. I was like, I'm, I'm okay not calling people on a Saturday. I'd rather go ride my bike because I was, because I was doing well with the other stuff. Yeah, but if I hadn't done the hamper and the QR code wasn't working, then I would do that. Yeah, so I was kind of like just happy with where I was at, at that point in time. I was like, once this hamper is done, if I need to call people, then I'll start calling people.

Yeah, it's a really good point to make because We do have a lot of strategies in the school, uh, and like, prime example, like, you guys obviously know Scott. He went from $2K per month, he's up to like $24K a month now. He literally only does new member calls. That is it. He does not need any other strategy. Uh, 5 to 10 consults a week just from that. Yeah, that is because he's the only trainer in the club. He's in a very good— that everyone has that, um, everyone has that opportunity. Um, but you know, if something's working, you don't really have to do all the other stuff at the same time. It's just you've got options there. Uh, for example, if you don't have— if you're not running a giveaway or a hamper, for example, then you obviously got the option to do new members or birthdays or MIAs, for example. The key there is leads are never an issue for people in commercial gyms. There's always people to contact. It's just what type of report you can generate, or can you talk to people on the gym floor? Can you run a giveaway? Leads are never an issue. So, well said. I think everyone also has some level of not wanting to call people because even these days, like, people are getting more and more reluctant to answer calls. Don't know who's calling them. Um, that's really well said.

I think I did the first week, I, I did call 20 people the first week and I was like, wow, that was a lot. And maybe like 7 people picked up. So I sent a text message then after for the people that didn't pick up and no one got back to me from the text messages.

Matt, love it. Yeah, and that, that strategy is obviously all, all volume, uh, that like those percentages that you just said, they're like 7 out of 20, that's like pretty much normal, um, you usually get a 30% pickup rate, um, and then the ones that pick up, most, most of them generally book in, but it's just, uh, it's all volume, um, yeah, it's part of the game, uh, that sometimes you're gonna back it up sometimes. Um, okay, so let's go through the next part because you're in the process of looking to hire a trainer. So I want to go through, um, kind of what the plan is or what you've been working on to that because we've got a few on the call that do want to do that. So can you go through, uh, firstly how you made that decision to hire a trainer versus going online? So I think you said you don't really want to do too much online stuff, you'd rather be more in the gym. Um, so what you've done so far in terms of preparing for when you do hire a trainer.

Yeah, so obviously finding someone that's suitable. Um, we've got a number of the admin staff or front desk people, uh, have their Cert 3 and 4 in fitness. Why they don't want to be doing PT and they're doing admin, I don't know, but I struck up a conversation with one of the girls in the staff room and she was like, yeah, I'm not getting any shifts, really struggling. And I was like, you've got your Cert 3 and 4, why don't you do some PTs? And she's like, oh, I tried it and it was really hard to get clients. And I was like, well, what did you do? And she was like, well, hand out some flyers. So like, rather than saying like, oh well, go and hire a business coach, I was like, come and work for me, because I saw an opportunity basically where she's not got that much experience from what she was telling me. And she was like, I really feel like I need to up my game experience-wise, um, with just coaching people. So I was like, oh well, I could help you with that, mentor you with regards to like different kinds of training with my experience. And then she was like, are you serious about the hiring thing? And I was like, yeah, absolutely. Like, I'd love to be able to do that. That'd be awesome for my business and then to help somebody out as well. So from there, then I had the discussion with you, Matt, and Scott. We had that meeting, and then I went away and started drawing up my standard operating procedures for her, basically, to just read all of those standard operating procedures and say the person walks into the gym, how to take them through a whole session. Um, because I'll just have her doing the PTs for now, won't have her doing any of the sign-ups or any of the movement assessments. Um, so once those SOPs were written, I then had another chat to her and said, okay, we need to start booking in some shadow sessions where you shadow me, and then from there I can shadow you. Uh, we've done one so far. Uh, her schedule being on the front desk is just like all over the place. Some days she's here, some days she's not. She lives quite far from the gym as well. So at the moment we're at a stage where she's got the next 2 weeks where she's basically rostered on. She can't fit in any shadow sessions. So I said, that's all right, I'm not in a rush, don't want to pressure you, we'll put a pause on it. But then after the next 2 weeks, she's like, pretty much I can come in for like half a day and then start my shift. So she can come and do morning PTs and then start her shift, or she can do Vice versa.

Yeah, awesome. Sweet.

Which is kind of like, I, I didn't want to like rush into it either because I do want to basically make sure that she's going to be a good fit. Um, and then we had this, we had this chat earlier, like I do deal with a lot of rehab people, they've got injuries whether it's old or new. So the relationship that you build with someone where they're like, okay, I trust you, you've told me that I can do this exercise, it's not going to hurt my knee, my back, whatever. So you build that trust over like months. So I do want to make sure that she's just got that extra little bit of confidence to basically walk into that situation and understand that if someone says to you like, I've got all these injuries, how do you know, like, what's good for me, blah blah blah. She's confident enough to be like, hey, like, Rob's told me, etc., etc., etc.

Yeah, yeah. So now the, the process for you is how can you prepare someone else to be able to handle, um, whatever type of client that you obviously want to attract. Yeah, which is like, again, like a whole, a whole new level of systems that you would have had to build before, um, which is good and it's exciting because obviously it kind of bulletproofs your business as well. Because once you have those systems in place, any PT can kind of come through and, you know, do the, do the job or do the role that you essentially need. Um, just checking in before we go any further, team, um, is there any questions so far for Rob? We've basically gone through how he went from $2K in December to $12K last month, cash collected. Uh, any questions so far? Is there anything you want me to dive more into? Because I want to make sure we get kind of all these questions answered, because most of the people here— um, if other people join as well— Aaron and Mel, great stuff! Harley as well, great to see you guys. Um, let's make sure we cover off all the questions. Um, while we're waiting for any questions to come through, um, can you tell us why you wanted to hire a trainer rather than scaling online?

Yeah, I think it's, um, more fun and a bigger challenge.

The—

yeah, the fact that I do love the coaching side of it and then the mentoring side from just my previous job I love that environment. I've done online coaching like since I got out the Navy in 2022, just very loosely, like starting out with coaching friends online, then progressing to coaching people online that I was coaching in the gym, and then left that, left like a couple of gyms just to progress and move different states, so they stayed with me online. And then getting the occasional social media lead just through conversation and like common interests with the training style. Um, and then my main offer here that's really successful is the hybrid offer. So whether they're doing 1 or 2 PTs a week and then the rest of their sessions online. Um, I decided 3 months ago, kind of subconsciously, that I wasn't enjoying doing content. I just slowly fell off the bandwagon, very, very slowly, um, because I was really enjoying being in the gym doing face-to-face PTs and then enjoying those interactions and then leaving the gym feeling like really content, really happy. And I was like, you know what, why do I need to hang around now for another hour worrying about content when I can just be happy with what I've done, come back tomorrow, do the same thing? I'm not saying I won't step into the online coaching, like, because it's obviously I'm doing a little bit of it right now, but I'm super happy with where I'm at and the content and then the online and then all the ads and stuff. There's more time later down the track to do that.

Yeah, for sure. Yeah, I just want to make it super clear as well. If you guys are in commercial gyms, in no shape or form do you guys need to be super active on social media. If you guys are in commercial gyms, Club Lime, Anytime Fitness, Good Life, any of those type of clubs, Genesis, um, online will definitely help you get faster results, but it's absolutely not a requirement. When I grew my business to $50K a month, I didn't do a single ad on social media. I was, I was posting some organic stuff, but, um, you don't any type of paid ads. Online, different story. You guys need to be doing ads if you don't have like, uh, access to in-person. Um, we haven't talked so much about the sales process just yet, so I just want to talk about the sales, um, because we've talked a lot about marketing and stuff, which is great. Um, we'll talk about your sales process, so what you do when someone books in with you. Yeah, let's talk about that first and then I'll go through, um, the objections.

Someone will book in, whether it's through that QR code or however they book in. Um, I'll sit them down or have the initial consultation form up on my laptop or just go straight into basically saying like 'Thanks for booking in. We're going to do your initial consultation first, then we'll go through a very basic movement assessment, and then we'll have a chat after and see if we're the right fit for each other.' Um, at that point, sit there with my laptop open, go through the initial consultation questions, which is basically from the PT school lessons and that. I changed a few things just relative to or on the rehab injury side, because I just found that I was getting more people with injuries coming to me. So I just adapted the questionnaire to that. Then we go through a movement assessment that, like, I call it a movement assessment, but it feels— and the client said this to me, and I was like, oh, that's awesome, I'm gonna steal that. It just feels like two mates hanging out in the gym, having a chat, doing like a half-ass workout. This one guy said that to me and I was like, but it's not a half-ass workout, right? He's like, oh yeah, but like, I don't want it to be a full-blown workout because then I'd die. And I was like, okay, cool. So I basically like, if they like doing certain exercises, if they've been in the gym before, I'm like, cool, what do you normally like doing for a lower body exercise? And they're like, leg press, back squat, 'Whatever.' I'm like, 'Cool, so there's our lower body movement.' Then I'm like, 'What do you do for upper body?' 99.9% of the time, if it's a guy, it's bench press. So I'm like, 'Cool, there's your upper body push.' Uh, women are always kind of like a bit hesitant. They're like, 'I don't know, um, does the elliptical machine count as upper body?' I'm like, 'No, it doesn't. Let's pick something more relative.' Um, so I get, I get them to basically do like a squat pattern, a lunge pattern, a hip dominant movement, horizontal push, vertical push, horizontal pull. Very rarely will I get them to do a vertical pull, um, just because by that point usually we've added a little bit of weight, they're feeling a bit fatigued. Unless I've got someone that's like an absolute gun and they're like, yeah, I'm ready to do like 50 chin-ups, let me show you my chin-ups, and they're banging on about chin-ups and I'm like, cool, all right, let's have a look at your chin-ups. So it was— it used to be very like assessment-y and clinic-y and like, okay, let's look at your like internal rotation, blah, blah, blah. And I was like, half the people I was like explaining to them like, oh, you know, you might be a little bit tight in your lower back because of ABC. And you could just see them go like, like zoning out, eyes are glossing over. And I'm like, let's just dial all of that back. That's like my coaching, that's like my nerd coming out. And I was like, let's just keep it super casual. So then when I did that, my like sales, the result of my sales conversation after that, which then after the movement assessment, I basically bring up the package options. So we go back down, sit back down. I'm like, cool, how do you feel? They're like, yeah, great. 'What are your prices?' Everything. I'm like, 'Yep, no worries.' Get my laptop out again, show them the package options, of which is on my— on the Canva PowerPoint presentation of just basically, 'Here's my VIP package, here's my hybrid offer, here's my PT-only offer.' So I've got 3 packages there, and then VIP is broken down into like 2 PTs plus programming on the app. Hybrid is 1 PT plus programming on the app, and couple of other things, and then PT only. And then I just sit there and I don't say anything. But it took me a while, but now I'm really confident in just sitting there and shutting up, which is like hard for me. So I used to be super nervous. I used to be like, oh, you know, do you want to look at the VIP package again? And the hybrid, like, and you could just see them going like, it's just, it's with this guy, fucking shut up. Like, I'm trying to make a decision here. I'm trying to do the math and the calculations in my head. So now I just do that and I just don't say anything. And there'll be 9 times out of 10 I've had them just go, yep, I'll pick the hybrid option or the VIP or the PT only. Yeah, the other people like the objections, they'll be like, oh, it's a little bit too expensive for me. I then go, cool, here's online only, so you get access to the app. I just check in with you once a week through a check-in form. You get your program that's written for you because I've seen, you know, how you move in the gym, what you like. There'll be more in the check-ins if they have an injury that they go Oh, sweet. Yeah, that'll do me. So good.

Um, can anyone relate to that, by the way? I've got a couple things I want to touch on from that, um, before I forget. I literally, um, I just signed up with another mentor, uh, yesterday, and the guy did exactly what Rob just did. So he basically shared his screen and just showed me with 3 options. And I was like, uh, he just, he shut up and I just looked at it and I was like, um, yep, I'll do that one. And it's just like, cool, you just put it out there for them and they'll do their own calculations in their head, like, okay, cool, well, if I do this, it means I can do this, I can do 2 sessions, yep, the wife won't divorce me if I do 2, yep, okay, sweet, I'll be, I'll be sweet, ready to go. So it's a really good point. That you kind of just let people ponder or think, and they'll work out what they can really afford. I'm curious to know as well, when you— I'm not sure if you know the exact stats right now, but I'd love to know what your conversion rate is right now and what the conversion rate was when you were doing things like more clinically in the movement assessment compared to a bit being a bit more casual, if you know the difference in close rate.

Yeah. When I was doing that, like, shitty movement assessment, it like I was still closing, but I think that's because my prices were just so cheap. So the people were like, if I have to put up with this guy's clinical bloody explanation of hip internal rotation, That's fine. That's fine with me. It's cheap as. And then like not soon after did I realize that, yeah, a lot of people are saying yes. And when that's happening all the time, so you're getting a lot of Thai kickers that are saying yes, you're getting a lot of people that are just saying yes because it's like, I'm just here, I need a PT, I'll just say yes. And then like, I'll just ring them up in 3 weeks and be like, hey mate, I've canceled my gym membership. So that happened like a few times. They were like, yeah, the gym's not just not for me, I overspent my budget, what, like whatever excuse they wanted to come up with. And I was like, thank God, I didn't really enjoy training you anyway. Um, the time, like when I realized that my prices were a bit too low for what I was doing, um, and then I increased the prices, that was kind of the same time that I was like I'm spending so much energy on this movement assessment when really the person just wants to basically like feel good after our first session, feel like they can like, like become not like a best friend, but like have some sort of like relationship started on the first time. It's like going on a date. Like if you sit there and you're like, I do not want to be here, you're not going to ring the person up again and book a second date. I wanted them to feel like they were super comfortable, um, like having a laugh. Like, I love having a laugh. Um, and then if they had an injury, if like, as long as they felt safe and they were like, yeah, I feel like I'm not, you know, just with another person that's going to get me doing chest, back, and buys and not think about my back when I do things.

Yeah, well said. Um, just a question in the chat from Aaron: do you do nutrition as an option, or do you give general advice? And what do you charge for hybrid, or even can you run us through your pricing options?

Yeah, so no, don't do nutrition. I just give general advice. And I've recently— well, sorry, Matt recently did me an AI meal prep cheat sheet, which like was kind of a client's idea. She said to me, every time I come in, you tell me all this stuff, I sit there and I nod and I say, yes, I'm going to do it, and then I go home and I forget. Or I just, you know, whether I willingly forget or unwillingly forget. I was like, what if you had something at home that you could refer back to? And she's like, that'd be a good idea. So then that gave me the idea of the cheat sheet, to basically put a 2-page laminated if they want to laminate it. How to prep your breakfast, lunch, and dinners for the week with some options. And yeah, like I said, I'm not very creative on the best of days. And so I went to Matt for some help and he put it in his AI employee and it sorted me out. So that's my nutrition. Like, that's the extent of my nutrition if you want to come to me for nutrition, that's what you're going to get. I don't go into like calories, macros. Like, I explain it to people, but I don't, I don't get them doing calories and macro tracking on EverFit. I use EverFit even though I've tried. I just don't enjoy it. So when people come to me and their main goal is weight loss, fat loss, I say, okay, it's not my specialty. I can tell you how to eat, you know, healthily, like an adult, help you with hydration. But if you come to me, don't expect me to give you a meal plan. Don't expect me to help you track your food and count calories, with the exception of basically you sending me photos for 3 days of what you're eating and drinking, and then I make recommendations based off that. And typically people receive that quite well. They'll be like, oh, thank God, last PT I had put me on like 1,000 calories and I hated it. And I was like, yeah, get those carbs in. What, what's keto?

Yeah, that's awesome. And then can you give us insights onto your price point?

Yeah, so VIP, that I've just recently increased my prices after our chat as well. Um, so I'll just go off the new prices. The VIP package is $220 a week, that's 2 PTs, and then they get their program on EverFit and any support that they need with regards to their programming. And then that, that nutrition, basically, you know, tracking their food by just taking photos for 3 days. After that if they need more help with nutrition, and this is the perk of like me just being friends with the front desk people, uh, one of them is studying sports nutrition. So I actually refer them on to her. I say, if you need, if you need more help with your nutrition, and like those, those people I found that need a lot of help with their nutrition I'm, I'm not going to get there with my level of skill, but also like patience with the nutrition side of things. Um, they— the, the— that I've referred two people on to, to Meg, the sports nutritionist. Um, and the results are awesome, obviously, because they're getting their nutrition dialed in. Um, but like I said at the start, like, I deal a lot with people who have injuries, people who want to train in the gym, and eat whatever they want within reason. Yeah, so I'm finding more clients like me.

It sounds like you obviously, you're attracting the right type of people now as well. You know, obviously your strengths, you obviously know what you don't want to help people with, which is obviously the nutrition side, which is awesome. And when people know that up front, they can obviously make an educated decision on, you know, if they work with you or if they go to a nutritionist or blah blah blah. But, um, yeah, I think you're obviously very confident in what you do now with obviously the injury side of things, uh, and that shows obviously with how you're running your consults, um, conversion. Um, I just want to know in the chat from everyone else, what has been the biggest takeaway moment so far, or takeaway or aha moment that you take away from this path and replicate that in your business. I just want to get some feedback into what people have got from it so far. Um, yeah, just drop it in the chat for us.

Um, prices in the chat as well.

Oh yeah, sweet. Um, what's the, um, I'm curious to know what the goal is because you're hovering around about $12K, um, at the moment. Obviously the new trainer is not on board just yet. So what's the, um, what's the goal for you, like, over the next 6 to 12 months?

Um, and those, those prices are weekly as well on direct debit. And obviously if they book just one PT, it's $95. If they book two, it's $190. Um, because some people just basically, they go to me, they're like, I'm I'm never going to use an app in the gym. I just want to come in, I want you to tell me what to do, I want to have a good time. And they're happy. Those people are usually like pretty straight up and they're happy to pay just for individual PTs.

Yep.

Um, and I think it's a demographic environment as well. Don't forget that people have money to spend here.

Yeah. Okay. And what's the, what's the goal for you in the next 6 to 12 months?

6 to 12 months, definitely hire one PT to work with me here. Um, income-wise, I'd love to reach that $15K a month.

Nice.

Um, and then I mentioned this to you at the start when we first started working, just buy a property to live in. Buy a house.

Nice. What's going to be obviously in Byron, I assume?

Around the area, yeah. There's no— you couldn't pay me to live in Byron, no ways.

That's so good. Okay, so the goal is $15K, obviously have one trainer, uh, because obviously you, you obviously love training, which is, which is great. So I'm curious, for your plan, do you obviously still want to be doing a fair few sessions, or do you want to start to take a step back from doing the face-to-face aspect?

I take a bit of a step back, but I do love coaching people. Yeah, so like, yeah, I'd love to just have a little bit later starts a few days a week so I can get out on the bike and ride in the morning. Um, and then when I do take that step back from doing more face-to-face and the other PTs doing well and they're successful as well, I think then I'll move to a bit more online to cover off on those hours that I'm not in the gym face to face. But the trick is I always just seem to fill my day up, so I want to start, you know, stepping back a bit and give myself time to have some free time.

Yeah, love it. Start to get some freedom back. Yeah. Joel, you got a question? You want to unmute yourself? Yeah.

Hey guys, sorry I jumped on here late, so you might have already answered this, but just wanted your advice on when you're doing cold calls or if you've ever done cold calls. I find the other day I ran 20 cold calls essentially saying, as part of your membership, you're entitled to a free health assessment, blah, blah, blah. And I had 20 people say no. Is there a way to— because I find quite a few people are very they kind of sense you're trying to like sell them something even though you don't say anything up like along those lines at all. Is there a way you word it to get people in? Because like of those 20, it'd be nice to get like 5 or 10 of them in.

Yeah, absolutely. Um, I did try that, uh, at the time I was running the hamper as well and the QR code was working really well. So I tried it for 3 weeks and I was doing the same. I was trying to call, I was doing 20 people a week. So did you say you were doing 20 a day? So it wasn't—

Yeah, I call, I probably call probably like 30 to 40 a week.

Nice. I was getting, yeah, not such good lead generation from that personally. But the biggest thing that I wasn't doing was calling people at the right time. Like I said, to Matt Dart, I was like, I didn't want to call people on Saturday, and that is the most successful time along with another time. But I basically, I didn't want to do that. So I was calling people like during lunch breaks, after work, and I was like, I'm just going to do that, and if it doesn't work, then I'm not going to worry about it because I've got the hamper and the QR code working. And to answer your question, I followed the script that Matt's got because I just found that was— it was like not very pushy. Like you said, you weren't selling anything. When people did answer, they were basically like, oh no, I've just joined the gym, you know, thanks for calling, I'll just figure things out on my own, and if I need you, I'll reach out, uh, and then the other ones, basically people never picked up. So I sent them the message with the same script and then I didn't hear back from them. Um, but I think it's a numbers game, right?

And, and did you get a better convert, like lead generation from your giveaway or the free health assessment poster? Because I'm finding my giveaway, I've had like 60 people sign up in under a month, but then the free health assessment posts are like pretty much got like no one really.

I— both of them worked really well. Um, where's your free health assessment poster and QR code? Where is it located?

Uh, it's like outside toilets, um, front desk. But I've only got the giveaway one at businesses. I haven't tried the free health assessment one at businesses because I assumed it would— people would just be like, oh, this just a PT trying to get me in the gym and sell me. Whereas if it's a giveaway, like, I just assume people will be like, hell yeah, you know, like, I may as well.

No, that's good. Like, I only had my QR code in the gym. Um, and what's your relation— so the QR code worked really well for me, but what's your relationship like with the front desk? Because when I got a lot of people, was they would come in they'd either join the gym or they'd be leaving the gym and they'd be like looking at the PT wall where we've got all our bios and my QR codes there. And the front desk staff, like, I basically had to tell them week after week, day after day, like, hey, if anyone is looking at the PT wall, let them know, scan that QR code, they can book in a free consult, no strings attached, just to chat with me. And they were like, on top of that. It took a while, but yeah, I was like, I was like buying them coffees and being like, hey, how many people have you talked to today and told them about my QR code? Here's your free coffee. And they'd be like, oh yeah, thanks Rob, none yet mate, but I'll get on top of it. Like, just, just did that for like 2 or 3 weeks, and then basically it was like 3 to 5 leads every week consistently.

Right, okay. Yeah, I haven't, I haven't bought them coffees yet, so that's probably not a bad Probably not a bad idea. I'll start doing that.

Yeah, yeah, only the really hard ones. Everyone else was like, yeah, yeah, sweet, I'll do that for you, and they were on top of it.

Like the— yeah, yeah, cheers.

Thank you.

Um, Rob was pretty much spot on there. Um, firstly, you're gonna understand with these type of calls, it's all volume game. Um, so you will have people that are gonna say no. That's pretty standard for people or for PTs to ring Lingling remembers, it's pretty common knowledge. The one thing I would say is if you're having a lot of people say no, can you just give us some feedback, Joel? Are they saying no after you say, I'm just calling to book you in, would you prefer during the day or the evening? Are they still saying no then, or are they kind of interrupting you when you're going through the script?

I've began chickening out a bit and saying like, if like I've said like, like blah blah free, you're entitled to free health assessment if that's something you're interested in. I felt like a bit wrong to just say like, so I'm just going to book like, which do you prefer, evenings or mornings? Because I had one bloke saying like, oh, you're not going to give me an option. And I was like, well, it's up to you. So since then, I kind of just been saying to people like, oh, is that something you're interested in? And a lot of people be like, oh no, I'm right.

Thanks.

See ya.

Yeah, that's why people are saying no, right? Okay, you're allowing them to say no.

Yeah, so yeah, that makes sense.

Just because that guy's just put a story in your head, which is, which is his own story, his own bad experience, and he's, he's basically put that mindset in your head, uh, and that's— if you literally just followed the script, 80% of people are just going to go along with it. Because of their subconscious mind. You say, hey, look, this party membership, you're entitled to a free health assessment with, um, better assistant health and fitness. From this point, you put that one in. Would you prefer during the day or the evening? The last part that they heard was, you prefer during the day or the evening? Most people, not everyone, if they really don't want to do it, they'll tell you. Most people are happy to go along with it because it's something that's free. And it's a health assessment. It's not like, hey, I'm gonna friggin run you through a massive 45-minute session and make you hate the gym, you never come back. It's a free health— yeah, this— the stats will— the stats will say the people that you talk to, you should get 70 to 80% of them booking in if you follow the script exactly how it is. So if you're saying Hey, as party membership, you're entitled to a free health assessment if you're— if you want it, or is that something that you're open to? That's a yes or no question, and most people don't know who you are. You've got no trust, no credibility. You're just a PP. Nice. So they're like, ah, nah, I'm good. I'll let you know. Does that make sense?

Yeah.

Yeah, that makes a lot of sense.

The second part of that, as Rob has said, um, um, before, is pushing the reception people or the club managers to push people towards his QR code. People are not going to just go up, scan the QR code just because they're a nice person. They need to be told what to do. So you need to have people in a, in a the club manager, reception people, sales consultant, whoever signs people up, can be like, hey, this is, um, this is Joel, for example. And if you hang around the club, even better, they can be like, hey, Joel's over there, um, just go see him, he's got a, he's got a QR code, you can book in directly into his calendar. Make it easy for them to book in. So that's the two things there. So follow the script with no pauses, you'll get more people booking in. I remember volume game, which is a volume game. And then secondly, you know, grab some, some coffees for them. Just like, hey, if you guys see anyone, you know, possibly interested in getting some personal training, um, yeah, would you mind just pointing them in the direction of my QR code so they can book directly in with me? That way it's good experience, experience, meet more people. And if it's not right for them, that's fine, they've got someone to talk to.

Yeah, that makes sense. Cheers.

Um, so everyone in the chat, just give a massive thanks to Rob for, um, sharing his, um, experience and insights. And yeah, well done, Rob, on your, uh, your work ethic. And you're very coachable, you're doing what we tell you to do, why you've got such good results. So I'm excited to see you get to the next level. 15K, you know, so, um, yeah, if you guys got any other questions, any other questions through school or, uh, through Instagram. Speaking of Instagram, Rob, do you mind if people, um, follow on Instagram if they have any other questions?

Yeah, of course, I'll put it in the chat. And thanks everyone for watching, listening to me. And yeah, thanks very much, Matt, for all you've done and all your help. I absolutely have loved every single minute of working with you and with the team, with Scott as well. Actually, where is Scott? I'm disappointed.

Yeah, I'm disappointed too. After.

He must be coaching somebody that bloody day. He's always coaching.

Um, Joe, by the way, that nutrition cheat sheet is in school. Uh, I posted it in the community, so it's all in there for you. If you can't find it, let us know and I'll tag you in the post, but it's one of the recent posts that Rob did. All right, team, I love you and leave you. Have an epic weekend. I'll see you guys on Monday. See ya.

Thank you.