The 10k Operator

Yep. Okay team, so the 10K operator, uh, let's get into it. Terry just came along as well. Awesome. Great, Terry. All right, you guys should be able to see my screen hopefully. Uh, let's do a little slideshow here. You guys can see that? Then you can see it? Yeah, cool. All right, sorry, I don't know what it is with you guys. Everyone comes freaking 5 minutes late. Can I just ask next time, can you guys show up right on time? That's okay. Uh, morning Harley and James and Perry. All right, let's get stuck into it. So, um, the 10K operator. So this is more around mindset shifts or the belief system that you guys need to have to be able to go from, you know, wherever you're— wherever you guys are right now to be consistently over $10K per month. So we're going to go through the first 20-30 minutes going into the theory side of things, and then we're going to do an exercise after that so we can be more proactive rather than reactive, which not everyone here is being reactive, but a lot of people, uh, being reactive in their business. So let's get stuck into it. So let's move everyone here so we can see. Okay, so let me just first by stating here that it's not necessarily the strategy that you're doing that's holding you back, it's actually the identity that you've got that's holding you back from getting to, uh, you know, $10K+ per month. So a couple of things that usually happens is you hit a ceiling at around $3K to $4K, uh, and you can't break through. Usually same thing happens around 7 to 8K, and it just requires a different level of you to get to that next stage. What's usually happening is you're stuck doing every task in the business yourself. I think most of you guys are probably at that stage right now. You're pretty much doing everything yourself, uh, you're very reactive and you're run by what's happening to you. You're not being proactive with things to actually work on, and you're working harder Uh, then it's not necessarily moving to the next. So it's not so much a strategy that we're doing— like, we like to talk a lot about strategy, but it's actually the mindset you guys have got that's stopping you from getting to that next level. So we're going to go through 5 different strategies today, um, to help you guys get to the next step. So when you guys start to get to around that $10K per month, it doesn't necessarily mean that you're working harder. Um, but you're running a different type of business. So what I essentially mean by that is getting up to $10K per month, you can pretty much do not so much by winging it, but you don't necessarily need a whole lot of systems, um, to be able to get to $10K per month. But if you want to stay there, you need systems in place and you need, um, different levels of priority. To get to that $10K per month consistently, money out as well. So this is a couple of things that generally happens. You stop trading hours for dollars and you start trading decisions for dollars. Your calendar runs on your terms, not the inbox or the gym floor. You attract premium clients, not because your business operates, because your business operates at a premium standard, and you're working on the business, not just in it. You guys hear me say this quite a bit. And it's one of the biggest things we're going to focus on when we catch up in Sydney is how can you guys work more on the business rather than in it. Most of you guys, when you're getting up to $10K per month, majority of your time is working in the business. You're trading time for money, you're always doing PT sessions, which I know that's how you get paid at the moment, but to get to above $10K per month and stay there consistently and then get to $20K or $30K per month You can't just be trading time for money. You need to have time to work on the business. So by the end of today, uh, we're going to actually allocate time into your schedule to be able to do this consistently. So these are the 5 shifts that we're going to talk about today. So we're going to talk about the, the doer to decision maker, reactive to proactive, sessions to outcomes, cheap to premium, and operator to CEO. So all these things will pretty much need to happen in for you to get consistently over 10K per month. So I want some feedback in the chat, actually. I know I haven't explained these things to you just yet, but out of those 5 things, which one do you guys think right now sounds more like what's happening to you? Are you just gonna do— doing things, doing more and more things, and it's not really working? Are you being very reactive? Versus proactive? Are you selling sessions, not outcomes? Do you have a cheap product versus a premium product? Or are you being an operator, not a CEO? Which one do you think is more likely to be where you're at right now? Just put 1, 2, 3, 4, or 5 in the chat. So let's see what you guys think, and then I'll go through it. What these are— 3 or 2, cool. And by the way, everyone goes through these stages, so Um, you guys will at different times be one of these things, so you're gonna help me figure out which one you are and how to get that stuff. 2 or 3? Yep, cool. Okay, so let's, uh, let's keep going. Okay, so this is from do it to decide to make. So at $3,000 to $4,000 a month, you're the trainer, you're the marketer, you're the admin, you're the bookkeeper. Every hour goes into doing tasks. And basically being busy feels like progress for you guys. So most of you guys will be at this stage. You don't necessarily have to be at $3,000 to $4,000 a month, but pretty much you guys are doing everything in the business. When you get to $10,000 per month, you pick the tasks that you actually want to do. So Perry, you're probably starting to experience this. You'll get $10,000 a month a few times. You've obviously got a VA now., to help me with some tasks. Um, so you basically delegate or drop certain tasks that don't move the, move the business. This is the first shift that you guys need to do, is you need to spot the tasks that are repetitive, uh, or that, uh, they're not worth your time, and either delegate them to like a VA, for example. And you guys need to be focusing on the tasks that actually move the business forward, which a lot of the time is sales and marketing. How many times have I said to you guys that you guys need to focus on both tasks? How many times have I said that? A million times. This is one of the reasons why a lot of you guys are stuck, uh, bored, sat at home. The next one, from reactive to proactive. So this is— the reactive versus proactive essentially means you are reacting to whatever has happened things during the week, and that's how you run the business. Proactive means that it doesn't matter what happens, you still have things in your calendar that gets done no matter what type of stuff happens during the week. So the difference is, at 3 to 4K, whoever shouts loudest gets your time. Customer complaints, cancellations, uh, reschedules, uh, club manager might want you to do something. If you're relying on other people kind of dictating how you run the business or what you should focus on, then that's why you're stuck. The difference when you're making $10K per month is your calendar runs the day, not your phone. So you allocate time in your, in your day, in your week, and you prepare for the week early, like on a Sunday or a Monday, like we do on the Monday coaching. Okay, so reactive versus proactive. You can still obviously react to some things that have happened in the business, but you've still got the proactive approach. The things that need to get done still get done. Prime example: doing calls. If you're reactive, you do it kind of last minute. If you're proactive, maybe you get the call list at the start of the week and then you block out time on a Saturday to do the calls. Let's go this way. Selling sessions to selling outcomes. Now this is a really big thing in terms of sales process, and everyone kind of starts when they first start doing PT, they kind of start with selling sessions. They always trade their time for money, which is fine to start with, but when you want to get to $10K per month, you're selling the actual outcome not your time. Okay, because the difference is at $3,000 to $4,000, you're pitching your sessions or your program or your check-ins. Clients shop you on the price because they're comparing what you do, not what they get. Does that make sense? Just drop a 1 in the chat if that makes sense. So you're pitching sessions, programming, and check-ins rather than pitching the outcome, which is XYZ result. Dropping 10 kilos. Matt's dropping 1, and this is landing so fast. When you sell the result, you can increase your price and you can focus on getting them the actual result that they need, not so much the features and benefits of what they get or how you actually get them that result. So you're not necessarily selling them on what they get, you're selling them on what they achieve. Same thing with like content creation. If you guys have content that says, hey, this is what you do, this is what you get when you work with me, nobody cares about that. Or they might, um, but you're gonna have a very small business. If you guys want to attract high-level clients, premium clients, you guys need to focus on the outcome that you guys are getting for the clients. So your content should be around 'Oh, hey, this is what we do to be able to get you the outcome of 10 kilowatt warehouse, 10 kilowatt hospital, whatever it is.' Yeah, that's shift 3. Shift 4 is kind of, uh, tacking on to shift 3, is you're going from cheap to premium standards. So again, if we just go back to what people usually start at They start up Trading Time from that. What you ideally want to do to get to that $10K per month is add the hybrid aspect to it. Because remember, you guys, pretty much every single one of you started like this, where when you first started doing PT, you used to just charge for your PT sessions and you used to just do programming and check-ins on top, just for the, just, just cool. Great to see you. Um, what I guys— what I teach you guys to do is add the hybrid aspect, which is what you're already doing, but you then charge for it, which makes it a premium service. Prime example, um, client A versus client B. And let's say client B is Scott as an example. You guys know Scott helped around 20K. To train with him once a week with a hybrid aspect, so online and face-to-face, it's $130 a week for one-on-one coaching with one session a week. So when you start to do premium services, you focus on the actual outcome that they get, not how much time is required. From you. So you basically sell like, uh, you kind of sell like the online version first, and then if they need PT on top, like what I want, then you sell that on top. But you got— you guys shouldn't necessarily need to be with them one-on-one to get them the desired result. This is the way you go from cheap to premium. You're giving it some of the result and not being with them in person, then you can actually scale. To that training cadence because it's not reliant on your time. So I can get someone the exact same result if they were training with me once a week face-to-face, or if they were training with me online. You get the exact same result. And if you guys can't do that, then we need to work on these type of things. Onboarding is patchy, replies are late, check-ins drop off. Client experience is okay, but it's not It's not amazing. If this isn't happening right now, you're not going to be able to handle the amount of clients that you get, that $10K per month. Okay, so when you do check in with clients, it's intentional, it's actually giving them value. The onboarding process is systemized and it's nice and easy for people to understand and easy for them to go through. The check-ins and communication is valuable and insightful, so there's no where they're at on their health and fitness journey. And for that reason, clients stay with you longer and they refer you to you. Okay, so who thinks they need to improve their systems and processes to become a premium service? Give me a yes in the chat if that's you. I would imagine, um, most of you guys would have some work to do in terms of operations, um, because I'm sure that the PT sessions are fine, um, but if you guys are going to rely on that, you're never going to be able to build a $10K per month business consistently because you're constantly relying on Matt Dartart to hold their hand. Yeah, so pretty much everyone. So what we need to do essentially is we need to audit the gap between how you operate the business right now and what it would look like if you're running a $10K business. So a nice little way to think about it is, could you handle an extra— like, could you double your client base right now and everything kind of works? Would you, uh, would you run out of time to do things? Would you forget about clients, for example? Um, would something break, for example? Would it take too long for onboarding? The other type of things that you want to figure out when you go from a cheap service to a premium service, and then you stop competing on price because you're solely focused on the outcome and the service that you actually deliver outweighs the cost of investing in you. So prime example, now if you have more clients, it's harder to give quality. So this comes down to the system. That we've got. Because right now, like, this is just some self-reflection for you. Can people get the same result without you being there in person? Yeah, it's just like some self-reflection for you. If, if no, then we need to work on the systems and processes for your, like, your online version. So is the programming set up, uh, well enough? For them to just follow that and get results? Are your check-in responses, um, clear and valuable enough for people to understand where they're at and the clear next steps for them to do to be able to get the results they want? Are your clients, for example, doing all the check-ins, for example? And if not, why aren't they doing the check-ins? Why don't they see value in doing the check-ins? Realistically, I one-on-one sessions in the gym. It's good for motivation and technique-based, but if people have the right technique, you guys should be able to motivate them without you being there. Realistically, so it's food for thought for everyone here as well. If they're relying on you to help them get results, then you gotta find a different way to get to 10K. Okay, let's go from— let's do 5. So from operator to CEO, um, difference here is, um, you kind of go off emotion, not logic. Um, you don't really know your numbers, you don't know your close rate, your retention rate, uh, your cost per lead, which many, many of you guys on this call would be need to worry about cost per lead, but how many leads are you getting per week? How many people of those answer? How many of those book in? What are the percentages? So you guys should know off the top of your head when you're getting to $10K per month. Once you're at $10K per month, you'll know, cool, how many people stay with you for? What's the average lifetime value of your clients? As in, how much are they spending with you each time? You also know, okay, cool, if I got 20 leads I'm pretty much always going to get 5 consults booked. You know, if you onboard someone, they stay with you for 6 months. So operator is basically just going through the motions, just having a week to week, like, cool, yeah, I've got a new client, happy days. You see how long they stay with us for. When you're at 10K per month, you know all those numbers. The other part of this is operating like a, like a CEO, is having time every single week to work on the business, which could be analyzing data. Okay, so you make decisions on logic, not off how you feel it's going. A lot of you guys all, uh, make decisions on, oh yeah, uh, I don't know, I've had a few cancellations lately, I need to do some more marketing. That's like an operator mindset. A CEO mindset is, okay, cool, we've had 3 cancellations in the, in the last month. All the reasons are because they didn't get results. Okay, cool, let me go back and analyze their Trainerize account and see where they stopped getting results, where the breakdown was. Then we can look at the data and be like, okay, cool, well, it seems like after 4 weeks they seem to drop off when they track their own workouts. How do you transfer? Okay, so you look at the data and you make the logical decisions, and then you're like, okay, cool, well, we need to find a way to keep people motivated after those first 4 weeks. So perfect, now after, after the first 4 weeks, we sit down and we do a goal setting and reassessment session, keep them on track, reforecast what they're going to work on for the next, you know, 6 months. Okay, this is the stuff you need to start looking at when you're obviously the CEO of the business and you take it seriously. You analyze the data, you find the bottleneck, and you fix them. Okay, so these are the 5 shifts. Uh, the main one for this one is just more the data. You know your numbers. For example, you know how to reverse engineer your goal. If you want to get to $10K per month and you're at $5K, you know exactly how many leads you need to get, you know exactly how many calls you need to do, you know exactly how many contacts you need to book in, and you know based on your stats how many you're going to close. And then business becomes relatively easy when you know exactly what you need to do. It's one of the reasons why Scott went from $2K per month to $20K per month in like 9 months. Is because he knew exactly what he needed to do every single week, and he just took action on that because he was proactive, not reactive. Okay, so we're gonna do an exercise to help you guys, um, become an operator. Um, so I've done this exercise, uh, with I think one or two people before, but we're all gonna do it together, uh, right now. So we're going to map out your current week, uh, what that looks like, uh, what are the tasks that you do every single week, uh, it'll give you a bit of an idea of what you can either automate, delegate, get rid of, uh, it'll also give you a bit of an idea of how much spare time you've got. And then we're going to make an ideal week. So, um, what, what that's going to look like when you're hitting $10K per month. So for example, what are you going to do? Sales calls. When are you going to make contact? When are you going to spend time analyzing data? When are you going to fill out your business tracker, for example? Okay, so what, what we're going to do, I'm going to give you guys a spreadsheet, uh, which I will— and I'm going to do this together as well. Someone tell me if I'm back. Okay, cool. Sorry about that, mate. I, um, in a shopping center and, um, it's a bit, uh, good. How you going? Okay, so let me post the, uh, ideal week in the chat. I'm going to do this with you guys. Um, I'm going to do a live example myself as if it was my business, but I want you guys to do this at the same time. So I want you to go File, Make Copy, and, uh, we're gonna do this Okay, can you guys give me a 1 in the chat once you have made a copy of that so we can, uh, get stuck into it? Oh, you need to go file that copy. We got to edit the template. Just sent it again, Aaron, in the chat. All right, so Harley is good to go. All right, everyone else just give us a 1 or a yes in the chat once you guys are ready. Aaron, you're going to file, make copy, try and edit with template.

Sorry, I think that's what I did.

So if you're not sure how to do it, just go File down here and go Make Copy. Okay, if it doesn't work— what? Hold on. You guys try that link. Still go file, make copy. And I'll just try and go, um, up the top, File, and then make a copy.

Actually say that just on my end, it says Google Sheets, you need access viewer, comment, editor, and then request access down the bottom.

Yeah, mine's the same.

Okay, sorry, Matt Dart. Does it let you— does it let you go file Mac copy of that? Link. Can someone just try that?

Oh yeah, that works.

Okay, can everyone just try that one? So what I might do actually, before you guys do that, I'll actually, uh, Get rid of what we started. If you've already made a copy, then you just have to do what I'm doing right now and just put it back to blank. Otherwise, just open the link again and going to get rid of it. Start. Okay, so again, if you guys need it, go file, make copy. We're going to do this together. So, um, we're going to put in your current week. So we're going to start by filling in when you've got PT sessions. So I'm just going to say one-on-one PT, and I'm just going to put that as yellow for the time being. Um, just make sure you go file. That might be one that I just— um, can you guys give us some feedback in the chat as well, just making sure that works for you guys? Yeah, thanks, Mel. Okay, so you guys obviously gonna do this for yourself. I'm just gonna make up some stuff here. So I'm just gonna say I've got sessions from 6 till 8:30 on Monday. Let's just say I'm gonna do the same thing on Wednesday. If every week is different, I would encourage you— I know obviously sometimes people will move sessions and stuff, um, but I would encourage you guys to think Okay, if I had like, uh, my, my current schedule on average, what would that look like? And then for the ideal week, what would the ideal week look like? I know sometimes it won't always go to plan, but if you can be proactive and set the week that you ideally want, what would that essentially look like? So I'm just going to make up some numbers here. What if Monday, Wednesday Friday, and let's just say I'm going to do also from there, and then we'll do from there, we'll do from there. Okay, so I've put in my one-on-one stuff. Now let's just say, for example, the other stuff that I do on a regular basis, let's just give Who wants to be a guinea pig for a second? Someone volunteer. Anyone? Someone volunteer and I'll get someone. I just need to know what you guys do each week. As in like activities.

What do you mean activities? Mine's a little bit different because I do coaching as well.

So mine's a little bit different, so like I can give it a shot for you.

So I'll do coaching zone, uh, so Monday 9 till 10:30.

Yep, roughly.

Uh, Wednesday 4:30, uh, 4 till 6:30 PM.

9 till when?

Uh, so that'll be on, that'll be on Tuesday, uh, Tuesday for Monday coaching. So I don't do coaching on Monday at all.

Oh, that's okay. Sorry.

Sorry. Yeah, Tuesday at, yeah, it's 9 till 10:30 roughly.

Cool. And what else, what other time did you do it?

Uh, Wednesday, 4:30, 6:30, uh, 4 to 6:30. Yep. Uh, Thursday, uh, 9 till 10:30 again.

Yep.

Uh, Friday, 9 till 10:30, and then 4 to— 4 to 5:30.

Okay, cool. Um, what else happens every single week?

Uh, generally, I'll go— I'll go off this week's Generally Monday, you know, I'm pretty quiet early. So I generally set my day up, you know, I'll set time to work on the business nice and early. So Monday from like 5:30 or 6:30, I'll set my weekly plan up for the week, what I'm going to do. So that's an hour of work. And then I set time for my own workout. And then I have my first client at 9:00 AM and then 10:00 AM and then coaching call with you. And then what is it, 12:30 till 2, we'll have 2 clients. And then I have 4, 4 till— was that 4 till 6, I have 2 clients.

Don't worry about one-on-one sessions, I'm just kind of making that up at the moment.

Yeah, that's fine.

How many days a week do you train yourself?

Uh, I try to train myself 4 times a week, and that'll generally be pretty sporadic. Um, I'm trying to find a workout schedule that works, but it's generally when I have those breaks. That's not like a great time to go out. Yeah, I've been trying to do it if— yeah, it's hard. We've When I'm trying to be home in the morning but also be working in it as well at the same time, I'll generally try and schedule it. Trying to schedule everything so it works.

Awesome.

And I'm getting better over the last couple of weeks of scheduling everything, even training.

Love it. All right, thanks for volunteering. Okay, so everyone else, um, I've got a bit of an idea now of my current week, so I'm just going to assume this is pretty much what happens with Harley each week. Um, so you can see here, I'm just going to say, for example, just going to block out this time for family Friday afternoons for the fam. Pretty much nothing getting cooked Friday afternoon. Um, okay, so you can see in here, so we got one one-on-one PT, train himself. Obviously we've got the coaching calls with me Monday, Friday, uh, he's got afternoons, he's got coaching zone, training himself. So you can start to see here there's a fair bit of gaps, and right now there's a lot of time where— I'm just— I'm not saying this is what's happening for you, Holly, but I'm just giving you an example of what the standard operator as a PT would do. During this time. What would happen during this time is fuck all, essentially. And what we want to do, we want to fill that time with things that are going to move the business forward. And by the way, you might— because Carly actually does a fair bit of content, so I'm just going to say, let's just say content as an example. Just spent a couple hours doing content, which is great, but we've still got all this time to be able to do other things that propel the business forward. So what will generally happen for this type of business owner would be they're very reactive, meaning they don't have any calls booked in, um, they haven't got any consults booked in. I know obviously consults won't be the same every single week, um, but they haven't allocated time to allow for consults to be booked in, but they haven't allowed any time to do calls every single week. They haven't allowed any time to talk to the client manager about getting a list every single week. They haven't allowed time to do whatever. So what we need to do now, now that we've got a bit of an idea of what the current ideal week is— now, sorry, the current week— now we're going to make the ideal week for what would happen if you had a $10K per month business. So I'm going to copy this over and I'm going to change the thing here. So what I'm going to do is I'm going to, as an example, I'm going to have Paul's, and he's going to add stuff to it. So I'm going to say Paul's 2 hours. Then I'm going to say, instructor, set up for next meeting. Basically doing all— so what we might do as well is we might go in here. Let's just say, for example, uh, this might have been in the other one, but let's just say you do check-ins. Let's just say that takes you an hour. And what we're going to try and do is we're actually going to try and take Monday mornings off so you can get a sleep in on Monday mornings. So I'm wanting you guys to put your individual ideal week. Uh, just checking chat here for a second. Yeah, awesome. So Mel, if you only feel content every second week That's for Matt. Uh, what I would probably say is, prime example, okay, so if you film content every 2 weeks, what I would suggest for you in terms of what you could do on like a week-to-week basis is instead of just saying content, this is what I would do. I would do scripting for an hour. Then in here I would do— I'm just going to, for this example, I'm just going to assume you do filming each week and then send to beginning in your example, okay? Or in an example for like someone that's operating for $10K per month, you probably have like a VA to help you with the stuff and stuff. Uh, and then maybe, for example, you are coaching your VA. Maybe every single week you catch up Editing feedback, as an example. So this is the stuff— this is— you're training your team, as an example. It's just an example. So my ideal week, as an example, for me, I might say I'm going to do 20, 20 one-on-one sessions. A week. So what I'm going to do, I'm going to say I'm going to work Tuesday and Thursday in the gym. I want you guys to make this your own and just take my word for it. And we're going to go— we'll try that, try that. So we'll try Monday, Tuesday, Thursday, and let's say we're going to go for a run on Friday. Can you guys already see how much more proactive this is going to be for you if you have the stuff pre-scheduled into your calendar? So every single Monday you script out videos for you to film, or carousels. Every single Tuesday you do the filming from that scripting. You send it to the VA, who edits it and schedules it, uh, on your behalf. Uh, and then for example, you might touch your VA every single Let's just say, for example, you're only in the gym Tuesday and Thursday, which I'd be pretty keen for that. Towards the end of me, uh, doing my face-to-face PT stuff, I used to only work Tuesdays and Thursdays. Let's just say for me, I'm just going to assume this particular person has kids. So let's just say I'm going to pick the kids up from daycare at 2:30 and I don't work Friday afternoon. Um, and I just spend less time to do calls. I'm going to start that from gym on Tuesdays from 6:30 till 8, or 6:30 till 7:30. I'm going to do calls Tuesday, Thursday. Okay, now we start to actually have a bit more time that we can work on the business. And what that looks like, um, maybe you You know, maybe you're analyzing, or maybe you're viewing reports this week. What's that we're doing for reports? So maybe every Monday, for example, we've set up an automation, for example, in your business that, you know, perhaps we get data every single week based on compliance for training programs, based on compliance for check-ins, uh, which if you guys need help with that, I can obviously set that up for you guys. And Monday is all about check-ins, reviewing data, and scripting for social media content. Okay, so maybe you analyze the reporting for your data from last week's social media content, and you script out the new ideas for this week. Okay, you can see in here you're limiting your time for trading time for money, and majority of the stuff in here is actually stuff that's going to help you move the needle in the business. Okay, so for example, maybe you do Tuesdays and Wednesdays for sessions And then perhaps you might do consultations on, um, I don't know, Tuesday, Wednesday, Thursday as an example. Okay, so what you might do here, you might say, um, available And like Wednesdays, for example, might be the most popular day for consults. Okay, give me one, one in the chat if this is making sense. The ideal week should be filled with things that are going to move the business forward. Cool. So I want you guys to— has anyone finished doing their own ideal week? I want to, um, just making sure you guys are so far. So you got— like, if you guys are obviously wanting to focus on social media, for example, and let's say you don't want to get a VA which is fine, you don't need one. You wanna ideally pre-allocate and be proactive with time that you're spending doing those things. Okay, so what you ideally wanna do once you've made this ideal week, I know not everyone's finished yet, but once you've made this, what you wanna do there is go to your calendar and be like, cool, every single time at 1 o'clock every single week, scripting content. Put it for an hour every single week. Boom, done. Every single Tuesday at blah blah blah, filming content. So I've got, um, I told you kids at daycare, for example. I've got a full-on podcast every single week. Um, I've got, um, I've got some things that I do every single week in here. So my daughter's dance, jiu-jitsu, uh, my coaching calls for the mentor that I'm in, mentorship that I'm in. I go to those every single week. Anything that happens pretty much every single week, I have it in my calendar. Now, luckily enough for me, I don't have a whole lot of things that I need to do every single week. But for you guys, I want you guys to get into that habit of schedule time. You don't always have to put he has not been training, um, because he doesn't— he hasn't been proactive with it. He's been very reactive. So it's like one of the lower priorities for him at the moment. He's been trying to build the business. But if you guys don't, you know, have this proactive mindset, then it's just not going to get done. There's so many things that are happening day to day that will distract you guys from not getting this stuff done. So this right here, like on Saturday, this is literally what I used to do every single Saturday for my business. I did calls, I'd fill in my business tracker, and I make a plan and pre-allocate the following week to get the stuff done that I need to get done. Does anyone have any questions about this? So the moral of the story here is, I think the big— the biggest thing for you guys, the first thing you can do about changing your mindset about how to get to $10K per month is you need to be proactive, and you guys need to be starting to work on the business. You need to, you need to allocate time in your calendar every single week to prioritize the tasks that are going to move the business forward. And whatever that is, whether it's talking to the club manager every week and getting a list, whether it's setting up giveaways in the club, maybe every single week, every, every Monday, you have a half an hour catch up with the club manager about how you can get more leads. What you can do in the club to get more attention, etc., etc. Yeah, I know, I know it's obviously not a lot of time for Picture Ideal Week. Of course you can do it after this call as well, but I would encourage you guys to, to do the current week versus the ideal week. Because then you've got the overall outcome that you want to achieve, and then you can reverse engineer what you guys need to do to be able to achieve that. Okay, so at a bare minimum, I think you guys should be collecting all your data and building proactive rather than reactive. So a couple of things that, uh, work on this last slide here, um, you can have a morning standard I honestly feel like most of you guys will be able to do everything this in terms of like a weekly plan, like we do on Mondays for the first 10-15 minutes. If you guys did that on like a Saturday afternoon or a Sunday, or even the Monday mornings, um, that we do the course, you'll have a super productive week. How we always— okay, cool. What are the 1 or 2 things that you guys need to work on? Put that in your calendar. You've got a time allocation. And then basically your time gets run through your calendar so you're productive. No one number daily, this can be a weekly thing as well, but focus on, um, yeah, maybe you guys are wanting to improve on the close rate. Like, Mel, you posted in the chat, uh, in school this morning about you not being able to close as much. Maybe we need to go in and analyze the data from the last you know, month or two and be like, okay, cool, well, what did I do when I was closing at this percentage and what have I changed to now close at this percentage? You guys need to know that data. Uh, language shift is obviously how you talk about your business in your own head, which is more like working on the business rather than in the business. And then your kind of CEO review, which is kind of what I said before about the reporting side of things. So, you know, if you fill in your business tracker and then you can also analyze your client's compliance, whether you do that manually at the start or we can obviously set up automation for you. Prime example, I did this for Scott the other day. If anyone's using Everfit, I was actually able to connect Everfit to, uh, Manus. And it was able to pull up all the data, um, almost instantly to tell me who were the clients that were struggling in terms of compliance, which ones hadn't done their check-in forms, and which ones were crushing it. So you could straight away see which clients they needed to give more attention to and which ones to kind of still check in with, but they don't need it as much, essentially. So There's a lot of things that are possible to save you guys a lot of time. Um, yeah, it's pretty cool, probably. Um, the, the only thing, the only way I could do it for you is if you give me your login to Epifit and I can kind of show you how to do it. Otherwise, if you guys are using Manus, um, you basically just need to have the Google Chrome extension on your computer, and basically Matt Dart can open up a new tab on your computer and you log in to EverFit or whatever software you're using and just say, hey, can you go in and check all my clients' compliance? Tell me the top 5 clients that I've got in terms of weekly compliance. Tell me which ones have done a check-in form, um, and which ones progression. So that's pretty cool. Okay, does anyone have any questions on what we went over today? A couple minutes.

Um, I just have a couple of clients when I do— I've been doing video check-ins with them every second week, which has been really good actually. Um, because I'm being able to talk to them a lot more. But because we only do it every second week, um, what would you do on the other week that I'm not doing the check-ins? Would you like— usually it's with my VA. I kind of alternate every second week. I catch up with my VA, and then the other week is like a check-in with a client.

Are these check-ins one-on-one?

Yeah, just like a video, um, one. It's kind of only for the ones that are getting the plan and, um, all the nutrition side. The ones that are just doing the session only, I don't really give it because I can't— because then I can't fit in the ones that are paying more, obviously, and I want to give them quality.

Yeah, yeah. So here's the thing, probably with you, right? Do we even need to have like so much time that you need to spend with them? Uh, like, can that, can that be done without you being like on a video with them? Can it just be like a message?

Yeah, sometimes, I guess. Yeah, yeah, I never thought it like that. Um, yeah, yeah, I guess some, some don't really need it. So the ones that don't really need it, I don't really do it as much, I guess.

Yeah, I mean, you can always do it to start with to get them, um, you know, off the ground and doing the right things that you need them to do, but Don't feel like you have to do it just because you've done it previously. All you need to say is, "Hey look, I'll be here. We can do as many video calls as we need to to keep you motivated." What I've found for my other clients is they don't always need it. But like, as soon as you need the extra support, we'll jump on some calls. But otherwise, just keep doing what you're doing. I'll just keep checking in, making sure you're okay. Um, that's what I would do. It's the same thing like what I do with you guys. You guys can book in calls with me, but most of the time you guys don't need to book in calls with me. Okay, yeah, it's literally the same thing with me.

Yeah, every single person I work with, yes, I'm, I'm a bit like, I just want them to get good results, so I'm just on top of them all the time. But like, it's working. Some of them are doing it and they're getting the hang of it, so I don't need to be on top of them as much anymore. I think just when it's new. Yeah, usually when it's the start of like a 6-week phase thing, I'm a bit more crazy until they get it through their head.

Yeah, yeah, literally exactly the same with what we do together. So at the start, definitely a lot more hands-on support, making sure they're okay. Um, but for example, I've got clients that have been with me, you know, 2, 3 years that I'll literally won't need to talk to them for like a month or two because they're just busy implementing the stuff that I've already taught them. Um, I'm not saying you have to do that with some clients, you obviously still want to check in with them, but it gets to a point where you don't necessarily need to spend as much time with some clients, and they kind of, they just sort themselves out. But you just need to give them that structure and give them the education that they need, and they'll just do it.

Okay, sounds good.

Yeah, you're all right. Um, but in terms of the ideal week stuff If you do, like, how many of those one-on-one calls are you doing?

Like 4 or 5 a week. Um, yeah, like 4 or 5 a week because one of them, one of them's really good. Like, she just kind of doesn't really need it, so I don't really do it. Don't think I need to do it as much anymore. But then I'm like, is she really good because we're doing them so often? I don't know, kind of thing.

But ask her. Oh yeah, ask her. Just go, hey, I feel like you don't really need as much. Of these one-on-one calls anymore. Do you feel like if we just, um, still give you access, but I don't think you need them every single week, we could probably still catch up, um, and do a check-in maybe like once a month?

Yeah, okay.

As an example. And then just slowly, um, you know, cut it back a little bit.

Yeah, okay, I might do that.

Otherwise you'll be forever trading your time for money.

Yeah, okay, because it takes like an hour. It's like I set for half an hour, then it turns into an hour because I just keep talking, which is good.

Okay, uh, and then to answer your question about the schedule, so what I'd probably do, if you catch up with your VA every fortnight on the ideal week, I would just do VA catch-up, uh, slash client check-in. Okay, um, on your ideal week, and then just block out that time each, uh, each week in your calendar, or each fortnight ideally, but you can also do it every week, but it'll be one or the other. Okay.

Yeah. Okay.

Um, all right, sweet. Was there any other questions you've got?

No, I'm good.

Cool. Um, all right, team, I'll leave it there. Um, also, Mel, if you haven't seen the message, uh, I sent you that feedback on the question.

I did, yeah.

I had a lot to, uh, encourage you to come on Monday. But essentially, 95% of club managers got no idea what they're doing. Okay. Um, but, uh, yeah, catch up Monday and I'll give you some live examples. We can, we can use some specific examples that you have previously.

Thank you. All right, thanks, Matt. That's been great.

All right, catch us later. Enjoy the weekend. Bye.