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The Personal Trainer Marketing Channel You've Forgotten! (And Need to Add Right Now)

The Personal Trainer Marketing Channel You’ve Forgotten! (And Need to Add Right Now)

Speaking has been one of my most effective personal trainer marketing strategies.

Speaking has been one of my most effective personal trainer marketing strategies.

And it’s a high converting one, I remember one I used this personal trainer marketing strategy and it brought us more than $11,000 of new sales in just a month, and continued to deliver adding much more for months after.

And this will work for you too, in fact, arguably, with a little consistent effort it will work better and be cheaper than anything else that you are doing.

What’s more, this is the perfect time of year!

When I got started as a personal trainer there was no Facebook, Instagram or for that matter even having a website as a small company or solopreneur was a big deal.

Look I’m only 42 but I’ve literally been in this fitness game as a trainer for 25 years!

Here’s how I built my whole business, (and you could to on just this one personal trainer marketing strategy) and it’s so simple at first you may not even believe me, but I’ll lay it all out for you.

First, I made a list of:

  • All the accounting firms in my city.
  • All the law offices.
  • I tracked down contact info for a number of local charitable organizations: Rotary, Kinsmen, Heart & Stroke Foundation, Diabetes Association, Weight Watchers, TOPS (Taking Off Pounds Sensibly)
  • I made a list of as many companies as I could that had large numbers of employees (Start with over 100+ and then work your way down.)

Then I went and introduced myself.

I’d simply show up, talk to whoever I could, explain I was a local trainer, yes I was looking for clients but no I wasn’t there to pitch.

I’d explain that I knew if I educated people and gave them things they could use today and see and feel a difference (all without leaving the office) that some of them might look me up after.

Literally I’d do everything I could to make sure that introduction turned into a 5 minute impromptu fitness evaluation and demonstration for that individual.

Hint: A real good understanding of posture and being able to spot deficiencies and explain why and what to do on the spot really helps keep the conversation going.

Here’s an example, you walk into office XYZ, you see receptionist sitting at the desk, she stands up to great you. You notice her right shoulder is higher than her left, what might you discern?

Maybe she doesn’t use a headset, so maybe she holds the phone against her shoulder a lot. Maybe she carries her purse on that shoulder all the time, or a child/diaper bag. Maybe she sleeps on her side, on that side all the time. Or if it was her left, maybe she has a long commute too and from work each day.

Identifying these things and asking, “hey do you sleep on your right side at night?” worked quite often to arouse curiosity and keep the conversation going as I began to explain why I thought that which lead to discussions of headaches, back pain, and what to do about it!

You don’t have to be right all the time, and not every conversation will go somewhere.

But out of 5-10 I can promise you there’s a big chance you’ll be able to book a lunch presentation or meeting presentation where you get a chance to teach a group.

Larger organizations and charities etc that have regular luncheon meetings know very well that by having something education or entertaining on the schedule helps get people focused, inspired and engaged which leads to a more productive meeting.

That should be you!

Now you absolutely can’t pitch, but there’s plenty you can do to ensure you get the opportunity to pitch most people in the room; and not just once but repeatedly.

First, make sure your presentation is engaging and calls for participation.

Not only is it entertaining to watch people try to squat in business attire or high heels, you can turn into David Copperfield deploying things like PNF stretching that will have people who’ve never touched their toes touching their toes in just minutes.

Sure this boosts your credibility, but more importantly participation gives you a chance to offer reward.

“Hey for being a good sport you get to choose, I have a $5 gift card to Starbucks or a free session with me.”

Make sure you have little certificates for your session and the gift card, it doesn’t matter which one they choose as you just planted the seed in everyone’s mind.

The point is use your services as rewards for participation because that’s how you’ll get the audience to ask you about them afterwards without ever seeming to pitch.

Next…this is the grand finale.

Never have handouts, teach them things, stretches, meal planning, etc.

Something that will be much easier applied and remembered with a handout, tool, etc.

Sure some people will take notes, but here’s what you’re gonna do.

You’re going to place a clipboard at the back of the room (because it’s super non threatening and non solicitous) and at the end thank everyone and announce, “if you’d like handouts that show you exactly how to apply this or what I’ve taught please just leave me your email on the clipboard at the back and I will send them to you.)

Let people know your eco conscious and that’s why you don’t print them, or because everyone is so technology centred these days digital handouts are better because they can be saved in email or on a device and never lost and easy to access any time they’re needed.

 

My aim was always to make sure I left with at least 60% of the participants in the room, if it was less I knew my presentation didn’t connect well enough and that gave me hints as to what to change, what to improve or even what to speak on.

 

It’s not like I was doing these all the time, but I did likely go through periods where I’d have 1-2 of these sessions a month for 3, 4 or 5 months in a row.

 

Needless to say they gave my business a huge boost each time, and it didn’t take long for me to become “the fitness guy” in my city of nearly 100,000.

 

Even in my businesses right now I realize this is a huge gap and missed opportunity for us, in fact that’s one of the reasons I’m writing this for you, because it’s something I know is needed in my businesses and I’m gearing up for more speaking this fall!

 

Like this strategy? You’re a coach, you understand why your clients need you, but often we forget, we need coaches and mentors too. If you’re ready to take your business to a new level, or just looking for the guidance you need to turn the next corner reply, direct message or use the contact form on my website at www.cabelmcelderry.com I don’t know if coaching is right for you but only one way to find out! Consultations are no-obligation of course, I’m just a coach like you doing what I love to do!



How I went from 200 to 2000 Instagram Followers in Less Than a Month

And started to generate real business inquiries…

This week I wanted to share with you how I’ve picked up over 2500+ new Instagram followers in less than 30 days and am now gaining 100+ new followers/day.

Now these are not some fake followers or something like that that I’ve bought from shady site or service. These are real people and for the most part all people interested in what I do as an entrepreneurial coach for fitness professionals.

In fact in just the last couple weeks I’ve seen a significant increase to optins to my email list and direct messages and email responses from people asking questions and ultimately inquiring about coaching services.

Now before I get into this, I need you to understand a couple things:

  • I really dislike social media, I’m not someone these days that wants to constantly post and try to cater to the masses.
  • If you have a reasonably large following already (like 10,000+) this isn’t likely for you, the tips below are for people who (like me) have resisted Instagram for too long and realize it’s hurting their business by not establishing an audience.

I just watched a video last night from someone talking about how Kylie Jenner will become the worlds youngest self-made billionaire (she’s 20 by the way and did this all in 3 years.)

She did this by building an Instagram following of 111 million followers, and then using that to launch her cosmetics line, what’s more is companies now pay her in excess of $500,000 for a single promotional post!

Now I’m no Kylie Jenner, in fact I’ve been very resistant to this whole evolving social media but the reality is, like it or not, over the next decade or two as stupid as this sounds it’s going to be a significant class differentiator. Meaning the wealthy and the poor will largely be separated by one thing, the size of their audience; or at least that’s my belief.

So I don’t know about you but I definitely don’t want to be on the outside looking in when it comes to this new social economy, whether I’m late to the party or not I intend to make sure I’ve got social capital to leverage in the coming years.

So here’s what I’ve learned recently…

The game has really changed, since none of us are early adopters there’s no easy way through all the distraction and noise to catch people’s attention.

Content alone isn’t going to do it (though good content is key to retaining your following.)

But here’s the real scoop on how you build an initial fanbase on Instagram.

  • Make sure you post 1-2 times/day. Instagram is all about the “image tells the story” what will be your identity? I’ll be the first to admit I sometimes struggle with this, I’m not big into selfies day after day, instead I try to use images that mean something to me, that capture what I’m thinking about (keep it simple at first, take a picture of your breakfast, your favourite plate, your favourite brand of something, your favourite park to go for a run in, your favourite clients, one of the camps you taught today, etc, etc.)

 

Talk about what you’re thinking about in the description, but keep it easy to read, use extra periods to give you line breaks. No one reads paragraphs or blocks of text anymore, think of each line as a Twitter comment and break it up!

 

  • Use Hashtags, you can have up to 30 of them on each post and you should try to use all of them! Make this easy on yourself, download the app Hashtagger. You can enter any one hashtag (Like (yourtown)fitness) and it will give you suggestions, you can tick them off, copy and paste and you’re done! (PRO TIP: Paste your hashtags in the first comment of your post, this makes it look cleaner and if you autopost to other platforms (which you should, you’ll notice the option to connect a Twitter and Facebook as you post) it will keep your posts cleaner.

 

  • Install Ever-Liker. (everliker.com) Ever Liker is am extension for Google Chrome, if your computer is on; you can connect it to your IG account, give it a list of hashtags and it will start liking posts for you. This is “Social Media” afterall so we need to be highly engaged in social things like interacting with other content, but who has time to like 700 different things a day? Work smarter not harder, have Ever Liker do it for you! (P.S. I use the paid version it cost $5/month and let’s you also specify other users who have large followings and may attract followers similar to what you want, it likes the content of their followers, great value for $5/month)

 

  • Stim Social. (stimsocial.com) If nothing else signup for the free 5 day trial. This is a paid service with varying plan levels (I’m using the second most expensive at $40/month.) Stim Social follows and unfollows other users, you can target other accounts and hashtags much like Ever Liker. It also tracks data about your posts in terms of engagement and other metrics and gives you a real time load out of your expected follower growth over the next month and last and most importantly gives you the feature to send an automatic DM when someone follows you (which should lead to your email optin.) (I’m on pace to add another 3000 followers over the next 30 days.) Is it worth it to spend money on this? Only you can decide but in the last month it’s already brought me several new client inquiries and my email options have now increased three fold!

 

  • Followers Pro App. Finally I use a simple app that shows me who recently unfollowed me, no sense continuing to follow people who are not following me (unless of course I really like their content) I just check it a couple times a week and quickly unfollow the users that have unfollowed me.)

 

Ok if so if you’re an Instagram newbie like me I hope you found this helpful! I’m shooting for 10,000 followers by the end of the year and I encourage you to do the same!


How-to Get People to Do What You Want, Make More Money, and Get Laid More!

How-to Get People to Do What You Want, Make More Money, and Get Laid More!

Some time ago I came up with this acronym for EAS, which always stuck with me because growing up I was such a big Bill Phillips/Body For Life fan.

A few years ago I was hugely honoured with a special invitation to speak at the local TEDx event, this was a big deal for me I really wanted to do something impactful, in fact it’s the first speech I kind of wrote and the only one I’ve practiced to memory since college.

If you haven’t watched this video I really do suggest you spend the 18 minutes: https://youtu.be/3O1yYuOBFrE

You see EAS began as sales training and because of TEDx became the simple equation to harness the power of inspiration no matter who you are or what situation you’re in.

Why should that be important to you?

Because this is what I think is amazing about the world today.

Bad news.

Like it or not, you are always selling and selling to everyone.

If you weren’t always selling…

You wouldn’t have any friends…

No one (your kids) wouldn’t listen to you…

You wouldn’t have a job/career/business/etc…

You’d have never gotten laid (yep I just said that)…

You’ll never get “upgraded” on an airline or in Vegas…

Your clients wouldn’t be getting results…

I think you get the point.

Good news.

Selling used to be that the salesperson knew more than the prospect about a product or service and they would leverage that information to convince (or coerce) a prospect into making a decision.

Hence we all have this gut response to dislike salesman or associate sales as being a bad thing or something to be avoided.

But that’s not how it is now.

The internet, the Facebooks, the YouTubes and all those kinds of things have placed all the information that we can handle (and more) at our finger tips.

As consumers we are equally or often more educated about a product or service than the salesperson whose job it is to sell it to us.

And this is great news (and where EAS comes in.)

Selling can now be honest, transparent, sincere (or at least that’s my belief and what I teach when it comes to selling.)

Your job as the salesperson now is to help people to take action on what they really want, to help them realize why continuing to procrastinate is hurting them, or they are the only ones losing out.

Your job is to be supportive, kind, caring and sincere and by doing so we give people the confidence to be decisive, to take action and make a change in their life.

Now that’s what I call sales! I love that I can be supportive, kind, and enthusiastic and give someone else a lift, almost no convincing necessary!

But…remember this is still sales (not to be confused with a conversation) all this goodness only happens when people make a consensual decision (like the conjugal situation I mentioned above) so you better hone your skills when it comes to participating in that decision process.

And that’s where EAS comes in.

Emotion.

No one makes a decision without being emotionally invested.

What would it feel like to wear that bikini with total confidence?

The conversation always begins with emotional questions, things that lead to a description.

Affirmation.

You’re the assistant, you need permission to proceed.

Does this make sense?

Do you understand?

Can I show you the different options?

Can I be sure you will follow your meal plan to the letter this week?

Yes or no questions. (If you get a no you have to back up, they are not emotional enough to be ready to make a decision, or at least not the one you want.)

Solution.

Only when you have their total consent, affirmation and permission does the solution, your product, service or offer even matter.

If you haven’t navigated the first two steps before getting here it’s going to be a negative outcome nearly every single time!

But don’t take my word for it, think back to previous situations, watch my video, put it to the test at work, at home, with friends and with your kids.

Anyways I hope that helps.

Here’s a great 4-minute video as a follow up that talks about how this same process works with a group of people https://youtu.be/nL5zujknLkM


Reverse Engineering

 

Below is a weekly email I sent to my team to explain the idea of reverse engineering any goal, I thought you might find value in it’s application personally or even to your team so I thought I’d repost for you here!

Enjoy!

Do you use reverse engineering in your life?

If not you should, and it’s a great concept to understand and be able to teach friends, family and especially our clients.

Reverse engineering is just as Stephen Covey (author of the 7 Habits books) would put it, “beginning with the end in mind.”

Most commonly people might think of this in terms of money or finances, and certainly in my crazy entrepreneurial world it’s a way I use reverse engineering frequently; but it’s so much more than that.

It can and should be used for any goal.

Why?

Simple, what’s the only thing that stops us from reaching any goal? (Finances, fitness, personal, any goal.)

FEAR.

Yup that’s it. We can be too intimidated to start, too stressed out about the work or how hard it will be, or fearful because we fail one or more times along the way (or have previously failed in our attempts to reach the goal.)

Reverse engineering helps absolve fear by shoring up another thing I’m a big fan of talking about with you and hour clients; and that’s confidence.

You know what I’m talking about, that when the step or next task is so small or easy that we’re not afraid motivation or action comes easy because well it appears easy.

Now what feels easy to you may not to me and vice versa, which is where reverse engineering comes in.

Step 1: What’s the big outcome you want? (ex. Buy a new car/lose 30 lbs)

Step 2: What time frame do you want this to happen in? (ex. 6 months/12 weeks)

Step 3: Break down to next increment. (ex. each month I need to earn an additional $500/each week I need to lose 2.5lbs)

Step 4: Break it down to next smaller increment until it feels easy.

Ex.

I need to earn and additional $125/week, I work an average of 30 hours so I’d need to earn about $4.25 an hour more or increase my working hours by 5-8 / I need to lose only 0.35lbs/day)

Does it feel small enough to you yet, if not break it down further or begin creating a plan.

Ex.

Earnings

Could I talk to my teammates and offer to take some extra shifts?

Do I have a skill or hobby that I’m good at and could pick up a freelance project on the side?

What could I do to add enough value to increase my earnings by an additional $4.25 an hour?

Every testimonial/before and after we publish helps increase our reputation, every new Google/Facebook review we get helps someone on the fence make a decision, every new person that has a great workout has a chance to sign up, every new person you get to come workout the first time has a 50/50 chance of deciding to stay.

Every person you talk to about staying longer has a better than 50% chance of deciding to stay. Have a look at the “Levels in your job description” for ideas on how you can quickly achieve this. Could I speak to 3 people per day about continuing and basically “1-2” memberships per week? Or find 1-2 new people per week to try a workout by asking daily on my personal social media? Does that seem easy and sustainable?

(Now boys and girls, full transparency, I mention this because I want you to choose this one, as selfishly it’s the one that can help me the most, but there’s also a bigger reason. This is the one where if we all work together the results/potential are limitless so selfishly it should appeal to you too!)

Could I learn about something new and start building a passive or additional income?

Last year I became curious about Amazon, in September I sold $184 on Amazon all things I bought in clearance bins with less than $100 of starting capital, in October that was $1994 with a profit of $330, last month we sold nearly $40,000 on Amazon! Now I wish I could say you could grow like that with $100 to invest but that isn’t true. But my point is that anyone could easily generate $300-500/month on Amazon with 5-10 hours/month worth of effort and I will even teach you how.)

Could you dedicate 1 hour/day Monday-Friday to learn about how to sell on Amazon and another 3-4 hours/week to go and shop for things to sell? Does that seem easy and sustainable?

Fitness

0.35lbs of fat = 1430 calories of energy.

30 minutes of boot camp = approx. 400 calories

Reducing daily calorie consumption by 10% = approx. 180 calories

Adding 30 minutes of slow distance cardio = approx. 200 calories

Reducing starchy carbohydrates and replacing with fibrous to increase energy utilization during digestion = approx. 150 calories

To me this is about the maximum that seems “easy” and might be overwhelming already for many, so we must re-evaluate the goal, if it took 16-18 weeks to lose 30lbs would you still be satisfied? Does the above seem simple? Only works if you can answer yes to both!

Anyways, that’s my attempt to teach you the power of reverse engineering, it can work for anything like: setting dedicated working hours or working less, like improving your relationships with others, like accomplishing any big milestone in your financial life, and even spirituality or emotional growth.

Please let me know if there’s anything I can do to help!


Why You’re Failing at Group Selling Before You Start (and How-to Fix it in 4 Minutes)

Yesterday I was hosting a weekly video coaching call for some of my clients and I was teaching about why people fail when it comes to selling personal training to a group.

For the record, I was slow to adopt group selling, to me I always connected best with people one-on-one and felt I’d never be able to connect the same way to a group…which would lead to no one making a decision, me letting them down, and ultimately them not embracing change.

In short I was afraid everyone was going to lose.

But the thing is, it’s just a matter of understand people and behaviour, and more importantly being a real person.

Watch this 4 minute video and I explain exactly why most selling situations (group and one-on-one) fail before they even begin and exactly how to setup your next one for instant success (and I promise you you’re going to feel more genuine and relaxed doing it.)

If you liked this, I have a treat for you, just like I teach in the video, it’s all about establishing relationships, I have a gift for you. (I want to help you with selling more personal training programs or boot camp or really any kind of service!)

I’ve decided to make my give my wholes sales program away for free for a while in hopes I can help you and who knows maybe you’ll want to talk to me about your business some time.

Just head on over to: www.howtosellfitness.net and get instant access right now, totally FREE!


The 3C’s of Chaos Management

The 3C’s of Chaos Management

The 3C's of Chaos Management - EntrepreneurshipWe all know by now if you’re going to own your own business and be an entrepreneur chaos is nothing new.

In fact we must always work to embrace the chaos as the only time to worry is when chaos is enveloped by calm.

When all is “calm” that’s a clear indication you’re not pushing, reaching, stretching or evolving fast enough as a company or team and will be the time you’re entrepreneurship is at real risk.

So this week’s topic is “Chaos Management.”

How do we handle and embrace chaos so that we don’t become overly stressed or burnt out?

Let me share with you the concept of the 3C’s of Chaos Management.

If you’re striving and pushing as hard as you can life will always be chaotic.

Chaos attempts to break us, burn us out, or leave us paralyzed due to stress, this is the paradox of achievement.

In order to reach a new level of success or achievement we must face and avoid, or overcome burnout, mitigate stress, and still find time for joy and happiness in the midst of continually urgent demands.

Now success can be many things: helping more people become the best versions of themselves, finding more time to do things you love, establish more and more meaningful relationships and so on.

No matter how you define success to reach a higher level of success we must increase our level of output or expenditure to that activity. Make sense? (ex. Even reducing stress requires greater output; just the output might be different such as allocating more time for meditation and reflection.)

So what are the 3C’s of Chaos Management?

First is Control.

With all the demands upon us inevitably some of that burden is within your “wheelhouse” the things that seem easier than the rest.

Usually we focus on these things first, they bother us less because we’re comfortable with what we’re facing, control is the easy part (but still make it a habit to deal with these items first because they increase confidence which will help with the remaining 2Cs.)

Next is Change.

What skills can you learn this week? How can you become more competent in what you already know? What things are you doing that you can do better at? What systems do we have that you see we could make more efficient? Is there a better way of doing something?

The real mark of embracing change is to take ownership and lead from the front; but as leaders we must really strive for our team to act in the same way.

We want them to feel comfortable and confident to vocalize ideas for improvements, ask for permission or take action to make improvements and then share their successes with their direct reports and team members.

Make it a safe place to fail and affirm that the only real failure is to fail to act or tray. (In our organization the only caveats being if there is a risk of someone getting hurt or a significant financial risk you must clear it with your direct report first.)

This is one of the purposes of the frequent reviews in an effort to increase collaboration and support change as a whole.

Finally is Cope with what you can’t Control or Change.

Like I said above the paradox of success is we must embrace the chaos that comes with stretching in any area but with that there will always be things that there’s nothing you can do about right now.

Do your best to embrace, accept and move on, not everything will work, it’s certainly not going to be easy, you will let people or yourself down from time to time.

In the end coping is a part of striving and it’s just a matter of asking yourself these two questions for all important affirmation:

  • Did I/Have I done the best I possibly could?
  • Has my positive impact/feedback outweighed that which I can’t control/negative feedback?

Remember without chaos you are at risk for extinction.

Don’t dread being busy, the unknown or the stress of responsibility for if you do you’re in dreadful danger of adding to the statistic of entrepreneurial failure!

You’ve got this!

P.S. The image in the meme above is one of my own taken on a trip to Iceland last February at an amazing place called “Diamond Beach” I highly recommend checking it out if you ever get a chance!


The Dream Team!

Managing and Leading a High Performance Team in 2018

The Dream Team!

The Dream Team!

It’s humbling to say the least; but leadership has not come naturally to me.

In fact it’s awkward to vocalize it (though a kind of therapy) I never realized I was such an introverted person.

I mean I guess maybe I should have clued in as I’ve always joked, “I like my dogs better than most people.”

But all jokes aside I think you get the point, leadership has been a challenge and as such my teams have seen many plateaus in my businesses that have been hard to get through and usually resulted in some turn over.

Now that’s not to say we don’t have great teams, or that we haven’t had great success, or even that we’ve had bad company culture. None of those things are true; but what is, is that it became clear to me that management and leadership needed to improve to position our companies for next level massive growth.

So today I wanted to share with you some of my biggest breakthroughs in building a team that’s going to let you add more digits to your revenue and profits.

Rule #1: You need more applicants.

One of the biggest mistakes I’ve made repeatedly is we weren’t getting enough, reviewing enough, and interviewing enough applicants for an open position.

On average I now like to see at least 50 applicants for any position, whether that’s a trainer or an administrative role.

Many of you might be thinking; how do I even get that many applications quickly?

Well for me that’s come from three specific sources: mailing to my email list, spending money on paid posts on Facebook and paid job postings on sites like Indeed.ca/.com

All of our applicants now start their process with a group interview. That group interview begins with a workout after which they meet with my manager who asks the following questions: (If you’ve read the highly impactful book Double, Double by Cameron Herold you might recognize some of these, I you haven’t you should!)

  1. What are your favourite books and why?
  2. What is your favourite movie, and why?
  3. What car is most similar to you as a person, and why?
  4. What was the most stressful time of your life, and why?
  5. What was the most complex project/situation you ever led, and why?
  6. What stresses you out?
  7. Why do you want to work here?
  8. Who is the best candidate in the room, and why?
  9. If we were to hire two people, and you were one of them, who would you want us to hire to work with you?
  10. When could you start?
  11. *(Only ask this if there are not clients within ear shot, but great finishing question) How much do you need to earn per hour/annually in year one? Year three?

Our favourite time for group interviews is Friday at 5:30-7:00 PM (especially on long weekends.)

This process has saved us so much time and easily allows us to find the 3-5 top tier superstars out of the 50 applications we receive. These candidates then progress to a 90-minute second interview with me via Facebook messenger (great way to get them to add you as friends so you can see what their social feed looks like since people’s profiles are getting harder to find.)

This single adjustment completely reshaped my team in less than 60 days.

Rule #2: Foster communication, frequent communication.

I’ve been referring to it a lot lately, I guess because leadership and management has been on my mind so much.

I heard someone speak to a reference from Harvard Business School recently that went something like this, “as much as 86% of businesses that fail, fail because of poor communication, not a bad product or bad service.”

I have no idea if this is accurate but I’d be willing to bet that it is.

It’s a simple fact that any business that is actively trying to grow is going to be a bit disorganized, if you’re not you can’t be growing as fast as possible, that’s just the way it is.

When organization lacks; outcomes are dictated by the ability of the team members to make good decisions in that moment, let’s face it when chaos ensues we all default to perception and instinct and kind of make it up as we go.

Your goal is of course to ensure that the thought process that leads to those decisions is as much in line with your vision as possible. So how do you do that?

Well we’ve had massive success in just a short time using really regular employee reviews. (Weekly for the first 90 days, then monthly after that.)

(CLICK HERE to see a sample of one of our reviews)

I firmly believe in perception based questioning, so a lot of our review elements are based on 1-10 scale questions. Both the direct report and the employee will complete the review prior to the review meeting; the purpose is to clarify both performance, objectives and expectations and make sure they align with the company vision; but more importantly manufacture a frequent point of real communication so introverted people like me don’t keep putting it off.

Which leads me to rule #3…

 

Rule #3: Have a clear vision and values to live by.

I have to admit; over the years I’ve seen so many dusty mission and value statement signs in businesses that I began to brush their usefulness aside. Only recently I have truly begun to understand the significance and how to apply them.

What do you stand for?

Why is it important to you?

If you visualize your company in 3-5 years from today what will have happened?

I now believe this is so critical to success I urge you to stop reading and start writing right now!

Doing this kind of brainstorming activity recently lead me to shift the whole organizational structure of my companies, and the benefits it would bring became so obvious.

But describing your vision in as much detail as possible it will set your mind to begin to rationalize what does that end goal really look like?

From there you will begin to assign the concrete markers like how much revenue you will be generating, how much profit, how many employees you might need, how many customers, the impact you will have made with your product or service.

From there you can begin to work backward to where you are today, what do you need from each member of your team today to begin moving toward your vision? What are the bullet points of their day-to-day tasks? What more do you need to expect from them as you grow? Who are the new people you will need to your organization?

Soon you’ll end up as I did with a great list that will become the “job description” for each position in your organization and likely even a career roadmap for them to follow as they help you build the company illustrated in your vision.

(CLICK HERE to see our Mission, Vision, Values)

(CLICK HERE to see a sample of our Trainer Job Description and Career Path)

 

 


Trainer Job Description and Career Path

Trainer (25-33 hours/week Salary Range $31,000-65,000)

Direct Report: Manager

Position Overview: The Trainer works directly with the clients in a group setting to provide 30 minutes of high intensity circuit training. Our program is designed to be the best 30 minutes of our clients’ day, every day! In addition trainers will provide encouragement, resources, ensure safety, and coaching to a variety of fitness levels on and off the mat.

Expectations

On the Mic Standards (Expectations of the trainer while clients are present)

  • Be the best 30 minutes of our clients day every day!
  • Always exude high energy and run a highly energetic training session
  • Greet, welcome and congratulate people (Preferably by name, expected to learn every single person’s name and use as often as possible.)
  • Effectively demonstrate how to perform various exercises during a group session.
  • Provide corrections as needed and use breaks to further educate clients on biomechanics and how to maximize the benefit of the workout.
  • Always know who’s new, focus, protect and develop the new people.
  • Monitor clients’ progress and continually challenge them to push beyond their current limits.
  • Recognize veterans frequently (gold stars, make them station stars (have people look at what their doing as an example of good form)
  • Develop relationships with all clients, knowing names and what their “why” is for attending bootcamp.
  • Maintain safety at all times
  • Wrap up with praise and acknowledgement
  • Be willing to help people between camps in any way they need (Zen Planner, learning, form, nutrition, modification, etc)
  • Understand and adhere to company core values, leading by example at all times.

 

Off the Mic Standards (Expectations of the trainer when clients are not present)

  • Work with other trainers to design a variety of safe and effective workouts and submit on time. (Test the exercises, are they safe for deconditioned Mrs. Jones? Could a simpler/safer variation/alternative be just as effective?
  • Reset the floor, make sure the workout floor is organized at all times.
  • Tidy up (not just the workout floor, common areas too ex. Bathrooms, lounge, etc)
  • Client follow up (relationships are everything the more we reach out the more compliance we get, the better the results are the more fun this is.)
  • Client assistance (Zenplanner, etc, you need to know how to do just about anything in Zen.)
  • Teardown, vacuum, and setup the new workout.
  • Update/Review whiteboard KPIs weekly.

 

Required Education Training

  • FBBC Certification
  • 48hr Fat Loss training
  • Nationally recognized certification
  • Zen Planner (know all aspects of account management)
  • Sonos/Spotify
  • Skulpt
  • Ongoing continuing education
    • Martin Rooney
    • Alwyn Cosgrove
    • Anatomy
    • Psycho cybernetics
    • Extreme Ownership
    • Delivering happiness

Points of Measurement:

  • Attendance
  • Total Number of Members
  • Cancellation
  • Before and Afters
  • Spot checks (Video review of camps, or direct review by Manager/Director of Operations)
  • Quarterly Review (Including scores from client satisfaction survey)

 

Qualifications/Requirements:

  • Current nationally recognized training certification.
  • Current CPR (First Aid is a bonus)
  • Must be high energy, positive and outgoing all the time!
  • (Preferred) A minimum of 2 years previous training experience is a huge asset.
  • (Preferred) Minimum 2 years post secondary education in a related field.

 

Level 2 Trainers:

  • Exemplify all standards as above
  • Typically have 0-3 years of experience
  • Maintain a strong safety record
  • Workouts always submitted on time.
  • Directly responsible for the regular submission (min 1-2/month/trainer ex. 2 trainers = average 2-4 submissions/month of before and after photos showing substantial change (20+lbs total lost)
  • Receive strong quarterly feedback with 85% or more of client submissions at more than 8 on approval rate.
  • Show regular initiative to award gold stars and take photos.

 

Level 3 Trainers:

  • Maintain a strong safety record
  • Directly responsible for the regular submission (min 1-2/month/trainer ex. 2 trainers = average 2-4 submissions/month of before and after photos showing substantial change (20+lbs total lost)
  • Receive strong quarterly feedback with 85% or more of client submissions at more than 8 on approval rate.
  • Post regularly on company social media.
  • Can be attributed for client referrals on a semi-regular basis (at least 1/month)
  • Is regularly responsible for submitted before and afters (they hand management or directly facilitate submissions for 2-4 before and afters/month)
  • Nurture and foster our online reviews (home location receives 2-6 new reviews/month on places like Google and Facebook page.)
  • Complete all suggested continuing education on time.
  • Demonstrate a willingness to learn and dramatic improvement on related areas of work (ex. Zen Planner knowledge continual improvement.)
  • Make a strong effort to know all client’s names.
  • Always know who’s on a trial and facilitate continuation conversation with them.
  • Become engaged in the community (ex. Member initiatives like grocery store tours, running events that bring new guests to us, getting involved in volunteer/fundraising initiatives.)
  • Regularly responsible for new sales from new trial clients.
  • Show signs of embracing continuing education by completing all suggested reading and new reading they’ve taken initiative to explore.
  • Regularly involved in content generation (articles and videos on various topics)
  • Constantly promoting the studio via personal social media.
  • Is regularly responsible for submitted before and afters (they hand management or directly facilitate submissions for 4+ before and afters/month)
  • Be entirely flexible of schedule and willing to fill in where needed.

Level 4 Trainers:

  • Quarterly volunteer participation.
  • Very active in continuing education (regular event attendance, exploring new certifications, influencing the teams education with what they’ve learned.)
  • Is regularly responsible for submitted before and afters (they hand management or directly facilitate submissions for 6+ before and afters/month)
  • Always exploring and implementing new exercises/burnouts/workout styles to keep things FUN and different for clients
  • Workouts are completed and in the journal before they are due
  • Gold stars handed out at least once per shift
  • Be proactive in helping organize client events or new ideas for theme nights, referral contests, in house mini challenges

 

Level 5 Trainers:

  • Exemplify all standards as above
  • 2+ Years experience minimum
  • Receive regular praise publicly and privately by clients (ex. Endorsements to leadership, on social media publicly or privately.)
  • Have a strong track record for going “above and beyond.” (ex. Could be organizing a volunteer activity, taking initiative to organize a fundraiser, strong track record for assisting clients beyond the gym hours (while maintaining a work/life balance.)
  • Strong track record for continual personal self-development (ex. Regular attendance to industry events, an average of one or more books/month related to any aspect of field.)
  • Seeing regular weekly increases of 10+ net clients in home location.
  • Regularly having weeks/months of minimal attrition (less than 2% of total members in month)
  • Is directly or indirectly responsible for submission of high volume of before and afters. (2-3/week/trainer/location ex. 2 trainers = 8-12 before and afters/month of 20+ lbs lost.)
  • Very active on social media (typically posts gold stars and work related moments 2-3/day on IG and or Facebook.)
  • Active and regularly promoting the studio on personal social media (posting and tagging people in promotions, inviting personal circle of influence to try camps via 3 free/1 week free.)
  • Is directly/indirectly responsible for high amounts of member referrals leading to sign ups (average of 5 signups or 5/10 referrals/trainer/month/location)
  • Knows every client’s name and makes habit to use them frequently.
  • Regularly demonstrates comprehensive knowledge and understanding of all components in training list (ex. Zen planner, etc)
  • Regularly contributes educational content to the mailing list and other audience vehicles.
  • Regularly engages in Facebook live/Instagram Live video educating or promoting the business.