Transcript for:
Blueprint for Online Fitness Coaching Success

welcome to the how to become a successful online fitness coach series I'm going to teach you exactly how to set up and start your online Fitness business but why should you listen to me well my name is Brian Mark and I've been a business coach for the last 6 years and before I started business coaching I actually ran my own online fitness coaching company from 2013 to 2018 in that 5-year time span I worked with over a thousand online fitness coaching clients and I had over eight trainers working underneath me at athetic Nation during that time frame over the course of the few years I realized that I was not as passionate about teaching people how much broccoli to eat or you know what their nutrition goal should be anymore after 5 years my passion transitioned to the business side of things where I was mentoring the trainers so in 2018 I made a major decision to completely fold my online Fitness business and go all in on PT domination and over the last 6 years we've worked with over 7,500 online fitness coaches out of those online fitness coaches $350 of them have hit $110,000 a month and 15 of them have hit $100,000 a month now I'm not saying this to brag but I'm here to tell you that I have the blueprint for Success when it comes to online fitness and there's no other Mentor in the space that has the amount of years that I have in the game or the amount of credibility that being said this video is about you so let's dive in first things first choosing your Niche I'm sure you've heard this quote before you need to have an avatar what does this actually mean a niche is basically a Target person that you go after with your content with your program and with your messaging now I know what you might be thinking but Brian I'm smart talented and good-looking I can work with everybody and I agree you can work with everybody but the problem is because there's so many online coaches on the internet if you try to work with everybody you end up comp competing with the big dogs like Lane Norton Sebastian Ora people that have been in the game for 15 plus years you can't just come in and say I'm a generalist I help everybody because now you're competing against everybody that's been in the space forever so the reason it's important to have a niche as in a Target demographic that you go after with your profile with your content with your messaging with your program is because in a very short period of time you can become an expert to this group of people in a very short time you can become an expert in this Arena and now you're not competing with lay Norton because what you're doing is you're offering something completely different now if you don't want to pick a niche and you're like that's not true Brian I want to work with everybody I completely understand but you're going to have a really hard time growing on social media you're going to have a really hard time signing clients and you're going to blend in with the ca of everybody else on social media that puts out basic content that speaks to no one but here's the thing when you decide that you're going to Niche down and you start creating content for a specific demographic when one of your videos goes viral on social media and then people come from that video to your page and they see that every single video on that page is valuable for them they're going to follow you they're going to start listening to you they're going to start consuming your content they're going to be interested in working with you so the ultimate goal is to choose a niche for our online Fitness business so that we can become the expert in a small Arena instead of competing with the big dogs now let's talk about some popular niches as an example so that you have an idea of what I'm talking about number one busy moms I have a few clients that are successfully targeting busy moms with their social media content and as a result of all of their content being dialed into that Avatar they may have a smaller following but their income is substantial and example of this is my client Clayton Snyder he only works with busy moms all of his content speaks to busy moms he has 24.6 th000 followers but he's making over $70,000 a month pretty impressive and it's because he chose a niche now Clayton actually started his Instagram with zero posts when he first started with me two years ago and because we chose a niche from day one and we honed in on it those 24,000 people that are following him are busy moms another example would be women 35 Plus another example would be men 40 plus one of my clients Nick Conway the fit over 40 men only speaks to men that are over 40 in his Fitness content now Nick had actually worked with a previous business coach for 6 months paid him $10,000 and didn't make a single dollar not one the first thing I got him to do when he signed up with me is choose a niche he started putting out content targeting men over 40 within one week he signed two clients now Nick is making anywhere from $5,000 to $10,000 a month and he's only been with me for 5 months another example of a niche is girls that want to build an hourglass figure one of my clients Heather W is perfect for this demographic she has the body that women want and so she targets women that want build an hourglass figure and all of her content speaks to building better lats a bigger booty tighter waist and as a result all the people that follow her want to get an hourglass body Heather's making $50,000 a month when you choose a niche you can become a specialist in a small arena in a very short period of time many people get impatient when they're choosing a niche because when their content doesn't hit right away they're like but I'm alienating everybody in my audience listen I get it and so I'm going to give you the three layers of finding a niche in this video so that you can start creating high value content and you can find the people that you're supposed to work with layer number one of finding your Niche speak to your old self your past pain points your past problems your past frustrations the things you used to believe about Fitness the things that you struggled with how much weight you had to lose why you got into Fitness in the first place what you struggled with confidence-wise all of these stories about your own Journey you are emotionally connected to as a result of being emotionally connected to your own story when you start sharing some of the stuff that you went through in your own fitness journey it's going to create emotional resonance in the audience because it's real people are going to start to reach out to you saying that your story inspired them people are going to start to reach out to you saying this content speaks to them and it's so easy to create content for your past self because you know you best and listen if you've gone through a story that you don't think people will be able to relate to I'm going to open up my own story so I struggled with the drug addiction back in 2012 and I was doing hard drugs for an extended period of time 6 months straight got to a point where I was doing it every single day for 72 hours and then I'd go to sleep for 24 hours I'd wake up I'd do it all again and I started telling the story on social media and even people that weren't addicts ended up relating to me because they related to the adversity that I went through and so by me sharing my story and what I went through in terms of my addiction it ended up creating emotional connection in my audience because people could see that I wasn't just this fit dude people could see that I was a real person and as a result of me being vulnerable they started to emotionally connect to my story and that brought in my first few clients so layer number one is you speak to your old self with your content your past pains problems frustrations goals Etc this is going to create resonance in your audience which gets us to to Layer Two your avatar chooses you as you start to create content you start speaking to your old self what ends up happening is you start attracting a certain demographic here's what you need to do is you need to pay attention you're sharing your story you're sharing what you used to struggle with you're sharing some hacks to keep people motivated you're sharing what you do right now for your nutrition you're documenting all of your own story and then you're going to attract a certain type of person pay attention to who's coming in you might think that you want to work with men to help them lose body fat but then you're noticing that your DMs are flooded with women that want to lose weight sometimes you choose an avatar most of the times they choose you and so layer number two is really identifying like who's coming into my audience who's reaching out to work with me not only that but if you've been an inperson trainer before I want you to pay attention to your past roster was it men was it women what was the majority now let's say it was men and women and you're like Brian I work with both that isn't helpful okay who were your best clients like who are the clients that were showing up who are the clients that were all in who are the clients that were super committed let's target those people so layer number one is you speak to your old self layer number two your avatar choose you these two layers by themselves will get you your first 5 to 10 clients commit to sharing your own story commit to documenting your fitness journey and sharing with people who you are this will bring in your first round of clients which leads us to layer three once you've got the data from speaking to your old self and you're paying attention to who's coming in your avatar is choosing you layer number three is you take all the data you've collected from putting out your story and all the people coming in and you make a decision on who your Niche is going to be now layer number three might not come until 3 months in four months in 5 months in so you can start by saying I help men and women burn body fat and gain lean muscle that's the starting point you can create content that helps men and women burn body fat and build lean muscle that will attract a certain type of person then you're going to pay attention to the people that are coming into your audience the people that are in your DMs and you're going to double down on whatever Avatar is most apparent if you're finding a lot of lawyers in your DMs asking for Fitness advice well then you target lawyers if you're finding a lot of nurses in your DMs asking for Fitness advice that's hone in on nurses if you're finding a lot of moms in your DMs asking for advice let's hone in on moms and then once we have that demographic once we choose that demographic then we can start doing customer research so moms over 35 what do they struggle with what are their goals what are their common fears what are their frustrations what are the reasons they can't take actions what are their aspirations what are their primary motivating factors what are some of the things they believe following this process before you decide your Niche will allow you to actually choose the right person most people what they do is they just choose somebody from day one I'm just going to find my Niche from day one and then they end up doing all this research finding all the stuff about this person and they realize they're not even supposed to be speaking to that person so it starts with you telling your story then you attract clients once you attract clients you pay attention to who's coming in and you double down on that specific Avatar and that is how you find your Niche so here's your homework after this video I want you to sit down and I want you to write about your past self here are the bullet points write about everything you used to struggle with in your fitness journey write about some common myths that you used to believe write about your biggest accomplishment in your fitness journey write about why you got started in the first place write about how you found information when you were looking up your fitness journey write up some of the biggest obstacles that you faced when you got started write about some of the setbacks that you had and some of the times that you fell off track write about the goals that you first had when you started your fitness journey are they still the same write about some adversity that you've had in your life personally that led you to want to be more healthy maybe there's somebody in your family that led you to be more healthy maybe there's somebody in your family that motivated you to become more healthy write down these bullet points and you will have your first pieces of content start putting it out pay attention to who comes in and after a period of 1 2 or 3 months as you have enough data choose a specific Avatar and hone in on [Music] it I'm going to teach you the single most important aspect to attracting online fitness coaching clients especially when you first get started this is something that a lot of online trainers neglect and as a result they never sign the clients they never make the money and they never grow their coaching business and that is setting up your social media profile to be a magnet for your ideal client now I'm going to give you an example okay let's say that you walked into a job interview and you were dressed like a bum your hair was a mess and you didn't brush your teeth you nasty we would never do that because we would always want to set ourselves up for the best chance of success plus you would walk into that job interview and immediately the guy would look at you like you're a psychopath why because First Impressions matter there's a famous quote that says you never get a second chance to make a first impression and so when you have video that performs well in your social media profile what will end up happening is somebody will come to your page now when they come to your page essentially what they're going to see is your business card they're going to see your profile picture they're going to see your bio they're going to see your PIN post and they're going to make a decision on whether or not to follow you you hire you or reach out or to completely scroll away what we want to do is we want to set up our social media profile so that when our ideal client finds it they know that this is the social media profile that they've been looking for now what does a bad social media profile look like a bad social media profile has a photo of you as the profile picture with two other people a bad social media profile has a photo of you in a dark room in a basement on your iPhone 3 a bad social media profile is essentially any profile that does not clearly showcase you at your very best now in terms ter of your bio if your bio isn't optimized to speak to the person that you're trying to reach or it doesn't at least say that you're a fitness coach then how are you expecting people to want to reach out and work with you how are you expecting them to follow you or trust you if you don't have photos on your page of clients that are getting amazing results how can you expect people to trust that you're going to be able to help them get results essentially you have a bad profile picture you don't have a niche you're not verified you're not posting social proof which gives people no reason to follow you cuz you blend in with the c of everybody else with that being said let me give you the seven steps to set up your Instagram profile to be a money-making machine step number one the profile photo there's two options for Fitness coaches for profile photos option number one is a clear photo of you smiling just like that the reason this works really well especially if you work with women is because it makes you seem super approachable most of my best clients that have amazing social media profiles especially the ones that work with women have a clear head shot of them smiling now another reason this is important is when you're sending a DM to a prospect what's going to pop up is that little profile photo you want to make sure that that profile photo says something good about you now a second option for your profile photo would be a photo of you looking your very best this could be a gym photo this could be a selfie this could be anything where you show how good your physique looks I see a lot of men and women with successful profile photos that look like this especially if you have the body that your avatar wants another hack for your profile photo to make you stand out on Instagram is to remove the background go to remove.bg upload your profile photo and remove the background then you can add a color to the background by going to your Instagram stories choosing a color and then add adding the photo saving that and uploading that as your profile photo step number two is an optimized username now with your username you always want to put your first and last name and we'll talk about why in Step seven but then you also can have keywords related for your Niche the reason that this is important is that Instagram operates as a search engine and so when somebody's searching fat loss coach for men you want your name to pop up you at least want to be in the conversation and so whatever it is that your Niche is whether that's men busy moms fathers parents fat loss put that as your optimized username so mine says Bri Ron Mark business coach for online trainers if somebody's looking for a business coach for online trainers my name is going to be in the conversation third is an I help optimize bio this should be the first line in your bio because when somebody comes to your profile the first thing that you want them to read is that this profile is for them I help busy moms lose 10 lbs or more without restrictive dieting now if I'm a busy mom that needs to lose weight I'm going to follow you because you've made it clear that your profile is for me a simple formula that you can follow for your iel statement iel X Avatar get X result without something they don't want to sacrifice or I help X Avatar get X result with tangible benefit so I'll give you two examples I help busy moms lose 10 pound or more without giving up their favorite foods another example is I help busy moms lose 10 lbs or more with only three workouts a week do this and instantly your profile will stand out on social media fourth is a keyword to DM you now the reason this is important is because some people are lazy so even though we're going to have an opportunity for people to apply in our bio some people are not going to want to fill up the application they're just going to want to shoot you a message having a keyword to DM you in your bio will give you easy 3 to five extra leads per week with you doing absolutely nothing now the keyw that you want to choose to get people the DM is one that your avatar wants an example is Fat Loss booty six-pack mine is 10K in my bio it says DM me 10K for more info because personal trainers that want to start and scale their online Fitness business want to get to $10,000 a month putting a keyword to DM you in your bio will instantly give you more leads on your social media and now every time somebody comes to your profile you're doing a call to action fifth is the application link now your link in your bio should be a tight form applic a link that should have seven questions first and last name phone number Instagram handle what's your biggest struggle right now what's your biggest goal right now if you like what you hear on the call and I present you some coaching options what's your budget for a fitness coach right now I have the money and I'm willing to invest I have the money but my budget is tight I don't really have the finances right now or I'm just looking for some free advice last question on a scale of 1 to 10 how committed are you to achieving your goals this should be the only link that you put in your bio the only one not a link tree not a solo. not any of the other dumb [ __ ] that people are putting in their bio because anything else that you put in your bio will decrease your conversions when somebody comes to your profile and they want to work with you you want to make it easy for them to reach out the only link that you have on your profile is an application link that's it now sixth are the pin posts on your Instagram you should have three pin posts pin post number one should be your best client transformation if you don't have a lot of clients right now don't worry just post your transformation a before and after of when you started your fitness journey to where you're at right now pin Post Number Two should be something about you and your story the reason for this is when people come to your page you want to make it very very clear who you are what you're about what your mission is and why you became an online fitness coach the third pin post should be an offer that you currently have you can talk about your training nutrition and accountability program and how you help people through online coaching this should be a detailed description of the service that you offer without the price point involved you want to save the price point for the sales call and the seventh part of setting up a proper social media profile is to get verified I know I know it's $14.99 a month but that little blue check mark makes all the difference between you looking credible and you looking not the truth is there's a lot of scammers online with fake profiles that are doing weird [ __ ] and so you want to make sure that you're not one of those people and you want to make sure that you are standing up from the crowd because you are a verified account it makes a difference when I get a DM from a verified account versus a non-verified account I pay attention versus not paying attention and your prospects will be the exact same so spend the $14.99 to get your account verified so that you look more credible and you look more legit so again we're just going to quickly recap a good profile photo an optimized username an I help optimize bio a keyword to DM you your link to your application the three pin post on your Instagram and paying for verification I want to show you a good example of this which is my client Clayton SNY so now that we finished this lesson you should have a good understanding of what a good social media profile looks like and a bad social media profile looks like you also have very clear steps on exactly how to set up your social media profile first things first most of you dorks are sending out PDF workout programs to your clients and that's the wrong way to do business why would somebody pay you $1,000 for a 16we program when they could literally go to chat gbt for the information that you're providing in a PDF this isn't 1955 anymore PDFs are no longer valid you need to be using the latest apps so you can deliver the highest level service possible so that when people pay you a premium price they feel like they're getting a premium service the first one is type form now you're going to use your type form to collect client applications for your online coaching program if you missed what questions to put in your type form check out this video here now the purpose of this type form is this is going to live in your bio to capture leads when they come to your page and they're interested in your offer that's purpose number one purpose number two for typ form is when we run a free 14-day challenge to collect leads and get testimonials we will use the type form to collect those leads as well the reason we collect those type forms is not only does it give us data for the 14-day challenge but it also gives us leads to follow up with in the future the next app that you are going to use is Google forms now Google forms is going to be used for all of your weekly check-ins these are going to be sent out every week to your clients to collect data on how their progress is coming you'll send them a check-in form they'll send you a response and then to respond to their check-in you're going to send them a video I'd recommend using loom we'll talk about that in a second to set Google forms up open up your Gmail tap the drop down menu and select forms create a blank form and simply add the questions one by one you can choose whether or not you want a multiple choice answer a short answer a long answer Etc here are some of the key questions that you're going to want on your weekly check-ins that you send to your clients name date is there anything you want to bring up right away what's a win from this past week last week's weight this week's weight this week and last week waist measurements females is it that time of the month for you is there anything else that you're struggling with is there anything that I can do as your coach to serve you better now when you send these out to your clients and they give you a response you're going to use loom.com to create a screen recording reading over their checkin response as you're reading over their check-in response you're going to go over a main win that they had you're going to talk about their biggest struggle and you're going to give them some homework for the week I'd recommend when you're coaching your clients giving them one piece of homework per week any more than that that they're going to get overwhelmed and they're not going to implement now obviously you're going to need a way for your clients to pay you so I'd recommend setting up a PayPal account as well as a stripe account the reason I'd recommend both of those things is sometimes when you send somebody a stripe link it doesn't work so you want to have PayPal as a background both of these Services make it extremely easy for you to set up single time invoices or recurring monthly payments that way you don't have to track clients down for VMO payments or E transfers if you're in Canada next we have cenly cenly is the app that you are going to use to book all of your sales calls the best part about cenly is it actually syncs to people's time zones so let's say you set your availability in caly from 9:00 a.m. to 5:00 p.m. in PST and you send the calendar to somebody that's in Mountain Standard Time it's going to show 10: p.m. to 6:00 p.m. on their time so the best part is when you send a calendar it automatically syns to their time zone and it shows availability in the time zone that they are and not only that when they book in for a call it's going to send them an email reminder automatically it's going to send them a calendar invite and it also sends you a calendar invite so it makes it really hard to actually miss the meeting now next you're going to need some sort of platform to run your workouts on in my opinion the best one on the market right now is trainer eyes I'm not personally affiliated with them and honestly their customer service isn't the best however the app is really good they've done a really great job developing their platform in trainerize the best part is that you don't have to to upload your own workouts or your own videos they have a library of videos for you to choose from this is what I'd recommend doing to get started like obviously at some point when you have 30 40 clients you can go in and film a bunch of workup videos but the worst mistake that you can make is thinking like oh I need to film all my videos first before I get any clients which is basically an excuse to procrastinate never take any action whereas I would rather you build a program in trainer eyes sell the program in trainer eyes sell 10 programs in trainer eyes make $5,000 then say okay cool maybe I want to build something out that's actually filmed by me for my clients but first sell then build not only is trainer eyes really easy to use for you it's also really easy to use for the clients it has habit trackers tracks their workouts sends them a notification if they miss a workout and sends you a notification it has inapp messaging you can send voice notes and videos it is a really useful tool and I'd highly recommend that you use it and the best part is if you have a little bit of extra Capital to invest you can actually brand it as your own app so that when your client downloads it from the app store they're not downloading trainer eyes they're downloading juicy bodies fit now now last thing you're going to need a website to deliver your meal plans from there's two different options option number one if you're a macro freak like me you can use my fitness pal what I used to do is I would build all the meal plans in My Fitness Pal then I would send them to my clients with the macros and the recipe breakdowns and the best part about that is my fitness pal actually links to trainer eyes which means that as your clients are tracking their workouts and their meals you'll be able to see all of it so if homeboy eat McDonald's and he's loging and is my fitness pal you can be like yo [ __ ] I see your food option number two is meal plans now if you're going to do meal plans I'd recommend trainer eyes trainer actually has an inhouse app that's built into to do nutrition and it's pretty decent it's developed pretty nicely over the years I used to recommend Evolution nutrition which still is a good option but because trainer eyes actually has it built into the app I think it's more userfriendly for the customer because then they only have to download one app instead of two now with these seven websites you are set up to deliver an absolutely amazing offer to your online coaching clients so let's quickly recap type form for your coaching applications Google forms for weekly check-ins looms to respond to their check-ins PayPal and stripe for payments Talent for booking your sales calls trainerize for creating workup programs and evolution nutrition SL myfitness pal SLT trainerize for your meal plans now that you have everything to set up your offer let's talk about what your offer actually looks like when you first get started you're going to be selling a 12we program for $999 or $350 per month the way that this 12we program is going to be structured is training nutrition and accountability let's break down each one we'll start with training you're going to sell 4 we training blocks to your clients and you're going to let them know that every 4 weeks you're going to update their workup program then for nutrition you're going to sell weekly meal plans or macro updates I'd recommend starting everybody out on meal plans because most people don't have the intelligence to do macros on their own if they did they wouldn't need a coach so give the meal plans and then throughout their program you want to slowly teach the macros updated every week based on what they need for their body and lastly for the accountability there's three forms of accountability number one is the daily messaging on trainer eyes just to check in and make sure they're doing the workouts number two is the weekly check-ins where you're going to send them a form and they have to respond and number three is your community you want to build your community with either Facebook or within the trainer eyes app itself that way when people sign up to your coaching program they get to meet all of your other clients and they get to interact with each other now what I want you to do is go download and play around with all of these [Music] apps we're going to cover some of the best practices for posting on social media so you can get inbound leads first things first I need to tell you if you've never posted on social media before do not expect to get rich quick this is going to be a little bit of a long game think about the first time that you went to the gym you weren't juicy afterwards I'm sorry it took you a couple months of go to the gym for you to notice some gains it's going to be the same thing with social media but don't get discouraged because a lot of you guys will post on social media you'll get 1,000 views and you'll be like no one loves me I don't understand why but in reality if you were to speak to a room that had a th000 humans in it 1,000 humans that would be a massive audience so even though you on social media are like I'm not getting the views that I feel like I deserve in reality you're getting significantly more views than you would ever get if you were to go door Todo sales knocking to try to sell your service in person you realize how long it would take you to shake a thousand people's hands think about that for a second now let's Jump Right In now the first thing that I recommend is that you build these two platforms Facebook and Instagram why because yes Tik Tok is relevant but Facebook and Instagram are the easiest platforms to build in my opinion also Facebook and Instagram is where people make buying decisions now I've coached over 8,000 clients and 95% of them get the majority of their clients from Facebook and Instagram even the people that are viral on Tik Tok end up having to send their leads from Tik Tok to Instagram because Tik Tok is not a platform form where people make buying decisions on now when it comes to people making a purchase off of you AKA sending you $1,000 over the Internet they're not going to do that unless they know you like you and trust you with our Instagram marketing strategy we're going to build our strategy around the no like and Trust factor and we're going to post three types of content connection content so that they get to know you value content so they like you because you're solving their problems and proof content to show that they can actually trust you but what do these pieces of content actually look like and why are they important let me break it down proof content is pretty self-explanatory you need to demonstrate that you have the expertise that you quote unquote say that you have there's a lot of fake experts on the internet I'm sure that you guys have been DMD by 500 different business coaches I might have been one of them and you don't know who's real and who's not posting social proof is the easiest way to distinguish yourself as an expert and to separate yourself from the pack now if you're first getting started I understand I don't have any proof I don't have any clients I get it the best way that you can collect proof is two ways number one running a free forun day challenge number two documenting Your Own Story you didn't come out of the womb lifting dumbbells okay you had to start somewhere so grab a photo of you when you first got started and then a photo of you now and then start posting that once a week when people can see that you've went through your own transformation they will trust that you have the solution to their problem now if you're already an experienced trainer and you're working with clients in person ask them for a testimonial they might not be willing to share their photos online but you can ask them for a video testimonial the next time you see them like hey like would you mind if I got a testimonial from you talking about you know your biggest hesitations working with me the results that we've gotten together and whether or not you'd recommend me as a coach I'd appreciate that then you can use those testimonials you can post them on your social media to attract more clients now if you're an online coach that is already working with clients and you're not posting proof you're [ __ ] up you need to collect photos and I know what you're thinking but not everyone wants me to share their photos blah blah blah it's all about how you position it to them right so if you go to your client and you're like hey can I post naked selfies of you online of course they're going to say no but if you go to your client you're like Hey listen Nick your story is extremely inspiring and I feel like there's a lot of men out there that could use your story to start their own transformation would you mind if I shared your story on my social media so that I can Inspire more men to start their finish Journey like you started yours people are going to say yes to that now testimonials are extremely important because when you get a testimonial from a client it's not you saying you're programmer gate even though you probably think it is it's somebody else saying that your program is great and the way that human beings work is we follow social behavior so if somebody else has already made a buying decision it makes it easy for the next Prospect to make a buying decision because they know that somebody else has already made a purchase the next we have value content in the first video I talked about choosing your Niche so if you didn't watch that go back and watch this but in value content what you want to do is you want to speak to your Niche and you want to give them specific solutions to their problem here's how I like to think about value content I create a very specific solution to a narrowly defined problem so instead of being like this is how you lose 20 lb in the next 16 weeks and giving them the training plan the nutrition plan and the accountability you're saying stop thinking that coffee counts as breakfast and instead steal my low carb protein pancake recipe then give them the recipe and that is value now my definition of value is this write this down it's not valuable unless somebody could get results without hiring me so your social media should be sprinkled with these deep videos Deep house about specific solutions to narrowly defined problems basically what you want to do is you want to give people the keys to the castle but the castle has 1,000 Doors you have 1,000 keys and you just give them a key to a specific door and they get the key and they're like oh [ __ ] this just opened the door but there's also $999 other doors and they're super confused and they don't know how to open the rest of the castle and then the next post that you make you give them another key and they're like oh my God I just opened that door too and then over time they're going to realize that when they follow your content they get amazing results and then they're going to start to think like if their free content's this good what would their paid program look like now again this ain't a get-rich quick scheme homie so if you're trying to get rich quick go somewhere else and again there's so many of you guys that have this like N9 to- five mindset like I'm going to work eight hours for somebody else all day every day for $20 an hour but when it comes to working on my own business I'm not willing to work for free for a certain period of time so I can get to $10,000 a month if that's you if that's your work ethic it's that's your mindset like you'll never be successful online if you're hoping to press a button and make money automatically from your online coaching business you're living in aing pipe dream okay it doesn't exist and business coaches will sell you that dream and then you'll buy their program and then you they'll promise you automations and then you'll get in you'll pay them $15,000 you'll make Jack because that is not a reality that exists today it doesn't happen stop looking for it and instead you need to become the trusted resource you need to become the person that people come to because they know that your page is so valuable and every time they watch your videos they feel better they're starting to take action so they look better they're more confident and then they're going to reach out to you because you're the solution to their problem lastly we have connection content now with connection content this is what's going to separate you from every other online coach in the internet every online coach in the internet is posting five mistakes you're making trying to grow your build you're like Steal My Juicy arm workout I get it you're cool you're jacked but everybody else is doing that what's going to separate you from other people is your story you telling your story of how you got to where you are what your wife is like what your kids are like what your family life is like what inspired you to get into fitness who motivates you who are your mentors what are you learning right now like really give people an insight into your life and this is content where you're just sharing your story this is why I love posting on social media because posting on social media for me Isn't just about attracting clients it's also about telling people who I am and what I'm doing with my life right now this causes people to get to know me and because they get to know me they like all the other content that I'm putting out a little bit more because they can see who I actually am as a person connection content telling your story being vulnerable being open and being honest will separate you from every other online coach in the internet an example for me is my drug addiction now I struggled with the drug addiction when I was 21 years old and I talk about that openly on my social media the reason I talk about that openly is even though I'm really successful now it's good for people to see that I wasn't always like this and that I had to make some hard decisions to get to where I am today this story inspires people to dig deeper into their own goals own dreams own aspirations and to make some own hard decisions in their life so that they can become the best versions of themselves now here's the posting schedule you can use if you're just getting started and you want to grow on social media five times a week post on your Instagram feed this can be a real or a photo post I recommend that 80% of your posts be reals 20% be photo posts if you're going to post photos i' recommend doing before and afters on your Instagram stories you want to be active every day yes every day 7 days a week you can take people on an adventure throughout your day you can show social proof you can document your day and show you living the fitness lifestyle and leading by example for live streams I'd recommend doing three a week and I know three a week seems like a big daunting task especially if you got a low following and only one or two people are showing up but this consistency over time will compound and eventually instead of one or two people showing up you'll get 10 to 15 people showing up your call to actions you're going to do two per week one on Monday and one on Thursday a call to action is a direct thing where you ask clients to reach out and work with you there's two different types of call to actions there's hard call to actions and soft call to actions a hard call to action is where you're directly asking for a client saying something like I'm looking for five men that want to lose 10 pounds in the next 30 days if that's you DM sixpack that's on Monday on Thursday you're going to post something like I just created a new recipe it's called low carb chocolate brownies if you want it DM me recipe and I'll send it to you for your DMs I'd recommend that you send 20 DMS per day every day to people that are interacting with your content following you on social media or liking your videos now again at first you're not going to have a lot of people engaging on your social media welcome to the game you also weren't jacked when you first started working out I don't know what to tell you but if you stay consistent over time eventually you'll get better at content people will start to reach out people start to see you as an authority especially if you set up your profile properly like I told you in the first video okay so let's recap in order for people to purchase off you they need to know you like you and trust you in order for people to know you like you and trust you we are going to create connection content prove content and value content I also recommended a posting schedule for you guys so stick to it because it's going to help you out five posts per week 80% of them reals one photo posts active on your stories every day seven days a week three live streams per week two call to actions per week and at least 20 DMS per [Music] day now in a perfect world you get people that would reach out to you every single day and they'd be waiting to pay you money and they'd be so excited to talk to you about your offer but unfortunately this world isn't perfect my face is though you're going to have to spend some time building relationships with people on social media if you want them to take action on your offer now if you watched the last video you're going to know where the best place to find are now since this world isn't perfect but my face is I'm going to teach you exactly where to find leads on social media so that you can reach out to them and potentially make them an offer now first things first what is the purpose of sending a DM the purpose of sending a DM is not to get in a stranger DM and try to offer them [ __ ] if you do that nobody will buy they'll be disinterested you'll piss them off my rule of thumb with DMS is I never send cold DMS my definition of a cold DM is somebody that's never interacted with my social media page they've never followed me they've never liked any of my content they're on a random hashtag on a random Facebook group I'm not going to send cold DMS why because if you do this you're going to be like every other MF on the internet that's annoying and that's annoying literally if you send me a cold DM on Instagram offering me copyrighting or anything like that I will block you so don't do it now that being said we are only going to interact with people that we have some sort of established relationship with on social media here are the five best places to find leads to message on your social media the first is obviously your DMs whenever you first start lead generation you shouldn't start by finding conversations that aren't there instead you should pay attention to the people that are already there my rule of thumb is that if somebody sends me a DM interested in my coaching offer I want to get back to them on the same day and try to book that call within a 24-hour time period any longer than that you're going to lose the temperature of the lead they're not going to get interested so if you get somebody that sends you a DM about your coaching program and you don't book a call in the first day you [ __ ] up the second place I'd go is Instagram story poll responders now I'd recommend that you put polls up on your Instagram stories for people to interact with as people are interacting with these stories you can send them messages thanking them for engaging in your content these type of people that are engaging with your social media on Instagram story polls to me are showing they have intent my definition of intent is there's some level of interest in working with you or interacting with your page otherwise they could just scroll by and never interact with you the fact that they're even interacting with your page tells me that they're interested on some level the second place I would go to find leads is my Instagram commenters these are people that are interacting with your content enough to leave a genuine comment you can find these people on Facebook or on Instagram anybody that's commenting on my photos I want to shoot them a message thanking them for engaging with my content third place I'd go is Instagram likes and Facebook likes on my photos now this is where 90% of your leads are going to be because most people are just going to scroll through your content like it and then move on to the next post that doesn't mean that we can't build a relationship with these people though what we want to do with these leads these leads will tend to be warm SL coldish cuz we just want to shoot them a message thanking them for engaging with our content and asking them if they need anything to ever let us know the fourth place that you want to find leads is new followers on Instagram anybody that comes into your audience whether that's a new follower a new friend you want to shoot them a message and say thanks for following me thanks for friend requesting me it's great to have you in my audience and the last place I'd go to find leads on Instagram is Instagram story viewers now these are going to be the coldest leads out of them all however anybody that's watching your story on Instagram is somewhat interested in you otherwise they wouldn't be paying attention now I'm actually going to give you a bonus place to find leads especially if you're just getting started as a new online fitness coach and that's your friends list and your follower list if they're friends with you on Facebook or they followed you on Instagram you've have a relationship with them at some point in your life you can just shoot them a message and say hey I just wanted to connect again how are you doing just that opening message of just making the reconnection not everybody's going to respond but the people that do some of them might have problems in their finish Journey right now and they're going to trust you because they already have a relationship with you now my favorite opening DM is hey Nick just wanted to say thanks so much for engaging my content are you on a fitness journey yourself or just enjoying the content another message you can send is hey Nick I just want to say thanks for engaging my content I appreciate you and I hope you're having a great day hey Nick I just want to say thanks so much for following me brother what about my content made you decide to follow now the first thing that you need to do once you get a prospect in the DM is you need to pay attention to the temperature of the lead now here's how you're going to assess the temperature of the lead time of response plus length of response equals temperature of lead so if somebody takes a long time to respond and they give you a very short response it's a cold lead if somebody takes a long time to respond but they give you a long response it's a warm lead if somebody replies very quickly but they give you a short response it's a warm lead if somebody replies very quickly and they're giving you long responses it's a hot lead so with cold leads you're not going to sell them anything they're not interested also just I just need to say this if you send somebody a message and they don't message you back they're not interested okay so stop messaging them they're going to watch your content and at some point they might be interested but if you just slide into their DMS and you you keep sliding into their DMS when they haven't responded to you that is an indicator that they ain't interested and they're not going to buy your stuff my recommendation would be to move on and you're not sending DMS to book a call with every person that you send a DM to you're sending DMS to build relationships there's going to be some of those people that you send DMS to that want to book a call with you if you send 20 DMS a day 5 days a week that's 100 DMS out of those 100 DMS there might be five people that are interested in Booking in for your offer you book The Three sales call you sell two clients at $1,000 100% that's worth it so if it's a code lead what you're going to do is you're just going to lean out and you're going to let them know if there's ever any anything I can offer you please let me know I've got a free ebook that I wrote for my private clients I could send it over if it might be interesting to you they say yes send them an ebook if it's a warm lead you're going to proceed with the DM script and you're going to book a call and if it's a hot lead you want to book a call as soon as possible because somebody that's sending long messages really fast really wants to buy your sh otherwise they would go do something else with their life that's a little bit more interesting than talking to you on the DMS now I should be charging you for this but I'm going to put you on some games here are the five questions you need to ask in every DM script question number one would you mind if I ask a couple of questions to see if I can help this question gives you permission to ask them Fitness questions question number two what's the biggest struggle that you have in your fitness journey the biggest reason you want to ask this question first is because most people are thinking about the problems so as soon as you ask them about their struggle they will tell you question number three what's the biggest goal that you have in your Fitness training right now this gives them a future to shoot for it gives them something to Aspire to and it's going to give them a reason to want a book The Call with you question number four in the next 60 to 90 days what are the top two to three results that you want in your fitness journey and question number five would you like some help by asking this question would you like some help you're basically implying that you might have something that can help them solve their problem if they say no to this don't book The call if they say yes to this then you'll say this tell you what Nick why don't we do this let's set up a quick 15-minute call we'll talk about your number one struggle your number one goal and I'll give you a game plan to help you achieve your goals are you up for that they will say yes and then you'll send your calendar link that I got you to build in one of the previous videos go ahead and book in now spots always fill up quick send me a screenshot and let me know what time you pick cool once they send you a screenshot now you've got a call booked and Bam just like that you're going to be able to make a sale so let's recap now you know where to find your leads now you know what to say to them now you know what the DM script is and you know how to identify what a cold lead warm lead and hot lead is armed with this knowledge you can now Book Sales call for your coaching offer you're welcome my goal is to give you so much value in these videos that you regret hiring any other business coach if you have in the past and you wish that you came to me first and if you did come to me first I just want to say you made the right [Music] choice so now that we've got everything set up and we've got the opportunity to book phone calls with leads what do we do when they're actually on the phone don't worry I got you now first things first you can't sell the thin air which means people actually have to show up to that phone call so in calendly what you want to do is you want to set up email and text reminders you want to set them up for 24 hours before and 1 hour before the event I would just recommend using the email and text reminders that are already pre-programmed in countly you just have to set them up so when people book The call automatically they're going to get reminded now unfortunately this by itself isn't enough why because people are lazy they forget or they just don't want to talk to you so another thing you're going to do is the night before you're done work every night you're going to check your calendar for the following day and you're going to see who has a sales call booked anybody that has a sales call booked you're going to open up your calendar and you're going to send them this video yo what's going on John hope you're having the best day of your entire life just check the calendar for tomorrow saw we're booked in for a quick 20-minute call I'm super excited we're going to talk about your number one struggle your number one goal and I'm going to give you a game plan to help you achieve your goals bring a pen of paper it's going to be awesome and I'll shat with you tomorrow sending a personalized video like this will instantly build more Rapport it'll build more trust and they're going to feel like a [ __ ] if they don't show up because you sent them a personal video Now understand this people don't show up to calls like this with a credit card in hand ready to purchase if that was the case they would already be in shape they wouldn't need you and they'd already be fit every single person that comes to these sales calls is going to have excuses for why they can't take action because if they didn't have excuses they would already be in shape and they wouldn't need you so you need to expect that people are going to come to the call with objections now the four main objections that you're going to get time I don't have the time for it I want to start next week money I don't have the money for that it's outside of my budget spouse I need to talk to my spouse I need to talk to my partner I need to talk to my dog or I need to think about it which isn't an actual objection it's a smoke screen for one of these three so the first part of the call what you're going to do is you're going to build some report what's going on Nick how you doing brother good yeah I'm doing good as well my man I'm just getting to work on some client programs and and everything like that cool you mind if we jump in then you're going to get into what I call the preframe the preframe is going to set the container for the entire call if you don't do a pre-frame what's going to happen is they're going to view you as a friend and not a coach and people don't buy from friends they buy from coaches and so in the first 30 seconds of the call you need to make sure that you set the preframe and this is exactly what you're going to say all right Nick so what we're going to do in today's call is I'm I'm basically going to ask you a few questions to figure out exactly what you're struggling with in your fitness journey what your goals are and then I'm going to help you come up with a game plan to achieve your goal r at the end of the call if I feel like I can help you out I'll invite you to work with me and if I feel like I can't help you out I'll let you know and I'll point you in a different direction does that sound good now once they agree within the first 30 seconds of the call they're like yep that sounds good they've agreed to the container that you are the coach they are the client and you've also told them I'm going to pit you something at the end of the call now we're going to get into the pain points what we need to do with the pain points is we need to figure out exactly what brought them to the call so Nick let's get into it what would you say is the biggest struggle that you have in your finish Journey right now we're going to use what I call the three layers deep Theory okay that makes sense you have been struggling to lose 20 pounds okay and um how long have you been struggling to lose that weight that's Layer Two 3 years oh my gosh that's a long time that's a long time brother I feel that and uh out of curiosity what made this like a right now thing for you to reach out and ask for some help once we identify the pain points and we get to the root cause of the problem at that point we can move on to the next part of the script now you want to make sure with the pain points so you're not rushing through these questions that you're actually taking the time to listen to the prospect hear them out maybe you're asking some expansive questions what do you mean by that what exactly does that mean can you elaborate a little bit more however the goal of asking these questions in the paino part of the script is to uncover the root cause of why people are actually on that call with you if you can figure out the root cause the actual core paino of what brought them to the call not that they want to lose 20 lbs but because they looked at themselves in the mirror and they hated what they saw in their reflection and they realized they were letting their kids down if you can get to that reason I guarantee you it's going to be a lot easier to close plus if you don't have a very good memory make sure that you're taking notes throughout the call because throughout the call you're going to be able to write down specific things that you can bring up when you pitch next part of the script is why now why me this is where you're going to ask a prospect what made them show to the with you today and why do they choose to get on the call with you instead of another online coach so Nick I got to ask what uh what makes this a right now thing for you like you know you could start your finished journey in a year or two years but you showed up with a call of me today like what made what makes this a right now thing for you asking this question will allow them to feel an internal sense of urgency and they won't feel like you're selling them they'll feel like they're selling themselves which ultimately is the goal if you sell somebody something they might regret buying it but if they buy it because of their own internal reasons it's not even going to feel like you sold them and Nick I got to ask you know there's there's a lot of people that you could reach out to for help what made you decide to get on this call with me today well you're so handsome and I love your beard and your face is nice cool next part of the call we're going to get to the vision now in the vision part of the script this is really where people struggle because a lot of people have been overweight their entire lives and a lot of people are going to have a really hard time figuring out exactly what they want in their fitness journey so we're going to ask so Nick let me ask you what would you say is your number one goal for your fitness journey right now losing that 20 lbs okay great let's let's dive a little bit deeper on that so let's say we lost to 20 lbs Nick you know what does that actually look like for you how would that make you feel great okay perfect so let's do this for a second Nick close your eyes for a sec I want you to imagine we're 6 months into the future you look at yourself in the mirror you're literally in the best shape of your life you lost 20 lbs you can see your abs you can see some veins you look and feel your very best tell me how that makes you feel and what areas of your life would benefit if you were in the best shape of your life how would your relationships improve what about your social life what about your confidence can you like see that bro I believe in you 20 lb is a very realistic go in the next 12 weeks I got you now once we've got their paino and their vision this creates the next point point number five which is called The Gap now the Gap is the distance between where they are right now and where they want to be our job on that call is to widen the Gap so Nick I got to ask now that I know exactly what you want you want to lose the 20 lbs you know see your sixpack be in the best shape ever why do you feel like you haven't been able to achieve these goals on your own fair enough and just out of curiosity you know I just want to play devil's advocate for a second let's just pretend that you do absolutely nothing on this call you decide you know what be I'm just going to stick to my stuff right now I don't want to do anything different I don't want to shake things up I just want to keep doing what I'm doing let's say you stay the same for the next 6 months 12 months a year and maybe you actually gain another 10 to 20 lbs how would that make you feel so right now on a scale of 1 10 like how important would you say it is for you to make a change right now so you actually lose the weight we've got the pre-frame the pain points why now why me the vision the Gap now we're actually going to do a fitness assessment so step number six is where you do the assessment the biggest mistake you can make on your calls is giving advice throughout the call throughout the call you want to treat yourself like a doctor when you go into a doctor and you've got some ear pain you go up to him and you're like doctor my ear hurts and he says how long has it been hurting for and you're like 3 years and you're like why haven't you come to me sooner because I'm stupid what do you think is wrong with your ear I don't know can you please help me he's going to ask you questions to figure out exactly what you're struggling with and once he has enough data he's going to make a recommendation that's how you want to treat your sales call you want to collect as much data as possible throughout the call once you've got enough data then when you get to Point 6 you can say do you mind if I coach you for a minute Nick So based on everything you've told me so far you're eating out at McDonald's three times a week you're going to the gym twice a week you're doing two hours of cardio a day like no wonder you're not losing weight you're putting your body in this constant state of stress you're not giving it the nutrients that it needs then you're overtraining yourself in the gym by doing two hours of cardio a day plus you're not doing enough resistance training to build weight you're all over the place Nick all right so first things first we got to stop the McDonald's second thing we're going to cut back the cardio third thing is I'm going to increase your calorie intake on a daily basis you're going to be able to eat more food and lose weight and feel your very best because you're not constantly burnt out from all the cardio is everything I'm saying making sense once they say yes you're going to test their commitment levels one more time okay next so like I got to say I only work with serious people on my coaching program cuz I care about your results and I want you to win so again on a scale of 1 to 10 one being I don't care about this right now 10 being I'll do whatever it takes to lose the weight why are you sitting on that scale when you ask them that question it will give you an answer for how they're feeling in terms of their objection if they give you anything less than a 10 there's an objection coming up for sure so they're like seven I'm like okay great I totally get that so why is it a seven and out of 10 and then they're going to say well you know because I need to make sure it fits the finances or well you know because I'm really busy with my my schedule right now or you know because I really have to floss my cat next week and then you can be like okay great that makes sense but I wasn't really asking about you flossing your cat Nick I was asking like I'm going to work really hard on your meal plan and training plan and I'm going to do that for you and I'm going to make sure it's awesome if I give you your meal plan and training plan are you actually going to do your very best or are you just going to give it a seven out of 10 effort well I'm going to give it my very best okay great so would you say you're a seven out of 10 or a 10 out of 10 well I'm a 10 out of 10 when you put it like that okay that's awesome now I just got them to recommit over their objection which will make it easier for them to say yes at the end of the call then you're going to talk about your program so Nick at the beginning of the call I'd let you know whether or not I could help you out the good news is you're definitely the type of person that I could help would you mind if I told you a little bit about my coaching program they're going to say yes cuz you're handsome and you got a nice beard okay next so I do a 12we total body transformation program that has three different layers the training the nutrition and the accountability so for the training program I know that your goal is to lose 20 lbs so I'm going to update your program every four weeks and I'm going to make sure that your plan is designed so that you actually lose the weight does that make sense we're going to do what's called the yes ladder we're going to say does that make sense they're going to say yes for the nutrition I'm going to update your plan on a weekly basis and I know how important it is for you to lose this weight so every week your plan will either have you losing weight or if it doesn't I will make adjustments to your plan so that you actually lose the weight does that make sense yes that's two yeses now perfect and for the accountability I'm going to check in with you every single week I'm going to send you a check-in it's your job to send me the checkin back once I have your checkin I'll give you a response and I'll tell you what adjustments we're going to make for the week that way we're always losing weight or making changes so that we lose weight the next week is that cool perfect so Nick out of the training nutrition and accountability what part of the program stood out the most for you so we got two things here I'm going to pause for a second we got the yes ladder because does that make sense yes does that make sense yes does that make sense yes so this called the yes ladder we Stack Up yeses so it makes them more likely they'll say yes to the end of the call then we're going to move on to step eight which is getting them to sell it back to you so Nick I got to ask out of all the parts of the program that I mentioned which part of the programs still the most for you the nutrition plan and your handsome beard okay great and why do you feel like the nutrition plan would benefit you the most now they're going to give you a bunch of reasons why the nutrition plan is awesome and they're going to sell themselves on the program for you now we're going to move to step nine drop the price okay Nick so the only thing we have covered is the timeline and the investment so I do a 12we transformation program now if you were to hire an in-person trainer for 12 weeks it would cost you about $33,000 and you wouldn't get a nutrition plan my training nutrition and accountability program comes with guaranteed results and for 12 weeks it's only $9.99 how does that sound well that's a little bit outside the budget Brian totally understand Nick now finances aside does the program sound like what you're looking for well yeah I think it sounds pretty good so just to be super clear like you do feel like the program is going to help you lose 20 lbs it's just a financial aspect oh yeah yeah yeah yeah okay great so you know I would hate for finances to be the reason that you didn't take action today and I understand $9.99 is a little bit of an investment but let me ask you Nick if we were able to help you lose 20 in the next 12 weeks would that investment be worth it it would okay great so is it that you don't have a card you can put on is it is it savings or is it something else you just don't have it okay well why don't we do this typically speaking I don't like doing this because clients that pay in full are typically more committed they actually follow through on their goals so I got to know if I get you in on some sort of deal that you're actually going to follow the program you're going to do everything that I ask and you're actually going to lose the weight can I get your commitment on that okay so Nick what I can do for you is I'll do 350 a month that way you can get started right now we'll cut out the money that you're spending on fast food cuz I'm not going to let you eat fast food if you're in my program that will save you some money on the budget this is a lot easier on the budget we can get you started at 350 and we can start losing that 20 pounds how does that sound habub boom you close the deal now there's also the time objection the spouse objection I don't think about it objection I'm going to cover those really quickly in this video and I'm just going to let you know if you want some help with your online coaching business and this training has been valuable I want you to tap the button below to book in for a call with me and my team we'll talk about your number one struggle your number one goal and we will help you come up with a game plan I know this Series has been massively valuable for you and I want you to know that our coaching program is evening better it has not only me we've got 10 other coaches in there that are literally delivering high value at all times you're going to have 247 support any question that you ever have will be answered within 24 hours by at least two coaches including my business partner Cole de Silva who has over 3 million followers on all social media platforms so if you're interested tap the button below to book in for a call with me and my team let's talk about the spouse objection okay Nick totally get that you need to speak with your spouse uh does does your spouse know that we're speaking today perfect and typically speaking is she supportive of your goals and she wants you to win she is okay great so Nick if your spouse did have an objection to you taking action today what do you think the objection would be well you know the budget my advice for spouse objections you guys is I don't think it's good to actually sell them without them talking to their spouse I think it's a recipe for buyers or more so here's what I do all right next so listen I want you to speak with your spouse and can I be honest with you perfect um I've been on hundreds of these calls and I know for a fact that if you get up this call without taking any action the likelihood of you not taking action is very very high which means you don't lose the weight and I didn't do my job properly so go speak with your spouse here's what we'll do let's get down to $100 deposit right now to represent your commitment to your own goals if you talk to your spouse and she thinks my beard is stupid or she doesn't like the idea for whatever reason I'll send you your money back in full I just want to see that you're actually committed to your own goals and that you actually want to win how does that sound haboom collect the deposit time I want to start next week okay I totally get it Nick now just out the curiosity what about next week makes you want to start oh you know the uh the it's going to be a better time for me cuz I'm in school right now now blah blah blah okay great so just to be super clear the program sounds amazing you really do want to start but you just want to get started next week cuz you're busy this week of school is that correct that's correct well here's what we'll do I do want to start next week as well that makes complete sense so what we'll do today is we'll get you started on 350 we'll do the 350 today that way I can send you the questionnaire you can fill it out and by the time next week comes around we'll be fully ready to go with your fitness program I know for a fact if you get off this call and you don't take any action nothing's going to change so we'll do 350 now to represent your commitment to your own goals I'll send you the questionnaire you can get it back to me I'll do your program over the next seven days and then in a week we can just rock and roll how does that sound H boom you close the deal I need to think about it isn't an actual [ __ ] objection so when it comes up here's what you say Nick I totally get it brother now just out of curiosity what exactly is it that you need to think about well I don't know little okay great so is it the timing do you need to talk with your spouse is it the program itself or is it something else well you know it's just a big decision and I heard a fitness coach before and it didn't work then you uncover their actual objection and once you uncover their actual objection you you can go for the clo so is it just because you hired another Fitness coach before and that program didn't work and you feel like this one isn't going to work is that correct yeah okay so Nick I don't want to be like these other guys that take your money and don't deliver results so how about I do something special for you well what do you mean I'm willing to offer you 100% money back guarantee and here's what that looks like you complete all your check-ins you do the work you show up for yourself over the course of the next 12 weeks you don't lose that 20s I will send you back every single dollar that you paid that way you're protected because you know that your investment is safe cuz if you do the work you're going to lose the weight and if you don't I'll send you back all your money how does that sound haboom you close a [Music] deal and now we are going to be talking about how to deliver an amazing service to your clients and make sure that they stick around for long term now the biggest misconception most online trainers struggle with is thinking that they're selling a training and a nutrition plan these two things are literally less than half of the equation what actually matters is don't get me wrong you need to make sure that the training program and nutrition program doesn't suck but what actually matters is the client's adherence to the program now if the client doesn't adhere to the program you could do the perfect nutrition plan the perfect meal plan designed specifically for their fitness goals and if they followed it they get amazing results but if they don't adhere to that program your job is completely meaningless the money that they paid you is going to be wasted and so you need to do everything in your power to set up your program for optimal success and the first part of that is understanding that you are not selling a training and nutrition program you are selling an accountability program once you understand that you're selling an accountability program and you start teaching and you start coaching and you start mentoring people to not not only go to the grocery store and go to the gym but really coaching them through all the little nuances that involve getting to that place including overcoming their limiting beliefs and answering all the questions that they have around their nutrition plan or their fitness plan so that they feel super secure and safe following the protocol this is a massive part of coaching and so the first thing is like you need to understand it's not training nutrition you're selling accountability if they want to trade any nutrition they could literally go to Chad gbt and type in hey Chad gbt I'm a 200 lb male that wants to lose 20 lounds please write me a training plan and a nutrition program including with macros and I guarantee you Chad gbt would spit out something pretty accurate now let's not waste any more time let's dive into the five things that you need to do in order to set up your program for long-term success for retention renewals and upsells thing number one onboarding onboarding is the single most important aspect of a fitness journey because if a client comes into your program and they don't get into green light right away they're not going to start the program most people end up dropping off of a fitness program because they never even started and so in your onboarding sequence what you need to do is you need to make sure that your client gets into green light right away and here's exactly how I'd recommend doing that step number one on the call make sure you tell them what the next steps are so Nick now that youve paid what I'm going to do is I'm going to send you over the welcome questionnaire what I need you to do is get that back to me within the next 24 hours once I get your welcome questionnaire back it's going to take me about 7 days to design your program and in the meantime I'm going to send you a get started guide so that you can go out and you can buy your Tupperware containers your food scale and any other units of measurements that you might need I'm going to send you a full guide so you know exactly what to do telling the prospect what the next step is is super important because if they get off that call and they pay you and there's no clear Next Step they're not going to feel very good about that purchase right so we need to make sure we prevent buyers and Morse by walking them through the Journey of what's coming next so you send the questionnaire they send it back to you then you get to work on their meal plan and training plan while you're working on their meal plan and training plan send them a get started guide in this get started guide I'd go over Basic Fitness stuff like how much water they should be drinking based on their body weight their food scale that they need to pick up and cooking utensils they're going to need to pick up Tupperware containers measuring cups maybe a big bottle of water anything that you think is essential to start a fitness journey get them to do that stuff while you're designing their training plan and their meal plan now once you've completed their training plan and their meal plan what you're going to do is you're going to set up an onboarding call with them when you first get your Fitness business started I would recommend setting up one-on-one 15-minute onboarding calls with every single one of your clients here's exactly what you're going to do on those calls you're going to get on the call with them and you're going to send them a meal plan and training plan and you're just going to walk them through it I need you to download trainer eyes cool this is how you access a dash board need you to download My Fitness Pal cool this is how you access the dashboard you're going to walk them through every single part of this specific program so that they know exactly what they're getting into and they've got no questions on that onboarding call you're also going to go over expectations the expectations of them as your client is that you're going to send a check-in every Thursday they're going to reply back every Friday morning by noon at the latest anything later than noon is classified as a late check-in which you don't do so you need to set that expectation in the onboarding early so that when they sign up for the program they know what their responsibilities are now now the onboarding call is also the perfect place to plant the seed for future renewals so on that onboarding call you can say something like okay so again you're on the 12we program most of my best clients stick with me for about a year or so but 12 weeks is usually where we start so you know once we're at the 8we Mark we're going to talk about what your next steps are in your fitness journey because as we lose this 20 lbs I'm sure you're going to want to gain some lean muscle am I right so basically we'll talk about that once you're at the 8we Mark but let's get you started on the 12we program first and let rock and roll number two personalizing the client experience now listen people are paying you a premium price for a premium service and so don't get me wrong you can have workout templates that you use but every single client that you sign you need to make sure that the workout program is designed specifically for them so even if you're building off of a template you want to make sure that the workouts that are in that program are tailored to your client specific needs another thing that's really important in terms of maintaining an excellent client service is every single week in your check-ins you're going to ask a question that's going to say is there any program adjustments you feel like we need to make or is there anything that I can do better to serve you as a coach now obviously you're going to do the training plan the nutrition plan the check-ins Etc but you also want to make sure that you personalize the client experience and anything that the client needs for a little bit of extra motivation goes a long way an example of something that I used to do with my fitness clients is every morning I would set aside 15 to 20 minutes I'd go through my trainer eyes and I'd see who hit their workouts I congratulate them or I'd see who missed their workouts and I'd send them a message on trainer eyes and if I didn't hear back over trainer eyes I would send them a text the same day this sort of personalization and these sort of extra small touches make a massive difference in terms of retention because when somebody comes to the end of the 12E program they're going to remember the little things that you did for them not the 12 bck experience and listen you might have 15 to 20 clients and you might view them as a number but they only have one coach and they only have you and so the relationship that they have with you is very important and you need to make sure that their relationship with you is special number three is effective communication Cadence now for effective communication Cadence this is what I'd recommend so when you send a client these are the expectations so Nick I just want you to know that any question you ever ask me over trainer eyes will be answer within 24 hours Monday to Friday Saturday and Sunday I take the weekends off cuz you know I have a life too but Monday to Friday any question that you ever have to ask will be answered within 24 hours not to mention the weekly check-ins I'm going to send you a check-in every single week it's your responsibility to reply back to me and finally we also have the Facebook Community if you ever have any questions that you feel like you want answers from the community from or you want to glean some collective insights or you just want to get some extra motivation and inspiration make sure you're posting in the Facebook community and supporting the other members in the group you need to communicate with your clients what the communication Cadence is and what's expected of them obviously it's your job to make sure that the client is actually following the program but it's also the client's job to make sure that they're checking in with you make sure that they're communicating with you make sure that if they're struggling that they're reaching out to you so you can help them but you as the coach of the program need to make sure that you effectively communicate what the communication Cadence is so that the client knows what's expected of them and they know what to expect from you number four create a community of Raving fans this is one that I see 99% of online coaches getting wrong because they just don't think it's important they don't think it's important to have a community they don't think it's important for their team members to meet each other but here's the thing and this is why I build the community is because there are times where your Fitness client does not want to check in with you because they feel ashamed because they skip their workouts because they skip their meals all of the above and when the client is resistant to you if you don't have a community you are the only Lifeline which means if they feel resistant to you and they don't want to talk to you they're not going to talk to you which means they're more likely to drop off however if the client feels resistance to you but you have the backbone of a Facebook Community that's popping where people are sharing wins and they're excited and they're supporting each other and they're helping each other out the client even though they might not want to talk to you is going to log into their Facebook and they're going to see all these amazing Transformations and all these amazing wins and that will give them the inspiration to get back into the game to get back in contact with you if your business is just about you it is setting up to fail you guys PT domination has worked with over 8,000 online fitness coaches right now we have over 1,700 active clients with me and Cole by ourselves it's impossible to serve this community so we have a community of coaches that all support each other not to mention M and Cole's direct leadership this is what allows our business to grow over time as Community one of my previous clients that worked with me one-on-one was struggling with his retention we're talking about 30 to 50% of the people that would come to the end of the program would resign that's it which meant that he was losing 70% of business every 12 weeks and so I told him I'm like you need to build a community and that needs to be your top priority over the course of the next 12 weeks he built out his his Facebook Community he did two lives every single week he was in there every day supporting the ladies anytime a lady had a question in their check-in or something that they wanted to celebrate he would encourage them to post in the group and then he'd get the other women to support them just just by doing that alone his resign weight run from 30% to 70% that's a big difference right and the only difference we didn't change his nutrition plan we didn't change his training plans we didn't change how he delivered his program the only difference is we made sure that we had a focal point of building the Facebook community and so this comes down to the onboarding right because when you onboard a client what you're going to get them to do on that onboarding call is you're going to get them to join the Facebook group so what I'm going to get you to do is I'm going to get you to join this Facebook group right here um so just go ahead and request cool now that you're in once we're done this call I actually want you to make a post with a photo of yourself introducing yourself and what your goals are and why you're excited to be here what you're going to find is the other members of the group will support you they love up on you and you're going to see that you're not alone on this fitness journey there's other people that are just like you that are also on the same journey by the way part of the expected communication Cadence with every single client that you onboard is that they are supported by the other group members and they support the other group members that's a part of the onboarding and it's a part of the expectations number five no when to go for the renewal most online fitness coaches wait until the end of a client program to go for the renewal and that's the wrong time because the client has already made the decision that they're not going to renew at that point they know they're on week 11 or week 12 what you need to do if you want to renew as many clients as possible is a month before those clients are up for Renewal you need to reach out and you need to set up a call on that call with them that you're going to talk about the previous struggles that they had before they started working with you the progress that they made since they've been with you and what their future goals are you're going to use that widen of a gap because you're going to talk about their past pain where they're currently at and then you're going to create a gap to their future goals you're going to use that Gap to go for the renewal so since since we're at the end of our 12we program where you know there's 4 weeks left what I'd love to do with you is the next phase I want to focus on hypertrophy specifically so I want to make sure that we're building lead muscle tissue now that we've lost 20 lbs I think it's important that we start adding on some muscle if we do this it's going to make it easier for you to keep the fat off long term so what I'd like to do with you next is I'd like to go into a muscle building phase which means we're going to be increasing your calories you're going to be eating more food and still losing more weight how does that sound sounds great okay perfect so again you're my client so I'm going to give you the OG rate um usually when new clients come on right now I increase my prices it's $14.99 but for you I'll give you the next 12 weeks for $9.99 does that sound fair and yes you can lock in your spot today so let's just do the installment today and then I'm going to extend an extra 12 weeks as soon as your programs done perfect I just sent you a link can you see that bam signed so let's quickly recap what we learned in this video number one on boarding your goal is to get them into green light right away number two personalize your client experience you need to make sure that your clients feel seen heard and appreciated because you might have 15 clients but they only have one coach third thing is an expected communication Cadence you need to let the client know when you're going to be communicating with them and when they're expected to communicate with you these expectations need to set up front so that every party knows what's expected four create a community of Raving fans if you don't have a community of people that are ride or die for your business if somebody's struggling and they're not reaching out to you and they're not reaching out to the community they're going to drop off having a community is going to increase retention massively increase renewals massively and it's going to create a tribe of loyal people and number five no when to go for the renewal don't wait until the end of the program you want to make sure that you're catching them at least 4 weeks before their program expires and offering them an extension at the Loyalty rate because they're an OG client now starting and scaling a business is fun getting it to $10,000 a month is funner so what does it actually take to get an online coaching business to $10,000 a month now don't get me wrong I'm not going to be one of those business coaches that promises you that you're going to make $10,000 in the next 30 days cuz it's just not going to happen the reality of the situation is that you need to develop the skills that are required to get to $10,000 a month if you want to hit that next level you can follow phone scripts you can follow DM scripts you follow content templates but unless you develop the skill of content the skill of sales the skill of delivering amazing service you'll never be successful the first concept I want to talk about is repeating successful actions what I mean by that is just by following the instructions that we've went over in this video series you will be able to see initial success with your online coaching business now how do you continue to get more success you keep doing what's working repeat successful actions the reason I go to the gym five times a week is I like being juicy the reason I eat healthy food is I like feeling good the reason I drink water is cuz I know it's good for me and I do these things every single day and so once you identify what the needle movers are in your business content creation lead generation sales calls delivering a valuable service you just need to develop a system and a schedule to do that literally every single day write this down the boring work produces the breakthroughs if you want to get to $10,000 a month identify what signs clients and then do that over and over and over and over and over again thing number two is skill development we already talked about this at the start of the video but I'm going to really hone in on it because the difference between somebody somebody that makes it to $100,000 a month and somebody that stays stuck at $2,000 a month is the level of skill that they have the level of skill that they have with their content creation the level of skill that they have with their sales the level of skill that they have with delivering amazing service and this is this is the thing right like you might suck really bad right now and you might not like that but if your videos are getting less than a th000 views you suck right if they're getting less than 10,000 views you still suck and that's okay because you can take that and you can be like okay if content is not my strong suit right now I'm going to focus on the skill set day after day after day after day until I get better and how do we advance in a skill well there's multiple different areas number one is we need to practice through repetition we get better and better better number two we need to commit to getting 1% better every single day which means every time that we do a recording session or every time that we do content we're committing to trying to be just a little bit better than we were last time number three we need to find people we're inspired by find people that are viral find people that are creating valuable content and then ask ourselves what elements of this content can I take into my own content the fourth thing is really taking a look at your own content and honestly giving yourself an assessment on a scale of 1 to 10 on how good of a Creator you are with every video that you put out and then asking yourself with each video if I could do this video again differently and I could do it better what would I do differently now we need to take that skill development formula and we need to apply it to content we need to apply to our sales calls like every single time you get on a sales call is an opportunity to get better at sales but you can also practice getting on sales calls by booking role plays with other community members with other online trainers they can practice being a client you can practice being a coach and you can practice selling each other so you're developing your sales skills when there's not money on the line and so we're practicing the skill of sales over and over and over again after every single sales call I want you to mentally rehearse and ask yourself if I could do that sales call again what would I do differently and then you're like okay I screwed up on this objection so I'm going to study the wife objection I'm going to roleplay the wife objection I'm going to practice wife objection and I'm going to get better and if you keep doing this process of you know taking action sitting back analyzing action figuring out what you can do better going back and taking action analyzing action figuring out what you can do better and you keep this process up like over time your skill is going to advance so much faster than everybody else's because you're just like learning from every mistake that you make now in terms of a delivery how do we get better at delivery you just ask your clients anytime a client leaves your program simply ask them so there's anything I could have done differently to serve you as a coach or anything I could have done better what would you recommend that I do differently next time because I want to make sure that clients like you get an amazing experience and pay attention to their feedback sometimes it sucks sometimes you don't want to hear it sometimes it's not fun to get feedback when you think your program's awesome and your client thinks otherwise but you can take different elements of this feedback that your clients give you and you can use that to improve your program and over time if you keep doing that eventually you're going to get to a place where you're retaining 90 to 95% of your clients every month number three pick your platform and double down listen there's Facebook there's Instagram there's Tik Tok my personal opinion Tik Tok is not a money-making platform it's a platform where you can get seen it's not going to make you money though it's Facebook or Instagram now out of Facebook and Instagram you're going to have one platform that is a banger AKA one platform that is crushing it for you whatever platform you sign the most amount of clients from I want you to make all of your content for that platform and then we're going to repurpose that content on other platforms and so whatever is working on Instagram you're going to study what's working on Instagram what reals are going viral on Instagram what people are responding to on Instagram and then you're going to make more of that content and we're going to take that same content and we're going to reproduce it on Facebook same post same idea taking that same content reproduce on Tik Tok same post same idea which gives us triple the exposure but I'm not trying to optimize to make my Facebook reals better I'm trying to optimize to make my Instagram reals better because Instagram is the place that I'm pulling the most amount of clients number four you need to track your numbers now the numbers that I'd recommend that you specifically track is number one how many clients do you currently have you should know this number like the back of your hand number two how much money is your business making every single month again you should know this number like the back of your hand number three what is your recurring income currently sitting at again you should know this number like the back of your hand number four how many clients left your program this month number five how many applications did you get from your coaching program number six how many sales calls did you book number seven how many of those sales calls showed up number eight how many of those sales calls did you close and number nine how much cash did you collect from those sales calls these nine numbers will give you a foundational place to start and once you know these numbers you'll know what to improve if you don't know these numbers you're likely going to make emotional decisions based on overgeneralizations like you'll get three NOS in a row in a sales call and you're like my sales skills suck so I need to change my script but if you look at the numbers in the last 10 sales calls maybe you closed seven in a row and then you just had three NOS you're overdue a yes but you got to know your numbers otherwise you won't be able to make data driven decisions and data driven decisions are the only decisions that are going to scale your business business to 10,000 20,000 50,000 then eventually $100,000 a month number five hire a mentor we got to the end of the eight video series and I'm just going to lay it out for you straight the reason that I've been able to get to the level that I'm currently at is because I invest in mentors investing in mentorship is not only valuable for you because you're going to learn new skills you're going to acquire more information you're going to get coaching and guidance from somebody that's actually been there but it's also an investment in your future it's also an investment in your family it's also an investment in developing the very best version of you every great man on the planet has a great mentor to back him I'm a perfect example of this I've worked with dozens of mentors in my time and each one of them has taught me one two three valuable lessons that's allowed me to get to the point where I'm at today the top of the industry the number one business coach for alll night Fitness coaches now if you're watching this video and you got value for my content I want you to understand that there is an entire ecosystem of value just like this inside of the members portal there is an entire team of coaches just like myself who have a lot more value to offer and this eight video series where I literally gave you the entire blueprint on how to start your online coaching business is literally scratching the surface there is so much to this and I'm telling you there's something different that unlocks inside of you when you actually make the commitment and you actually bet on yourself and you actually put your money where your mouth is and you say I'm going to pay to learn this information cuz listen if you want to get the information go to chat gbt I'm sure chat gbt could be a decent business coach for you but that's not going to give you the fire the motivation the inspiration to actually go after it every time I invest in a mentor I say to myself I'm not going to waste this money I'm going to get my money's wor worth I'm going to show up to those coaching calls I'm going to implement what they say I'm going to follow the blueprint I'm going to follow the guidelines and I'm going to make sure that I'm one of the best students in the program I promise you if you do this you'll end up like any one of my students that have been through my program in fact let's hear from some of them right now I was making maybe 100 bucks a week and I am now at 11 and 1 12K I earned 10K in 1 month which is just completely insane to me in July I hit my first 12K and in November I hit 22 okay each month I've scaled my business more and more and more and it's all because of the help of the coaches in the change lives Academy guys I cannot stress enough how this was absolutely hands down the best decision I've ever made in my life hit 10K a month that's insane continuously grinding past that now which I've been absolutely loving past November I hit 10.2k which is the most money that I've ever made in my entire life was able to make 10K per month in June never thought I'd be making that kind of money I've learned so much whether it be about sales about systems and how to deal with the self-doubt limiting beliefs or the doubts you know I hit my record month of 12.2k and I would definitely recommend this to any online fitness coach or any Fitness coach that wants to move into the online space as these guys know [ __ ] so much that it's so hard to really keep up with everything that they say now if you're interested in taking your online fitness coaching business to the next level tap the button below to book in for a call with me and my team we talk about your number one struggle your number one goal and we will give you a specific game plan to help you achieve achieve your goals whether or not you take action on the call you're going to leave with some valuable information and last thing I just want to say about my coaching program is it comes with a guarantee if I can't help you generate $110,000 extra in Revenue in your business in the next 6 months I send you back every single dollar that you paid so know that my program comes backed with a guarantee and that's important for you because I don't want to take your money I want to change your life tap the button below to book in for a call with me and my team we'll chat with you soon