Three Ways to Grow Your PT Income

1. Three Ways to Grow Your PT Income

2. NIC JARVIS • The Alignment Partnership • Fitpro: • Leadership • Interactive Coaching Programme • PT Business Development • pt on the net • nicjarvis-onpt.com

3. Wellness Age 2010 30%+ Fitness Age 1980/2010 Markets 10-12% Body Building Age 1970/80 2-3% Time

4. Implement the findings of the Health and Fitness Omnibus Surveys (HAFOS) which found that customers are retained when they Achieve results quickly and build motivation Receive regular supervision and personal contact to overcome challenges and keep them on track What needs to change?

5. PT as the Solution? • In one company 65% leave in 3 months! • Earnings are as low as £18,000 pa

6. Having a product that people want (not need) and you are confident will gets results Finding people who are interested in your product, engaging them and converting them to customers Providing additional services that improve the results a customer achieves and increases your income Core Challenges of Growing a PT Business

7. 4.Keeping customers on track and sticking to their programmes so they achieve results and you retain them as customers 5.Breaking free from the time restrictions of f2f training while retaining customers 6.Building a business beyond yourself Core Challenges of Growing a PT Business

8. GROWING A PROFITABLE BUSINESS To resolve your six key challenges you must design your business around a development model which satisfies the basic principles of growing a profitable business by increasing: • Total Client Base • Average Transaction Value • AverageTransaction Frequency

9. STEP ONE • Devise Your Product

10. 9/10 Want Weight Loss Research shows that: • Poor nutrition is a marker for 70% of all diseases • 50% of adults in Europe are overweight • 21% are pathologically overweight • Huge increase in muscular skeletal injuries due to sedentary lifestyle e.g. back pain

11. Target Sectors: Mums, Athletes Solutions: Rehabilitation, Weight loss Products: TRX, Boxing Delivery: 121, Groups, Online Matrix: who, why, with what and how? Multiple Streams Differentiation & USPs

12. Delivered in a Customer Focussed Way Increase peoples awareness of their health and well being and review their current state STEP TWO Education & Review STEP THREE Solution Provision Support them to move towards their goals through regular contact and communication Offer total solutions that ensure the goals are achieved STEP FOUR Support & Follow Up

13. STEP TWO • Getting Customers

14. Standard Advertising NWT Interaction Education Referrals Lead Generation

15. DESIRED SITUATION The Bridge Conversation Model SOLUTIONS CURRENT SITUATION

16. Educational Consultations/Workshops Wow! Burns Calories Balance Sugars Change Behaviours

17. Interactive and Referrals

18. Clarity of the desired situation Build the Desire to Change Understanding of how to move forward Sufficiency of dissatisfaction with the current state

19. Build Trust in you and your products Create gaps between desired and current situations Demonstrate how your programmes/products will close the gap Get confirmation of agreement Closing Sales

20. Closing Sales Stage One: Weight Loss Stage Two: Transformation Stage Three: Maintenance

21. STEP THREE • Improving the quality of your programmes and product range (while increasing the average spend per customer).

22. Total Programme of Weight Loss Wellness: Exercise Programmes Equipment Nutrition Information Meal Plans Meal Replacements Behaviour Change Plan Communication and Support Provide a Total Product

23. Provide Supplementary Products Website Supplements Equipment Meal Plans

24. Package Product Solutions Home Athlete TRX

25. STEP FOUR • Keeping Customers on Track

26. Behaviour Change - Coaching Aim • Support clients to become habitual exercises Process: • The Personal POWER Coaching Model to keep clients on path towards their desired goals Delivery: • During 121 sessions • Online weekly newsletters • PT blogs • Weekly Group Conference Call/Sessions

27. STEP FIVE • Resolving the Time Limitation Issue

28. The 3 key growth challenges: Increasing the number of people who will buy PT but who are put off by the cost Increasing the average amount of income from the time you have available Keeping successful PT clients who have achieved results Solutions:- SUPPORT AND FOLLOW UP Small group programmes Online training Widen Your Customer Base

29. Utilise a Website Criteria of website: • Client contact information storage • Exercise programming and meal plans • Stores for equipment, clothing, supplements • Marketing via emails, postcards, newsletters and auto responders

30. The 12 Week Weight Loss Challenge Turn key system: • Weighing measuring and feedback process with results • 12 lessons with topics of interest in lesson format, scripts and handouts • Marketing material and easy to start • Success through socialisation, support, fun and recognition • Prizes and rewards for motivation • Low cost

31. TRX

32. STEP SIX • Building a Business Beyond YOU

33. Affiliate Programmes & MLM "I'd rather earn 1% of the efforts of a hundred men than 100% of the efforts of one man."(J.P. Getty)

34. The 6 key qualities that a top PT requires are: Sense of VISION of where they want to go to Acceptance of RESPONSIBILITY for where they are Be SMART, work on the things that deliver the most Keeps things SIMPLE, follows one step at a time Possesses COURAGE to step outside their comfort zones DETERMINATION to keep going The Qualities of top PTs

35. The Steps to Success • VISION • Present Situation • Outcomes • Write Plan • Execute • Review

36. QUESTIONS AND ANSWERS nic@nicjarvis.com www.nicjarvis-onpt.com (18th April) +44 (0)1844 217933 JOIN A PRACTICE GROUP?