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how to sell high-priced twelve-month personal training in bootcamp programs let's do this so first of all it's probably wise to tell you why the old way sucks right if you're doing business the old way where you're selling a few sessions at a time and then you're training that client until they run out of sessions then you go back and sell them some more and you have that uncomfortable conversation right and then you go back and train them and then you have to go back and have that uncomfortable conversation a few sessions later or a month or two later that that whole cycle of sell train sell train so awkward and every time you have to approach a client to resell them you put yourself in a position of them saying no no thank you I'm not interested now the other problem that sucks about the old way of doing business in our industry is there's no reoccurring income what I mean by that is once the month runs out it's almost like you're starting the month over fresh with zero dollars right I want to be in a kind of business where I know there's reoccurring income scheduled to come month after a month right so if you're doing business the old way there is no reoccurring income and you want to change that model and I'm going to show you how in this live cast of course you can't scale and grow your business think about that if you don't have reoccurring income and if you don't have income constantly growing that means you can't scale your marketing you can't buy more equipment you can't knock down the walls and grow into a bigger facility hell you can't grow into a second third fourth facility so it's really valuable to make sure that you have reoccurring income and that your income is constantly growing so that you can scale and grow your business right just make sense otherwise the competition is going to eat you up alive so then how the new way of selling Fitness looks right we know the old way sucks trust me I suffered with the old way I had five personal training gyms in San Diego and when I first opened my my first location in Escondido California just on the outskirts of San Diego City I was selling one-on-one personal training sessions and I was selling five ten and twenty session blocks and when my client would run out of those ten or 20 session blocks I'd have to go and resell them and I constantly put myself in that position of having to potentially here and no thank you I'm done I'll do it myself you know I want to take a little time off and I'll come back next month or a couple months later and that really got my income to fluctuate later on when I went and scaled and opened up my second location I put the stuff that I'm about to teach you here into place and I was able to scale to five locations before I built my gems and sold them right so I'm going to teach you that so here's how the new way of selling Fitness looks ready you sell once and you never have to sell that client again think about that it's no different than a gym membership it's no different than Direct TV right it's no different than what I pay for Amazon or Netflix there's a monthly fee that I pay at the end of the month they don't come back to me and go hey do you want to buy another month of Netflix or do you want to buy another month of gym membership they don't it's just as long as I'm using it I'm paying for the service right and so this is how I structured my personal training business and all of a sudden my income started to multiply and scale and grow and that's what you want to do with your business and quite frankly listen I want to sell a client one time and never have to have that weird uncomfortable tense sales conversation again I want to become friends I want to build rapport and I want to train you as a client right I'm your trainer you're my client I want to train you I don't want to have to put that sales hat back on and kind of feel slimy and like I need to sell you another package or otherwise we can't be friends that's just a crappy way of doing it so great thing about this is you're going to sell once you're never going to sell a client again number two is you're going to build reoccurring ongoing monthly revenue right so imagine if you sold me on a 12-month program right that means every month I'm paying you X dollars a month for you to train me whether it's one-on-one training or bootcamp you don't have to come to me and ask for next month's payment it's automatically drawn out of my bank account or credit card right I've agreed to it that's the great thing about it and so when you have recurring income if this month you got 10 people who came on board and agreed to give you month-to-month reoccurring income automatically next if you get five people on board they got 15 people paying your reoccurring see how your income went up the following month let's say you gain ten more people paying reoccurring now you got 25 people paying you on a reoccurring basis so you know that when the month starts you've got 25 people who are scheduled to pay you that month with no questions asked that is a safe secure reliable business which kind of goes into the next thing which is when you have a reliable scalable business model you can then grow scale and duplicate your business that's what you want right one of my mentors Jim Franco who actually taught me the fundamentals of business he was actually a personal training client of mine and every time I made sure to train him glassed at the end of the day and I would just kind of get in his ear afterwards after I trained him so hey Jim let me ask you a few questions about business and he was kind enough to mentor me he said kid if you're not growing you're dying there is no oh I'm just steady I'm stable there is no steady and stable you're either growing in business or you're dying in business right and so I want to be in the position where I can scale grow and duplicate and maybe you don't want to open up multiple locations that's okay but don't you want to get new equipment don't you want to get better certifications and education and training for you and your staff don't you want to update your facility don't you want to fill up the facility with so many clients that you have to knock down walls and grow and expand of course you do for that to happen you've got you to have your reoccurring revenue coming in on a reliable basis so then what to offer okay we know that we're going to offer you know this ongoing program moving forward what to offer what is the best thing to offer well how about a 12-month agreement now I need to make this qualification you're not just selling the 12-month agreement and then it stops at 12 months you don't want to do that think about otherwise your business continues to grow my month number 1 2 3 4 etc then when you get to no month number 12 you're having to have have that uncomfortable conversation again right with mr. and mrs. Jones hey you're 12 months expired it's over you used up your sessions or your time do you want to buy another 12 months now what are they likely to say well I don't know or yes or let me think about it let me take a couple months off see if I can do it on my own and then come back you don't need that aggravation right you don't need that so then what do you do you sell a 12 month agreement then they commit for 12 months but at month number 13 they just go into automatic month-to-month reoccurring that's it they don't have to commit for another 12 months but at month number 13 they rollover into an automatic month-to-month program at whatever price you sold them the 12-month program for so it's like a loyalty program right so that is the offer you're going to make now I know what you're thinking hey Bader it's not everyone is going to buy a 12-month program that's okay you can also sell a month-to-month program a month-to-month agreement now I know you're thinking and your probably going to ask her on the iPad in just a moment can I also offer a six-month program a three-month program no the answer is no I've tested it all out trust me I have over 240 clients in my mastermind group and all of them use the process that I'm teaching you here and every single one of them makes multiple six figures and about twelve of them makes seven figures in their personal training gyms and boot camps and they use this model it's either a 12-month program or a month-to-month program if you offer anything in-between you're now going to confuse the prospect who's across from you and you'll see that the pricing structure just doesn't work when I show you in just a moment right so stick with me here stick with me 12-month program and a month number thirteen that goes into automatic reoccurring month-to-month payments or a month-to-month program now a month-to-month program I want you to remember that this doesn't mean that you sell them a month and then next month you got to sell them again all this means is they're not committing for a 12-month period you see what I mean they're not committing for a 12-month period but they are committing to paying you automatically with EFT electronic fund transfer or auto debit from their credit card or checking account on a month-to-month basis they can cancel anytime the 12-month program however they can't cancel anytime if they do cancel the 12-month program let's say six months into it they want to cancel then you're going to prorate the difference see because the month-to-month program is slightly more expensive anyone who doesn't finish the 12-month program has to pay the difference between the month to month program and the 12-month program and I'll explain that in just a moment as we move on so then how do you structure your pricing you ready for this here we go now for one-on-one personal training which is what I offered way back in the day when I had my five gems for one-on-one personal trainings if it was a month-to-month program I would do a $10 increase so let me show you what I mean I would sit across mrs. Jones notes in mrs. Jones we have three types of personal training programs for you you can train with this two times a week three times a week or four times a week right now if you come and train with those two times a week it's only forty dollars per session and that's on a 12-month agreement if you want to pay month-to-month it's fifty dollars per session now keep in mind I only did 30-minute sessions right this was about 15 years ago so $40.00 per session is the equivalent of about $80 per hour right not bad and so I would say if you want to train with those three times a week it's $35 per session so you see how the more sessions they bought they save per session it's thirty five a session but if you go a month-to-month it's 45 a session and of course the four time a week program is $30 per session if you go and commit to a 12-month program like 80% of our clients do but if you go month-to-month it's uh what was that 30 so it's thirty five a session right or at forty a session you see what I mean we're going up by $10 increments between the 12-month agreement and the month-to-month agreement and it's important to do that because it puts you in a position where you're offering them a tremendous deal if someone's even going to train with me two times a week at $45 per session right that means if they commit to a 12-month program they're saving a couple hundred dollars almost $200 a month I mean that is that is not bad right that is not bad so that gives them the incentive to commit to a 12-month program and that's what you want that's why you have to have that price disparity very important now for group training or bootcamp prices right you're going to add $50 more per month for a month and month program so I might say all right well mrs. Jones we have our 12-month program you can come unlimited times to our group training or boot camp program and it's whatever let's say 197 a month right now if you want to just go month-to-month and you don't want to commit for 12 months then it's 247 per month $50 more per month of course 87 percent of our clients and this is true with Fit Body Boot Camp my franchise that we started right 87 percent of our clients commit to a 12-month program so they pay $50 less per month which puts us in a great position we have reoccurring income committed to come in and they of course are paying $50 less per month and getting a smoking deal it's a win-win for everybody right so I hope you understand how the pricing structure is going to work here now then how to position an offer like this right because if you come from the world of you know I'm selling one or two sessions at a time or blocks of 5 and 10 sessions at a time or if you're even selling just one month of boot camp or two months of boot camp at a time then you have to go and resell the more boot camp or group training this may not be making sense to so let me teach you here how you're going to position this offer ready 1 you're going to let every single client know that hey we are a believer in the results based programs you know mrs. Jones if you have 30 to 50 pounds to lose it's not going to happen in five 10 15 sessions it's not going to happen in a month or two we believe in results based training and that means you have to commit for a long period of time one question that I always ask the prospect across for me is I said how long has it been that you've been unhappy with your body in your weight and typically that's a man for the last five six seven years you know I gained this unwanted weight 30 40 50 pounds and kind of stuck on to me for the last seven years I said well isn't it great then the next 12 months you're going to get rid of all that weight and then we're going to teach you how to make it a lifestyle to keep it off see when you give them something to compare against if you let them tell you how long it's been since they've put this weight on five years eight years ten years what's 12 months to get it off and keep it off right so we're all about results based training here mrs. Jones and if you're one I want to just kind of and touch the water out then we're probably not the personal training facility for you but if you want to commit to a program get the results and let us teach you how to maintain it right then you're going to commit to a program and you're going to save money by doing it right you save money per session you save money per month for boot camps it's a win-win for everybody and of course what else do we tell them we say look I'll help you get to your goals I will get you to your goals and then I'll help you maintain those goals and make it a lifestyle because you're probably thinking well what happens if I have a client who's got 1520 pounds to lose I get it you can write them a meal plan you can train them for 60 or 90 days I get that and then what then you're going to let them go just because they lost the weight and they followed a meal plan doesn't know doesn't mean that they know how to maintain a program like that doesn't mean that they know how to stay on top of their own own meal plans doesn't mean that they know how to cut out the emotional eating habits right that takes months and months and months to break those old habits and rituals that they have right I had a client tell me one time that it's she goes I'm like Pavlov's dog I just go to my my island in my kitchen every night before bed and only three or four spoonfuls of peanut butter and jam like why do you do that she was even though I've lost all this weight I still do that and then I gain a few pounds back then if I can fight it off for three or four days I gain those couple I lose those couple pounds and I realized real quickly that they can follow a meal plan and get to their goal but it takes a few more months extra to help them maintain their goals and teach them the lifestyle does that make sense and that's what you want to do and that's how you want to position and sell this offer so then here is what you will need to start selling larger full-on training programs and and you know the cost several thousand dollars like in my gym once I had figured it all out man oh man I was selling six seven eight nine thousand dollar personal training programs and Samantha Taylor by the way who's in my seven-figure formula mastermind program this woman sells like eleven to fifteen thousand dollar training packages right that's what you want and that's for a year by the way so it's a really cool process because you get money up front if you want by doing a paid in full because think about this if someone commits to a 12-month program right let's just walk through this if someone says yes I'll do a 12-month program because it is ten dollars cheaper per session well you're not just going to stop there you're going to go great fantastic you're on a 12-month program and you going to train with us three times a week one-on-one right now before you swipe that credit card or ask for a check you might say hey can I show you how to get 10% off or can I show you how to get 10% off and get three free sessions on top of the twelve months that you're buying they're going to say yes show me well if you pay the entire year off in full I'll take ten percent off and give you three free sessions wow that's amazing and that's what I used to do so if a client actually bought let's say a two time a week program with us two time a week one-on-one I'd give them I'd say look if you pay in full I'll give you 10% off and give you four free sessions right the reason I would do that is then I would say this way your first month you can come in three times a week instead of two times a week and start seeing faster results and then after your first month then we can go down to a two time a week program like you're purchasing and so that made sense to them they get four bonus sessions they get ten sorry they get 10% off about twenty thirty percent of my clients would pay in full so I get a anywhere between a $5,000 and a seven or eight thousand dollar check or credit card swipe that felt good and I wouldn't go out blowing that money I put that money in the bank and use it over the twelve month period that that client is onboard right so you got to have good money discipline otherwise I can teach you how to make a crap ton of money but then you're going to go and blow it and then know all these taxes what you don't want to do but remember you're either selling 12 month recurring programs or and you're going to offer a opportunity for them to pay it off in full for a discount and a few extra sessions and you could do that whether you're doing one-on-one sessions groups or boot camps so what are you going to need well first thing you're going to need is you're going to need a new sales agreement a new sales contract right and you can have this in digital format or paper format doesn't matter but you need one that specifically has a 12 month option on there that's on a reoccurring basis that goes to a month to month program starting month number 13 this way you never have to resell someone even at the end of their 12-month program because the program never ends it only ends when they come to you and say I want it to end I want to stop right so thing thing one is that second thing you need is you need some kind of EFT or auto-debit processing system now that could be mind-body online that could be Zen planner or any any bona fide legitimate you know personal training boot camp front desk software why is that important well you want to be able to track these clients you can have a whole bunch of clients now paying you on a reoccurring basis right you want a software that processes their credit card or their checking account every month and it sends you a report that says all right you've got 150 clients on the recurring programs these 18 this month their account was delinquent you are going to have some delinquencies and that's why you need a client follow-up system so that you can have an admin or an assistant or maybe yourself or your business partner whoever can follow up with the clients who are delinquent because sometimes their delinquent because their credit card was maxed out other times their delinquent because their credit card has expired other times they might be delinquent because their credit card was stolen and they just completely forgot to update it with you so you do need a client follow-up system so that you can update credit card information payment information does that make sense but you definitely need those three things otherwise you're going to be in a position where now you're trying to run it through PayPal and that's just a janky wait of doing it if you don't have a signed agreement now you've got someone who's committed verbally orally but has never really committed on paper and so technically they can go to their credit card company and ask for a full refund and you'll have to give it to them right and of course the third or fourth and final thing you'll need is a 12-month sales closing process right so the way you're selling today will not work the way you want to sell is being an assistant buyer and constantly positioning the benefits and value of a 12-month program and so many of you who are watching this already have my program close clients if you don't have close clients then go to close clients comm and pick it up but that's what close clients is it teaches you how to sell high priced personal training or bootcamp programs right on the 12 month pro that's what you want so then how you'll benefit from running a program like this where you're selling 12-month programs and selling high-priced personal training of bootcamp sessions right one you're going to start off each month with money in the bank how great is that remember what we talked about earlier if we had first month 10 clients second month 15 clients right third month now we're up to 25 clients paying us on a recurring basis then I know the first of next month that I have 25 people that I'm going to ding their credit card or bank account and get money into my bank account and then I'm going to service them and train them for the remaining month right that is a really good feeling to know that you've got money in the bank and that you're not starting from 0 each and every month oh that's such a anxiety provoking feeling to feel like you're starting at 0 every month right you don't want that or the feeling of walking up to a client because they just used up their last session and having to sell them on a program again like you did a month and a half ago and then maybe maybe maybe get an objection oh man you don't need that all right so another way you're going to benefit is you can have cash flow to market and grow your business remember being in business gets more expensive every month that's just the way it is that's how the world is right so you need cash flow coming in on a recurring basis so that you can market and continue to grow because remember with Jim Franco my mentor said if you're not growing you're dying right none of us here want to die all right of course it puts you in a really good place because you can put yourself on a salary once you have predictable reoccurring revenue coming in on a month-to-month basis you can actually put yourself on a salary listen if you want to turn pro if you want to be good at what you do as an entrepreneur you deserve to be on a salary right how shitty is it that we have amazing fitness professionals worldwide who are great at what they do help people transform their lives but your income is so unstable how shitty is that you know what I mean you do know what I mean right I don't want that for you I want you to have a consistent rig income a salary a good salary and then whatever money is left on top of your salary in the bank account you're going to leave some in the bank right to build and grow your business and the others are going to take out as a bonus for you good for you you deserve it that's the difference that's the difference between the trainer who's kind of going to survive today and thrive tomorrow versus one who actually has a business that constantly feeds them a reoccurring decent solid salary you need that you deserve that and of course the last and final benefit to you on this actually there's a lot of benefits but these are the four big ones is you are going to actually 10x you're going to increase the value of your business see if here's why I was able to sell my five gems out there in San Diego for many many many dollars right actually for multiple six figures are you ready for this now my profit margins I got to be very honest with you here I'm an open book my profit margins for my one-on-one personal training gyms or very low I was hovering between eleven and fourteen percent profit margins now our Fit Body Boot Camp locations because it's boot camp and the payroll is really low see I had high payroll in my one-on-one personal training gyms so my profit margins were small and so I still got multiple six figures for my five gyms right well now we have Fit Body Boot Camp locations top operating in like 40 45 50 percent profit margins because it's one on many one trainer many clients profit margins were through the roof but that's what you want the higher your profit margins and the more reoccurring your income and predictable your income the more likely someone is going to buy it from you you're thinking well women I'm not looking to sell my business yeah you are we are all building businesses to sell or to leave to our family as a legacy and either way you do it you're going to want to build a reoccurring model into your business if you're going to sell it then the buyer wants to know that there's predictable reoccurring money guaranteed to come in they will give you more money for your business if your business has recurring revenue coming in right and that's what they bought from me they bought 12 months of receivables they looked into all my sales agreements and they go wow okay we are buying 12 months of receivables from you trainers are staying and all that stuff right now if I wanted to of course I could just wait and pass that along to family but either way don't I want to put my kids in an awesome position where I'm passing along a business to them that's stable and reoccurring instead of unpredictable so whether you're going to sell it or keep it you do want to make a business predictable make sense I hope so so then you're probably wondering how can I get coaching from you to learn how to this stuff into my business it is really simple you'll just go to fitness business ignition calm now if you're watching this and you're curious about joining my mastermind or high-level coaching programs you can't the reason is it sold out we've got a waiting list of about 18 people who have money but we just have no room to take them into our mastermind programs because there's only so many seats in a mastermind that we can put in right however I've got fitness business ignition that's significantly cheaper and more affordable than a mastermind program that I run and fitness business ignition is something that I do online so you never have to actually fly out to me you never have to come and get on a plane or rent a hotel any of that stuff every month we give you an awesome resource site a giant massive vault with tons of information on how to grow your business systems swipe files sales agreements that you want to need right coaching marketing support you get all that every month I do a live webinar where then you can ask QAS sometimes I'll do a live cast like this and our private group that we have but we've got over 600 members now 600 personal trainers in that group that I coach and consult and what's really neat about that is they're all growing their business from the comfort of their home you just have to take action on the stuff that we teach you use the resources that I give you during the live webinars we do q and A's and you definitely get your marching orders and then if you need more resources then you go into the vault and you get the resources that you need if it's more marketing if it's setting up Facebook Ads if it's how to get referrals if it's how to convert clients how do I get retention at a higher place right all that stuff it's really neat and of course you get weekly action and accountability calls that is important because every week we want to make sure you're taking action you're being accountable to the action steps that you're supposed to take so that you can see a quantifiable growth in your business right and finally of course like I said we have a massive resource vault that continues to grow every time I do a live webinar for our fitness business ignition coaching clients we record that live webinar and then we upload it anytime anyone in the group has a really awesome promotion that they run or an offer that they run we ask them for it and then we upload it into the group so the group really helps itself elevate to a higher level and you'll be working alongside other fitness professionals from all over the world right so we've got a private Facebook group we got live webinars that I run weekly accountability and and support calls right which is really important and of course a resource vault so if you want to try it out for 30 days for ten dollars be my guest it's 30 days for ten dollars and then if you like it and I can help you in the first 30 days I can make you money in the first 30 days and I know I can then it's going to be 99 dollars a month after that that's about three bucks a day right kind of a no-brainer so then I hope you had a great time on this program with me thank you so much for joining me on the Facebook live cast again it's a really fun thing that we're doing right that you can actually broadcast worldwide using social media think about this I was just telling Rob earlier who's right behind the camera that 30 years from now we are going to be telling our grandkids that we were the pioneers of live broadcasts on the Internet how cool is that so again if you want to join me in my coaching program go to fitness business ignition calm thank you so much for spending time with me have an awesome week