Too Many Clients???

This sounds quite strange particularly considering today's economy. If I told you that you had too many clients you might look at me as if I had two heads. But I would contend that many "successful" trainers have way too many clients........... Before you switch over to the the latest insane YouTube video, let me explain.Whenever I meet a trainer that wants to prove how successful they are, I pose this question (Actually this information is usually volunteered to me, and of course inside I laugh): "How many clients do you have?" I often received some inflated number in an attempt to impress me, and almost 90% of the time I know the person is lying. I hear crazy numbers like 15-20 clients, sometimes more. Unfortunately, most trainers take pride in how much they work, instead of how profitable their businesses are. (15-20 clients training 2-3 times per week for an hour, is just way too much work for me. In fact, training clients for an hour is just too much work.) Whenever I hear these large numbers of clientele I immediately know one of three things, either this person if already a member of the Fitness Mastermind Group and have learned to leverage their time to earn greater profits, they have figured out the way to maximize profit through trial and error, or they are charging crumbs for their services. Which category do you fall into? If you charge bargain basement prices for your training, then you will never be without a client. But I guarantee you that you will be the next trainer to burn out, because you will not be making the money you need to build a comfortable future. Most don't make the money they desire because they lack the confidence to charge what they are worth.

Building a business is about improving your offerings and developing a brand. How is it that some trainers can only charge $25 for a 30 minute session, and I can charge $75 for the same 30 minutes with a waiting list of clientele? Or that those that claimed to be unable to afford my rates have placed deposits with me for training sessions to be paid for with their tax refunds (But we will get into the "Stimulus Training Package" later)? Creating a successful business is about quality of of life, not quantity of clients. Want to start making more money right now? Make your training services the best, not a bargain............. And if you are smart enough to be too impatient to discover how to effectively build higher rates for your business, join the Fitness Mastermind Group right now!

"If it doesn't make dollars, it doesn't make sense!"

Living Green: Protecting Your Financial Environment

Financial success in any business is dependent on the surrounding environment. Factors such as competition, consumer demand, and the economy (particularly more recently) all have an impact on your business. In order to leverage these factors and tip the scales in your favor, it is important that you utilize sounds strategies to manipulate the environment. Promotion, positioning, and products/service offerings can make or break your organization, and that's even before you can even begin to think about price. Living green means creating an environment in which you can earn more, and do so more efficiently.

You have heard me or a number of occasions stress the importance of worth over price. Pricing can cripple your success, whereas worth can cause your profits to explode. The question is are you brave enough to charge what you are worth? ...........Let's back up, better yet, do you know what you/your time is worth? Are you simply setting a price without regard to whether that price point reflect the value of the offering? As a rule, your "pricing" should be established as merely a fraction of the value imparted. In fitness I always make the statement, "Million dollar service, at a fraction of the price." By maintaining such a mantra when considering the level of service or product that your provide to consumers, one is more able and confident to charge a price commensurate with the value. I know you are saying "everyone can not afford the price that I charge," and you are absolutely right. Just as everyone can not afford to buy a private jet or rent out a island. It is at this juncture that you must determine what is right for your business. Are you willing to sacrifice your organization's reputation and possibly sabotage your price structure in future business merely to gain one more customer? More often than not, it is that one more customer that costs your more than you gain, in wasted time and lost profits. Why should you go out of your way to serve someone that is not paying a premium for what you offer? If you want to help people..........DO FOR FREE, VOLUNTEER. Engage in charity services which can raise the profile of your operation.

"If it doesn't make dollars, it doesn't make sense!"

The Easiest Way to Make More Money Now

Even in a tough economy, there is a simple way to make more money right now. There is not trick to this one, its so simple that you have probably overlooked it many times. Drum roll please.............CHARGE MORE!!!!!!!! Remember, its not what it costs, its what its worth. If the products and services that you offer are superior to the competition, why compete with inferior offerings on price? But it is critical that what you are offering is worth the price. Particularly in an unstable economy, consumers want value for their money. If your organization lacks great customer service, its time to get out of the industry...............or any industry for that matter. In today's financial climate corporations are fighting for every dollar from customers. But with the right product or service, buyers will be fighting for you. Get out of the business of attracting the masses. Focus on the few valuable customers that make up a majority of your business (Remember the 80-20 rule).Health and fitness is vital to individuals as well as the economy. Good health keeps medical costs down, allows for better productivity, and the opportunity to generate more income. Think about, how many successful people take great care to maintain good health?

In a period of closeouts and discounts, I propose that you increase and expand. Offer clients more service, more effective products, and above all else charge accordingly. I have attracted more clients into group training and buddy sessions than ever before. By doing so you are able to save clients money, reduce the time you train clients, and make more money. Do the math, train 5 clients at $30 each for 1 hour, or 10 clients at $10 each for 30 minutes. Compare that to trying to squeeze $150 or $100 out of one client. Now I'm not suggesting that you cannot attract a single client that can afford to pay $150 for an individual session, in fact I have a number of them myself, but you gain more exposure and reduce your risk of losing the income from one client down the line by training in groups.

"If it doesn't make dollars, it doesn't make sense!"

The Easiest Way to Make More Money Now

Even in a tough economy, there is a simple way to make more money right now. There is not trick to this one, its so simple that you have probably overlooked it many times. Drum roll please.............CHARGE MORE!!!!!!!! Remember, its not what it costs, its what its worth. If the products and services that you offer are superior to the competition, why compete with inferior offerings on price? But it is critical that what you are offering is worth the price. Particularly in an unstable economy, consumers want value for their money. If your organization lacks great customer service, its time to get out of the industry...............or any industry for that matter. In today's financial climate corporations are fighting for every dollar from customers. But with the right product or service, buyers will be fighting for you. Get out of the business of attracting the masses. Focus on the few valuable customers that make up a majority of your business (Remember the 80-20 rule).Health and fitness is vital to individuals as well as the economy. Good health keeps medical costs down, allows for better productivity, and the opportunity to generate more income. Think about, how many successful people take great care to maintain good health?

In a period of closeouts and discounts, I propose that you increase and expand. Offer clients more service, more effective products, and above all else charge accordingly. I have attracted more clients into group training and buddy sessions than ever before. By doing so you are able to save clients money, reduce the time you train clients, and make more money. Do the math, train 5 clients at $30 each for 1 hour, or 10 clients at $10 each for 30 minutes. Compare that to trying to squeeze $150 or $100 out of one client. Now I'm not suggesting that you cannot attract a single client that can afford to pay $150 for an individual session, in fact I have a number of them myself, but you gain more exposure and reduce your risk of losing the income from one client down the line by training in groups.

"If it doesn't make dollars, it doesn't make sense!"