Fall is here...

For us summer pretty much wraps up this
weekend.

Tyler starts back to school on Tuesday and
his fall soccer tryouts are Saturday.

For me fall means laying the groundwork for
the upcoming year.

I'll be going to the Ryan Lee Bootcamp, the
Send Out Cards national conference, Club
Industry and the Dan Kennedy Info-Summit
as a means of furthering my education.

I'll be designing the marketing calendars for
our health club, the IYCA and PTU.

We'll be developing the offerings for all of
our businesses so we can focus on marketing
them during the first part of the upcoming year.

And we'll start doing the 'heavy lifting' on
getting our Youth Fitness Franchise launched
in 2009.

I've always loved the fall because it basically
separates the winners from the losers.

It was that way when I coached and it has continued
to be that way now.

If you want the next year to be great, you can't
start laying the groundwork for it in the last week
of December.

No - you have to start in the fall.

So start planning what revenue streams you're going
to add in 2009 today.

Start developing next year's marketing calendar
now.

If you want 2009 to be the year you make more than
ever before - and work less - then you need to
start making that happen today...not December 31st.
So do me a favor, grab a notepad and a pen this
weekend and start jotting down what you want
to have happen next year.

Then spend the next couple of weeks turning
those goals into a plan.

You'll be well on your way to making more and
working less in 2009.

Dedicated to your success,

Pat

P.S. - If you're ready to develop a business
blueprint for 2009, take advantage of our trial
offer here:

http://www.fitnessbusinessrevolution.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Using PR To Generate Business

adsdsf,

Public Relations as a marketing strategy can take
the form of writing articles or columns for local
newspapers, magazines, websites, offering an
advice column, being a content expert for the
media; television, radio or newspaper interviews,
writing a press release, or having stories
published about your clients and how you helped
them.

Public Relations can be great for building
credibility and prospect awareness, but generally
does not result in an immediate surge of sales.
The major benefit of PR is that it positions you
a recognized expert and creates awareness of you
and your services.

Getting press coverage for your business just for
the sake of seeing your name in print is a
complete waste of time. Public relations should
be an integrated part of your overall marketing
strategy.

As a fitness professional, the easiest way to get
media coverage is to start locally with your
neighborhood or regional newspaper. It's easier
to get your message heard by them then the
national press also they are always looking for
good stories about local business owners. Getting
local coverage can lead to larger coverage. Also,
don't forget local newsletters and similar
publications. They are generally much easier to
get into and can help set you apart as a
recognized expert.

When you pitch a story have an angle. Ask
yourself, why is my story newsworthy? What's
different about my service or my business that
goes against the norm? Don't try to use the
reporter as your sales person. They hate a slick
sales pitch. If you simply want to sell your
services - buy an ad.

A great way to go about this is to piggyback
current events or to make your pitch about one of
your clients and how you have helped them. Make
your client the subject of the story. This
approach has the added benefit of giving you a
client for life. Like I said - whenever possible,
try to tie it into a national event or trend.

When you get press coverage be sure to leverage
it.

Here are 6 ways you can leverage the press you
get for maximum effect:

1. Send out a press release when your article or
interview comes out.

2. Create a press kit that includes your bio,
company overview, services offered, and all the
interviews or articles you have done.

3. Put your press kit on your website by making
it electronic.

4. Get reprints of your article and send it to
your prospects as part of their direct mail
package.

5. Send your press coverage to your local chamber
of commerce if you belong. They are always
looking for good stories about their members to
print up in their newsletters.

6. Use your coverage to land speaking
engagements. Send a reprint of your article to
pertinent meeting planners and associations you
want to speak at then follow up with a phone call
to pitch your presentation.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - Would you like a complete client attraction
system to follow and over 20 done-for-you,
ready-to-use marketing tools that will produce a
never ending stream of new clients? If so, go to
www.megamarketingforfitness.com
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=27

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=27

Do You Have Raving Fans?

One of the things that separates those
businesses that grow virally from those
that have to force growth is that they turn
customers or clients into raving fans.

Think about the businesses or products that
have grown by getting their customers to
rave about them:

::Starbucks

::MySpace

::Facebook

::Firefox

::Mac Computers

::Ipods

::Harley Davidson

::Whole Foods

Holly's Fit Yummy Mummy has a touch
of that 'raving fan culture'...she went to
a cookout some local 'Fit Yummy
Mummies' were having last night.

Do you think there are many other e-books
online that lead to customers going on
shopping trips, meeting for dinner or holding
cookouts to get together?

I'd be surprised if there were any.

When you create raving fans, they become
your marketing army.

They talk to everyone about your business.

They become your walking, talking billboards.

Plus they almost always buy your back end
offerings.

So forget about creating satisfied clients and
customers.

Create raving fans.

Dedicated to growing your business,

Pat

P.S. - Today is the last day to get Rocco's
Ultimate Consultation System for 29 bucks.

After midnight it goes to 67 bucks, so grab it
now:

http://www.ultimateconsultationsystem.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

A Quick Way To Make Some Dough

One of the things that I try to do with our business
coaching clients is try to help them uncover the
'acres of diamonds' in their own backyard.

Sometimes we focus on reactivating old clients.

Other times we leverage the relationships that
our client's clients have by running referral
campaigns or tapping into their network and
doing speaking engagements or developing
corporate programs.

Sometimes it can be as simple as recycling old
programs by packaging them with new titles or
having new themes. A 12 week weight
management program might become a "Shape
Up For Summer Program" or a "New Year's
Shape Up Challenge."

Another one of my favorites is packaging what
you do successfully and selling it to others so they
can replicate your success. That's basically what
we've done with many of our products and what
Rocco did when he launched his Ultimate
Consultation System.

Just yesterday at our health club we took all of our
missed sales and are going to go back through and
make them a special offer tied to the 3rd Anniversary
of the club.

Just one more way of using the assets already at our
disposal.

What do you have at your disposal that you can turn
into profits:

::Former clients that can be reactivated?

::Clients that can refer business?

::Stale programs that you can breathe life into?

::Missed opportunities to upsell your clients?

::Old leads you didn't follow up with?

There are probably anywhere from 2 to 10 opportunities
for you to leverage the assets you already have...

...don't waste them:;)

Dedicated to your success,

Pat

P.S. - Rocco's Ultimate Consultation System has been
'flying off the shelves'. The price more than doubles
Thursday at midnight - so grab it now:

http://www.ultimateconsultationsystem.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Two Valuable Lessons

adsdsf,

I read a lot. I really believe that Dan Kennedy
was on target when he said:

'Rich people have large libraries, poor people
have large TV's.'

So as I compiled the chapters as they arrived - I
read and re-read them looking for strategies and
tips that I could apply to our business.

And while I've picked up over two dozen ideas or
tips that I could apply to our businesses, what
really fascinated me was the two lessons that
were obviously keys to all these fitness pros
tremendous success.

While all of the authors businesses were
different from one another - every one of them
had these two things in common:

1. They took massive action.
2. They utilized the power of leverage.

Taking Massive Action

All the Fitness Riches authors have been willing
to 'go after it.' No excuses in this group.

What's interesting is that as I got to know
them what I found was they faced the same
obstacles that we all face:

'No money'
'A family to support'
'No credit'
'Poor Location'

...and all the other hurdles that others let
stand in their way.

The difference for these 'cream of the crop'
trainers was that they had a vision for what they
wanted from their life and their career
and they went for it without letting anything
stand in their way.

They understood that opportunity and security are
inversely proportionate. So rather than just
dreaming about having a successful health club,
studio or training business - they went after
it.

When things went wrong, they kept going - and
they prevailed. I'm convinced, the difference
between the successful and the unsuccessful is
above all else - the willingness to take massive
action.

The Power of Leverage

We all have assets available to us that can help
propel us to greater success. The authors have
all figured that out and utilized their assets to
maximize their success.

Let me give you some examples of assets and ways
to maximize them:

1. Time. You could train small groups instead of
individual clients. You could create systems (or
utilize one like Craig Ballantyne's) so you don't
have to continually repeat the same tasks.

2. Clients. You can increase the lifetime value
of each client by training them longer, more
frequently or at a higher price. You can sell
them back-end offerings like nutritional
supplements.

3. Staff. You can hire a staff and leverage them
so that when they are training clients you make
money. Just be sure you have a system. More
about that later.

4. Knowledge. You can create products based
around your knowledge and sell them. Waking up
to new orders that you received while you were
sleeping is a great feeling (I was at an
amusement park during the launch of http://www.fitness-riches-book.com/)

5. Contacts. You can get referrals from
contacts. You can get business opportunities. I
compiled a book based on my contacts. (http://www.fitness-riches-book.com/)

Find ways to leverage what you have. Make a list
of your assets and start to explore ways that you
can leverage each of them. That's step number
two to success.

Dedicated to Growing Your Business,

Pat Rigsby
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=25

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=25

Every Successful Trainer Has…

..Multiple Streams of Income.

I don't know one single trainer that earns
a substantial living that doesn't have
multiple streams of income.

In our first training business we had:

:: One-on-one training
:: Supplement sales
:: Group training / Bootcamps
:: Weight management programs
:: Speed camps

Some were designed to maximize the value
of our current clients (supplements, weight
management programs).

Some were designed to reach a new audience
(weight mgt. programs and speed camps).

Some were designed to maximize the value
of our best trainers' time (any group offering.)

This approach allowed us to avoid lulls during
slower months and generate revenue spikes when
we needed the ca.sh.

Now we have a variety of income streams:

:: Health Club
:: Personal Training Business (In Club)
:: Supplement Revenue
:: Information Products
:: Consulting / Biz Coaching
:: Affiliate Sales
:: IYCA
:: Send Out Cards
:: Rental Property
:: Fit Yummy Mummy
:: Trainer's Inner Circle

The same concept applies - this allows us to
leverage different strengths, avoid lulls in
income, generate ca.sh if needed and leverage
our key people's strengths.

Regardless of whether you want to focus on
building multiple streams of income within
your existing business or developing
complimentary businesses - like a bootcamp
that compliments your studio or an infoproduct
that documents your successful training system -

you need to create them and create them now.

Not only will it make you recession resistant,
it will force you to leverage your strengths -
always a great idea if you want your business
to reach it's potential.

Dedicated to growing your business,

Pat

P.S. - One of the best trainers I know at creating
Multiple Streams of Income is Rocco Castellano.

He's done just about everything you can think of
in the fitness industry - and made mil.lions doing it.

Jim Labadie and I got him to share one of his
best systems for generating revenue - and he's
offering if for a huge discount as a favor to Jim
and I for a few days...click here to learn more:

http://ultimateconsultationsystem.com/

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

A Business Rule To Live By

Often a person that has some degree of
success in a field or endeavor seems to think
that they can replicate that success anywhere.

Rick Schaden founded Quiznos and enjoy tons
of success, eventually reaching Entrepreneur
magazine's top 5 five franchises.

So Rick decided that the fitness industry would
be his next conquest and he launched 1-2-3 Fit.

It didn't work out as planned and 1-2-3 Fit is
apparently going to file bankruptcy and is
currently being sued by over 50 franchisees.

What was his mistake? Well - there could have
been many, but one I know for sure is that he
got too far away from his core business.

One of the key things that I think you can do
to maximize the likelihood of your own
business' success is to not move too far away
from your core business.

If you one-on-one training, open a bootcamp
or a studio.

Heck - even open a gym.

Package your knowledge and sell it as an
information product.

Don't open a sports bar.

Sounds simple - but I'd recommend taking this
a step further - let me explain.

I as talking to Steve Preston the other day and
we were discussing his business.

He's already successful and established in one
niche but was considering going into another
niche that he didn't have any presence in.

After talking for a while, Steve and I came to the
conclusion that he'd only achieved about 15% of
the potential business he could in his current niche.

We figured out a variety of offerings that he could
create that were only a couple of degrees away from
what he currently offers - and were potentially
VERY lucrative.

That's something I think more fitness pros should
consider - find ways to completely dominate the
niche you're in, rather than seeking out a new
niche.

The grass isn't always greener on the other side.

So the moral of the story is this...don't stray
too far from your core business. Instead - look
for different ways that you can maximize what
you already have, do and know.

Dedicated to growing your business,

Pat

P.S. - If you want to discover virtually everything
you need to know to build an ultra successful
fitness business, you can learn it here, with an
investment of less than ten bucks:

http://www.fitnessbusinessrevolution.com/trial-offer.html

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Think BIG, Start Small

adsdsf,

"Anything worth doing is worth doing well."

That's how the phrase goes, right?

My take on it is a little different, here goes:

"Anything worth doing is worth doing poorly."

Huh?

Rarely is someone great at something the first
time they try it. But, the ones who become great
are willing to start where they are and invest
the sweat equity necessary to do it well.

So if you're going to dream big dreams, be
willing to put your ego aside and start small.

If you want to be a great public speaker, go
speak to a small social group for free.

If you want to write articles for magazines or
have a book in Barnes & Noble, start writing and
submit articles to e-zines or print off a few
copies of your book at http://www.lulu.com and
pass them out to anyone who will read them.

If you want to start training athletes - train
some for free until you've proven that you can
get results.

Do the things that are within your power to do -
and do them NOW.

Don't sit around and wait for your big break -
it's not going to find you.

You have to find it.

Side note: The reason I wrote about this was that
someone I was talking to today suggested to me
that they were just waiting for their "big break"
like the one that I got.

We were talking about goals - what their's were
and what mine was. Strangely enough, our goals
were similar and we set them at similar times.
But I got the "big break" of moving to a town of
23,000 that I had never been to before in
arguably the most fitness-unfriendly state in the
country to start a business with only about
$1500.

Add to this that I never had owned a business and
most of my professional expertise was in training
athletes or coaching baseball. Needless to say
that this wasn't exactly what I had in mind when
I was envisioning my 'big break' on the path to
my goal of being a millionaire doing what I
enjoyed. (Yep - that was my goal when I decided
to leave coaching).

Not there just yet - but my 'big break in
disguise' led to countless other opportunities
and a thriving business that has laid the
foundation for me to achieve my initial goal.
(There are different goals now - but I won't bore
you with those.)

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=23

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=23

The Truth About Lead Generation

adsdsf,

Let's talk about lead generation.

Basically, this is how you go about getting
prospective clients to consider you for their
fitness needs. Frankly, most fitness
professionals don't really understand how this
process works at all. Do you?

Over the weekend I went into a couple of health
clubs and saw what I always see, a flyer or
brochure with prices and a few pictures on the
wall with each trainer and their credentials.

Crap. It's all crap. It's a giant case of
me-tooism where everyone does what they see
everyone else do. If you take brochures and other
materials from 50 different trainers and cut out
the names and faces, they're interchangeable.
This approach doesn't work and the people who
make a decent living using it do so in spite of
it...Not because of it.

You need to have a system to get prospects to
approach you...Not you chasing after them. And
you need to spend the bulk of your time with
people who can reasonably be expected to give you
their money. So here are ten tips for devising
your system:

1. Be clear on what this is. Training is a
business so money MUST be the predominate measure
of success. So you must consider your time
valuable, price your services to reflect what you
want to earn, and have a back-end system to
maximize referrals and lifetime client value.
Even though this isn't marketing, you must keep
this in mind because it's WHY you market to begin
with.

2. Create Credibility. Client testimonials are
PURE GOLD. Use them in every mailing, brochure
and ad. Have a testimonial book and Wall of
Fame.

3. Get publicity and leverage it. Write for the
newspaper or submit queries to magazines. Send
press releases to all you local media outlets and
don't hesitate to approach the national ones as
well. Not only will this get you leads hungry for
your expertise - but you can also leverage it by
copying these materials and making them available
to your prospects.

4. Specialize. Find a niche (or several) and
become the premier trainer in your town, state or
country in that specialty. People will almost
always choose the person who specializes in what
their concerned with over the general
practicioner. If you are having chest pains would
you rather see the cardiologist or your family
doctor. You can have more than one
specialty...Just don't promote them together.

5. Flow. It's simple...Supply and demand. Keep
marketing once you get clients, limited supply
makes your time so much more valuable to the
prospect and gives you power or control. Block
off your schedule and tell prospects what time is
available. You're no longer on call.

6. Make your marketing like a personals ad. Tell
the reader EXACTLY who you're looking for as a
client. They'll stand up and take action and the
tire-kickers will pass on by.

7. Give a reason for response. Offer a free
report or something similar to pre-sell and
pre-screen the prospect even further.

8. Put up the velvet rope. Make it clear that you
are accepting a select number of prospects.
Everybody wants what they can't have...And will
often pay a premium price for it.

9. Referrals. These are the most pre-qualified
prospects of all. They know what you do, how much
you charge and have acted on a testimonial from a
friend, family member or co-worker. Create a
referral system and make it the core of your
marketing efforts.

10. Strategic Alliances. Find businesses with the
same type of client that you work with. Create a
relationship and have them market you to their
list.

Obviously, this list isn't comprehensive. If you
want more details about Lead Generation, check
out my complete client attraction system with
over 20 done-for-you, ready-to-use marketing
tools that will produce a never ending stream of
new clients by visiting

www.megamarketingforfitness.com

Dedicated to Growing Your Business,

Pat Rigsby

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=21

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=21

When Quitting Is A Good Idea

In today's world the word 'quit' has a
real negative connotation attached to it.

Everybody - including me - sings the
praises of persistence...and with good
reason.

But there is a difference between persistence
and stubbornness.

Persistence is sticking to something when
there is still a good chance of making it
work.

Stubbornness is continuing with something
when the likelihood of success is minimal.

So I'm going to go ahead and say it once and
for all:

Quitting isn't necessarily a bad thing.

Let me give you an example:

A few years back Nick and I owned a smoothie
bar.

As people became more and more comfortable
making purchases online - our sales
diminished.

There was no way we could match the prices
online retailers offered.

So, through lots of marketing and hard work
we were still profitable - but the smoothie
bar provided - by far - the lowest return on
our time.

So we cut it loose.

It wasn't that we couldn't make it profitable.

It just would never be as profitable as the other
things we could invest our time and resources in.

So we quit the smoothie bar business.

Sometimes you need to quit swimming upstream
because your unwilling to quit.

There have been several times in my career I
should have quit something sooner - but didn't
because I refused to quit.

Don't make the same mistake I did.

If you are working on several projects and one
of them seem to be like fighting a continual
uphill battle - drop it and focus on the other
projects.

You'll be much happier.

Dedicated to your success -

Pat

P.S. - Yesterday I told you about the Ryan Lee
Bootcamp. This is a MUST attend if you want
to find the easiest path to where you're trying
to go. Sign up here before it sells out:

http://www.tinyurl.com/ryanlee

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

My Breakthrough Moment(s)

The turning point for our business was
the first Ryan Lee Bootcamp.

Prior to that we'd had a successful training
business and had just opened a health club,
but we didn't really see the opportunities
that were really out there.

It had never really crossed our mind to go
beyond running businesses locally here in
Kentucky.

We had never really considered sharing our
knowledge with other fitness pros.

Holly hadn't ever given thought to making
the programs she provided locally available
online.

I remember driving home - yes, we drove and
took a van with Nick , Holly, me and 3 members
of our staff - mapping out the change in our
business vision.

From there the Fitness Consulting Group was
born.

But on top of that, the second Bootcamp was
where we started really developing our network -
it's where we met Alwyn Cosgrove and started
developing the plan for the Ultimate Fitness
Business Success System.

It was where Brian Grasso and I first started talking
about working together.

It was where Jim Labadie, Nick and I started laying
the groundwork for the several businesses that we
work together on now.

The doors were opened for the third Ryan Lee
Bootcamp Tuesday - and I can't wait. Not only
will I be presenting (it's come full circle), but
so will good friends like:

Dax Moy

Alwyn Cosgrove

Jim Labadie

Brian Grasso

...and of course Ryan Lee.

There are very few points in my career
that I can identify as real key or turning
point moments:

Leaving the college coaching ranks.

Meeting and partnering with Nick.

Starting our first business.

Becoming Co-Owners of the IYCA.

I can honestly say both Bootcamps were
those types of moments.

They opened my eyes and opened lots
of doors.

If you're interested in the same happening
for you, join me at this year's bootcamp.

You can learn more here:

http://tinyurl.com/ryanlee

I look forward to seeing you there!

Pat

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Are you famous yet?

On Monday mornings Nick, Holly & I
meet with our 'super assistant' Melissa at
a local coffee shop to lay the groundwork
for the upcoming week.

Well, this past Monday I happened to pick
up the Louisville Courier-Journal that was
sitting on our table and immediately saw
a huge article about our friends Chris and
Kara Mohr.

The Courier-Journal has a circulation of
over 600,000, so a 2 page feature article
is going to get seen by A LOT of prospective
clients.

Funny thing is, Chris and Kara are already
tremendously successful.

They both write for major publications,
consult with numerous companies and
speak all over the country.

But that didn't keep them from sending a
press release to their local media.

Because regardless of how great they are at
what they do (and they are great at what they
do), most of those 600,000 readers don't know
who they are.

Well, at least up until Monday they didn't;)

Now thousands more people in the Louisville
area know all about Chris and Kara - and their
fitness bootcamp.

Think that will help their already successful
business?

I'd suspect it will.

I'm going to guess you're pretty good at what you
do too.
But does everyone in your community know?

Make sure that you're getting the word out.

Become a local celebrity.

You'll help more people and make more
mon.ey...the two primary goals of any
fitness business.

Dedicated to your success,

Pat

P.S. - If you want to learn about becoming
recognized as the premier fitness biz in
your community - and at the same time, the
most profitable - then you need to take
advantage of the trial offer for the
Ultimate Fitness Pros Business Success
System. Get your copy for an up front
investment of ONLY 9.95 here:

http://www.fitnessbusinessrevolution.com/trial-offer.html
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Tipping Point

adsdsf,

No, this isn't about the popular book (certainly
worth reading.)

It's my belief that everyone has tipping points.
Until you reach your tipping point, you typically
don't take action. Once you've reached it - you
have to act.

Think about it. How many people drive by the gym
saying "I'll start next week" or conclude every
week saying they'll start eating right on Monday?
I don't know, but it's safe to say that number is
much larger than the number of people who
actually take action.

Well, for the purposes of selling personal
training, my concept of the tipping point is
valuable for three reasons. Here they are:

1. If you work in a health club setting, often
people join the club because they've reached
their tipping point. They saw an unflattering
photo of themselves, their favorite jeans no
longer fit or their significant other just told
them to hit the bricks. This is obviously a great
time to help them achieve their goals by taking
them on as a client. When people join the gym
they're essentially saying that making a change
is important enough for them to part with their
money and their time. That's the big step for
most. Now simply get them to take one more step -
investing in personal training.

2. By asking the right questions in your
consultation / orientation / introductory session
(a.k.a. - sales opportunity) - you can help nudge
those people who are on the fence of reaching
their tipping point into action. Ask open ended
questions and dig deep enough to discover their
true pain or motivation. The right questioning
will often eliminate the tire kickers and cause
people to take action.

3. Follow up. Many people that were "thinking
about it" haven't actually reached their tipping
point. They are considering making some changes
in their lifestyle and habits because they've
recognized some things they're uncomfortable
with, but they haven't reached that point of no
return where they MUST make a change. By
following up, keeping a tickler file or sending
monthly newsletters, you maintain top of mind
awareness for that time when they do reach their
tipping point. Trust me. They will reach it. We
all do.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=19

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=19

Do You Own A Job?

Holly, Tyler and I are off to visit my parents
in Ohio today.

We actually left last night and drove part of
the way and stopped to spend the night.

Our initial plan was to meet my dad in
Cincinnati and watch a Reds game as that
is the halfway point between our homes.

Unfortunately, my dad couldn't get away from
his business. The business doesn't run without
him.

Make no mistake, my dad earns a nice living,
owns the building his business is in and is
probably the best person I know at making
ca.sh quickly.

He's also the hardest worker I know.

But my dad has owned his own business for
almost 25 years and he is 58 years old.

And his business doesn't run without him at all.

Really, he owns a job.

If he goes out of town, he earns no income.

If he gets sick, no income.

If he wants to leave early, no income.

I've tried to talk to him about creating systems
and some of the stuff we teach - but what's
that old saying "you can't teach an old dog
new tricks?"

So, while I learned a lot from my dad about
customer service, delivering value, hard work,
and growing a business on a shoestring budget...

...I also learned that if you don't want to be
owned by your business you need to build your
business with systems.

So I'm off to spend the day with my parents...

...while my business runs without me;)

Dedicated to your success,

Pat

P.S. - If you want to own your own successful
business - not a job, don't wait another minute
and try out The Ultimate Fitness Business Success
System for only $9.95. Take a BIG step to having
the business you want:

http://www.fitnessbusinessrevolution.com/trial-offer.html

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Secret of Wealthy Fitness Pros

adsdsf,

Excuse me for being blunt, but have you made
$100,000 in a year yet?

According to Newsweek, there are 8.7 million
households world wide who have financial assets
of more than $1,000,000 and that's not including
the value of their primary residences. Makes
earning $100,000 in a year seem very manageable
doesn't it?

So, how can you turn yourself into a $100,000 /
yr. earner?

Well, if we look at the millionaires to see how
they acquired their wealth - 32% inherited it -
but if you weren't born into money, I probably
can't help you with that. But 39% (significantly
more than half of the millionaires that weren't
trust fund babies) owned there own business - so
that probably is a good place to start.

The problem we see within our industry with this
is there are far too many trainers that have gone
out on their own but are still struggling to make
ends meet. They feel overworked and underpaid.

If you feel you aren't making what you would
like, ask yourself what separates you from the
high earners?

There are plenty of businesses that are
generating more profits than you are. (If not,
congrats!)

Fortunately, this is actually great news.

If you look at most of these fitness pros
businesses they probably aren't doing anything
revolutionary to enjoy greater profits. There's
usually no silver bullet that they have found.

They are probably just doing one or two things
better than you.

· They may have a better way of generating leads

· They may have a better sales presentation that
converts more of their prospects into clients

· They may have one or two processes that work
for them that get clients to spend more each time
they buy, or to buy more frequently.

· They may be better at managing their time

· They may simply charge more

· They may get more referrals

This means that all you have to do is look for
one or two things that can make you better in
your business and then apply them. If you do,
your profits will improve just like theirs.

This simple secret is the key to growing an ever
improving income.

If it's that simple, why is it that most people
don't do these simple things?

I believe there are three reasons:

· Because they are so busy, they get stuck in a
certain way of thinking.

· Sometimes it's easier to keep doing something
that produced modest results, than to change to
something that will produce even greater results.

· They don't know how to do things differently,
so don't look for better ways to achieve their
goals.

People believe it is far more complex than either
of the first two reasons and this scares them
away from finding out what they really need to
do.

If you are stuck in a certain way of thinking,
one of the best ways to get out is to begin to
learn how other successful people do things.
There are several easy ways of doing this:

· You can read suitable books, information
products and newsletters like this one.

· You can purchase or attend training courses.

· You can form a mastermind group with other
business owners - not necessarily trainers.

· You can ask a lot of questions whenever you
meet other business owners.

· You can find a mentor who has done it before,
who can guide you through the process.

· The problem is most people don't know or won't
admit that they are stuck in a certain way of
thinking.

· If you don't know how to do things differently,
the solutions are pretty much the same as
outlined here.

The danger is that many trainers moving into
business on their own don't know how to do
things, but think they do know because many
things look easy to the casual observer. But the
challenge for the new business owner is to know
what to look for or to understand the underlying
principles of what is going on. These things have
to be pointed out and explained.

So where are you getting your guidance from? Many
of us get it from friends, parents, etc.

But unless they have been there and done it, you
may not get the best advice.

If you are not doing as well as some of the other
pros in this field, could it be for the reasons I
have mentioned?

If it is, don't delay, sit down right away and
develop a plan of how you are going to get the
knowledge you need to succeed. You can have
anything you want, if you take the time to learn
how to get it.

The choice is yours. The only mistake you can
make is in doing nothing.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=17

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=17

The Most Important Thing I Learned In College

I spent the last few days in Indianapolis, primarily
at a Perform Better event.

This was an awesome trip for a variety of reasons:

::We got a couple of big IYCA projects rolling

::We had another great 'An Evening with the
IYCA' event

::I got to visit Bill Hartman & Mike Robertson's
New facility and Bill helped me out with some
nagging shoulder and leg issues I've been having

But the most important thing I think I was
reminded of was something my favorite college
professor told me:

You can make a lot mo.ney doing anything as
long as you're better than anyone else at it.

Just this weekend I got to spend time with several
guys that are arguably the best at what they do:

::Brian Grasso is the top youth fitness expert in
the industry.

::Chris Poirier is one of the top fitness equipment
retailers (Dave Tate would be the other) in the
world.

::Gray Cook and Lee Burton are probably the top
sports medicine guys in the industry.

::I'm not sure how to quantify what Bill Hartman
does other than to say he IS the smartest person
in fitness. Any title would be too narrow;)

::Carlo Alvarez is the top high school strength
coach in the country.

::Mike Robertson is the top mobility guy in the
industry.

That's a number of people that simply made the
decision to be great at what they do and were
willing to put in the time and effort to get there.

I don't know what each of them earn, but I'm
pretty confident that they all reside in the top
1% of all fitness pros in yearly income.

If you want a blueprint for achieving your
career and income goals you could do a
lot worse than this: become the preeminent
expert in a small area of the industry or in
a particular market.

If you do that, it almost assuredly will come
with the added benefit of the income you'd
like to earn.

Dedicated to your success,

Pat

P.S. - If you want to have the premier facility
in your area you are in luck...we've decided
to let you try out The Ultimate Fitness
Business Success System for only $9.95. You
can learn more at:

http://www.fitnessbusinessrevolution.com/trial-offer.html

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Most Powerful Marketing Technique

adsdsf,

I want you to think about something for a
second...

Whenever a prospective client is trying to decide
whether or not they are going to use your
services, they are weighing out the risks
associated with that decision in their mind.

It actually happens in any and every buying
situation.

The prospective client is trying to figure out
how much risk they are taking by spending their
money with you.

Will they waste their money and get no benefits?

Will they have a poor experience with you?

Can you really help them lose weight?

Can you really increase their energy and
vitality?

Will they just be throwing away their money on
someone else who is making them empty promises?

These are the kind of questions and thoughts that
are running through your prospective client's
mind when they are trying to decide whether they
should or shouldn't become your client.

Remember, the way most potential clients see it
is that they are risking everything.

They're risking their time and money and have
everything to lose.

While you aren't risking anything.

If you train them and they don't get any benefit,
you still get paid, but they're not only out time
and money but are miserable to boot.

Do you see the risk they see?

What's important to understand is that it's that
risk that keeps a great deal of people from
actually taking the plunge and using your
services.

They see the buying decision as coming along with
too much risk.

Here's the key: the more of that risk you can
eliminate, the easier and more appealing it will
be for prospective clients to
choose to use your services.

In other words, if you can show your prospective
clients in your marketing that they are risking
very little by trying you out and using your
services, the response that you'll get from your
marketing will go through the roof.

So how do you show prospective clients that
they're risking very little by becoming a client
of yours, you're wondering?

Here's how...

You use, in all of your marketing, what is called
Risk-Reversal.

Risk-Reversal is a simple, yet incredibly
effective technique, where you take all of the
risk in the buying decision off of your
prospective client and put it on yourself.

Risk-Reversal is where you show the client that
you are so confident in your ability to deliver
the benefits that you've promised you can deliver
that you're willing to take all of the risk in
the purchase.

You do this by offering a 100% Money-Back or
Satisfaction GUARANTEE in all of your marketing.

Now before you jump ship and opt out of this
newsletter, give me a second to explain why using
this technique would be a great tool for you.

By having a bold guarantee on all of your
marketing materials you accomplish several
critical things:

1) You eliminate all of the risk for your
prospective clients and make it much easier for
them to make a buying decision with you.

2) You make using your services vs. anyone else's
much more appealing.

3) You increase your credibility in the
marketplace tremendously.

4) You completely differentiate yourself from
your competition and every other personal trainer
(or health club for that matter) who doesn't back
their services with any kind of guarantee.

By using some type of guarantee, either a
money-back guarantee or a satisfaction guarantee
that says that you'll give them their money back
if they're not satisfied, you are showing your
prospective clients that they have nothing to
risk or lose by using your services.

It's one of the, if not THE most powerful
marketing techniques there is.

Using Risk-Reversal with a money-back guarantee
can literally double, triple, even quadruple the
response rate and Return On Investment that
you're getting right now from your current
marketing materials.

In fact, I would go as far as to say that if you
changed nothing else on your marketing, didn't
add any kind of USP, compelling headline,
irresistible offer, clear call to action,
deadline, secondary reason for response, or any
other effective marketing technique, but simply
added a money-back guarantee, you would at least
double your response rate.

A money-back guarantee is just that powerful in a
marketplace where the average consumer doesn't
trust anyone anymore.

Now, if you concerned about offering a money-back
guarantee because you think that you are going to
get slammed by people wanting their money back,
don't be.

Don't get me wrong, you will get people every now
and then that will take advantage of your money
back guarantee and ask for their money back, but
it will be far, far outweighed by the new clients
that you'll get from offering such a powerful
guarantee.

Trust me on this.

If you really want to consistently get a flood of
new clients, than use Risk-Reversal in all of
your marketing.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - Would you like a complete client attraction
system to follow and over 20 done-for-you,
ready-to-use marketing tools that will produce a
never ending stream of new clients? If so, go to
www.megamarketingforfitness.com
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=15

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=15

Be Better, Be Different

Back in my coaching days I came up with
a philosophy that I still hold today.

As I've mentioned a few times, I became a
head baseball coach at a University when I
was 23.

I knew that if I wanted to be better than our
opponents - and get there quickly - then we
couldn't do the same things they were doing.

The other coaches had more experience, much
better resources and more scholarships.

So after doing my fair share of studying, I
decided that our only hope was to be different.

We had to recruit differently.

We had to prepare differently.

We had to have a different game strategy.

It worked...and quickly. We went from a program
that had never even had a winning season to
nationally ranked by early in my 3rd season.

In business the same has held true.

We understood that we needed to learn from
outside the industry if we wanted to build our
businesses quickly.

We studied everything from Starbucks to
chiropractors. We learned from tanning salons,
fast food restaurants and martial arts schools.

I've focused on learning from guys like Dan
Kennedy, Jay Abraham, Chet Holmes, Michael
Masterson, Rich Schefren, Gary Halbert and Mark
Joyner.

This approach has allowed us to build businesses
more quickly and helped us turn around struggling
businesses that otherwise wouldn't have survived.

So if you really want to climb to the top of
the industry, don't be afraid to deviate from the
traditional plan.

Alwyn Cosgrove decided there was a better was
to run a gym - and developed a facility that
probably outproduces most every one in the
country per sq. ft.

Brian Grasso decided that the way we were
educated to serve the youth market was wrong,
so he developed the IYCA to solve the problem.

Ryan Lee didn't settle for only being limited to the
traditional ways personal trainers earned a living -
now he's a millio.naire.

Gray Cook, Mark Verstegen and dozens of others
have decided to be different instead of just doing
what's always been done.

So don't settle for simply studying the same folks
you always have and doing the same things you've
always done.

Step outside you comfort zone.

Dedicated to growing your business,

Pat

P.S. - One of my mentors, Jay Abraham is making
a home study course available at a ridiculously
low price. It includes 5 of his most informative
reports. If you want to study one of the best
business minds in the world, check it out here:

http://tinyurl.com/abraham1
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Your Simple Action Plan For Creating New Business

adsdsf,

Here's a simple step-by-step action plan that you
can use that will work for personal trainers and
ambitious health club sales people that will
bring you a ton of high quality leads and
immediate new business.

1. Get out your yellow pages, look under
'Associations' and make a mailing list of as many
as you can find. If you don't have much luck
there, look in your newspaper and look for the
'Around The Area' section for social group
meetings like Kiwanis Club, Lions Club, etc.

2. Send each one a letter offering to give a 30
or 40 minute FREE presentation to their members
about dispelling the 7 biggest fitness myths and
3 simple things they can do to improve their
productivity and their quality of life.

3. The key to your success
with this strategy is to 'niche' your
presentation to the specific needs of the
association or group. For instance, if you're
contacting the Nurses Association, one of your
'secrets' will be how to avoid sore feet at the
end of the shift (of course, the answer is to
lose weight and get fit to improve circulation,
etc). If you're talking to realtors or other
salespeople, you want to emphasize the importance
of looking good (numerous studies prove that
people who are physically
appealing/attractive/fit, have a distinct selling
advantage).

4. These associations/groups are always looking
for experts to give presentations to their people
which empower and motivate them.

5. Just giving the presentation is great exposure
for you, but the most important thing is for you
to find some way to capture the contact
information of each and every person in
attendance. So you need to offer them something.
Consider a valuable door prize. The more valuable
the gift, the more likely it is that everyone
will participate. But don't just leave it at
that. Each person should get a form to fill out
to receive your monthly newsletter (either snail
mail or email) and also possibly an offer to
receive a special free report just for completing
the form. The point is you need to offer MULTIPLE
reasons for response in order to capture as many
names, addresses and emails as possible.

6. When you follow up to these leads, be sure to
remind them who you are (I'm Joe Fitness, the
fitness professional who spoke at your monthly
sales meeting). Don't ever assume they will
remember you.

7. The combination of your presentation (which
establishes you as an expert and develops
rapport), and your lead generation efforts will
result in a rapidly growing database of prospects
who have been exposed to your message, and
possibly even a few quick sales.

8. Always remember that you are not just
providing information, but also selling your
services. At the end of your presentation you
should 'pitch.' Have a special offer for these
people, and give them an opportunity to avail
themselves of your services right then and
there.

9. Be sure that each attendee gets a brochure
(not an 'image' brochure, but a direct response
brochure) and your business card (not an 'image'
business card, but a direct response business
card).

10. Once you've done one of these presentations,
be sure to get a testimonial from the
organization for whom you did it, that you can
add to your introductory letter which goes out to
other organizations.
This is how you 'leverage' off of each of your
efforts.

11. After you've done a couple, then record one,
make dupes, and use the recording as a marketing
piece when you solicit more presentations (again,
leverage!).

12. If you can do one of these presentations per
month, you may be able to dramatically cut the
rest of your marketing efforts. Public speaking
is THE most powerful and most rapid way to gain
exposure and quickly build your business.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=13

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=13

Will you be there?

I'm off to Indianapolis today to meet Gray Cook
and Chris Poirier at the Perform Better event
they're hosting.

Actually, Nick, Brian Grasso and I area all going.

It should be a great couple of days.

We're meeting with Gray about the development
of the Functional Movement Screen for kids.

We're meeting with Chris about the live IYCA
events we'll be doing together in 2009.

We're holding another 'Evening With The IYCA'
event Friday evening.

Hopefully I'll even get the chance to drop over
to Mike Robertson and Bill Hartman's new
facility:

http://indianapolisfitnessandsportstraining.com/

But one of the best parts of the trip will be
seeing dozens of fitness pros that are there
to learn more and get better at what they do.

That's one of the biggest keys to success.

Never stop learning.

Take advantage of the learning opportunities
that are out there.

Go to seminars like this.

Attend the upcoming Ryan Lee Bootcamp.

Check out Craig Ballantyne's event I mentioned
the other day.

Grab an information product or a book about
a topic you want to learn more about.

Every really successful fitness pro I know is
constantly studying and learning.

Make sure you're in that group.

Dedicated to growing your business,

Pat

P.S. - If you want to learn more about training
young athletes, the best resource available to
you is Complete Athlete Development. Get it
before it's gone forever:

http://www.completeathletedevelopment.com

P.P.S. - If you're in Indy for the seminar or you
happen to live there - be sure to come on over
to the 'Evening with the IYCA' Friday night. If
you need directions, shoot me an e-mail.

Hope to see you there!
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Comeback Kid

I'm sitting here watching Baseball's All-Star
Game and just marveling at one of the
players - Josh Hamilton.

For those of you who don't know Josh's
story, about 10 years ago he was the first
player drafted in baseball's amateur draft.

He was as good a bet to be a superstar as
had come along during my lifetime.

He seemed to be too good to be true. He'd
never drank, was incredibly polite and had
incredible talent.

One of my former players was a teammate
of Josh's during his second year of pro ball
and I went to watch them play. What I saw
made me think that I was getting an early
glance at the guy who would become the
Michael Jordan or Tiger Woods of baseball.

After the game my player introduced me to
Josh and his parents (they traveled to all his
games - he was 19) and they were the most
down to earth and polite folks you'd ever meet.

Well, the following year Josh & his family were
in a car accident. Josh injured his back and
for the first time was not busy with baseball.

He fell into a bad crowd and before long he
was heavily involved in drugs.

He was suspended from baseball and entered
rehab several times - all unsuccessful.

Things got so bad that he dropped 60 pounds
and many times thought he was on the verge
of death.

After battling with drug addiction for 6 years
he got clean and was reinstated into professional
baseball. He even played about 10 games at the
lowest level of the minor leagues at the end of
the 2006 season.

Last year Josh was picked up by the
Cincinnati Reds and placed on the major league
roster. Jumping from the lowest level of pro
ball to the major leagues is about the equivalent
of jumping from 7th grade to grad school - not
to mention the fact that he'd played about
10 games in 6 years - so virtually everyone
expected Josh to fail miserably.

Who knew how much damage he'd done to his
body (and extraordinary talent) over the
past 6 years?

Well, he proved the critics wrong. He played
great for the Reds - though he did suffer a few
injuries through the course of the season. Most
likely his body rebelling to the increased demands
he was placing on it.

In the winter Josh was traded to the Texas
Rangers and this season he's been arguably the
best player in baseball. In last night's Home Run
Derby he did things no one has ever done in the
history of the event.

He's been the best comeback story I think I've
ever witnessed.

I had the good fortune to chat with Josh for a
few minutes last year and we talked about
meeting so many years ago. He said it had been
a long, tough road - but his story would
hopefully help many other people who needed
to overcome their addictions.

What does this have to do with me & you?

Too often we think failure is forever.

Josh was on the verge of death and came back
to be the best among the best in the world
at playing baseball.

Makes me think the hurdles that I might have
had to overcome seem kinda small;)

So don't let challenges and bumps in the road
get you down...ride them our and overcome
them.

Then make your dreams happen.

OK - back to watching baseball and watching
Josh Hamilton make his happen.

Talk to you tomorrow.

Pat

P.S. - If you want to follow in the footsteps
of 17 fitness pros that made their dreams a
reality, Fitness Riches is your guide.

http://www.fitness-riches-book.com
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Best Way To Attract New Clients

adsdsf,

Referrals should be the life-blood of your
business.

But I'll bet that's not the case.

In fact, I'm betting that you get a couple here
and there, are thrilled when you get them, but
have no clue how to ensure you keep getting
them...consistently and automatically.

Well, we're going to change that.

But before we do I want to make certain that you
understand why referrals are so much better than
other prospects.

A referred client does not need to be sold.
Unlike other prospects, a referral comes to you
95% pre-qualified and predisposed to doing
business with you.

A referred client will refer to you. When a
client comes to you by way of a referral, she is
much more likely to refer to you as well. It's a
behavioral thing. The best referrers have
generally been referred.

A referred client is easier to work with.

In most cases, a referred client is more
motivated, more trusting and more loyal. This is
a function of the referral process. The referrer
most likely said some very positive things about
you. The referrer trusts you enough to refer to
you. The referral trusts the referrer, that's why
she's come to you. And now that trust has been
logically extended to you.

A referred client can be more profitable. The
marketing investment to obtain referrals can be
comparatively inexpensive, sometimes even free.
Plus they are more likely to refer to you, are
generally easier to work with and tend to stay
with you longer.

So now that you understand why referrals are the
best prospects, let's work on creating an
approach that generates a steady stream of them.

It's a very simple system:

Earn
Ask
Reward

Earn - Seems simple enough. Do a great job.
Overdeliver. Never be late. Send hand-written
notes and birthday cards. Know all the details
that matter like the name of your clients' kids,
what they do for a living, when their
anniversary. Send gifts and show real
appreciation for your clients doing business with
you.

The more you give, the more you'll get.

Ask - Let everyone know from day one that they're
required to be a "walking billboard" for you.
Educate your clients about what type of person
you want as a client (it helps if they fit the
mold) and ask them to refer anyone who might be
your "ideal client." Send a newsletter each
month, in which you recognize the clients who
have referred to you. You might even start a
"referral rewards" club. This will help
strengthen the referral culture. Ask your clients
for names and contact info of people who might be
interested in receiving your newsletter - this is
kind of a "soft referral." You can send the
newsletter and a free report compliments of the
referrer. One other simple way to generate
prospective referrals is to gather names and
addresses of 3-5 close friends, family members
and co-workers on the day someone becomes your
client. Let your client know you want this for 2
reasons...you want to send the free newsletter &
report as a gift from them and to take steps to
educate those around them to facilitate a
environment that leads to success.

Reward - You need to reward clients (everyone
really) for the action of referring, not just
when you close the sale. It can be as simple as a
phone call or a card. It also could be a personal
gift like a book by a favorite author or a gift
card to their favorite store. No matter - the key
is reinforcing the action of referring. You might
even offer cash (everyone's favorite gift.) Your
clients will soon be referring prospects left and
right.

Referrals are like any other facet of business -
you can't be shortsighted. You need to be
consistent and ask every client, send newsletters
each month and reward every referral. Eventually,
you'll hit "critical mass" and referrals will be
flowing t you like water. Your list will grow and
you may be forced to accept clients only by
referral. Just be patient and do the work. It
will pay off.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - Would you like a complete client attraction
system to follow and over 20 done-for-you,
ready-to-use marketing tools that will produce a
never ending stream of new clients? If so, go to
www.megamarketingforfitness.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=11

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=11

The Simplest Way To Build Your Business

What's the simplest way to build your business?

Deliver extraordinary value.

What is extraordinary value?

It's when the experience your client or customer
has with your business dramatically exceeds the
actual cost.

It doesn't matter what you charge...as long as
you provide enough benefit to the client that
they go away thinking 'I'd have paid twice as
much...'

There are things that I've purchased for
thousands of dol.lars and felt like it was a
bargain.

There have also been purchases I've made
of less than twenty bucks and felt like I'd
been cheated.

I'm sure you've had similar experiences.

The best part about growing your business
by delivering extraordinary value?

It's viral.

When people have that type of experience
with a business they can't help but tell others
about it.

For the IYCA and Holly's business we're
investing very significant amounts in several
different tools and educational opportunities.

For all of these investments we've been referred
by people we know who've already had great
experiences with the businesses.

In fact, we've been so impressed with the experience
with one of those businesses that we've already
referred over 20K to one of those businesses in
about one month.

All for delivering extraordinary value.

So make sure you're figuring out how you can
deliver the type of value that inspires your
clients to tell everyone about it.

You'll be astounded at how quickly this helps
your business.

Dedicated to growing your business,

Pat

P.S. - If you want dozens of other systems,
strategies and tips to grow your business - Mega
Marketing For Fitness Pros is where you'll find them.

http://www.megamarketingforfitness.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Cost Of Success

I was just reading an old Dan Kennedy book, How
To Succeed In Business By Breaking All The
Rules, and he talked about being willing to do what
others aren't willing to do in order to reach your
goals.

Kennedy talked about a sales job he took early on
where he agreed to work for no base salary and
he'd pay his own expenses if they'd give him a
chance.

He was willing to do what others weren't and he
got the job.

When I graduated from college I applied for over
30 volunteer (yes, volunteer) baseball coaching
jobs at D-I schools where I could go get my
Master's Degree.

Not even one interview.

So instead of giving up I kept pushing and applying
for jobs, when the school I'd just graduated from
suddenly had an opening for the head coaching
position.

I got the job...but it paid $3000 a year.

So I took several other side jobs to pay the bills.

And went to grad school...a 2 hour commute each
way;)

But by being willing to do and having success, the
school eventually created a full-time job for me
that allowed me to be the strength coach, baseball
coach and teach.

I went through the same type of thing again when
we started our first businesses...Holly, Tyler and
I we're willing to live in a basement for a year to
save mo.ney and get our businesses off the ground.

I'm not saying you need to take a job that pays
almost nothing or live in a basement to achieve
success - but I don't know anyone who hasn't
had to 'pay' something.

When I coached, the price was being broke,
several jobs and a REALLY long commute to
grad school.

When we started our businesses, it was monetary
sacrifices and long hours since we didn't have
much of any start-up capital.

Now it's business education...I want to keep
growing and the quickest path for that is learning
from those who've already done what I want to do.

So if you have some goals that you've set - go
ahead and figure out the cost of achieving them
and decide if you're willing to pay the price.

I've always found that after paying the price it
turned out to be a bargain. I think you will too.

Dedicated to growing your business,

Pat

P.S. - If you want to build your own fitness empire
online, Craig Ballantyne has a great opportunity
coming up for you to get on the fast track. Check
it out here:

http://tinyurl.com/5or7g3

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Planning For Success

adsdsf,

In the E-Myth (a must read for all business
owners), Michael Gerber talks about having a
plan.

The plan should tell anyone who needs to know how
things are to be done in the business.

The plan should define the Objective and the
process by which you will obtain it.

The plan should get you to organize your tasks
into functions, then helps people understand the
functions.

So essentially, we need three interrelated plans
- which the E-Myth refers to as the Planning
Triangle. For fitness professionals these three
would be:

1. The Business Plan
2. The Training Plan
3. The Completion Plan

The Business Plan essentially determines what
you'll choose to do with your business and the
way you'll go about doing it. It should clearly
describe:

- The business you're creating
- The purpose it will serve
- The vision it will pursue
- The process in which you'll turn that into
reality
- The way money will be utilized the realize your
vision

If you feel like you need a little more on
writing an effective
business plan, don't sweat check out:

www.ptbusinessactionplan.com

The Training Plan basically includes everything a
trainer would
need to know, have and do to be able to deliver
the promised
service on time, every time. According to
Gerber, every task
should lead you to ask three questions:

1. What do I need to know?
2. What do I need to have?
3. What do I need to do?

This will help you avoid assumptions, avoid
unrealistic expectations of others and manage
resources. It also will demand that you create
"Action Plans" - which lay the foundation for...

The Completion Plan, which is essentially the
operations manual. It will tell everyone what
they need to know to deliver the promised
services and fulfill client expectations. Just
to give you an example, a completion plan for a
trainer might include the step-by-step details of
performing an assessment - so it's performed the
same way every time.

By creating your own Planning Triangle you'll be
able to develop your business the way you want
and you'll have a handle on how everything is
performed as well as how much money you'll be
able to make.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - Do you need a blueprint for developing,
managing and growing a tremendously profitable
personal training business? If so, go to
www.ptbusinessactionplan.com
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=9

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=9

2 Things You Need To Think About

We (Holly, Tyler and I) had to make a
quick trip to Louisville last night to pick
up 2 DVD's from a videographer that Holly
filmed that will launch her DVD of the Month
Club.

We got home, put the DVD's in and reviewed
the 'finished product' while Tyler tried to
emulate every exercise (a 6 year old trying to do
Bulgarian Split Squats is quite funny).

They looked great.

That got me thinking - a three years ago, Holly
was training in a club, and doing mostly
one-on-one stuff - both weight management
and training clients.

We soon after launched group weight management
to leverage her time more effectively.

Not long after that she started working with women
only to position herself better in the marketplace.

Probably 6 months later she launched a women's
only indoor bootcamp and reduced her one-on-one
client load.

More leverage.

By this time she was also upselling most of her clients
in both programs to Prograde supplements - even more
leverage.

Then, about 18 months ago she started to really focus
on only moms - which truly made her a 'specialist' in
the market.

This was the precursor to the launch of her information
product business - Fit Yummy Mummy, that also
targeted just moms - which would prove to provide
incredible leverage.

First she launched an e-book and several months later
a social network.

Next up is a 2-tiered membership program with a hard
copy newsletter and a DVD of the Month.

It's an interesting progression and one that many
trainers could learn from:

1. Generalist with no leverage: probably had 15 clients.

2. Generalist with leverage: helped a couple hundred with
bootcamps and group programs.

3. Specialize some (women) with various improvements
in leverage over time: still helping over a hundred women
per year, but now time is more valuable.

4. Highly specialized (moms) with lots of leverage: now
serving thousands of moms and time is MUCH more
valuable.

You don't need to follow her exact model by any means,
but you should learn from it.

You should always be looking for opportunities to become
more specialized.

You should always be looking for opportunities to improve
you're leverage.

Have a great weekend!

Pat

P.S. - If you want to become more specialized, the hottest
market in the ENTIRE INDUSTRY is youth fitness.
here's you're success guide:

http://www.completeathletedevelopment.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Six Ways to Increase Your Business' Income

adsdsf,

I'm running short on time today so I'll cut right
to the chase. Here are 6 ways to boost your
fitness business' income:

1. Increase Your Margins - Either raise your
prices or lower your costs. If you're selling
products, find new vendors or buy in larger
quantities if you can't (or won't) raise prices.
If you sell training, raise your fees or switch
to semi-private sessions.

2. Increase the Frequency of Transactions - That
might simply be offering peripheral products and
services that can be purchased between your
members' or clients' regular purchases. It could
be offering something like semi-private training
so your clients can meet with you more often.

3. Increase Average Transaction Size - You can
raise prices as I alluded to in number one. You
can create a 'deluxe' version of what you
currently offer, for example a health club could
offer a plan with tanning, a locker or training
included. A personal trainer could include
nutritional coaching or dietary supplements.

4. Increase the Consistency of Purchase - A
trainer could switch their billing to an EFT
model for automated payments. A health club or a
juice bar could have a frequent purchase rewards
program for supplement or smoothie sales.

5. Increase Longevity - Provide great service.
Put up the 'velvet Rope' and only let people be
your client or member if they come on board for
an extended period of time. Keep constant
contact to help your customers stay engaged by
sending newsletters, cards, etc.

6. Increase Your Conversion Rate - Become a
better salesperson, pre-qualify your leads, have
more available offerings to appeal to more
prospects.

Take an objective look at your business and see
where you have loopholes.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - Would you like a complete client attraction system to follow and over 20 done-for-you, ready-to-use marketing tools that will produce a never ending stream of new clients? If so, go to www.megamarketingforfitness.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=7

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=7

The Most Important Prospect

Who is your most important prospect?

It's your current client, member or customer.

If you treat them well, they will be worth 3,
5, 10 maybe even 20 times their initial
investment or more to your business.

And that doesn't even consider referrals or
doors they can open for you.

So don't spend all your time chasing new
prospects - chase the ones you have.

In the IYCA we've closed the doors on new
members a couple times to build up the
infrastructure to accommodate the growth.

In fact - we're going to invest 5K in a new
member management system this week to
make sure we provide a great experience for
our members.

We do a variety of other things to keep selling
our clients and members on why they should
continue to do business with us - and you
should too.

Here are a few ideas:

::Send thank you cards

::Have client appreciation events

::Do a newsletter

::Get to know your clients - know their spouse and
kids names, know their birthday and know what's
important to them.

::Deliver results.

::Do the detail things that no one else does.

Here's a tip - every week try to think of one
small thing you can do to improve your client
experience - and implement it.

Dedicated to growing your business,

Pat

P.S. - If you want to learn everything Alwyn
Cosgrove does in his gym and everything we've
done in our businesses to maximize client
experiences, we've documented it all here:

http://www.fitnessbusinessrevolution.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

Camps, Clinics and Schools – Your Goldmine

I was talking to one of my former baseball
players (Brian) yesterday and we got to talking
about his job.

He's an assistant baseball coach at a D-I
school in the Midwest. Unfortunately,
being an assistant coach doesn't pay so
well for most college baseball programs.

Brian's salary is 20K a year.

But then he told me he'd been applying
some of the stuff I'd talked to him about
and some of the materials that I gave him
to their youth baseball instructional programs.

Before Brian got there, they we're doing about
15-20K per year in camp revenue.

When Brian was considering the job but
leery of the salary - I told him not to sweat
it - if he'd run their camp / clinic programs
like a business, he'd make the additional
m.o.n.e.y he needed.

Well, this year - Brian's first with this program,
they did 52K in camp / clinic / school revenue.

Brian keeps about 1/3 of that...so he's basically
turned a 20K per year job into a 37K per year
job. Almost double the income.

Pretty important since he has a son on the way;)

What did he do?

1. He got hundreds of kids in the funnel with a
series of 1 day clinics. A low barrier to entry
option for the kids and parents...$35-100 for
one day.

2. He upsold the clinic attendees into 3 day to
1 week camps.

3. He upsold the campers into 6 week instructional
'schools.'

He had offerings for different niches (pitchers,
catchers, hitters, college prospects, etc.)

All his external marketing was focused on
driving kids to the 1 day clinics. If someone
wasn't willing to make that small commitment,
probably not going to make a bigger one.

Pretty simple, huh?

You could probably use this same type of
blueprint for your own business.

1. Target niche markets
2. Have a very low barrier to entry front end
offer you drive everyone to.
3. Upsell those customers into a medium level
Program.
4. Upsell those people into your 'elite' program.

Simple but effective.

Dedicated to growing your business,

Pat

P.S. - This model works like crazy with the youth
athlete market. If that interest you - check out
Complete Athlete Development at:

http://www.completeathletedevelopment.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=0&D=

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=

The Business of Fitness

adsdsf,

Early on in my fitness career I was yearning to
own my own business, but I didn't have any idea
where to start. I was browsing around the local
bookstore looking for something that might
provide me a little direction when the by-line of
a book caught my eye: Why Most Small Businesses
Don't Work And What To Do About It. Little did I
know that I had stumbled across what would become
the most influential business book I had ever
read, The E-Myth by Michael E. Gerber.

If you've not had the good fortune to read this
book, I urge you to go pick it up immediately,
but in the mean time let me share with you
excerpts from that very important book, and I
quote:

"The technical work of a business and the
business that does the technical work are two
totally different things. But the Technician who
starts a business fails to see this and that is
the root cause of most business failures.

The carpenter becomes a contractor. The barber
opens a barbershop. The technical writer opens a
technical writing business. The hairdresser
starts a beauty salon. The engineer goes into the
semiconductor business. The musician opens a
music store. All of them believing that because
they understand the technical side of the
business they are qualified to run a business
that does that kind of work.

Not true!

Forty percent of start-up businesses fail within
the first year. Within five years 80 percent will
have failed and of those that survive those first
five years 80 percent will fail within ten
years.

Most businesses are operated according to what
the owner wants rather what the business needs.
And so you work. Ten, twelve, fourteen hours day.
Seven days a week. You're consumed by it; totally
invested in doing whatever is needed to keep it
alive. But you're not only doing the work you
know how to do but also the work you don't know
how to do. You are not only making it; you're
also buying, selling, shipping it. You are a
master juggler keeping all the balls in the air.

It's easy to spot the Technician's business. If
you removed the owner from the business there
would be no business left. The owner and the
business are one and the same thing

You don't own a business. You own a job.

IBM, McDonalds and Procter & Gamble did not end
up as mature businesses. They started out that
way. Tom Watson, the founder of IBM said, "I had
a very clear picture in mind of what the business
would look like when it was finally done. You
might say I had a model in my mind of what it
would look like when the dream - my vision - was
in place."

Wow, did this hit me right between the eyes. I
thought about every trainer that I knew that
"owned their own business." They all worked from
five in the morning 'till eight in the evening.
No sick days. No paid vacations. They simply
traded their time for their clients' money. They
had simple bought themselves jobs.

I thought back to my father. He owns a very
profitable automotive repair business. Same
story. Sure, he has employees, but the business
completely revolves around him. If he's sick...the
business is sick. If he's on vacation, so is the
business. He bought himself a job.

The trainers, my father, they were technicians
that owned businesses. I wanted to be a Fitness
Entrepreneur. I wanted to own a business, not be
owned by one. So I had to begin by starting from
a different perspective. The mindset of a
technician and an entrepreneur are almost polar
opposites of one another.

The Entrepreneurial perspective asks the
question. How must the business work? The
Technicians perspective asks, What work has to be
done? The Technicians perspective starts with the
present and looks forward to an uncertain future.
The Entrepreneur envisions the future and builds
the present to achieve that vision.

The Technician sees no connection between where
his business is now and where it is going.
Lacking the grander scale and visionary guidance
manifest in the Entrepreneurial model the
Technician constructs a model each step of the
way based on past experience - the model of work
- exactly the opposite of what is needed if the
business is to free him from work.

The Entrepreneurial model has less to do with
what's done in the business and more to do with
how it's done. It looks at a business as if it
were a product sitting on a shelf competing for
the consumer's attention against a whole shelf of
competing businesses.

The Entrepreneurial model does not start with a
picture of a business to be created but of the
customer for who the business is to be created.
Without a clear picture of the customer no
business can succeed.

The Technical business however, is designed to
satisfy the Technician not the customer. To the
Entrepreneur the business is the product.

Think of your business as anything but a job! Go
to work on your business rather than in it and
ask yourself the following questions:
· How can I get my business to work without me?
· How can I get my people to work without my
constant interference?
· How can I systemize my business in such a way
that it could be replicated 500 times so that
500th runs as smoothly as the first?
· How can I own the business but still be free of
it?
· How can I spend my time doing the work I love
to do rather than the work I have to do?

The problem isn't your business. The problem is
you and will always be until you change your
perspective about a business and how it works.

In order to have a business that works without
you, a business that can be duplicated, pretend
there are standards you have to abide by. There
are rules of the game. The rules are:

1. The model will be operated by people with the
lowest possible level of skill.
2. The model will stand out as a place of
impeccable order.
3. All work on the model will be documented in
operations manuals.
4. The model will provide a uniformly predictable
service to the client.

It is not the product that requires innovation
but the process. Where the business is the
product, how the business interacts with the
consumer is more important than what it sells or
provides.

Innovation is the heart of every successful
business. It asks the question. "What is standing
in the way of my clients getting what they want
from my business?" It always takes the clients'
point of view.

Your business is not your life. Your business is
something apart from you, with its own needs, its
own rules and its own purpose. An organism you
might say that will live or die according to how
well it performs its sole function - to find and
keep clients. "

I know...I've thrown a lot at you in just a few
paragraphs. For many fitness professionals this
is a complete shift in mindset. Most fitness
professionals can't imagine even delegating
clients to other trainers assuming that "no one
can do the job as well as I can." So what I'm
asking you to do is really consider the long
range goals you have for your business. Start
with the following questions:

If you're 30 years old now, do you plan on
training clients at age 60?

If not, what is your exit strategy? Do you have
one?

What is your business worth without you?

Could you sell it if you wanted to?

Take some time and come up with your honest
answers. Then, if you're not satisfied with what
you discovered, utilize some of the concepts and
principles I've provided and look for ways to
engineer your business around them. You'll soon
find yourself in a situation where your schedule
is more flexible, you don't feel guilty for
catching the flu or going on vacation and you
have peace of mind that your employees are
providing consistent, quality service.

If you don't have any employees, approach it in
the same exact fashion so that when the day comes
that you want to add one (or more), the
transition is seamless. Document and organize
your systems and your methods and before you know
it you'll have a business that you own instead of
one that owns you.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=5

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=5