#JTInTheRaw Show 6: Talking Fitness Business Numbers
Welcome to show 6 and was live from the Gold Coast at the half way point of the Personal Trainers Industry Leaders Roundtable. We had been working hard on strengthening this group of entrepreneurs businesses. Here is show 6 . . .
Special Shout Out
A huge shout to today has to go to all the boys at Northern Suburbs Rugby Club. Tomorrow they play in the Shute Shield grade grand final against Sydney Uni. We haven’t been in a GF since 1998 or won since 1978. It will be a big day at North Sydney Oval!
Special Thanks To . . .
A shout out also to my Alicia! Alicia is the Organising Captain in the Active Management Team. For anyone that used to watch MASH, she is my ‘Radar.’ She just mind reads what I need and when. This week she told me she is doing something for me that I had no idea. What an amazing Team member, someone who uses their initiative! So thank you Alicia!
#AskJT
I got a couple of questions this week on the #AskJT . . . “I am employing my first staff members, do I employ on attitude or skills? And do I ask questions on both?”
Great question Sam. My view is simply I cannot teach attitude and I can teach skills. So go with attitude over skill any day! To see their attitude you should have little challenges in the interview process. This may include a trial shift and you look at how well he or she interacts with members or clients.
I have developed over 90 interview questions and scenario based questions to identify an applicants attitude. Active Management members this is on the members hub and for anyone else if you want a copy of the ebook, just pop ‘Interview Questions’ in the comments below.
Second question: “You talk allot about trust in team culture and in the sales process give me one tip to build trust?”
Just do as you promise.
Numbers Tell You How Good You Are
Yesterday we had great discussion over different PT businesses models. We analysed P&L’s of businesses and compared performance. I realised during the discussion how much value for your business is analysing numbers. I have always known how looking numbers is important. They are an objective way to judge the performance of your business. And I love that way to look a business.
When you then throw in the opportunity to compare with similar businesses, that is when the insights start flowing. When you can compare telephone bills, insurance, lease payments, bank fees and wages you really start to strengthen your business objectively.
My tip for anyone in business, allocate time to analyse your numbers. Don’t look at your bank account and think “Cool I have money in the bank this month.” You need to think “Cool I have money in the bank, how did I get it and how can get more”.
What I have been doing this week . . .
This week I have been prep’ing for FitnessBiz in Brisbane. We had 20 people come along and I got some immediate feedback of how educational and challenging the sessions were. A special thanks to Simon who said more time on developing the Like-ability rating, so for the rest of FitnessBiz tour, we’ll spend more time educating you on building your like-ability rating!
Next week…
Tomorrow I will be the ground announcer at the Sydney rugby grand finals and on Sunday I’m back fun running again in the Bay Run in Sydney.
Work wise I am finalising my lead funnel for a new video I have developed on what makes a successful PT business.
And most importantly, Active Management will have the world’s first virtual roundtable on the member hub. The theme is gamification & is lead by An Coppens, CEO of Gamification Nation & world leader in gamification.
And of course like many of you watching the Olympics!
Next Friday I’ll be priming myself for FitnessBiz in Sydney. I am thinking I’ll be in my office before heading down to Revesby.
Questions?
If you have a question for me #Ask JT or put in the comments below.
Quote of the Week . . .
“Alone we can do so little; together we can do so much.” – Helen Keller
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.