Active Management

Tag: fitness industry

  • You heard it first! Press Release: Wexer launches exclusive unseen virtual classes

    You heard it first! Press Release: Wexer launches exclusive unseen virtual classes

    Consumer demand for virtual fitness reaches new heights as Wexer launches unseen virtual training concepts

    Leading fit-tech company Wexer, have today announced a suite of brand new virtual classes. Produced by Move123, the new content has been created to meet the growing demands of today’s consumer.

    Demand for Meditation Training and Mindful Exercise

    Meditation became mainstream in 2016 and is now recognised as a revered wellness tool around the world. However, 2017 is going to be the year when people become truly aware of meditation and mindful exercise, and the subsequent effects these have on wellbeing. Through technology, Wexer and Move 123 have provided a channel for club operators to deliver mediation to their members worldwide. The new content aims to promote mental and physical calm as well as deeper breathing to calm the nervous system.

    Paul Bowman, CEO for Wexer says “more and more we are seeing club groups refer to virtual fitness as the new must-have, but to be successful it requires current fitness videos which meet consumer demand, and this is exactly what we are getting from our partnership with Move 123.”

    Increase in Demand for Virtual Boxing

    Workouts that incorporate boxing, kickboxing and other fighting styles have seen an increase in popularity among everyday gym goers, as well as less frequent members. Earlier in the year Wexer launched Boxx Method on all virtual players and now Move 123 are adding to this category with new Fight workouts.

    Coming soon…

    In addition to Meditation and Fight workouts, Move 123 have also produced a collection of workouts targeting senior members. The content has been specifically designed to allow the senior audience to enjoy greater mobility movement and ease in their day to day life.

    Tony de Leede, Founder of Move 123 said: “Working with clubs of all sizes globally, we have utilised our vast knowledge and experience in the industry and designed our classes specifically with clubs in mind. Our partnership with Wexer allows club groups to meet the growing demands of members by provided current and fresh group exercise content.”

    The new Move 123 Meditation and Fight content is now available on all Wexer Virtual Players. For more information, please contact [email protected] 

    About Wexer

    With installations in more than 40 countries, Wexer is the global market leader in virtual fitness. Our mission is simple. We want to make world-class exercise accessible to more people by providing a convenient and non-intimidating way to exercise through the use of technology. Wexer now have offices in London, Denmark and Philadelphia.

    About Move 123

    Move 123 are the club friendly content partner. With a combined knowledge of over 100 years of the fitness industry, the team at Move 123 have created an extensive library of innovative, motivating and high quality exercise classes that cater to all fitness levels. They specialise in 10, 20 and 30 minute classes to break down time barriers and assist with timetabling.

  • #JTInTheRaw Show 30: Career Goals With Focus & How Much Follow Up On Sales

    #JTInTheRaw Show 30: Career Goals With Focus & How Much Follow Up On Sales

    If I could share with you a powerful tip that led a man to have a net worth of $73B, would you be interested?

    Watch on!

    Have you ever wondered how to get your mojo back at work?

    Watch on!

    The show this week is live from Bondi Beach and I guarantee that what I share is relevant for any business, any industry and any body who is employed!

    By the way, Bondi Beach is on the itinerary for anyone who visits Sydney and it was also the location of the first health club I managed.

    So if you get bored with my show, just enjoy the view . . .

    This week’s show:

    • Two shout outs
    • How to determine WHAT goals to set and what goals not to set according to Warren Buffet who has a total net worth of $73B.
    • #AskJT about getting your mojo back and how many follow ups do you need to make to a prospect.

    Shout Outs This Week

    A shout out is a way I like to recognise people and this week I have a shout out to:

    • Active Management Members – thanks to the members who had re-joined the Active Management Members Facebook page. We listened to you and we brought back the Facebook page as the forum to communicate efficiently and effectively to you.  We know this will up the value in membership for you.  If you’re a member and are not in the closed Facebook group, click here. If you’re not a member and want some membership info click here.
    • All the Aussies & Indians watching today. Yesterday was Australia Day, so I hope you had a great day celebrating our amazing country!  And to any Indians watching happy Republic Day to you for yesterday!

    Grit By Angela Duckworth

    I’ve just started reading this book.

    I have watched Angela’s TED talk called Grit and it is a ripper.  If you haven’t seen it, click here.  The book goes into far more depth than the TED talk and while a tougher read than I expected it is quite fascinating.

    She says GRIT is about working on something you care about so much that you’re willing to stay loyal to it.

    GRIT has two components passion and perseverance.  And that is when we have consistency over time with our efforts.

    And while I’m ploughing through the book, one thing jumped out for me and comes from Warren Buffet – the man who is allegedly worth over $73B.  In a story, Buffett counsels his pilot in how to turn his dreams into reality in 3 steps:

    1. Write down a list of 25 career goals.
    2. Circle the 5 highest priority goals.
    3. Re-read the remaining 20 goals and then avoid them at all costs!

    Buffett said those 20 ‘other’ goals are what distracts you from achieving your top 5 goals.  These other 20 will eat into your time, energy, resources and brain space for achieving your top 5 goals.

    I think that’s great advice from Buffet and if you have not set your business goals for 2017, then get your shit together and get them done!  In 4 days 8% of your year is gone.  Get your skates on and starting moving toward your goals.

    Back to Grit, I’m going to keep going with the book as I am keen to learn more about building grit into the culture of businesses.  As businesses gets tougher, we need to keep working hard and I’m hoping this book will give me some tips to share with clients.

    If you’d like a link to grab the book Grit, grab it here.

    Remember if you want:

    • Angela Duckworth’s TED talk link pop Angela in the comments;
    • A link to the buy the book pop ‘Grit’ in the comments; and
    • If you think someone you know could benefit from Warren Buffett’s tips on getting focus on goals then pop their name in the comments.

    #AskJT

    I have two questions this week and from different corners of the globe and I said relevant to ALL business people.

    Question 1 is a result of a discussion with one of my clients, who said he’d hoped that after 3 weeks holiday he’d return to work with new found energy, enthusiasm and desire to work.  Alas, he has a feeling of frustration as membership continues to flat line.

    I said “focus on what are your strengths.”  I know marketing and sales are not what he loves.  He knows he has to do it but it not his strength.  And if you watched show 15, I talk about working in your strength zone and shared the statistic that 70% of people don’t have the opportunity to do what they do best and so they disengage at work.  And this includes you!  You will disengage and lose your mojo if you’re not doing what is your strength.  If you missed the show on working on your strengths, watch it by clicking here.

    So my suggestion to him was do what he does best.  We chatted and determined his strength was creating an experience for his members.  Of course we drilled down further to explore “how” to do this.

    Running a business is really tough when we set goals that have variables that we have no control over. It will test your GRIT!

    I like to build the confidence of my clients and have them work in their strength zone and plot how that zone can help them achieve their end goal.  This may require imagination or some serious strategy but that’s why you pay for a coach!  So in this example, we are certainly not giving up on growth, we just going to attack growth from the retention angle and use this client’s strength.

    If you are not working in your strength zone you will not have your mojo on.  So identify your strength zone to get and keep your mojo!

    Question 2 this week comes from Dan in Seattle.  Dan has his own gym and asked “How many times do I need to follow up someone who I have price presented to?  And I don’t want to harass them.”

    Ok Dan let me share stat’s from the US National Sales Executive Association and the fact you following up is awesome as it appears 48% of sales people never follow up a prospect.

    • 25% of sales people make a second contact and stop
    • 12% make three contacts and stop
    • And only 10% make more than three contacts

    Here are the kicker stat’s Dan:

    • Only 2% of sales are made on the first contact
    • 3% of sales are made on the second contact
    • 5% of sales are made on the third contact
    • 10% are made on the fourth
    • and wait for it . . . 80% of sales are made on the fifth to twelfth contact!

    Does that answer your question Dan?

    The real question Dan is HOW are you following up?  If you are not adding value in those contacts THEN you ARE harassing them.

    Dan plan out your 12 contacts:

    • Plan what mode of contact you will use – call, text, email.
    • Plan out what resources you can add to those contacts to add value

    And you’ll make sales.

    And that’s #AskJT for #JTInTheRaw show 30!  Did you know you can subscribe to every JTInTheRaw eposide by subscribing on You Tube – click here to never miss a show.

    Next Week

    I start 6 weeks of travel next week.  I have the Victorian PT Industry Leaders Roundtable on Thursday in Melbourne and the NSW PT Roundtable on Friday.  The members of these groups are sharing their 2017 goals and together we are planning and then be quizzed by their peers.

    I’m also writing this week as we plan an amazing interactive challenge to get your business financially fit in 2017.  You’ll see more details as we get closer to launching this in late February.

    I hope to finalise a new website. I’ll confirm that in next week’s show.

    And of course for Zoe it is back to school this week. So the excitement of Monday is who is her teacher!?

    And next week JTInTheRaw show 31 will be from Performance PT, just before the NSW PT Roundtable so tune in . . .

    Quote of The Week

    To make sales out “follow up” your competitors.  This means more contacts, different contacts and more value in each contact.

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/

  • From Our NPE Friends: How Hiring Mistakes Can Sabotage Your Business (And 9 Things To Do Instead)

    From Our NPE Friends: How Hiring Mistakes Can Sabotage Your Business (And 9 Things To Do Instead)

    By Sean Greeley, NPE CEO & Founder

    It’s been six months since the nightmare coach you’d hired on the fly has even stepped foot in your gym.

    After hearing the complaints from former customers—and reading them on social media—you decided it’d be better to be understaffed than poorly staffed and sent him packing.

    But even though he hasn’t been with your gym for quite a while, the bad reviews on Yelp and Facebook keep popping up.

    And the ones that were written months ago aren’t going away, either.

    It’s getting harder and harder to get customers through the doors…but you don’t have the coaches to work with the people that are already there.

    Even the good coaches are overworked, so a lot of things are slipping through the cracks.

    Meanwhile, you’re trying to stem the bleeding by working overtime, trying to take on these additional coaching roles on top of running the business.

    How do you break this awful cycle?

    In today’s blog, I’m going to show you nine steps you can take that’ll solve your biggest hiring challenges. You’ll learn how to put systems in place to recruit, hire, and grow your staff.

    Building a team of great people takes time, patience, and support–but it’s well worth the effort. That’s because the experience your coaches and trainers create for customers is what you’re selling. In other words, your staff IS your brand.

    Follow these steps, and you’ll have happy clients, increased revenue, and a thriving business that will help more people and make a bigger impact in their lives.

    Want to find A-player coaches and trainers? It starts with getting very clear on what exactly that looks like.

    Take out a sheet of paper and start jotting notes.

    Start with your gym’s values and culture—or the culture you’d like to build. What are your core values? Clearly defining them will make it much easier to find staff in alignment with those values.

    Which populations does your gym serve? Are there any specific niches or training needs that coaches should be able to accommodate? You can hire staff with experience in those areas as long as you are clear on what you’re looking for.

    Additionally, there are some general qualities that apply to all top performers.

    You’re looking for people that are:

    • Skilled and knowledgeable in all aspects of coaching. That includes core competency in not only assessment and program design, but also life coaching and nutrition. These skills will ensure that customers have a positive experience, and that coaches can make appropriate adjustments to help them get fantastic results.
    • Good communicators. This doesn’t mean they have to be the life of the party. Good coaches listen more than they talk. They should, however, be able to build connections and trust with customers so that they have a positive experience.
    • Great with people. Can they be personable and friendly, no matter who they’re working with? This is a great skill that can smooth over issues and help your staff solve problems as a team.
    • Calm under pressure. Coaches sometimes have a lot on their plates. Find ones that are up to the challenge.
    • Motivated self-starters. Running a business is hard enough without having to micromanage staff or take time out of your busy day to motivate them to do their job.
    • Driven to succeed. A-player coaches and trainers will proactively take personal responsibility for any issues that come up and make improvements themselves.

    Coaches that will help grow your business will create an amazing experience for customers. And the first step to hiring them is being very clear on what you’re looking for.

    So you’ve identified exactly what an A-player is for your business. Now you need to find them.

    And you need to start attracting them to your business now, even if you’re not hiring at the moment, because these things can change at the drop of a hat.

    The best way to attract prospective staffers is to let people know that you’re either currently hiring or plan to hire in the future.

    You can mention this to your client base in person. You can also connect with local colleges and universities.

    A “career opportunities” page on your website and Facebook page is a great place to not only list current positions, but also mention that you’re open to speaking with people who are interested in future openings. Link to this page on your social media accounts and in your client newsletter.

    There’s not much of a point in attracting prospective staff if you’re not going to capture the information!

    Make sure to collect their information on your website. Add them to a database (just as you would prospective clients info). That way you can continue to communicate with them over time.

    Beyond that, you’ll want to have a system in place to add contact information for anyone who you’ve met offline or has emailed you directly.

    You’ve done the hard work of attracting prospective hires and capturing their information.

    You’ve even set up systems to automate some of this work. Instead of letting the list collect dust in your filing cabinet, make sure to stay on people’s radar.

    You can do this pretty easily by inviting them to workshops and events, or sending out a monthly newsletter with updates on what’s happening in your business (just like you would share with prospective clients).

    In his book Work Rules!, Laszlo Bock, SVP of People Operations at Google, explained that the company once interviewed candidates as many as 25 times.

    Then Todd Carlisle, a staffing analyst at Google at the time, pinpointed the exact number of interviews that could predict with a high level of confidence whether the company should hire someone.

    The magic number of interviews was four.

    Here’s a simple system you can follow to maximize your efficiency in the time you spend talking with candidates:

    Interview #1: The Screening Interview

    A screening interview can be a simple 15-minute phone call with the candidates you’ve captured, where they’ll answer basic questions about their experience and why they’re interested in working at your gym.

    Funnel candidates that seem like a good fit to the next step.

    Interview #2: The Group Interview

    It’s a good idea to have regular group interviews scheduled each month, even if you aren’t in a hiring phase.

    If you are actively hiring, you’ll want to ramp these up to twice a month. Run the session like an orientation. Kick things off by sharing information about your company, its core values, purpose, and mission, and what it’s like to work there. Then you can answer questions, get to know prospects a little better, and even begin to evaluate them against one another.

    End the group interview by asking people who are still interested to send you an email with the subject line “I want to know more.” Then you can select the best candidates from those emails for the next step.

    If you’re not currently hiring, you’ll still want to keep a list of prospective hires that you like. That way you’ll have a large number of candidates to contact when you are hiring. Otherwise, you might end up scrambling to hire someone and possibly making a bad decision. Scheduling these group interviews on a monthly basis will set you up for hiring success.

    Interview #3: The In-Person Interview

    A great way to evaluate candidates that have made it this far in the process is by scheduling an interview at the gym and telling them to bring their workout clothes. Then, ask them to design and take you through a workout “on the go” with no advance warning.

    This will help you evaluate their skills in assessment, programming, and coaching–but it’s also a great gauge of how they act under pressure.

    How do they handle the situation? Are they sweating and nervous? Or do they smile and make the magic happen?

    You’re not looking for perfection, but for people who generally make good decisions about assessment, and are good at communicating and coaching.  And you’re evaluating character. Character is always revealed when people are put under stress.

    This is your “pressure test” to learn more about the candidate and how they will respond and handle the unknown.

    Interview #4: The Take-Home Interview

    The final step of the interview process is some take-home work with a fairly quick turnaround. For example, you can give prospective hires two or three pre-written case studies and client scenarios, and ask them to write programs for those clients and email them to you within 24 hours.

    After this extensive interview process, you’ll have a very clear picture on who you’re interested in working with. Coaches that have passed all four phases of this process with flying colors have demonstrated that they’re skilled, motivated, success-oriented, calm under pressure, and good communicators. They should be a great fit for your business.

    After going through this entire process, you’ll see that it’s not exactly quick and easy! Retaining fantastic coaches and trainers will save you time and money, so make sure to set new hires up for success through a four-week onboarding program. With good training, they should be ready to go by the end of the month.

    Week 1:  This is a great time for new hires to learn about your company. Teach them the story of your fitness business, including how the company got started. Make sure they learn who you work with, and how you differentiate yourself as a business.

    The first week of training is also a great time for new staff to familiarize themselves with any apps and tools they need to use, such as scheduling software.

    Week 2: The second week of training should cover role-specific training, such as how to greet clients, handling difficult clients, and any legal or policy-related rules.

    Week 3: By the end of the third week, hires should be well-versed in their new role and what is expected of them.

    Week 4: New coaches can shadow other coaches and be shadowed themselves to set them up to be on their own by the end of the week.

    Onboarding new hires may only take a month, but improving in coaching skills is a lifelong process.

    The best fitness businesses are learning organizations, where staff members are constantly honing their skills. Put some effort into creating themes for each month or quarter for your staff to work on.

    This doesn’t mean that you need to run the training yourself every time! You can bring in outside instructors, watch a training DVD together as a group and then discuss it, or even have coaches on your staff prepare and deliver trainings for the team.

    If you’ve followed all these steps, not only will you have an entire staff of quality coaches, they’ll be coaches you can trust to help you with recruiting efforts.

    Not only will having them recruit for you save you money in many cases, it means you’ll be interviewing coaches and trainers that already come with a degree of trust from your current staff. A great way to motivate them to recruit for you is by offering a referral bonus.

    Consider setting up a 1000 bonus structure for your staff, offering 500 if you hire someone they referred, and an additional 500 if that person is still on your staff after a set number of weeks or months.

    Summary

    In growing most Stage 4 and 5 fitness businesses, the limiting factor is NOT sales and marketing.

    It’s having a great team of coaches in place that can support your continued growth. Having enough staff–and the right staff–will create an amazing experience for your customers and help your business grow.

    Have systems in place for recruiting, hiring, and onboarding new staff—and ongoing training and performance management for current hires—will keep things running smoothly.

    Building a great team starts with being aware of what you’re looking for, so you’ll recognize A-players when you see them. Follow the nine steps outlined in this blog and you’ll be well on your way to having a well-staffed business with high-quality coaches and trainers.

    You’ll increase your revenue, grow your business, and instead of slamming the door on the way out, your customers walk out of the gym with a smile on their face—and send their friends your way.

    Download a brand new guide from our partner, NPE that breaks down how to overcome your biggest hiring obstacles so you can increase your revenue, have more freedom, and make more of an impact in people’s lives.

    Inside, you’ll discover:

    • A proven system to recruit, hire, and grow your staff •
    • The qualities of top performers to look for in future hires
    •  The 4-step interview process that’ll help you build a fantastic team •
    • How to keep potential hires interested—even when you don’t have an opening •
    • The 7-stage life cycle or journey for your coaches and trainers • And much, much more!

    Rock-solid marketing isn’t about finding the fastest way to get clients in the door.

    It’s about finding the best way to get the RIGHT clients in the door month after month.

    And it doesn’t have to be a confusing nor overwhelming chore that you keep pushing it off.

    Click here to download our complete guide “How to Find, Hire and Grow a Team of Amazing Coaches That Your Customers Will Love

  • #JTInTheRaw Show 29: Facial Hair Ruins Your Chance Of Sales & Price Presentation Tips

    #JTInTheRaw Show 29: Facial Hair Ruins Your Chance Of Sales & Price Presentation Tips

    Guaranteed today that my rant will create some action on my Facebook feed and even some discussion in your work place.  But someone has to say it!  So this week on #JTInTheRaw we have a JTRant!

    I’ll also cover this week an interesting lesson on pricing that I experienced and think we can all learn from and ensure it doesn’t happen in our businesses.

    Plus a late shout out in the show before finishing up with a cracking quote of the week.

    Thank you to everyone who shared last week’s show on social proof. I think I hit a sweet spot as this was one of my most shared shows.  If you missed the 5 types of social proof and how to collect them you can watch it by clicking here.

    So lets get cracking with #JTInTheRaw show 29 and here’s my rant.

    #JTRant

    I think my rant may just piss off a few male watchers but someone has to have the balls to hold the mirror up to your stubbley face men or rather boys!

    I’m going to say it . . . I think stubble looks unprofessional. I think bum bluff looks unprofessional. I think neck hair looks unprofessional. And I think a combination of stubble, bum fluff and neck hair looks unprofessional and impacts your brand and your business.

    Men when you have patchy stubble fluff on your face it looks like you lack self pride and shows me you are too lazy to shave. I then draw the conclusion you lack self discipline which then means I would not hire you to train me or work for me.

    Let’s get something straight . . .

    I am ok with beards. I am ok with hipster beards. I am ok with bush ranger beards.  But if you cannot grow a full on beard then start shaving.

    The personal trainers, sales people and more recently business coaches who don’t have a full face of whiskers, you know the ones with patchy facial hair you simply look disheveled.  And unless the brand you are trying to create is a homeless guy, then get serious and use a mens beard trimmer – EVERY DAY!

    I understand personal grooming is exactly that ‘personal.’ But your grooming impacts your personal brand and quite often the brand you represent.  It is a critical component to marketing.  It is often over looked by individuals and business owners because it too hard a conversation to have, so I am having for you.

    Shave and get the hair of your face!

    I wondered if it were just me with my private school up bringing that felt this way.  So I Googled ‘can men with stubble be trusted?’

    In my research there was resounding support for stubble being sexy!  So great guys grow your stubble to get laid but if you want to make sales or get a job think again!

    One study from 2013 where researchers asked both men and women to rate photos of a man with various stages of facial hair (Dixson & Brooks, 2013 found:

    • Both men and women tended to view light stubble as the least attractive.
      • Ha see . . . I was right! Light stubble will not get you laid or get you a sale!
    • More facial hair = more masculine.
    • Clean-shaven and full beards received higher ratings on perceived health,
    • Light and heavy stubble received the lowest ratings on perceived health.

    Gillette commissioned a study of over 500 HR professionals on grooming and employment. The survey found that:

    • 84% agreed that “well-groomed employees” are more successful than those who are not well-groomed.
    • 90% agreed that a well-groomed candidate projects confidence.
    • More than half believed a poorly-groomed candidate is projecting that they are not interested in the position.
    • 83% believed that being clean-shaven is “at least somewhat important” in making a good first impression.
    • “HR professionals cited facial stubble as one of the biggest red flags when meeting a job candidate for the first time.”

    So boys unless you can grow a beard, you are a doing yourself a dis-service in business by not shaving every day!  Save your stubble for the week end, when you want some action!

    JT Rant Over!

    If you know someone who could improve their personal grooming, this could be a subtle way to have them improve, so tag them in the comments.  Their grooming may be the difference between them making a sale or not.

    Oh by the way, if you are thinking “You old fuddy duddy JT” or “Who cares what you think JT?” Well consider this . . . if you are trying to market your product or sell to an educated father in his mid 40’s, who is brand loyal, who likes to have the premium level of products, indicating he would be a high yield go nowhere client, then you may well find that this type of customer feels exactly the same way as me.

    Now my rant is over!

    Pricing Chat

    Last weekend I did an amazing job of bluntening – is that even a word – my dad’s chain saw blade. I took it the local dealer to get the blade sharpened.

    I asked the guy, “Can you sharpen this blade for me?”

    “I sure can. Just not right now.”

    “When?”

    “Not sure”

    Foot note in this story.  This is about pricing not about service! I think you’d get the idea around improving service by now!

    “Oh, why”

    “My sharpener is buggered.  Not sure when it will be fixed.”

    “Oh. Are there any other options?”

    “Well you could go to another store.”

    “Ok thanks.”

    Pause

    “Wait I could replace the blade for you.”

    “How much is that?”

    “I’m sorry but it would be around 30 bucks.”

    “So how much is sharpening the blade then?”

    “Around 20 bucks.”

    “Give me a new blade.  How long do you need me to leave the chain saw to get it fitted?”

    “Walk to your car and back.”

    OMG . . . what would you do if this conversation occurred in your business today?  I bet to some degree it does and does every day.

    Above and beyond getting to know your customer, taking control of the sales process and providing quality service here are my insights:

    • Don’t EVER be apologetic about what you charge for anything! If you hire towels for $5, don’t apologise.  If water is $5 a bottle, don’t apologise.  If personal training is 50 bucks a half hour, don’t apologise.  The price is the price so believe it.
    • Don’t EVER put your definition of value or expensive on the customer. We are all different and we all have different definitions of what we consider expensive.  Expensive for a millionaire is very different to expensive for a homeless person.
    • And when your customer is in pain, recognise that pain and make the sale! Tell them the solution to solve their pain.  For me, returning the chain saw blunt to my dad would be more painful than having my finger nails removed with pliers! I probably would have paid 60 bucks for the chain.  Unless you truly understand the pain point of the customer, you cannot sell me what I need.  To get this understanding, ask questions! Build a conversation, ask more questions and I guarantee the yield of your sale will increase!

    I have heard the tone in personal trainer’s voices when they say how much they charge.  I have heard a tremor in a sales person’s voice when they mention the weekly fees.  Both of these indicate to me an internal value proposition challenge.

    You and your team have to realise that what you deliver is awesome value.  Perhaps even too cheap!  Your staff training may need to focus on changing or improving the mind set of your Team on your product.  If they don’t believe your product or service is massive value – either as a price or as a product – then they won’t sell it.  In deed that can’t sell it.

    If you think this real world example of service, pricing and understanding your customer would help someone please pop their name in the comments below and they’ll be tagged to watch this video.  And I’ll be grateful.

    Shout Out

    A late shout out in the show today is for Eugene and Tian from Gym Click Media.  Yesterday we filmed 20 videos and nothing was too much trouble for them.

    When I am working on my personal brand or the Active Management brand, I am fairly pedantic and I found Gym Click Media sensational as their OCD tendencies meant we both were striving for perfection in delivery, lighting, background and sound.

    Video is now a critical element in your marketing arsenal.  You have to have it!  The best thing about Gym Click Media is they get video and they get the fitness industry.  If you want an intro to Eugene or Tian, then pop Gym Click Media in the comments below and I’ll connect you.

    Quote of The Week

    Thank you for all your support of this part of the show.  The little thumbs up and hearts for the Quote of the Week give me that hit of dopamine, so if you like this week’s quote . . . hit the thumbs up!

    “Never apologise for what you charge. If your product solves the customer’s pain, it is great value for them.”

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/

  • Get Your #HustleModeOn In 2017

    Get Your #HustleModeOn In 2017

    Get your #HustleModeOn in 2017 with Active Management and together we’ll achieve why we are in business, like no other previous year.

    Hustle as a verb means jostling, pushing, nudging and getting your way in.

    Hustle as a noun it means a state of great activity.

    Whether you use “hustle” as a noun or a verb, let’s have our #HustleModeOn together!

    The Fitness Industry Can Get Their #HustleModeOn

    During some one on one time with the guru Gary Vaynerchuk in Lake Placid last September, we realised that the fitness industry need to move more quickly to meet the changing needs of employees, prospects and members.  We also agreed that the industry could be more efficient and effective in almost every aspect, if it were to remain relevant in the eyes of the community and investors – ie the owners!

    Gary Vee

    I said to Gary as we concluded our chat, “Would you mind if I use your catch cry of ‘hustle’ in 2017 to help the fitness industry?”

    Gary replied with a big grin, “I’d be honoured.  There is one condition: you have to promise me that you will hustle in your own business. You have to walk the talk man.”

    And that’s where the 2017 theme seed was sown.

    Today, we are excited to announce that we are very clear on the direction of Active Management for 2017.  We are going to get our #HustleModeOn and you can join the movement and get your own #HustleModeOn.

    #HustleModeOn

    What #HustleModeOn Means For You From Us

    We have identified 3 main areas to help you as a fitness business owner, manager, fitpreneur, industry supplier or someone who has a career in the industry:

    Resources – The resources we provide you will help you operate more efficiently, effectively and profitably in 2017.  We will provide you resources that will make your life easier, more productive and allow you to have more time to do what you love – whatever that maybe!

    Education – We will give you the latest education from industry and non-industry experts.  This education will be through professional development videos, printable templates, ebooks, webinars and the weekly #JTInTheRaw Facebook Live Show.

    Community – Collaborative thinking and sharing is the modern way to professionally develop ourselves.  You’ll have this opportunity with Active Management membership, joining the Industry Leaders Roundtable or just liking our Facebook page. You can seek advice, guidance and bounce ideas with people just like you.

    With Active Management in 2017 you will be inspired and motivated to consistently move forward with energy, enthusiasm and focus. #HustleModeOn

    How To Get Your #HustleModeOn Now

    You can get your #HustleModeOn right now and be part of the Active Family:

    • Become a member now and get your #HustleModeOn thanks to the exclusive training videos, marketing templates, strategy templates and more. Click here to join the Active Tribe; or
    • Receive our free monthly enews and Green n Growing enews, click here; or
    • Like our Facebook page by clicking here.

    Show Your Commitment To Get Your #HustleModeOn

    As you know, the hardest step for many new members and clients in your business is just starting.  Walking through the door is tough after maybe months or years of procrastination.

    Often in business, starting or making a commitment is also tough.  It is easier not to make a decision but then you don’t change.

    I know just starting your #HustleModeOn in 2017 will be your hardest step.

    The Active Management Team and community are here to coach, consult, support and help you go from ‘off’ to ‘on.’

    Join The Movement Today

    Make a commitment to get your #HustleModeOn and tell EVERYONE – especially us!  This will be a good start to switching your button ‘on’ as your Team, colleagues and friends will know what you are doing.  They will also support (and hold you accountable) your #HustleModeOn.

    Here is the #1 way to publicly share your commitment to getting your #HustleModeOn in 2017:

    For Them To Download

    Social Media Meme – click here to download the meme and then post it on every social media platform using the hashtag #HustleModeOn.  Make sure you tag Active Management so we can repost your commitment and we know who is getting their #HustleModeOn in 2017.

    #HustleModeOn Starts Today.

    If You Wait Another Hour, Day, Week or Month,

    Then Your #HustleModeOn Isn’t!

    HustleModeBanner

  • #JTInTheRaw Show 28: Why What People Say About You Online & Offline Matters

    #JTInTheRaw Show 28: Why What People Say About You Online & Offline Matters

    What I have learned this week studying social proof, blew me away.  And made me wonder why don’t I use this more in my business?

    Welcome to #JTInTheRaw show 28 and this week I’m talking social proof in your business!  Which by the way is the smarty pants term for using testimonials.

    This week’s show has:

    • Shout outs
    • A big announcement
    • And the world famous, stop the presses, hold your breath Quote of the Week!

    So hang in there.

    #JTShoutOut

    I have just one shout out today but it covers 1000’s probably 10’s of thousands of people.  I want to give a shout to every BODYPUMP instructor and person who has ever done a BODYPUMP class!

    Les Mills the designers of BODYPUMP have dedicated January 14th as the launch date of BODYPUMP 100!  I think there are 4 BODYPUMPs released every year, so that’s 25 years of BODYPUMP across the globe.  I would hate to think how many bicep curls, dead lift, squats or rows that would amount to.

    Many many in fact many years ago I became a BODYPUMP instructor.  I think I had to bribe Michelle Bridges and Shannon Cleary to pass me so I could teach BODYPUMP 19.  Fortunately, for the members of my gym and the integrity of Michelle and Shannon I never stood on stage.

    So a huge shout out today goes to:

    • Everyone who has ever done BODYPUMP
    • All the instructors who have changed people’s lives through BODYPUMP
    • And of course Phillip and Jackie Mills who with their team have brought BODYPUMP into gyms and lives across the globe.

    Enjoy tomorrow everyone who is Pumping!

    So What Is Social Proof

    Last week I mentioned I am working on a checklist for building testimonials in your business.  Well the checklist lead to research and I thought this week I’d share what I learned.

    First up . . . Social proof is a psychological phenomenon refering to people’s reliance on the feedback and actions of others to determine what is right and what is wrong in a given situation.  Often used in marketing terms to impact buying decisions.

    Just last week our TV gave up on us and moved on to TV heaven.  So Robyn trawled product review sites to get an idea of what TV we should buy.

    In fact, studies show that 70% of consumers say they look at product reviews before making a purchase, and product reviews are 12x more trusted than product descriptions from manufacturers.

    That makes sense right?

    Now thanks to social media, social proof has been turbo boosted and catapulted into many of lives.  People sharing online successful or unsuccessful experiences is social proof.  Asking friends on Facebook do they know anyone who cuts grass, repairs cupboards or even a personal trainer who gets results is also social proof.

    In my research, I came across 5 types of social proof and they go beyond what I imagined . . .

    1. Expert Social Proof. This is when you get the thumbs up from a credible expert. That expert could from the industry saying how good you are or for many of you a mummy blogger. Their proof can come in the form of a Twitter mention, a Facebook share or holy grail a dedicated blog post.
    1. Celebrity Social Proof. A thumbs up from a celebrity is generally a pure gold endorsement – if it’s authentic. Celebrity endorsement can be a double-edged sword. If the celebrity is properly matched to what you do, it will be sweet. Take into account a celebrity in your community may not be someone on TV or radio, they could be the captain of the local sporting team – whom everyone knows.
    2. User Social Proof. The most common social proof we see in marketing is the thumbs up from current users of your product or service. This includes your customer testimonials, case studies, and even online reviews. The benefit of this proof is we can imagine ourselves in other people’s shoes when we read or hear their story – so long as that person is like me!  Stories can be incredibly persuasive as they feel more real. The individual examples stick with us because we can relate to them – if they are like us!
    3. Wisdom of the Crowds Social Proof. Ever lined up to get into a night club? This is the approval from large numbers of people and we suffer FOMO – fear of missing out. So we act. FOMO is a real social anxiety, made more relevant and worse by social media.  We see everyone buying, subscribing, joining or even participating and think “I can’t miss out!”  We then take the action that the company wants you to take.
    4. ‘Wisdom of Your Friends’ Social Proof. Social media has sparked dozens of different ways to provide this kind of social proof. Facebook widgets that show other Facebook friends that “like” a brand, Twitter’s display of people you follow that also follow another person, and even the ways you offer rewards for referring others to you are all examples of this.

    Which is the most powerful?

    They are all as good as each other as an independent third party is telling others how good you are!

    One study of a German bank found that customers who came from customer referrals had 16% higher lifetime value than those who came from other acquisition sources and the customers churn was 18% less.

    What now . . .

    Well now you know this stuff, start using it! Start being pro-active!

    A few quick ways you can use social proof right away:

    • Add customer testimonials to your website or newsletters from a variety of different types of customers – ie your avatars
    • Emphasise your member or clients, follower and subscriber numbers on your blog
    • Be pro-active in your follow-up with great customers and ask for referrals
    • Find experts who are interested in what you’re doing, build relationships and work together to find ways that they can help promote you.
    • Find local celebrities, mummy bloggers and others that can influence your prospect base.

    Now stop watching me and get to work!

    Wait . . . only joking!

    But seriously, if you think this video could help anyone in business, then I’d really appreciate you tagging them in the comments below.

    See what I did there? See it? See it?

    Your ‘user social proof’ is greatly appreciated. So please tag only people you think who would benefit from this week’s show.

    This Week

    This week I finalised the Active Management Theme for 2017.  We are super excited to announce our theme is #HustleModeOn.

    Hustle as a verb means jostling, pushing, nudging and getting your way in.

    Hustle as a noun it means a state of great activity.

    We have identified 3 main areas to help fitness business owners, managers, fitpreneurs, industry suppliers or someone who has a career in the industry:

    • Resources
    • Education
    • Community

    You can get your #HustleModeOn right now and be part of the Active Family:

    Whether you want to use “hustle” as a noun or a verb, let’s get our #HustleModeOn together in 2017.

    Thank you so much for tuning in today to show 28.  I know this was heavy on education. I look at lots of websites and think we can all do so much better, so for the growth of your business start collecting social proof!

    Please share the show by tagging anyone if you know someone who will benefit from the social proof chat or should get their #HustleModeOn by joining at Active Management at www.Activemgmt.com.au/joinnow.

    Quote of The Week

    “85% of consumers said they read up to 10 reviews before feeling they can trust a business.” Search Engine Land

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/

  • #JTInTheRaw Show 27: Thoughts On Simon Sinek’s Managing Millennial Video & How To Make 2017 Awesome

    #JTInTheRaw Show 27: Thoughts On Simon Sinek’s Managing Millennial Video & How To Make 2017 Awesome

    “Awesome”

    “Wow”

    “That explains it.”

    “Please find 15 mins to understand this. It will benefit, you, your kids if you have them and your relationships.

    Just some of the comments on my news feed on the Simon Sinek video on leading millennials that went viral over the past 4 weeks.  Today despite Sinek’s insights, the majority of leaders will still screw up. Stick with me and I’ll share HOW to lead millennials.

    Welcome to show 27 of JTInTheRaw and Happy New Year!  Its great to be back and thanks for tuning in as I chew the thin about business at the same time every week!

    Now I have made a few of changes for 2017:

    A new intro and subtitles!  So if you hate my voice, you can just watch and read!

    The second change, the focus of #JTInTheRaw will be only business!  I’ve made the decision not to venture down the road of personal development as there are loads of others doing these and I am not better than them nor is personal development my core business! I am going to give you business tips every show, so that you can get your #HustleModeOn in 2017!  More to come on this in coming weeks!

    What’s in this week’s show:

    • My take on Simon Sinek’s viral video;
    • #AskJT on ‘what’s the answer to making my business better in 2017’ and my answer will AMAZE you
    • New resources I am working on useful for any business
    • And TWO special opportunities for fitness businesses

    So let’s rip in to the Simon Sinek video. If you haven’t you can watch it here.

    Here is my little summary for you . . .

    Millennials want to work with purpose and make an impact. And Sinek adds they want free food and bean bags!

    He shares 4 reasons why millennials can be challenging to manage and lead:

    • Their upbringing – they have become accustomed to being acknowledged for effort! They get school opportunities because mum and dad complain and they learn in the workplace quickly that mum and dad can’t help.  That makes them unhappy and then social media allows them to put a filter on what people see.  Their friends see a snap shot of their life not the whole feature movie, so friends have no context of how they are REALLY feeling!
    • Technology – tech feeds them dopamine. An email, a text, a like, growth in Instagram numbers all give us a hit of dopamine.  Problem is, this is addictive and also mind numbing. So when stressed, millennials turn to a device to see if they have a new Insta heart and that makes them feel better.  The problem is too many kids don’t know how to turn to a person and ask for help when stressed.
    • Impatience – instant gratification is their life! Kids these days don’t even know how to ‘date’ someone, they just swipe right! Job satisfaction and deep relationships are not instant.  Millennials need to learn to love, experience joy and other feelings that take time!  And they don’t ask for help so they’ll never achieve them.
    • Environment – these millennials are in corporate environments where we care more about numbers than the people. We are not helping build their relationship skills, their cooperation skills, overcoming a reliance upon technology as a crutch, understand not everything comes instantly and appreciate the joy, love & fulfilment on working on something for a long time until the successful end.

    Sinek’s presentation goes for 15 minutes and for 12 minutes he explains these 4 characteristics of millennials.  And for many of the people who re-posted this on Facebook, their comments I am sure reflected the first 12 minutes.

    You know what I guarantee, less than 5% of viewers do anything with this info!

    You have the knowledge on millennials so do something with it!  Change and lead them.

    It’s all very well to know these things about them but if you don’t do anything, then you’ll continue to whine about them!

    Watch the last 3 minutes of the video because that is where the true lessons are learned.

    Here are my suggestions on leading millennials:

    1. Set a long term exercise goal. I learned last year you need to train for months to run a marathon.  Set a long term – 6+ months – exercise goal with your millennials.  Coach them to achieve.  Even better if they learn to pay for a personal trainer to help them!
    2. No mobile phones! Not just in meetings but before meetings, so they connect and talk – ie build relationships!
    3. Give awards for best performance – ie a gold medal for best performance. And never ever give a bonus if they don’t hit it!  I mean it . . . if you set a target of 10 and they hit 9, then they get nothing and explain why.
    4. Start each staff meeting with each staff member sharing ‘how they feel’ about different topics. Ensure everyone is listening and everyone has a turn at speaking.
    5. Have a walking meeting. Ideas happen when our mind wanders.  Innovation happens as we look around and just think – not when we get on a device.  That’s why I love running so much!
    6. Work your arse off. You need to build their confidence, teach them social skills and build trust with your slow, steady and consistent behaviour.

    Here is my key message for you: your role as the business owner is to provide – organically or manufactured – interactions to occur between your staff.

    Please if you found this useful, then share this video or blog post.  I’d love to get 5% of the total views Simon Sinek has had of his video!

    #AskJT

    This #AskJT is a tough one! It comes from Mark but I have changed his name to keep him anonymous.   His question is a beauty, “For the last 12 months I have been paying a former Personal Trainer and now business consultant to help me.  We have tried lots of things but I am not getting any better results from using them.  What should I do?”

    Mark thank you for putting me in an awkward position!  I’m not going to shy away from your question though.  I’ll tackle it as it is a relevant question for anyone in business.

    First thing, I Googled your location and you’re on the first floor at the back of the building.  I am guessing you have very favourable rent!

    Mark, I don’t care how good your business consultant is, if you have a shit location you’ll have shit business numbers!  My first recommendation is explore relocating!

    And if that’s not possible do a video of how to get into your studio from street level.  Then spread this widely . . . send it everywhere!  And every printed marketing piece needs a mud map of how to find you.

    Second thing, have an honest discussion with your business consultant.  Tell them how you are feeling.  If you don’t, you’ll start to resent them and it’ll end up ending pear shape.

    If you do continue with him or her as a consultant, set them KPI’s to reach.  A consultant’s role is do things for you.  You employ them to take something they are an expert in, from your plate to free you up.  Hold them accountable for what they say they will do.  Give them numbers to hit!  Give them bonuses if they hit numbers.  Treat a consultant with the same accountability you would treat an employee.

    If they are business coach, then they teach you how to do things.  They must add to your skill set.  Tougher to set KPI’s for a coach but hold them accountable for what you want to learn and resources they say they will send you.  Your role in this relationship is give a clear brief before each session.

    I hope this helps Mark. And if this advice on doing a video to find you easily would help someone or what to ask your business consultant then please tag someone in the comments below.

    What Am I Up To Next Week?

    I am still half on break next week, with some chores that I need to do around the house.

    I’m also working on:

    • A new template for building an avatar for your business. Avatars are descriptors of your ideal client and my template will be a case of fill in the blanks to help you identify all the characteristics of your ideal client, member or customer.
    • A fact sheet on testimonials. Social proof is critical to getting your marketing #hustlemodeon and when we tie this into avatars we are destined for success!

    These resources will be perfect for any business and for sale to you.  These will be available to Active Management Members in February.

    Now just before I finish with this week’s quote of the week.

    Two Opportunities For Fitness Businesses

    Firstly, I have booked Eugene from Gym Click Media for a days filming in Melbourne on the 19th January.  I only need Eugene for a few hours, so if you would like videos for your website, I have an incredible and never to be repeated offer.  There are FOUR time slots available, so you’ll need to book FAST!  And if you know a gym or PT in Melbourne please tag them in the comments.

    Secondly, in February we are putting the price up on the Bronze Membership for Active Management.  Sure it is only going from 24.90 for 12 months to 49 for the year, not a huge increase but with increased access to resources on the Member Hub, now is the time to join! Go to www.activemgmt.com.au/joinnow and follow the links to a Bronze Membership.

    Quote of The Week

     

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/

  • #JTInTheRaw Show 26: Finding out what your staff are thinking about you & your managers

    #JTInTheRaw Show 26: Finding out what your staff are thinking about you & your managers

    What were you doing on the 1st July?  I can tell you exactly what I was doing and I will later!

    Welcome to JTInTheRaw and today I have:

    • A few shoutouts,
    • An #AskJT,
    • A brand new segment ‘what cheeses me off’ and
    • Some BIG announcements

    So hang in there for 15 minutes with me!

    What were you doing on the 1st July?

    Me?

    I did my first Facebook live show from the Gold Coast the day before I ran my first Marathon.  We are now 26 shows down the track, which has converted to

    • Over 15,600 views of the shows on Facebook.
    • Over 2000 likes, WOW’s and loves . . . that’s a 13% approval rate
    • Over 1000 comments & questions . . . that a 6.5% engagement rate

    If you were one of the people that either ‘like’ ‘wow’ ‘love’ or left me a comment, a huge THANK YOU!  Hit ‘like’ right now if you are one of these statistics!  Let me see you . . .

    Additionally, I have had 300+ views on the #JTInTheRaw You Tube Channel and a whopping 21 subscribers to the JTInTheRaw Channel!  Mental note – improve these numbers moving forward!

    To be fair, I had NO idea if my weekly show would get to or past 12 shows.  I had NO idea if I would have anyone watching or listening to me just chewing the thin about business.  I thought I’d put it out there and see what happens!

    So not surprising my first shout out is to YOU!

    I am very grateful for everyone who tunes in.  Some of you – too many to mention – are regular weekly watchers either live or on replay.  Thank you so much for your support!

    Thank you also to everyone who shares the shows.  When you share the show I increase my reach and regularly gain new fans and watchers.  So thank you and please keep sharing.

    My second shout out goes to my Team.  I have three main ladies in the Active Management Team and Alicia, Chantal and Stacey you 3 are AWESOME.  I think your greatest attribute you all bring to the company is the ability to read my mind!  Thanks for an amazing year.

    My third shout out goes to Michelle Bowden.  Michelle is this week’s guest on The Fitness Business Podcast and let me say it is one of the BEST shows The Fitness Business Podcast has done all year.  Michelle gives some great insights from what she wants from a gym as a member, which is alone is valuable.  She shares tips for asserting yourself in your communication skills in work and life. And so much more.  If you would like the link show 83 just pop MB in the show notes and I’ll send them to you.  Thanks Michelle, you are a true professional and amazing this week.  Psst – hope you are enjoying Nepal.

    #AskJT

    Every week I try to answer questions from you guys and girls as you Facebook, Tweet or email me using #AskJT.

    This week’s question comes from Mary a club owner in Texas and she asked “I think my Team have a few issues with my Management Team but they are not telling me anything.  Any thoughts?”

    Mary I would suggest that as a woman, you should trust your intuition.  You are probably right . . . something is amiss, so lets get to fixing it!

    First tip . . . get offsite! Take Team members regularly – and definitely now – for a coffee and even though you have a management team, show as the owner you care enough to give them an hour of your time.  This effort and the neutral place will see them slowly open up.

    Second tip . . . start building trust between you and ALL your Team.  The major issue with teams poor functioning is a lack of trust.  This leads to individuals taking things personally, being argumentative and being protective of their role in the organisation.  When you have trust – deep trust, vulnerable trust – when feedback is given or received it is coming from a place of making the business better.

    So Mary, start talking to your Team.  Start getting to know them as people not employees.  Build trust between you and them and then you will start to hear business truths.

    One final thought . . . if full communication is not conveyed or if you are not transparent then your team will make their own determinations.  So with every decision, policy and change ensure you explain ‘why’ otherwise your Team will make up their own ‘why.’

    Hope this helps Mary and everyone else.

    If you think the concept of developing deep trust in your Team could benefit your Team, then hit ‘like.’

    What Cheeses Me Off

    When I was growing up there was a TV show call ‘Hey Hey Its Saturday’ and they had a segment called What Cheeses Me Off.  If you remember the show hit ‘LOVE’ as it was a Saturday night religion.

    I am launching this segment today on #JTInTheRaw.

    It is NOT a rant, you’ll know a JT Rant when you hear one and see one – I get red and yell!

    What Cheeses Me Off is just something that grates me and to launch the segment . . .

    People who do their Facebook or business videos in cars!  What the?

    Seriously, if you are giving advice on running a business, building a brand or even how to perform at your highest personal standard then I don’t think the inside of the car is the place – of course unless that is your office and that’s where you meet clients.

    That’s my opinion, which I am entitled to have!

    What cheeses me off are advice videos from inside a car! Agree?

    A car is great for lots of things, but turning it into a stage for professional advice tends to pull focus in all the wrong ways. It’s hard to take in someone’s message when you’re distracted by seatbelt shadows, dashboard glare or the lingering thought that they might actually be filming at a stoplight.

    It is ironic too, because the car itself isn’t the problem; it is a wonderful tool when it is used for what it’s meant for, and anyone who has ever dealt with breakdowns, flat batteries or strange dashboard lights knows that the true frustration begins when a vehicle stops doing its job.

    That is usually the moment people start paying attention to the things they normally take for granted, which is why the reliable support offered by Blue Wrench stands out to those who want their cars ready for the real moments of life rather than spontaneous video shoots.

    When a vehicle is cared for properly, it becomes a quiet companion on early morning commutes, school runs, late-night drives home and everything in between, and it deserves more than being reduced to a backdrop for business advice that could be filmed literally anywhere else.

    BIG Announcements

    I have FIVE big announcements and after each one if you like, then give me a thumbs up.

    Announcement #1 – I have decided I am going to run my second marathon on 2017.  I am targeting the Melbourne marathon on Sunday 15th October.

    Announcement #2 – In 2017, I am excited to help businesses and individuals outside the fitness industry.  I am going to launch a new website in February 2017.  This website will have JT resources, info to have me speak at your conference and working with your management team.

    Announcement #3 – Coming in February is the best of the best! I have put together the most readable, concise, and jam packed ebook of the best ideas shared in #JTInTheRaw.  This will be available in 2017.

    Announcement #4 – Also coming in February will be a weekly JTism.  There are little quotes that people have told me they have loved in the shows, so I have collected them and you’ll see them on Facebook from February.

    Announcement #5 – #JTInTheRaw will continue into 2017!  Nothing will change and I’ll be back on Jan 6th.

    And so that brings me to the end of the show and the last show of the year.  Thanks for all your support and I’ll be continuing from January 6th.  So tune in then.

    If you think you know anyone who would get value from today’s show, especially around developing deep trust in your business then please tag them in the comments below.

    I hope you all have an amazing Christmas and cracking New Year.  I hope you eat too much! Drink too much and then exercise too much!

    So before I say good bye . . . time for quote of the week . . .

    “I’ll be back! January 6th! Tune In.”

    quote-of-the-week

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/

  • Last Chance To Grab 12 Days of Christmas Bargains

    Last Chance To Grab 12 Days of Christmas Bargains

    Over the last 12 days we have posted some amazing offers on our products saving you big $$$$. Every product below is a massive 50% off our normal price!

    You have one last chance to grab them before they all expire on the 31st December, so be quick! Click on the image to purchase and don’t forget to use the promo code where specified.

    Day 1

    Remembering People’s Names Video

    Promo code ‘Active’

    Day 2

    The Ultimate Hiring Champions Package

    Set of 3 ebooks

    Day 3

    Powerful Insights Package

    Set of 6 ebooks

    Day 4

    71 x Social Media Memes

    Why Exercise & Burn Calories

    Day 5

    Bathroom Posters That Pop

    Marketing Template

    Thank You Cards Set 1

    Day 6

    Set of 7 Thank You Card Templates

    Promo code ‘Active’

    Day 7

    How To Write a Winning Advertising Piece ebook

    Promo code ‘Active’

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    7 Critical Steps To Selling Memberships Video

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    ezine, articles

    Day 9

    Why & How To Create Red Hot Articles ebook

    Promo code ‘Active’

    Day 10

    Birthday Card Campaign Template

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    Day 11

    How To Use Guerrilla Marketing ebook

    Promo code ‘Active’

    Day 12

    12 month silver membership 

    Promo code ‘Active’

    Merry Christmas from our family at Active Management to yours!

     

     

     

  • #JTInTheRaw Show 25: Tips For A Cracking Business Plan

    #JTInTheRaw Show 25: Tips For A Cracking Business Plan

    “This is such a confronting exercise.” The words uttered by Josh last week at the Victorian PT industry leaders Roundtable. This was followed by “I can see why this will benefit our business but there could be some pain!”

    Welcome to show 25 of #JTInTheRaw and today I’m going to give you a sneak peak of my formula for business planning. You’ll get enough today to be as confronted as Josh!

    I’ve also got to share 2 amazing customer service experiences we can all learn from.

    Let’s tackle the business planning topic.

    Whether you are a sole trader with no employees or the CEO of 10,000 employees it is critical for the business to know where it is going. Just as a plane has a flight plan, a sporting team has a game plan, or an orienteerer has a map … you need a plan.

    The more specific your plan is, the more benefit to you, the business & indirectly your clients.

    The format for the plan I use comes from Scaling Up by Verne Harnish. It’s a great book with some very powerful business insights. If you would like a book summary of Scaling Up email me now.

    I think my business plan version is simpler to complete.

    Step 1: Set a BHAG! Start the plan by establishing what is the 2 to 5 year goal for the business. This goal is designed to really stretch the business.

    I like people to set a BHAG for the business – a Big Hairy Audacious Goal. This means every decision and action done in your business leads toward your BHAG.  How good will it be when you achieve it!!!

    Step 2: Develop a theme for your year ahead. What one word or phrase sums up:

    • What you want to achieve?
    • What is relevant for you, your business, your team, your customers?
    • What will galvanise and unite your people?
    • What can act as a filter for you to determine if you’ll follow through with opportunities?

    And in today’s world, always add a hash tag!

    Step 3: Determine your business’s core values. These are the values the business has and your team have. These are generally one word and could be summed up as the should’s and shouldn’ts of the business.

    If you would like a core values assessment to help you establish your core values, email me now.

    Step 4: Articulate your purpose. This is why you do what you do … if you haven’t read or watched any of Simon Sineks stuff .. do it. He explains that people will follow you, like you, engage with you & but from you because of why you do things not what you do!

    Discovering the answer is an amazing journey of self reflection and critical for differentiating yourself from your competitors.

    Step 5: Share your brand promise. If I become a client of yours what will I get? This will maybe easy to say.  My challenge is to say it in unique terms, ie in words that no other business uses or can use.

    Step 6: The most difficult and challenging … it’s living the actions!

    What actions will you literally do to:

    • Live those core values?
    • Achieve your purpose?
    • And deliver that brand promise.

    These are the foundations you need to build a business. Without this you have a house built on sand not on a concrete slab!

    If you’re interested in the template my Roundtable are using to plan for 2017, email me now and I’ll send you a copy … you may also consider 6 coaching sessions with me to help you complete the template.

    I guarantee this template will help you get your #hustlemodeon in 2017!

    Customer Service Learnings From The Last Week

    Learning #1

    Last week I emailed a personal trainer about training someone I know. By Tuesday, 4 days later, I hadn’t heard anything, so sent a text to book a time to chat. I got a response 8 hours later. In the modern world we live in, you simply cannot leave it this long to get back to prospects if you want convert them.

    As a consumer, I expected an email within 12-24 hours. And if you can’t do that, then don’t put your email address on your business card. The text, I expected a response within 4 hours.

    Learning #2

    As many of you know we are having renovations at home. That is another story! But I want to share a common occurrence that happens every day in every business …

    Our project manager apparently has some heavy shit going on in his personal life. The result is that he has dropped the ball on our project a number of times and he is a grumpy/negative sack of potatoes that I don’t want to be around, so I hate to know how his work mates feel working with him. Now the owner of the business is apologising profusely and explaining why things haven’t happened.

    I’m sure you get the picture!

    Here are the learnings:

    • Your customers don’t employ the individual they employ or buy from the company. We don’t care who, we care we get our service and when we don’t get our service we blame the business not the individual. Every person who faces the public is representing your business. They will determine the success of your business, so choose wisely!
    • Never come to work when you feel shitty about life. If you don’t have the ability to leave your personal crap at the front door when you arrive at work then don’t arrive at work! You will harm relationships with your customer, your work mates and if relevant your boss.

    When you are not engaged at work it is not going to give you job satisfaction, it will impact your performance and relationships and to be honest could get you fired! Stay at home get your shit together and return to work focused!

    Last week, we talked about culture and both these examples come from the culture you develop in your business! Watch show 24 now.

    And that’s JTInTheRaw for another week! If you got value from the show as always please share it! If you want any of the links or giveaways email me!

    If you never want to miss a show subscribe to the #JTInTheRaw You Tube Channel by clicking here.

    I’m off now to work with 6 of the most entrepreneurial personal trainers in NSW!  You can join us in 2017 by emailing me and we can chat about this amazing program.

    Quote of the Week . . .

    “A business plan is your road map to success. Without one you’ll meander aimlessly!”

    Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/