Active Management

Tag: fitness industry

Stop Selling Your Personal Training Today
Presented by: Justin Tamsett from Active Management

After this presentation you will have a new outlook to having clients start training with you. When you have to ‘sell’ your services, your clients may feel uncomfortable or even worse still manipulated but more importantly will not be long term. When clients ‘buy’ personal training they feel they have made the decision, own the decision and are committed to the decision. This is a great thing for you and your business. You will learn how to have clients buy PT from you!

Here are our top 3 takeaways:
- Have an option for everyone
- Position yourself as an expert
- The 7 critical steps to have clients buy
Purchase Stop Selling Your Personal Training Today for $50

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April 14, 2016
What Happens When The Phone Rings In Your Fitness Business?
Since 2012, we have been conducting mystery shopping for our clients in every fitness business model – franchise, chain clubs & independent clubs; council facilities; and PT studios – across Australia. And to be honest every month we are amazed at what happens when we email, ring or visit the clubs.

Before, we share our insights lets clear something up: every client’s staff KNOW they will be mystery shopped at some stage in the month. We recommend to every client that they tell their staff mystery shopping is being conducted. In other words, we want to catch them doing things right not wrong.

In the last 12 months, here is a summary of what we have found:
- A small percentage email enquiries were never replied to or contacted by the business;
- Only 60% of telephone enquiries were asked to come into the business to look around, a visit, or a workout;
- If an appointment was not made from a phone enquiry, less than 40% of calls were even recorded in the business; and
- Over 90% of tours were shown everything in the business but less than 50% felt that the tour was personalised to their needs.
We even had one example of a client giving the phone enquiry report to his team member and the team member’s response was “that wasn’t me.” And yet the call was made when that staff member was the only staff member working at the time.

On the flip side, we have seen one client over 4 years increase every aspect of the mystery shopping evaluation so that there is consistency in email, phone and walk in enquiries. They have conducted mystery shopping every month for 4 years and are now reaping the benefits with more sales.

We hear from nearly every person we speak to in the industry that enquiries have dropped off. That may well be true but when less than 40% of non-appointed calls are recorded anywhere how do you know exactly how many enquiries you are getting every day?

Stacey is our Mystery Shopping Captain and runs an amazing team of mystery shoppers. If you would like an introductory 3 month Mystery Shopper Program you can grab your campaign now.

Get Your Introductory 3 Month Mystery Shopping Package Now

Your program includes:
- 12 mystery calls tailored to what you would like callers to ask – for example: about a product or promotion or a general enquiry;
- 6 email enquiries to see the speed of reply and quality of response; and
- 3 walk in enquiries who will come in and ask to join your facility.
- A summary and individual evaluations of each enquiry.
Get Your Introductory 3 Month Mystery Shopping Package Now
March 16, 2016
D-Day For Fitness Australia CEO
From what I hear the Fitness Australia Board will be conducting the final interviews today to select the new CEO and we will hopefully have a new CEO sometime tonight!

As an industry we must be very proud of two facts in the process to find a CEO:
- There was nearly a 500% increase in the number of initial applications for the role from the last time the role was advertised. This shows that the Fitness Australia brand and positioning is alive and well – locally and internationally!
- The arduous process the Board have conducted to find the right CEO.
I have heard that the recruitment company have been VERY impressed with the diligence to which Fitness Australia have gone to to select the CEO. In fact, I am aware that one applicant has had 6 interviews/conversations with a variety of people. This shows just how determined the Fitness Australia Board are to identify the right person.

The new CEO will certainly have their challenges as Fitness Australia continues the push for ‘Fit Not FBT’ campaign in Canberra. They will also need to get to the grass roots of the industry and provide more value to fitness professionals registration; business membership and associate membership. They will need to turn the finances of the body around.

Our industry needs one peak body and the CEO will have the challenge of selling this to every stakeholder.

The final step for the applicants today is an interview with the full Board – how good is that by the Fitness Australia Board!! I don’t think they will be intimidated.

I believe there will be 2 applicants in this final step. I admit I know one applicant and I am very aware of the diligence they have given to this role with hours of preparation including close analysis of the Fitness Australia business structure, website and financials. They have explored other associations across the globe to get ideas and insights from them. And finally, they have met with many industry stakeholders already to get a feel for the fitness industry and the position of Fitness Australia. I would hate to guess how many hours they have devoted to their application but I know we have had at least 10 hours of discussion over the past month. If the other applicant has done the same intelligence gathering, as an industry we will have an amazing CEO of our peak body.

I believe both the final applicants have very different skill sets. They are very different people with very different experiences. They both have a passion for the fitness industry – a natural passion.

So who will get the job?

My prediction . . . it will be either a photo finish or one of them will canter in! The industry’s elected Board will either have robust discussion to split the applicants or they will be clear on the direction of the Association and one applicant will fit that direction nicely. But oh to be a fly on the wall late this afternoon!

What is critical to me is that the industry, from the group fitness instructor who teaches one class a week in local hall to a personal trainer in their first month of a new career to a franchise business owner to the independent club owner to the CEO of a chain of clubs and everyone in between support the new CEO. Our industry needs a strong peak body and strong CEO to lead us forward. The Board have shown great strength, so they deserve industry support on the selection.

Final Message To The Board

As Taylor Swift says “haters are gonna hate” and you know you will not please everyone. You have left no stone unturned to find the right person. From what I hear a massive #KUDOS to David Allan and the Nomination Committee for the extra effort, energy and diligence to find the perfect fit for the Fitness Australia CEO. You guys have “done good and played strong.”
March 10, 2016
Active Management Helps Fitness Businesses Write Better

Active Management have partnered with Sean Bestor, an expert copywriter and list builder. The former LeadPages.net team member was named one of the top 69 list builders in the US. He is a multiple award-winning copywriter, and his familial ties into the fitness industry make him an ideal content creator for any business.

“Justin and his team get it,” said Bestor. “I love how they’re disrupting traditional marketing in the fitness industry. I’m chomping at the bit to start helping the Active Management members grow their businesses with some well-timed words and big-time digital strategies.”

“We are super excited to be working with Sean. He will provide “how to” videos for the Active Management Tribe, fact sheets and even more to help the members have better copy and more channels in their marketing,” says Justin Tamsett, Managing Director of Active Management.

After offering a consulting and coaching service in the fitness industry since 2004, one of the most common areas for help owners of fitness businesses seek is around marketing. Not only is the challenge where to market but what to market.

“Many business owners and managers stare at a blank piece of paper for hours before attempting to write compelling copy for their flyer, web page, or email campaign. We know that and we are super excited to now provide a solution.”

In March, Active Management rolls out the long awaited Membership 2.0, which will have never seen before in the fitness industry features to create engagement and professional development. One of these features will be a Team of Ninjas or experts that can help members #STRENGTHEN their business — a team which Bestor will be part of.

“We surveyed our members in 2015 and identified what services we needed to add value to our member experience. A professional copywriter to educate and help members is what they asked for and now we have one!” said Tamsett.

For more details about the Active Management Membership or Sean Bestor, contact Alicia Boulton on +61 2 9484 5501 or email [email protected].

Join Now

March 8, 2016
Is There Something I Don’t Know About The Fitness Industry?
As we went enter the second month of 2016, we here at Active Management clock up our 11^th year of being industry consultants and coaches on a full time basis and around 3 years prior on a part time basis. I would suggest along with Impact Training and Face to Face we may be the longest coaching consultants in Australia.

Over these years I have seen industry consultants come and go. I have seen some amazing ones grow and grow and grow – I am in awe of what they have achieved. And others really struggle – just as a PT may struggle for new clients.

But something must have been in the Coolaid over December!

In January, I had FIVE people ring me and ask “I’m thinking of doing what you do. Do you have any advice to be a consultant in the fitness industry?”

While initially annoyed, as none of these callers offered no payment for my time. I then took it as a compliment that they called me for advice. And finally after I hung up I asked myself why was I so honest when they are now going to be my competition.

Every year the fitness industry gets more competitive for you as the gym owner, manager or personal trainer. And now every year the consulting and coaching side gets more competitive.

I have to admit I saw the trend of successful gym owners and former gym chain managers flipping across to consultants coming. It has not surprised me but I am amazed at the quantity and the speed at which they have rolled out.

Maybe they see something in the industry that I haven’t? Maybe they see gym owners busting to hire consultants?

Nevertheless, this growth is great as it keeps us on our toes. It means:
- We must be providing quality content to you, so you will #STRENGTHEN your business.
- We need to build business models and consultancy services for the sole trader, the gym owner and the staff of chains and franchises to #STRENGTHEN their business skills.
- We must be looking outside the fitness industry to bring best business practices to our industry.
The health club owner, gym manager, franchisee, personal trainer and people within clubs who want to make fitness their career will be the winners!
February 2, 2016
Fitness Australia Are Trying To Fill The Vacant CEO Seat

If you think you can run the fitness industry, then this is the role for you!!!!

Position Title: Chief Executive Officer
Web Link: http://www.sportspeople.com.au/sp/position/PositionDisplay.asp?ID=37529
Closing Date: 27 Jan 2016

Note the closing date . . . get your skates on and apply now!

January 21, 2016
Dr Paul Bedford – Key insights from The Retention Guru
In this show, we interview The Retention Guru, Dr Paul Bedford. With over 20 years experience working in the fitness industry, Paul is one of the global fitness industry’s leading authorities on retention, attrition and member experience management.

During our chat we ask him about the most surprising revelation he has come across when it comes to retaining members, and has he observed any correlation between group exercise & retention and PT & retention. Finally, you will be amazed when he shares his top 3 strategies to build member retention.

Episode Timeline
- 01:00 – Exciting announcement!
- 02:05 – Introduction to Dr Paul Bedford
- 02:55 – The most surprising revelation about retaining members
- 07:30 – The number one tip to attract the over 35 member
- 08:45 – Is there a correlation between Group Ex and member retention?
- 11:20 – 3 strategies to increase member retention
- 14:50 – Great example of a gym doing a top job of streamlining processes
- 23:13 – Top take-aways from this months interview
Top Tips From The Show
- People over the age of 35 behave significantly differently to the people under the age of 35. Over 35’s are much more routine, Under 35’s are more adhoc – Dr Paul Bedford
- If you want to appeal to over 35’s, then gym owners need to start thinking about how can we provide high intensity training in different formats that will accommodate the broadest range of customers – not just a small group of really fit members – Dr Paul Bedford
- People who do group exercise stay longer because of the routine and the habit, then the fact that its group – Dr Paul Bedford
- Always introduce new group fitness members to meet staff team members when they first start at your gym – Dr Paul Bedford
- We need to sign post new members to the things that are most relevant to them in the gym environment – – Dr Paul Bedford
Inspirational Quotes From The Experts

“With every decade people get more reliable, more consistent, they stay loner within a membership, they are harder to recruit, but once you’ve got them, they stay” Dr Paul Bedford

“We need to become much better at delivering results rather than just giving people access to gym facilities – members who don’t see a relationship between the exercises they are doing, and their goals, stop doing those exercises, so we need to become much more RESULTS ORIENTATED with the exercises we prescribe to people”

Resources Our Experts Shared In The Show

http://retentionguru.co.uk
Twitter @guru_paul
[email protected]

Tweetables – share the Experts knowledge to #GROW

[Tweet “We have to become much better at delivering results @guru_paul”]

[Tweet “No one wants a gym membership, they want the RESULTS of a gym membership @guru_paul”]

[Tweet “Don’t interrupt members, INTERACT with them @guru_paul”]

Share Your Thoughts

Tell us your #1 Takeaway from this show or what success you have had from implementing an idea you heard here! You could win a 3 minute interview on the Fitness Business Podcast!

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Did You Miss?
June 5, 2015
Chewing The Thin With Justin Tamsett on the Fitness Industry and Consumer Trends

Justin Tamsett, the Managing Director of Active Management, has travelled the globe in the last 12 months working out in 39 different gyms, cross fit boxes and personal training studios. In this show he shares his insights and learning’s from his experience in niche, boutique clubs in the fitness mecca called New York City! You will pick up tips on where to find good people to work for you. You will also hear about consumer trends around using wait time.

Finally, JT explains what REX Roundtables are and how you can find out more in order to #GROW your business.

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April 29, 2015
Do you Need Sales People? Front Desk? Group Fitness? Personal Trainers?

An exciting new service we are launching in May ‘Post My Job‘ is your opportunity to advertise positions vacant on our blog.

(more…)

April 23, 2015
Bryan O’Rourke Gives The Australian Fitness Industry A Nudge
Ok ok ok . . . it wasn’t a nudge it was a kick in the pants! But one in which only just over 100 people heard!

Last month just over 100 people very disappointingly attended the Fitness Australia Forum. They were not disappointed in the information they gained by world fitness industry innovator Bryan O’Rourke.

Here are a few notes I took during his cracking presentation:
- Make change in something established = innovatus (Latin).
- We are not great at innovation as we look at life through a past lens rather than a future lens.
- The future is bright for people who innovate & are happy to innovate. If you don’t like change, the future may well be bleak.
- O’Rourke believes that innovation is great for the fitness industry.
- Just accept things are different now!
- We can engage with consumers & members better & faster than ever before – has to be good right?
- Improving the health of our planet is much easier with technology as we can reach more people more often
- We all have heretics in business, they probably hold the answers to your questions.
- In business we have to increasingly DELIGHT the customer to stay relevant to them!
- Every crisis provides opportunity! The door is open, will you walk through it?
- Connect, listen & learn from people who are innovating in any industry. Their minds allow you to build a virtual think bank
- The speed of trust is faster when we use technology to connect prior to meeting. Great reason to use social media in business and in life.
- Consumer expectation is transaction transparency based on experiences in other industries.
O’Rourke made 3 predictions:
- Someone is working on an ‘Uber’ model in the fitness industry predicts
- Real time remote personal training will be a reality within 4 yrs!
- Les Mills Immersive Fitness is a sample of what is possible. Watch it here
A great and hard hitting comment from O’Rourke was: “Rising tides lift all boats.” It will be a competitive industry but do not be scared, embrace it and improve your own performance.

You may like to check out O’Rourke’s presentation here
November 5, 2014