At FitnessBiz for Australian fitness business owners, managers and team members we are talking global trends and insights! And as a friend of ours you can save $30 on your registration making your ticket just 99 – use the code VIPFB and register by clicking here.
No travelling, no Zoom, and the chance to find out about what’s happening around the world in trends and locally the status of sales trends. Plus and excitingly for you: Three Opportunities At Your Finger Tips.
Clubs and studios have 3 incredible opportunities: ex-members, the community and telling their story to future employees. In this session we’ll discuss an implementation plan for taking advantage of these opportunities. You’ll hear about a global reactivation program coming in November. You’ll hear what message we need to give local, state and national ministers to encourage our community into our club and also how to get into our community. Finally, we are competing with every industry now for staff, so let’s discuss how to be an employer of choice – beyond the fitness industry!
Your FitnessBiz dates & locations:
Melbourne – Wednesday 7th Sept @ 2pm
Brisbane – Thursday 8th Sept @ 2pm
Sydney – Thursday 15th Sept @ 2pm
Perth – Tuesday 20th Sept @ 2pm
Adelaide – Wednesday 21st Sept @ 2pm
Your FitnessBiz Ticket includes:
2.5 hour educational session including afternoon tea
$100 discount for the On Demand Replays from the 2022 Virtual Fitness Industry Technology Summit
Lucky Door Prizes in each location
PLUS when you attend FitnessBiz, you have a chance to win:
ONE Apple Watch Series 7 – valued @ $600
BOSE AR Frames – valued @ $199
Amazon Voucher – valued @ $100
If you’d like to save $30 on your registration, use the code VIPFB to grab one of the limited number of discounted tickets – so hurry! Click here!
Extra Bonus:
After FitnessBiz, join AUSActive for their State Awards at the same location! It will begin immediately after our final networking time with drinks and food! Register for the AUSActive Awards here.
At FitnessBiz for Australian fitness business owners, managers and team members we are talking global trends and insights! And as a friend of ours you can save $30 on your registration making your ticket just 99 – use the code VIPFB and register by clicking here.
We know travelling can be challenging for owners & managers, so we’re coming to you to share global trends and 3 huge opportunities that are at your fingertips! And check out the Local Sales Trends That Will Rock You session:
You all want more members and a higher conversion rate but unless you look at what’s happening when the prospect calls or comes in, then what you want and what you get could be two very different results. Active Management is the only mystery shopping company in Australia that specialises in the fitness industry and over the past 12 years has conducted tens of thousands of mystery shopping calls and visits to clubs. You’ll hear all the trends from these calls, visits and follow up calls. This session will also give you an insight into what our mystery shoppers see and tell us – that may not always be included on the feedback forms! This session will give you plenty of golden nuggets to sharpen your sales process and your sales follow-up. A perfect session for an owner to go back to the club and self-audit.
Your FitnessBiz dates & locations:
Melbourne – Wednesday 7th Sept @ 2pm
Brisbane – Thursday 8th Sept @ 2pm
Sydney – Thursday 15th Sept @ 2pm
Perth – Tuesday 20th Sept @ 2pm
Adelaide – Wednesday 21st Sept @ 2pm
Your FitnessBiz Ticket includes:
2.5 hour educational session including afternoon tea
$100 discount for the On Demand Replays from the 2022 Virtual Fitness Industry Technology Summit
Lucky Door Prizes in each location
PLUS when you attend FitnessBiz, you have a chance to win:
ONE Apple Watch Series 7 – valued @ $600
BOSE AR Frames – valued @ $199
Amazon Voucher – valued @ $100
If you’d like to save $30 on your registration, use the code VIPFB to grab one of the limited number of discounted tickets – so hurry! Click here!
Extra Bonus:
After FitnessBiz, join AUSActive for their State Awards at the same location! It will begin immediately after our final networking time with drinks and food! Register for the AUSActive Awards here.
At FitnessBiz for Australian fitness business owners, managers and team members we are talking global trends and insights! And as a friend of ours you can save $30 on your registration making your ticket just 99 – use the code VIPFB and register by clicking here.
We know getting out of your club as the owner or manager is challenging, so we’re coming to you to share! In your own backyard you can learn global trends, sales trends and 3 huge opportunities that are at your fingertips to catapult you into 2023, after a strong finish to 2022.
Global Business Trends You Need To Know
We need to know global and act locally, so this session will share trends that clubs, boutiques and studios are seeing across the globe that can truly help your business.You’ll hear trends that relate to business, key performance indicators, shifts in marketing messages, the people in our industry and building community – in and outside your 4 walls.You’ll also hear the latest on the success of ‘hybrid’ clubs with some thoughts on this business model.After this session, you’ll be more abreast of industry happenings – successful and not so – allowing you to push forward in 2022 and into 2023.
Your FitnessBiz dates & locations:
Melbourne – Wednesday 7th Sept @ 2pm
Brisbane – Thursday 8th Sept @ 2pm
Sydney – Thursday 15th Sept @ 2pm
Perth – Tuesday 20th Sept @ 2pm
Adelaide – Wednesday 21st Sept @ 2pm
Your FitnessBiz Ticket includes:
2.5 hour educational session including afternoon tea
$100 discount for the On Demand Replays from the 2022 Virtual Fitness Industry Technology Summit
Lucky Door Prizes in each location
PLUS when you attend FitnessBiz, you have a chance to win:
ONE Apple Watch Series 7 – valued @ $600
BOSE AR Frames – valued @ $199
Amazon Voucher – valued @ $100
If you’d like to save $30 on your registration, use the code VIPFB to grab one of the limited number of discounted tickets – so hurry! Click here!
Extra Bonus:
After FitnessBiz, join AUSActive for their State Awards at the same location! It will begin immediately after our final networking time with drinks and food! Register for the AUSActive Awards here.
It’s been a few years but FitnessBiz is back for Australian fitness business owners, managers and team members! And as a friend of ours you can save $30 on your registration making your ticket just 99 – use the code VIPFB and register by clicking here.
We know travelling can be challenging (anytime) for owners & managers, so we’re coming to you! Coming to you to share global trends, sales trends and 3 huge opportunities that are at your fingertips!
The entire content for the afternoon of education can help your business to make even more profit or give you more time off!
Dates & locations:
Melbourne – Wednesday 7th Sept @ 2pm
Brisbane – Thursday 8th Sept @ 2pm
Sydney – Thursday 15th Sept @ 2pm
Perth – Tuesday 20th Sept @ 2pm
Adelaide – Wednesday 21st Sept @ 2pm
Your FitnessBiz Ticket includes:
2.5 hour educational session including afternoon tea
$100 discount for the On Demand Replays from the 2022 Virtual Fitness Industry Technology Summit
Lucky Door Prizes in each location
PLUS when you attend FitnessBiz, you have a chance to win:
ONE Apple Watch Series 7 – valued @ $600
BOSE AR Frames – valued @ $199
Amazon Voucher – valued @ $100
If you’d like to save $30 on your registration, use the code VIPFB to grab one of the limited number of discounted tickets – so hurry! Click here!
Extra Bonus:
After FitnessBiz, join AUSActive for their State Awards at the same location! It will begin immediately after our final networking time with drinks and food! Register for the AUSActive Awards here.
Well I’m back! Thank you for your love and positive comments about the show. I’m here for another 12 shows. After that we can both evaluate if we should keep going.
Hang in here with me today as I’m going to tell you about Garry from Living Fresh who inspired me to change my whole day’s plans to meet him. Then I’ll share a simple marketing success I had; and some goal setting insights.
#JTShoutout…
Chris Burnett the coach of the 1st XI for inviting me to work with his team for a second year. I’ve been working with the boys on building trust between them, teaching them about goal setting, helping them understand about action steps and inspiring them to not accept just making the 1st XI but winning the premiership & performing! Thanks Chris for the opportunity & good luck in the coming season.
Sean Greeley & Tom Hart from NPE. Sean flew in to Aussie on Tuesday & a few hours later was having a green tea with me. It was a fantastic meeting where we both discussed how we can work together. We are both now super comfortable with what NPE does & what Active does. We are now working together nicely. If you want to know how NPE can help you, pop NPE in the comments below. Thanks for your time Sean & Tom and for being open to our relationship.
All the new subscribers to #JTInTheRaw. You’ll remember I had the oppportunity to chat with Gary Vaynerchuk & if you missed last week’s show, go back and watch it to learn my insights. What I didn’t realise was that a camera was rolling when we chatted and I found myself on DailyGaryVee show 67. This video has now been watched 70K times, which meant JTInTheRaw has been heard 70K times. Which is very cool. The result some new subscribers, so welcome!
If you didn’t realise I have a #JTInTheRaw YouTube channel which you can subscribe to, so you never miss a show.
Oh and this week I launched a Facebook page too. Not sure how I got it but it is JT! I just need more people to like the page so I can claim the page. If you are happy to like my page, then pop in the comments JT & I’ll send the link to the Facebook page.
AskJT
Remember you can ask me any question by using the tag #AskJT, emailing me or putting your question in the comments below.
This weeks question comes from Darren.
“I’m running a short term program for a low entry point, I planned on doing emails every week for engagement with our clients. What would you do?”
Well Darren I’d do a closed Facebook group. Here are my reasons:
If you set your group up well & up ramp your new members in to the group, they’ll run the group for you.
When you email they cannot engage with you or the group. Put it on FB & the group can talk about your education.
What I learned this week
Never put the washing machine on & leave the home! On Monday our washing machine sprung a leak and squirted cold water down the carpet.
Let me cut to the chase …Gary from Living Fresh called me as the preferred insurance supplier. And here’s how the call went ‘I’m Garry from Living Fresh & I’m the knight in shining armour who will ride in today and rescue your carpet.’
WTF!
He went on, ‘So NRMA told me you had an unplanned water feature in your house. Have you plugged the hole or do I need to bring a cork?’
WTF!
This guy drys carpet for a living! The words he used and the tone of voice had me … I was laughing. I wanted to meet Garry!
Garry gave me 2 options neither of which were very convenient but because I wanted to meet this dude, I made the time & then re-arranged my life.
The marketing guru Seth Godin define remarkable as ‘worthy of remark’ … Garry was remarkable. When you ring a client or prospect do you sound remarkable or are you boring!
Ann Handley from Marketing Profs said if we want our marketing message to cut through we need to find interesting ways to say boring stuff.
Any phone contact with a client or a prospect IS marketing! And Garry’s call could have been boring but he made it exciting!
Let’s analyse the result from the call from Garry:
I re-arranged my day to meet Garry, so it was convenient to him not me.
I’m telling you about Garry & the business
I felt confident & connected with Garry
I’d give Garry non-insurance work in a heart beat & I still haven’t met him.
Question: Would the people you spoke to yesterday feel the same as the way I felt after my call? Would they be telling people about your call?
Find interesting ways to say boring stuff!
My second lesson this week was unplanned and proved successful. I am travelling to many Aussie cities over the next month. Generally, I fly mid afternoon & drive home in traffic. I just get home before Zoe goes to bed – just! So I thought, FaceTime Zoe before I leave a city so I can work in the afternoons with clients.
I emailed a segmented market and gave a specific offer. The offer was 3 hours of coaching and the investment was not discounted. In 4 hours I was sold out. There was no sales process, it was taking an order.
The keys I think were:
Scarcity & urgency – there were limited sessions available.
Transparent – I included the price which meant the reader knew the package & the investment.
I debated about discounting my service. I debated saying normally 1100 but now just 900. I decided that I wouldn’t discount I’d just put the price in the marketing piece and see what happens.
I do think the limited available sessions drove people to make a decision fast.
Will I do this again … absolutely!
In fact, any US people watching I’m coming to the US in November and I have only 3 days available for work. If you want me to work with your team, put US in the comments & I’ll send you when I’m coming & your investment.
The lesson for your business: build genuine urgency & scarcity into your offers. If you are genuine, you don’t need to discount!
My third lesson this week came from working with the elite cricket team. We had talked about setting goals a few weeks ago & I came back to see how they went.
I learned never assume!
I assumed the boys would write their goals down … nope! I assumed they’d realise they need to establish action steps to achieve their goals … nope.
So the 3 lessons:
Never assume …
Be specific in your instructions – write your goals down
Tell them everything they need to do / write down the action steps to achieve your goals
But I’m sure you all knew that!
If you think my lessons learned this week would help anyone you know, tag them in the comments below or share this video.
Next Week…
Next week is school holidays, so I get time with Zoe. The 2 of us are going to hang out together on Monday but we have no idea what to do. If you have any suggestions for what we can do pop it in the comments below. Love your ideas … go!
She’s off to a netball camp on Tuesday & Wednesday which excites her.
This means back to work for me!
Tuesday I’m designing October as catch up month for the Active Management members. I’m theming each week members with tips & challenges so you can get the MOST from your membership.
Wednesday is a writing day. I’ve been asked to write for Health Club Managements 2017 Handbook. This is a major publication and an honour to be asked … thank you Kate.
Thursday I’m running a training session for fitness industry suppliers. We have a growing number of suppliers on our Supplier Directory & on our Member Hub. If your an industry supplier and want to be included, just pop in the comments Supplier & I’ll send you the link to join our directory. But I digress … I’m going to share with our supplier clients how they can add content to the member hub to build relationships.
Next Friday for show 14, I’ll be in Sydney & I’ve got a special guest joining me! You better come back next week to see who SHE is …
And that’s the end of show 13 … wow!
Please share the show with anyone you think would benefit from hearing Gary’s story or my marketing success.
And don’t forget send your questions to AskJT in the comments below.
Quote of the Week . . .
Be or do something remarkable this week. That is, so people make remarks about you.
Welcome to show 12 of JTInTheRaw and who would have thought I’d get to 3 months of this ridiculous way to start a Friday or close a Thursday if you’re in the Northern Hemisphere! But we have and thank you for all your support, sharing and tagging.
I made the conscious decision to run this show for 12 weeks and then evaluate the success and if what I says helps you in anyway. So the evaluation process starts now!
I do this show to help you become better business people and sometimes just better people – like last week’s show. If you want me to continue then:
Hit like
Tag someone
If I get enough likes then there will be a show 13 next week!
#JTShoutout…
This week I want to say a huge thank you to my friends at Qantas. I am very grateful for the upgrade both ways on my flight to the US. I know there are some grand privileges for being a frequent flyer and loyal to one brand.
And you know, that gets me thinking about your business (and mine). What do you do to reward your customers, clients or members who remain loyal with you? I will never fly anyone other than Qantas, so I accrue my points that I can then use to upgrade on long haul flights. So long as I get an upgrade occasionally I stay with Qantas. Even the pain of a late flight, lost bag, or some other issue is not enough for me to change airlines. Wouldn’t you like that type of loyalty in your business?
Build a status program to acknowledge your loyal customers, clients and members!
A second shout out goes to my new Anytime Fitness family in the US. I want to thank them for making an outsider feel welcome at their conference. I wrote a couple of blogs this week not to impress you on the company but rather impress upon you what is possible. Worth a read I think, so check them out on the Active Management website.
My third shoutout today goes to Gary Vaynerchuk. You remember last week I was telling you I was going to spend a few minutes with him. Well it turned out to be about 15 minutes before he delivered the key note and then about the same amount of time after his key note. It is was a cracking experience. Plus he gave me a shout out not once, not twice but THREE times during his key note. Plus I was on his Instagram Story!
And the most common question through the #AskJT this week has been “What was he like?”
He was so cool. I felt in person he was less aggressive in getting his message across to me. He was a great listener. He was appreciative that someone listened to him and acted. He inspired me to keep dragging the fitness industry kicking and dragging from the 20th century in how they market and position in to the 21st century! And my big insight from him: spend 3 hours a day understanding the digital world because that is the world today!
Thanks Gary Vee for your time with me. You’re a mate!
What’s Been Happening This Week?
It’s been a busy week. Not surprising when you lose a day flying. This meant I felt like I am chasing my tail. Do you ever feel that?
Do you ever feel the same, give me a like right now if you ever feel overwhelmed as you play catch up.
What’s the solution?
For me:
Exercise
Write a list of only 3 things on the to do list
Give myself permission not to feel guilty if everything is not done
We have also been working on a US landing page for people who want to join Active Management with USD. Many people told me they couldn’t join because they only saw AUD. How frustrating for me!
So with the help of Alicia, we have built an amazing page for our US friends. Check it out here.
And the lessons learned:
Don’t make assumptions about your customers; and
Don’t develop a product before you understand your market.
And if you are from Australia or New Zealand and want to become an Active Management Member, click here.
What Have I Been Listening To?
On the 14 hour flight home I listened to James Shramko’s podcast called Superfast Business. He interviewed Stu Mclaren on Memberships and it was awesome! So many knowledge bombs dropped on me! Here are a few:
Understand your market and the membership must solve that market’s problems
What would someone search for on google and there is your product
#1 reason people cancel an online membership is they cannot keep up with the content. We think the more content we deliver, the more value the member gets. The value to a member is solving their problem
This Week…
I am back on the road again! In fact it’s a big week for me:
Wednesday – FitnessBiz Brunch in Sydney where I’m sharing consumer insights. Then off to do some goal setting and team building activities with the premier 1st XI in Sydney. Cool fun!
Thursday – FitnessBiz Summit in Adelaide where I am delivering 4 sessions.
Friday – FitnessBiz in Melbourne!
This means if there is a #JTInTheRaw 13, it will be from Melbourne next week!
Remember if you want to see more #JTInTheRaw, then show the love by sharing, tagging and commenting on any of the shows!
Quote of the Week . . .
“Tactics get you nothing. Doing stuff gets you things!”
Karmen & Craig in the US for the potential opportunity to work with your Teams. Thank you.
My Olympic Medals
My highlight this week has been Usain Bolt! His 100m & 200m dashes were fantastic. But what made it for me was a video I saw on Facebook where he is being interviewed after the race on Brazilian TV. The interview was live and he asked the interviewer to stop the interview as the US national anthem was being played in a medal ceremony. He faced the flags and was silent through the playing and then returned to the interview on conclusion of the anthem. What a class act.
Party Pooper Medal: Kitty Chiller for initially ruining Emma McKeon’s Olympics.
My Sportsmanship Medal has to go to Nikki Hamblin’s touching display of sportsmanship in a women’s 5,000-metre heat on Tuesday showed everyone what the Olympics should be about. After colliding with American Abbey D’ Agostino, Hamblin helped her up and encouraged her to finish the race.
And my ‘It’s Not About Me’ Medal has to go to Cam McEvoy after Kyle Chalmers won the 100m freestyle gold medal.
Every Olympics has stories and I am sure I missed some. And I hate that! In the comments below tell me your favourite Olympic moment or story.
You Can Win This Week
Win a 12 month Active Management Silver Membership by sharing this week’s show with a friend. As a member you receive marketing templates, pre-designed social media mems, access to our Ninjas or world leaders in their fields, professional development videos, tickets to events and a member forum to connect with fitness business owners around the world.
Each person you tag will give you one chance to win. The more you tag, the more chances you have to win.
#AskJT
A question from Michelle who asked ‘what are the differences between KPI’s and responsibilities when I am managing my team?’
My answer:
KPI’s or key performance indicators are numbers you have to hit in your job. These numbers maybe your bare arse minimum numbers, your targets or even stretch goals. But they are numbers in other words, from an accountability perspective, you can say whether the numbers were hit or not.
Responsibilities are what is expected of you to do your job. Often these are a subjective judgment on whether you did or you didn’t. Sure there are implications if you did or you didn’t, so there can be debate on how well or how timely you completed your responsibilities.
Michelle in my opinion numbers give a more accurate picture of performance. I would manage my Team based on numbers.
Remember fire any questions to me by using the hashtag #AskJT or put your question in the comments below and I’ll answer it in next week’s show.
Hug Your Haters
This week I have been refining my presentation on customer service and gathering material from Jay Baer’s book ‘Hug Your Haters.’
There is so much GOLD in this book and I try to share most of it in my FitnessBiz presentation but here are a few snippets:
When people complain and you solve their issue in a timely manner, they become an advocate for you. In fact, research indicates this can lead to 20 times more positive word of mouth than advertising.
Not responding to feedback is a response. A response that says “I don’t care enough about you.”
There are 2 types of complainers or haters:
Off stage – who generally want a response
On stage – who generally want an audience
The thrust of the book is that we can differentiate ourselves with superior service. Which if we consider Tony Hseih the CEO of Zappos perspective is highly possible and profitable. Hseih says: “We don’t look at customer service as an expense, we look at it as an extension to our marketing budget. We’ve created a legion of promoters, which saves us dollars in terms of having to market because we let our delighted customers do it for us.”
What I Listened To
I listened to Fitpro Business Podcast with Andy Salazar and he interviewed Rick Mayo. Rick is one hell of a successful gym owner. His business is so successful he now licenses his systems to other gyms.
The interview was titled: How To Build A Dream Fitness Business. And Rick’s big insight was ‘systems.’ He said for his business to grow and maintain it’s market position, business systems were critical.
This really resonated for me as I see so many fitness businesses flounder when a key person or for that matter anyone leaves. I see frustration from business owners on staff not doing their job. And I’m asked regularly how do I keep my staff accountable?
The answer is systems! You have to have every aspect of your business systemised. This means you can focus on strategy not operations. Systems solve your operational challenges. Strategy gives you growth.
Next week…
A big week coming up this week, where do I start:
I have a phone interview with Caroline West. Caroline is the gatekeeper to the CEO of Soul Cycle, Melanie Whelan. Please keep your fingers crossed that I can convince Caroline that Melanie should be interviewed for the The Fitness Business Podcast.
We have FitnessBiz Brunch in Melbourne, where we have had a record number of registrations. Thanks to all our Melbourne friends.
Then the Victorian PT Industry Leaders Roundtable on Thursday and the NSW PT ILR on Friday. At both these meetings we are analysing marketing plans. In a recent study, it was found that 43% of fitness studios didn’t have a marketing plan. My personal mission is to ensure 100% of my ILR members and coaching clients have a marketing plan for 2017! If you would like any help with this, just pop in the comments below: marketing plan.
And I’m preparing for my first experience at the Anytime Fitness International Conference in September. I have a 2 day Roundtable meeting with their top 42 franchisees and then am leading 3 panels in the conference.
Hope you pulled some valuable info from today’s show. Please tag anyone in the comments below who you think would benefit from the show and remember every person you tag will give you an entry in this week’s giveaway: a 12 month Silver Active Management Membership. Every tag is an entry, so everyone has a chance of winning.
Questions?
If you have a question for me, use #Ask JT on any platform and I’ll get it, or put in the comments below.
Quote of the Week . . .
“Business systems focus on smooth operations, allowing you to focus on the business strategy of growth.”
