But there is so much competition out there, and you only have 8 seconds to make a great impression on your website, otherwise the visitor is GHOST!  Outta there.  See ya later.  Ba bye.  But that’s not even the bad news….

Really Bad News

The bad news is that most people who are serious about finding a personal trainer do not look online!  Seriously, if you are focusing your efforts on getting client online, you have to be laser sharp with your content and delivery.

Think about it.  If you wanted to find a massage therapist for you or your clients, would you just search online.  HELL NO! You might do a little research online, but chances are, you would ask someone you already know/like/trust where the best place to go for a massage is.   Massage, like personal training, is a personal service.  Intimate.  Up close.  Personal.  It’s much easier to trust someone/give them that amount of power if you have met them in person.  But to just read about someone and see some pictures of them….  Not so much.

Good News for Some Trainers

But if you use video on your website, well then, it is much easier to show people that you are one of the good guys and worth of their trust/money.

With video, they can actually see what your like, not perfectly, but much better than reading about you.

VIDEO is the MOST powerful way to influence people online.

BUT you have to know how to use video!  It needs to pull them in, seem authentic, and all that stuff.

And a video of someone else talking about how great you are is much more powerful than a video of you talking about how great you are…  DUh.

That is why a personal trainer testimonial videos from your clients are so important!

Video Testimonial Example

Watch this video, then read below as a point out each powerful element of the personal trainer testimonial.

Click here to view the embedded video.

1. A Strong Attention Getting Statement at the Beginning- you can think of it as a headline.  Assume that your views is only going to watch the first 8 seconds of the video, and put the biggest “Wow” footage in that first 8 seconds.  Mine even includes the client telling the viewer to use me as a personal trainer, which is an added bonus.
2. Proof- use any footage you have that “proves” what the client is talking about.  It could be before and after pictures, something like that.  For mine, I showed footage of David and I snowboarding and having a blast, which backs up his statement about training being fun and getting him into good shape.  It also has a little extra added cool factor to it, as a bonus.
3. Unique- ask the client what they love about your services, or what makes you unique, or what is most memorable about your services.  This should create some quality footage that will help differentiate you from the competition.
4. Authenticity- as much as possible, you want the client to really use their own words, it just makes it seem more genuine.  You can practice and do more than one take, but make them feel comfortable to say whatever, the more comfortable they are, the more intimate they will be on camera, and the more influential your video will be.
5. Short- keep the video to under 3 minutes.  Honestly, the shorter the better, anywhere from 30seconds to 120 seconds is ideal.
6. Music- some kind of music in the background of the video makes it much more watchable, just make sure it is not too loud or it will be a distraction!
7. Call to action- at the end of the video, I ask the view to do something, in this case, go to my website and contact me.  Directly telling people what you want them to do at the end of the video will results in your videos being much more influential.  This would work even better if it was a video of me telling them what to do.
8. Editing- I used Camtasia, which is $300, to edit this video, but if you can’t afford it, you can do their 1 month trial, and get as many testimonials from your clients in that 1 month as possible!  Also, there is a free version called Camstudio, but I can’t recommend it, seems almost impossible to work with, maybe one day it will be better though.
9. Distribution- once your video is edited, be sure to share it with previous clients, new clients, potential clients, post it on your blog, and send it out to all your social media site (twitter, facebook, email list, etc).   Just make sure your client is aware that you are using the video for online promotional purposes, and that they are ok with it.
10. Keywords- do a little keyword research, and find a good keyword string, and make that the title of your video.  Be sure to post a link back to your site on youtube in the summary of the video.
11. Mistakes- don’t be a perfectionist!  You can see that mine is not edited perfectly.  Follow the guideline and give it your best shot, you will get better and better with practice.

Oops!

You will notice mine has plenty of mistakes.  The audio gets cut off.  Some of the screen last too long. A couple times my client start talking to me instead of about me.  No biggie.  Just let it roll.  Following these guidelines and you will be way ahead of the competition.  Just remember, the video you put out there will most likely be out in cyberspace FOREVER, your great great great grand kids will be able to find it, so make them proud!

Critical

Remember, even though personal trainer testimonials are AWESOME and great for increasing your exposure online, maybe even getting you a few client from your website, nothing works better than unstaged word of mouth advertising.  Give your clients an amazing experience, awesome results that they just have to tell people about, in person, on camera, wherever, THAT is the best way to get more high quality referrals that are easy to convert to paying clients.

What questions do you have about personal trainer testimonial videos?  Post them in the comment and I will get right back to you with answers.  Or post your testimonial videos so you can show off your clients and get more feedback! Show me you are alive!

Until next time, keep your business fit.

Johnny Fitness

Related posts:

1. Personal Trainer Business Cards
2. The Business of Personal Training – How to Become an Elite Personal Trainer Part. 2
3. The Business of Personal Training – How to Become an Elite Personal Trainer

I created a multi-media system that will help you make a killing in the HOTTEST niche right now!

It will show you how to do 2 things:

1. Get a bunch of youth fitness clients
2. Train them safely and intelligently

It’s called the Youth Fitness Jump Start System.

Watch this video and learn how to take advantage while helping our most vulnerable population:

Click here to view the embedded video.

Youth obesity is COMPLETELY out of control, and the schools are cutting back on physical education.

Its up to us fitness professionals to pick up the slack, and we are in a unique position to do it because;

• exercise makes kids smarter (as in higher intelligence, not kidding)
• exercise helps kids become more socialized.
• kids who exercise regularly not only score better on math & science test, but they also get into less FIGHTS!
• less mood disorders, less prescription drugs, more confidence… ALL FROM EXERCISE!

For a limited time, the Youth Fitness Jump Start System is your to use, for FREE!

Just go to http://ExerciseYouth.com and download it.

Here is what the system includes:

• a copy of  an awesome video presentation jam packed with proof while exercise is so important for physical, mental, and social development of children!  You can add your own intro and outro, and use the video to educate parents, teachers, school administrators, and students!  This is a great way to get your foot in the door.

• 2 awesome reports  on training youth clients, created by Dr. Istvan Bayli, the worlds LEADING EXPERT on training children and young adults.  This is they most cutting edge research and protocols on youth exercise, and will not only get more kids enjoying physical activity, but will prevent youth obesity.

• an AWESOME Peroidization model for training children & young adults by Dr. Bayli.
  
• and my STEP by STEP guide for how to use all of these tools to get the most youth fitness clients possible!

Youth Coaching, youth fitness, youth exercise, children’s fitness, whatever you want to call it, it is a HUGE opportunity to make more money, get some awesome fun clients, and stop the horrible youth obesity epidemic!

You can create a youth bootcamp, open a youth gym or youth fitness center, or just start training a few youth fitness clients here and there.  Whatever the youth fitness program you want to create, we will show you how.

Until next time, keep your business fit.

Johnny Fitness

Related posts:

1. How to Create an Awesome Personal Trainer Testimonial Video for Your Fitness Business
2. Instant Inspiration for You and Your Clients
3. Get Some!

And while this is true, personal trainers & fitness professionals are also warriors of health & fitness. But who are we fighting?

Well, there are plenty of people, businesses, and whole industries who profit from making people diseased and miserable.

Many personal trainers are feeling a call to arms these days.  We want to help more people and be more influential, work in the communities, empower people and protect our most vulnerable populations, like children who are becoming obese in record numbers.  We want to take on these bad guys, and start fighting back.  Because…

Quite simply, we are in the midst of a lifestyle war.

One side wants us to be lazy, look for quick fixes, find solutions outside of ourselves, and be dependent on others for health and happiness.  (Fast food companies, drug companies, health insurance companies.)  And they have tremendous resources and utilize them to the fullest capacity in this war.  They do anything to keep you fat and stupid, even create ridiculous sandwiches.

a Burger w/ 2 grilled cheese sandwiches as the "bread". "It's like your lunch, & 2 other peoples lunches, are having a 3some in your mouth!" Stephen Colbert

Think I am exaggerating?  I am not.  One recent study found that several of the largest health insurance companies reinvested their profits into fast food companies, to the tune of HUNDREDS of MILLIONS of dollars.

These companies want you to be sick!  And your clients.  And your friends.  And your family. They make money getting you sick by selling you processed edible poison (fast “food”), and then they make money feeding you medication.

And guess what, they are winning the war.  In face, they are creaming us.  In 1991, the fattest state was Mississippi, with an obesity rate of 15.7%.  But that is better than our THINNEST state today in 2010, Colorado, which has an obesity rate of 19.1%.

On the other side, there are people like us.  Fitness professionals, personal trainers, boot camp owners, etc, who try and help people one at a time as best we can.  Empowering them, getting them to think and act for long term reasons, teaching them how to take control of their health and fitness, how to be more independent, eat healthy, and ultimately, be happier.

If we work together as a community, we can take on the bad guys and win.  But we have to get organized, work smarter, and expand our ability to influence, empower, and inspire people to a healthy lifestyle.  This is part of the reason I created the “Association of Elite Fitness Professionals“.

Many trainers have tremendous power to influence their clients in a positive way, more so than their clients doctors, therapist, politicians, and even sometime the client’s spouse and family!  We have a power to stop this madness, if we work together.

Join the fight and do what is right.  Please post any comments below, thanks.

Johnny Fitness

Related posts:

1. The Future of Fitness
2. The Fitness Clients Bill of Rights
3. The Association of Elite Fitness Professionals

The above image is a screen shot comparing one of my private coaching client, who used my Personal Training Business software to increase his yearly projected revenue by $31,200 in 11 weeks during the SLOWEST time of year.

I am giving a live tutorial of the software this Thursday, August 12th @ 4pm EST.

You can sign up for the webinar for free here:  Personal Training Business Software Webinar

Don’t hesitate, we only have space for 100 people on the webinar, first come first serve.

*Even cooler, everyone who signs up for the webinar will get 1 free month membership access to my Personal Training Business System!

And 5 people will qualify for my private coaching services at a whopping 73% off!  (Read on to find out more.)

Post your questions about the software, the business system, or my private coaching services in the comments, so we can answer them in the webinar, in addition to showing you some cool trick to maximize the software.

Case Study #1: Emilio Gomez

Last summer, during the LEAST PROFITABLE time of year for personal trainers, I beta tested both the software and my Personal Training Business System with some of my private coaching clients.  And the results where absolutely amazing.

Of my 4 coaching clients, 2 of them increased their projected business income by  over $30,000/year, and 1 of them increased it by over $7,000!

And the 4th one?  Well, she admitted that she did not actually go out and take action.

So 75% success rate, and big success at that, is pretty awesome.  (And the success rate for my coaching client that took action was 100%).

What does this mean? It means that if you are willing to take action, my Business System, Business Software, and Private coaching are an UNSTOPPABLE combination.

Now this 1st case study, with my private coaching client Emilio, he has only been a trainer for 2 years!  And he increased his yearly projected revenue by $31,200 !

And it only took him 11weeks to do that.  Pretty amazing.

The Personal Training Business System

I will be hosting a webinar to answer all of your questions about the Business System, Business Software, and my Private Coaching services.

The webinar will be limited to 100 people only, so don’t hesitate to sign up here: Webinar

Anyone who attends the webinar will get a 1 free month membership access to my Personal Training Business System. And, the webinar attendees will be invited to utilize my private coaching services for 73% off!

Personal Training Business System

But we only have space for 5 people.  Here is the deal.  The U.S. Government recently made a LAW stating that if the results you display in testimonials are not “likely”, then you have to put a disclaimer that “results are not likely.”

Well, these results are highly likely!

And I want to keep it that way!

So all webinar attendees will be invited to take a survey after the webinar, where you can provide feedback on the webinar AND tell us why you really need or deserve or want my private coaching services!  EVERYONE who fills out the survey will get an extra month of free membership access to the Personal Training Business System, and the best 5 surveys will get my private coaching level membership for 73% off! (Even though I know the system works awesome, we are giving away this discount because we want to beta test the system again, for a 2nd time, to make it even better!)

Please post any questions you have about the Business Software, Business System, Webinar, or my Private Coaching service!

But by only taking the 5 best survey’s we can make sure we pick the 5 people that will aloow us to keep our awesome 75% success rate.

Until next time, keep your business fit!

Johnny Fitness

Related posts:

1. How to Create an Awesome Personal Trainer Testimonial Video for Your Fitness Business
2. Your Questions Answered on Blog Talk Radio!
3. The Business of Personal Training – How to Become an Elite Personal Trainer

But’ don’t hesitate, our servers can only handle so many users….

So it’s first come, first serve.

Watch the video for the full scoop, then click the Business Software picture below.

Click here to view the embedded video.

Click here to claim your FREE lifetime Access to the Software:

* Get More Clients

* Save Time & Money

* Achieve Financial Stability

*Attract Better Clients

*Stay Organized

*Close More Leads

*Stop Worrying About Your Business

*Help More People!

*Get Better Results!

Until next time, Keep Your Business Fit!

Johnny Fitness.

Related posts:

1. Sneak Preview: Cool Stuff for You!
2. Personal Training Business Software
3. Business System Case Study # 1

Click here to view the embedded video.

Here is the link for Fit Com Xpo 2: The Largest Virtual Conference for Fitness Professionals.  Click on it to check it out, and if you sign up, you will automatically be enrolled in a contest to win a prize package worth SEVERAL THOUSAND DOLLARS! How cool is that?

Click the above link if you want to get my seminar “The Psychology of Creating Fiercely Loyal Clients: Tools Tricks, & Tips.” along with access to seminars by 100 other top fitness professionals.

And let me know if you have any questions in the comments, I will get right back to you!

Until next time, keep your cool & keep your business fit!

Johnny Fitness

Related posts:

1. Best Things in Life Are Free?
2. Personal Training Business System
3. Personal Training Business Software

There is only one problem…. They are not a member yet. They are on a tour of the facility.   So you say to yourself, “as soon as they sign up I can go talk to them about how we can achieve their goals together.”  So you turn away and hope that you will see the lead in your mailbox and call them tomorrow.

Then, out of nowhere BAMM! The busy trainer in the gym that doesn’t need another client like you do is walking that person to the front of the gym to have them take a picture and schedule their fitness assessment.

“What just happened?”  Dunna…..dunna…. “ How did that lucky jerk get MY future client?” Dunna…..Dunna….splash…… SHARK ATTACK!

A small chunk of your business just got devoured by the shark in the gym, the trainer that doesn’t wait & hope that the business will come to him/her.

The Shark ensures its meal through tenacity and striking at the just the right moment, without hesitation!

“WHEN IS THAT?” you ask……  As soon as you see a tour in progress!  As soon as you have that intitialy thought of “oh, that is a good client”.  No hesitation!

When I see a future client that has not met me yet I change that as quickly as a Shark heads for a drop of blood a mile away!

Fortunately, in most Gyms and Fitness settings there is no “UPS” system for the personal trainers; no fair pecking order in which prospective clients are delegated.  To me that is wonderful because I am allowed to endlessly press my business. It should go something like this:

You are in between clients or prospecting for new clients when out of the corner of your eye you see something that doesn’t fit.  A person in street clothes….  You know they’re on a tour and you should see the membership advisor next to them.  You walk over ****WITH PURPOSE**** (as you should always walk in a gym) right up to them with all your rows of Shark teeth blazing and say:

_________________________________________________________________________________________________________________

Trainer: Hey (Membership consultants name)!  How are you today?  (as Steve begins to tell you that he is great. You stick out your hand and say “Hello I’m Chris a trainer here at XYZ, Welcome to the Club!”  (They will be gracious.) “What is your name?”  (You really need to get that name so you can always address them by it when no one else knows it) Huge Advantage

Future Client: My name is Mr./Mrs. Jones.

Trainer: Great to meet you Mr.mrs. jones.  As I said (don’t worry about the redundancy because they are meeting so many new faces that your name might be the only one they remember) I am Chris and I am a personal trainer here at XYZ.  If you ever need any help like a spot some new exercise ideas, don’t hesitate to ask!

Future Client: Thank you Chris!

_________________________________________________________________________________________________________________

What do you think the membership advisor is going to say if you are showing what great customer service you offer?  The only thing he can say:  THANK YOU!!!!!! Even better to make his sale get finalized he will have no choice but to talk you up for the rest of the time or if they ask about training you are the first name he will use!  SUCCESS!

What do you think your future client will say here?  The only thing possible to say Thank you Chris! You have instilled in their mind that you are the person that they need to go to for any fitness inquiries and have set yourself up to be the foundation of that person’s fitness support network.  SUCCESS!!!!!!!

You have the choice.  Be the bottom feeder that will just get by on the scraps of other people’s feasts or be the Shark who does the feasting.  You might feel like a bottom feeder now but if you take these skills and hone them to be efficient and calculated so you can be the King of the Ocean.

Anyone can become a shark and get more fitness clients!

Don’t worry about the current relationship you have with the membership councilors.  If you are good at building value and assist with the selling of memberships I promise they will Love you!  Soon enough they will be asking you if your around for the tours or “coincidentally” crossing your path so you can do what you were meant to do…..Dunna …..Dunna,Dunnna.Dunna   SUCCESS

So what’s your best shark attack move when it comes to sales & new clients?

Any questions on how to work with the membership consultant to get more clients?

Post them in the comment and I will get right back to you!  You will get more fitness clients if you follw these simple guidelines.

Chris “Shark Attack” O’Toole

Related posts:

1. How to Sell Personal Training

There is a reason why everyone is talking about social media:

• it may be the most powerful force mankind has ever created
• it is taking over the internet
• it is a HUGE opportunity for any who has a message/idea/product/service they want to spread

Check out this picture of the social media landscape below, and leave any comments or questions in the comments section.

How are you using social media to promote your business?

What are you biggest frustrations regarding facebook, twitter and youtube?

How do you avoid wasting time on social websites?

How important is social media for personal trainers and all business owners?  Can you create a social media fitness business?  Will social media takeover personal trainer marketing?

Our Personal Training Business Software is the foundation of our Personal Training Business System, which will show you EXACTLY how to use social media to build your name, your brand, and your business, and AVOID doing what most people do on social networking websites: waste time!

Until next time, keep your business fit!
Johnny Fitness

Related posts:

1. Personal Training: A Business of Leadership
2. The Business of Personal Training – How to Become an Elite Personal Trainer

By Guest Blogger Chris “Shark Attack” O’Toole

”Let Me Think About It”

How many times have you heard this from a potential client?

You just finished working your butt off, giving them a great first workout… They are in horrible shape and really to need your help… And things went pretty good…

But when it’s time to pull out the old credit card, they say “Let Me Think About it”.

And you never hear from them again.  And if you see them at the gym, they try to avoid you. AWK- WARRRD!  They will pull out their credit card to buy larger clothes and crappy food, but not to invest in their health?  ARGH!!!!!!! Well, here is the deal.  You were probably really close, closer than you may think, but dropped the ball at the last minute.  You don’t have to lose momentum when you are so close to the finish line and it doesn’t have to turn into an awkward situation.

Here is how to sell personal training by overcoming objections:

• Isolating any objections have is crucial to closing the sales.
• So make the potential client feel comfortable enough to tell you the actual truth about why they are just “thinking about it”.
• If they don’t tell you, you can’t help them make a decision, so get them to voice their objections right away.
• Because the truth is, they have already thought about, don’t need more time to think.  They have a specific objection to spending the money.

There are many factors when if comes to personal trainer sales, most of  them happened before you go to close the sale.  If you gave them enough value , helped them a bunch, and uncovered their *emotional reason* for buying, then the question will not be “IF” they want to buy training, but “HOW MUCH” training they are going to buy!

Check out this common scenario below for some tips and tools on what, exactly, to do the next time this happens to you.  Don’t let the potential client talk themselves out of investing in their health!

________________________________________________

Potential Client: “I don’t want to buy any sessions right now, I have to think about it.”

Trainer: (mirror the posture and tone of voice)

“I completely understand John/Jane!” (sit back in chair , put pen down, relax body language as to make potential client comfortable)” Working with a personal trainer is a very important decision and that is why we are here today. But please, help me to understand?  What is it that you are thinking about John/Jane? Is it the amount of sessions or the price per session?”

*(Don’t say a WORD! You have just asked an important question, YOU HAD BETTER LET THEM ANSWER !!!!! Doesn’t matter how long it takes. YOU SPEAK…. YOU LOSE!)*

Potential Client:

“To be honest with you it is a little bit of both.”

Trainer:

“Well John/Jane if we can find the right amount of sessions, at the right price, would you be willing to commit right now?!?!”

Potential Client: “Yes!”  (or “No!”)

If the answer here is YES, then congratulations! You have built enough value in the product that you are offering and you have a good candidate to work with you! Now work with them to find a way to make it work for their budget.  Perhaps they can see you only 1-2x per week instead of 2-3x/week?

If the answer is NO, then you have not built enough value into the product that you are offering.  You need to help people more during the 1^st workout and show them that they will achieve their goals if they follow your leadership.

Trainer: What is stopping you from investing in your health?  Do you think it’s not going to work? What are your concerns?

Potential Client: “I am concerned that”… XYZ concern

_______________________________________________________

Now you have to address their concern.  Make sure the concern is coming from them.  If they say “I have to make sure my wife won’t get mad at me for spending this money” spin it back on them and say “I am sure she will be proud of you for investing in your health, and delighted to see the results that you get!”

So check it out, by getting them to voice their objection, you can help find a solution.  Otherwise, you will lose the client and never hear back from them, never know what they were thinking, and never know how close you were to getting a new, awesome client.

Our Personal Training Business Software, which you can get for free for a limited amount of time, will help you keep your leads organized, so you can prevent ANY money falling through the cracks!

Personal Trainer to the Rescue!

Here is the deal, when people first really start trying to get in shape, they don’t know what they are missing out on.  They may come in to lose 5 lbs, but in the process of working with you, lose 15lbs of fat, gain some muscle, look amazing, feel way more confident, be more energetic and confident at work etc etc.

But when they first walk in for that first session, they don’t truly believe any of that.  Don’t let them miss out on a HUGE opportunity to change their life for the better, they just don’t realize what they are missing out on.   Sales for personal trainers is so important for this reason!  You can’t influence your client, and save them from their bad habits, if they don’t buy!

Get them to voice their objections, and then overcome them, so you can help them see what life is meant to be and all that they are missing out on!

And that is how to sell personal training, professionally and with passion.  Please leave some comments, sales for personal trainers is a critical skill that most trainers don’t know.  What questions do you have ?  What do you know about how to sell personal training?  Leave them in the comments and we will get right back to you.

Chris “Shark Attack!” O’toole

Related posts:

1. The Business of Personal Training – How to Become an Elite Personal Trainer Part. 2
2. The Business of Personal Training – How to Become an Elite Personal Trainer
3. Personal Training Policy: No Excuses!

• the # 1 biggest mistake that holds most personal trainers back, and can be easily corrected.
• how i got up one of my super clients, Jillian Michael’s from “the Biggest Loser” and “Losing It”.  I did it FAST, went from stranger to hero in 5 seconds flat.
• and of course, my *DARK SECRET*, something I have never admitted publicly, it may shock and surprise you :o)

Click the play button and check out the interview now.

*one of my favorite clients, Jillian Michaels!*

So, what do you think?  Leave me some comments below.  Any questions you would like to have answered?  Just post them below.

Until next time, Keep Your Business Fit!

Johnny Fitness

Related posts:

1. Interview with Celebrity Trainer Joe Dowdell
2. How to Become a Personal Trainer and Get Fitness Clients
3. The Fitness Clients Bill of Rights