1. Group Fitness Profit forPersonal Trainers Rodney J. Morris

2. ELEMENT 1: BRAND YOUAll trainers are NOT created equal. 3. Are You a Brand? It all starts with you!!!KNOW YOUR STRENGTHS 4. Brand YOU: Reputation isEVERYTHINGBe an expert and stand out from the crowdGENERALIST/INEXPERIENCED SPECIALIST/REPUTABLE What are you the best at? 5. SOCIAL MEDIA MATTERS!!! 6. Brand You: Knowing Your Strengths Finding where you fit The key to growing your PT business is making it easy for the right prospects to find you. Know your clubs demographics Understand where you are a best fitContact me for a free demographic Build your reputation and keepanalysis of your clubs immediate it!!!trade area at rodney@fitmarc.com c REMEMBER GOOD and BAD reputations spread fast!!! 7. BRAND YOU Partner Discussion Whatis your personal brand? How do you currently wear your brand to make it easier for prospects to connect with you? Are your peers (other trainers and club staff) aware of your brand? Are they currently engaged in helping you promote your brand to prospects? Are you reciprocating? What are your immediate action items related to BRAND YOU? 8. ELEMENT 2: Building Relationships Knowing your brand Getting others to Aligning yourselfhelps you differentiate know your brand is with the rightyourself from other how you can buildpeople in your clubtrainers / CLUBSyour reputation. is key. This helps you attract This helps you The more peoplethe best clients forincrease youryou have promotingYOU!credibility & GETyou, the moreMORE REFERRALS potential clients you can reach. 9. Building RelationshipsMaintain purposeful connections with many people as possibleGROUPFITNESSINSTRUCTORSYOUGROUPGROUPFITNESSFITNESS MANAGERS MEMBERSIts a numbers game 10. Building RelationshipsGroup Fitness Managers: GFMs are natural Connectors GFMs create class schedules and Instructor hiring (new GXIorientations) GFMs influence hundreds/thousands of people each week 11. Building RelationshipsGroup Fitness Instructors: Maintain close relationships with regular class participants Are well-liked Touch dozens to hundreds of members every week Routinely see new members and/or deconditioned exercisers join their classes Cultivate member loyalty and trust GXIs have the power to influence 12. Building RelationshipsGroup Fitness Members Regularly attend classes 2 3 timesper week Generate a high percentage ofmember referrals Have the lowest member attritionrate of any other active population inthe club Find motivation/comfort exercising ingroups with other peopleSo how can you become more engaged??? 13. So howCan you 14. PossibleWays to engage Teach GX Classes (BODYPUMP, ABS, or Specialty) Attend GX Classes (All Formats, including ZUMBA!!!)* Volunteer to help with GX Events (Setup/Breakdown) Volunteer to help with Member Orientation/Technique Classes* Partner with GX Instructors for mutual referrals Participate in Monthly/Quarterly GX Meetings Provide Education/Training to GFMs and/or GXIs Integrate regular GX participation into Client Workout/Success Plans(*) REMEMBER, the GX room is a very different space than the free weight or functionaltraining area. Members here may be sensitive to being singled out, so make sure your firstpriority is to connect and not simply to correct or be seenNeed help getting your PT and GX departments to collaborate onkey business opportunities? Contact me at rodney@fitmarc.com I can help. 15. BUILDING RELATIONSHIPSPersonal Action Plan Identify three specific ways that you will start building better relationships with GFMs, GXIs, or GX Members? When will you start? In terms of GX classes, are there specific classes and/or instructors that you should try to partner with? What is in it for them?The best relationships are reciprocal both people win 16. Element 3: Building Value in Fitness 17. Build Value though ServiceSeek to help others be more successful Be a role model Fitness Coach Look the Part Be brand YOU Yourself; Become an expert on GroupFitness Share your PT knowledge Host Educational Seminars Participate in GX Events Attend GX Meetings 18. Are you an Expert on Group Fitness? BODYATTACKBeing superior, dominant socially or physically BODYJAM BODYCOMBATRPM PowerSHBAMConformity BODYSTEP BODYVIVE BODYPUMPCXWORX BODYFLOW Source: AC Nielsen Research 19. How do GX classes get results? 20. Utilize Your ResourcesKnowledge is POWER Become the FitnessExpert that means PTand GX!!! Make the rightreferrals 21. Become a Part of the TEAMEducate, Motivate and Inspire!!! Get into the GX Studio, Often! Teach, Support, Promote Grow your presentation and motivational skills Become known as a resource for GFMs, GXIs and GX Members Advertise Client Success stories in club Have a presence on Social Media daily Promote Fitness (GX and PT) 22. BUILDING VALUE IN FITNESSPersonal Action Plan Are you a Group Fitness Expert? If not, where are your gaps? How can you help your GF team become more knowledgeable about Fitness? What is in it for them?The best relationships are reciprocal both people win 23. Element 4: Closing New BusinessThe Size of the Prize Peoplebuy based on value, notprice Closing Business happens whenvalue and opportunity collide 24. The pv effect 25. What is the right price for fitness??? 26. GENERATING REVENUE VIA GXTwo Pathways Teaching Small Group PT/GX I.e. Les Mills GRITSeries, Bootcamps, and functionaltraining workshops Signing new clients from GXReferrals/Exposure I.e. from partnerships with GXIs, YourClubs New Member Orientation program, orparticipation in GX eventsEither way, you have to play to win 27. Pathway 1 Small Group PTFor more information on Les MillsGRIT Series contact me at rodney@fitmarc.comGrow your PT business by engaging new members, regular GXparticipants and existing clients in specialized small group trainingsessions. 28. Pathway 2Signing GX Members as New Clients Establish Repore Demonstrate Value Educate the Benefits/Consequences Follow-up; Friendliness Ask for the Business Discrediting Effectiveness of GFTraining Intimidation/Hard Closing Making false promises/unrealistic goalsetting 29. Closing New Business: ROLE PLAyPartner Activity A new member has recently joined your club and has started to participate in the gx classes you offer. After bodypump class one day she asks the gx instructor how she can lose weight more quickly. The gx instructor recognizes this as an opportunity to introduce the member to you, a trainer at the club, and does just that. How do you engage the member? How do you engage the gx instructor? What is your desired outcome from this conversation? (Discuss) how often does this happen in your club? Why/why not? How can you encourage more of these types ofintroductions? What is your ideal engagement/follow-up plan? Who on your team is best/worst equipped to engagein these types of discussions with members?REMEMBER people buy things from people the respect and trust 30. The Size of the PrizeWhat is my earning potential with GF? Recommended RateRecommended Attendance Small Group $15 6 - 12 Trainer Rate (type in the premium rate) Sessions and attendance Premium 15sessions/week 6 clients/session10 Trainer rate (Choose 1 of 3)Rate minimum raterate/head Per head 0 5 50TRAINER PROFIT 6 Sessions/Week 10 Sessions/Week Total Revenue (month)12902150 Total Revenue (year)1548025800 Trainer Expense570 570 Net Revenue14910 25230CLUB PROFIT6 Sessions/Week 10 Sessions/Week Total Revenue (month)38706450 Total Revenue (year)4644077400 Trainer Payout1548025800 Net Revenue30960 51600 31. The Size of the PrizeWhat is my earning potential with GF? The Size of the Prize Doesnt include: Clients Converted from Small Group PT to One-on-One PT New Clients derived from GX Classes/Referrals Bonus Incentives offered by your club for exceeding Revenue Projections Additional business you will earn by being a better connector, stronger Fitness Brand and more confident Closer Your earning potential could be limitless!!! 32. Recap & Wrap-UpWhere do we go from here??? What are your key takeaways and action items Review your notes and Building Brand YOU recaps from each of Element 1 RelationshipsElement 2 the 4 Elements and PRIORITIZE your Next Steps TEAM DISCUSSION How can we better Closing New support one another? Building Value Business/The Size Who else (who isnt Element 3of the Prize here today) needs to Element 4 be involved in this discussion? What are our team Action Items to take back to our club/staff? 33. Group Fitness Profitfor Personal TrainersTHANK YOU FORATTENDING! For more of my work, pleasevisit me on my website at www.rodneyjmorris.com.