Hi Folks,
Just at the airport on our way to Adelaide for tomorrow’s PT Road To Riches so all I have time for is to show you Trevor from New Level Fitness winning the iPod at a fantastic seminar in Melbourne. If you haven’t booked for Adelaide already, it’s pretty much too late, except maybe for Perth. You might still be able to get in — call AIPT on 1300 13 84 34.
Onwards to Adelaide and Perth!!!
Ric
Hi All,
Well, we thought our superconference in Brisbane was great… until we got to Sydney! The Parramatta Leagues Club was an excellent venue but far more importantly, everyone networked with lots of other fitness professionals and walked away with heaps of great ideas for their business. I don’t have a lot of time right now as we’re furiously preparing for our big Melbourne event (which will be over twice as large as Sydney), so I’m just putting up three videos from Sydney.
The first is of me explaining how to work with other businesses to get referrals and you’ll be surprised which type of business I talk about in this video.
PS Here’s an email we just received:
>dear ric
>
> i would like to thank you on a great learning experience yesterday 19 may at the sydney conference.
>
> it was an overwhelming experience for a new business owner like myself. the quality of information recieved was >excellent. unfortunatly i had to rush off at the end of the day as i had a session at 4 30. after i finished my session i had an >inquiry in my pt buddy session that i advertise in the gym i work in and with the tips fresh in mind i was able to close the >sale with no problem by offering a complmentary session.
>
> i would just like to thank you again for the great experience i already feel much wiser from just that one day
>
> good luck with the rest of your seminars
>
> regards
> scott peterkin
> s.p personal training
Campbelltown NSW
Hi Everyone,
Just a quick hello to show you some of the footage of the event on Friday. This is just a snippet of what you can expect tomorrow in Sydney and the rest of the events this week.
Check out this email from one of the attendees at the Brisbane gig. You could be next.
“Dear Ric,
Yesterday was great, it finally gave me the clarity & the ” reflection in the mirror” that I needed to make a very decisive and pivotal next step in my career.
I think it’s more about having the self belief to go through with what I always knew was possible but was too afraid to pursue. Leveraging off your systems and knowledge has erased the self doubt and replaced it with an inner strength and confidence about my future.
It struck a chord with me regarding wasted advertising money. I was once associated with a Bootcamps organisation that was all about the hard hard and very manipulative sell. I used to have to run in the parks at 5:30am and hassle the people who were exercising into joining our bootcamp. I actually got pretty proficient at my sales spiel and clipboard, whilst running up the road next to the early morning joggers! I only got paid $35 if I sold a membership - it was really tough! After I signed up 50 people - and 3 other trainers signed up 20 between them, we really had a great contingency of people training with us. After a couple of more 4 week camps like this, the directors decided that they were really goign to launch it into the big time and put a double page spread in the Sunday Mail - full colour and everything!
But I think the sales people at the paper SAW THEM COMING ! $10,000 later! my boss told me that he wanted me to sit in the office on the sunday to wait for all the calls that were going to come in. Do you know how many phone calls came in that day and on the following week and the weeks after ???
……….
………………
………….
…………
ZERO!!!!!
That $10,000 was a lot of my own hard work running after people and doing someone else’s dirty work…. And it made me realise even though the boss ie “The Manipulator” thought he knew it all… he really didn’t .
I think that is my big message to myself, that I never want to give my control away of my own business and my own effort and go back to a franchise or working for someone else. That’s why I have decided to really capitalise on the beauty of the Sunshine Coast by training outdoors and at peoples houses when it rains and having my own team of trainers who can service the women who love the outdoors and don’t want to join the gym.
The other main pearl of wisdom that i took away from yesterday - was to not be all things to all people. And yes i’ve heard it before - but it only seems to have sunk in now !… but I train guys who want to bulk up, guys who want to get fit for rugby , women who are 40kilos overweight, women who want pilates and core strength,,, but my niche is women who enjoy training and are quite self motivated but they are 5 - 15kilos over weight and they want to sculpt their bodies. I am spreading myself too thin with those other clients. My USP is that I’ve done it myself, after 10 years I finally lost that hateful 15 kilos and am now working towards going to World Championships for Natural Bodybuilding.
My only regret Ric though is that I have spent the last few years knowing that there MUST be a better way and there was no one to show it to me. I have really floundered in and out of sales jobs, personal training, working for the in laws and seriously I’ve been lost. I actually really resent, quite bitterly unfortunately, all those years I spent at school, and those out of school where people ( and my family ) just told me I had to get a degree and a good paying job before I was really making progress.
I’m really looking forward to showing them that they were wrong
Thanks again”
Bianca Aiono
look good feel great
personal training
How’s this venue for the Sydney superconference? We are so pumped to be giving you this amazing information tomorrow. and I can’t wait to see you there.
Hi Folks,
I really want you to watch this short video clip of Susan Sheehan and her response to the PT Road to Riches seminar in Brisbane on Friday. Some of you might be wondering what you’re going to get from the day and I think Susan sums it up nicely.
We’ve got another video here from one for our Gold Plus members, Jeff May who was also at the seminar, explaining what a difference our program has made to his business.
Here’s the story of a guy who’s had a life-changing experience after applying the tools and strategies we taught him. In just nine days he has completely transformed his PT business. Don’t just watch this next video - really listen to the words and emotion that Joel Scutt uses. This is an inspirational story.
Sharon Simmons was the lucky winner of the iPod door prize that you too could win just from attending the event. But it wasn’t just an iPod, it was fully loaded with well over 20 hours of marketing gold.
We could have shown you so much more stuff from the day. We had so many people telling us what a great time they had. So come and experience it yourself at one of the events this week. We’ll be in Sydney on Monday, Melbourne on Wednesday, Adelaide on Thursday and Perth on Friday. www.PTRoadToRiches.com
Love to see YOU there! Ric
Well, here we are guys watching the sun come up at Perth Airport. Ready to leave on our biggest adventure yet. We are so excited about this seminar series and giving as much information as we possibly can to help all of you explode your PT business. Remember it’s not too late to book in if you are serious about making a difference to the obesity epidemic in this country. Really looking forward to seeing you on the trip. Make sure you introduce yourself so that we can put a face to a name.
All the best
Ric
Eric Ruth at NPE sent me this the other day and I thought you should see it:
Back when I was in college at George Mason University, I sold pianos for a summer - a lot of them.
I don’t play the piano, or any instrument, for that matter. I’m the only person in my family without a lick of musical talent.
My mom was a gifted pianist and singer - she cut a record as the soloist for her Church choir back in the early 60’s.
My dad’s pretty good on the piano (well, he used to be).
My older brother, Mike, went to Berklee College of Music in Boston to play the drums. It’s about the most famous music school in the country with alumni like Steve Vai, Quincy Jones, Melissa Ethridge, Branford
Marsalis and John Mayer.
Now Mike’s a Navy Pilot. Go figure.
My younger brother, Zak, is an alternative rock/metal drummer with a band called Common Effect. He’s also 6? 4? and 230lbs of muscle, so he THRASHES the drum kit. It’s something to see.
Me, well - I could do a little break dancing back in the day - but I don’t think that counts.
Every other salesperson at the Piano Shop where I worked was a musician. A couple of them were really, really good.
But they struggled with sales.
Just goes to show you that technical profiency in a particular field has no bearing at all on your ability to sell.
Because sales, like playing music, is a skill that must be learned.
And I learned it from one of the best - the owner of the Piano Shop, an older (60?ish) woman named Phyllis.
She had a beehive hairdo and the heavy foundation makeup, a kinda raspy voice from all the cigs she puffed on during the day…she reminded me of a rougher version of Endora, Samantha’s Aunt from BeWitched (the great TV show, not the crappy movie).
Phyllis was ‘old school’ sales. She got down to business.
And she followed (and taught us to follow) a SYSTEM.
She called her sales system the ‘education.’
“Eric, dear, this young couple would like an education,” she’d say to me when handing off a prospect.
For the first month I worked there, I resisted following the ‘education’ and relied instead on what I thought was a God-given silver tongue. I could schmooze with the best of them, and developed rapport quickly.
That worked about half the time.
But 50% closing was most definitely NOT satisfactory to the old battle-axe Phyllis.
So she watched me like a hawk to make sure I gave the complete ‘education’ to every prospect.
And there was some improvement when I followed the system. Enough for me to get a ‘taste’ of how well it ‘could’ work, if I got better at delivering it.
So I went to Phyllis and asked her for some help - I asked her to work with me on my education. And she lit up like the White House Christmas tree. She’d found her ‘protege’ and she was stoked.
Phyllis coached me and drilled with me. We did a lot of role playing until I had it down cold. And she’d watch me work with a prospect and critique me afterwards. It was absolutely priceless training.
And, well, it worked like crazy. I began selling to every person who walked into the store.
I sold Schimmel baby grands at ten to fifteen thou each, and Weber and Yamaha uprights at three to five. And I sold a lot of them. I made almost 20K that summer.
And the bulk of that came in the second half - when I got serious about getting coaching on how to deliver the education like a polished professional.
If it weren’t for Phyllis coaching me, I would have been an average 50% closer like the other salespeople at the Piano Shop who reflexively relied on their musical skills to sell - just as I had relied on my wits.
Those guys resisted coaching from Phyllis - while I embraced it. They drank Schlitz after work. I drank Heineken.
Getting good at sales was the foundation on which I’ve built my career. Now I just do it more in print than in person. Getting good at sales is the single most important skill any business person can learn.
If I have children, they will be required to get sales jobs at some point. It doesn’t just prepare you for business, it prepares you for life.
And being good at sales is almost always a function of two things:
1. The quality of your system
2. The quality of coaching you get
So it’s no surprise that every fitness professional who goes through our AUTO-CLOSER sales system training just explodes their numbers.
You cannot get better training and a better system anywhere, at any price.
And make no mistake, the training and coaching is the secret.
Think about it. You can give some outta shape guy the best fitness protocol ever developed, but if he doesn’t get trained on how to follow it (and have accountability and coaching along the way), chances are
really good he’ll get less than half the results he would were he actually working with you, right?
Now’s your chance to get the sales training/coaching -and the sales system - that is having the most profound, documented impact on the fitness industry than any other.
Get trained by the best,
Eric Ruth
P.S. Every single prospect REALLY counts. Closing at 50% is a recipe for trouble when you need every single client you can get. Double your closing and double your profits starting now:
P.P.S. There are few guarantees in life - few ’sure things.’ This is one of them. Not one person who’s gone through AUTO-CLOSER has failed to immediately explode his or her sales…to the tune of tens of thousands. Now it’s your turn.
Like we say, “the numbers don’t lie.”