0:05

Welcome everyone to the RP Strength Podcast.

0:07

I am Nick Shaw and joined by Dr.

0:10

Mike Isvertell. What's up man?

0:13

What's up Mr. Nick Shaw? How are your legs feeling? Yeah.

0:17

So where I record the podcast, actually

0:19

same as you, it's in the basement. Mostly

0:21

because we have no friends. So we retreat to

0:23

the basement to talk to one another only. But

0:27

I had a long day and so

0:29

I had to train legs in the evening,

0:31

which is very rare for me. And

0:34

dude, I almost fell

0:35

down my stairs. I was like, oh boy,

0:37

oh boy, oh boy. It was

0:39

gnarly. This is my peak week legs

0:42

before I leave for the Mr. Olympia tomorrow.

0:44

So look at your big dog. You're going to

0:46

compete in the Mr. Olympia?

0:48

Yeah. Who

0:50

is it? I think, oh, my mom. Oh, good

0:53

old mom. I told her, I'm like, yeah,

0:55

I'm going to be down at the Mr. Olympia contest. And she's

0:57

like, oh, are you competing? And I was like,

1:00

oh, mom.

1:03

That's sweet. That's so sweet. You

1:05

know, Nick, a wise ancient philosopher

1:08

once said, his

1:10

name was Rich Piana. Yeah,

1:13

that's great. One day you may. Yeah.

1:17

One day I may play. Is that what he said? No,

1:19

I was just rhyming.

1:21

But

1:23

check this out on the leg workout. So

1:26

I think I said this before on the podcast. I can't

1:28

remember because a lot of times I talk with you. Sometimes

1:30

we're not podcasting. Sometimes

1:33

we are. I forget where I say things. But

1:36

so I just finally got over this mental hurdle

1:39

on hack squats. I'm just like, they just felt terrible

1:41

at the bottom. You know, that's just how they feel.

1:43

Sure. And I just thought there was something wrong. I'm like,

1:46

get sad. Just my quads, man. They

1:48

just maybe it isn't the jam

1:50

for me. I just finally got over that. I'm like, this is just how

1:52

they feel. Like, this is just part

1:54

of it. And ever since then, man, like

1:57

I just did four or five for 10 today for the first time.

1:59

It's the first time I've ever done.

1:59

done 405 for a work set. The previous

2:02

set the week before was 385 for eight. Oh

2:04

wow. And like I

2:07

actually, I saw my video, like I

2:09

had a, another guy that Jim recorded and on my

2:11

last rep, I saw the facial expression that I made

2:13

and I was like, one of like these, like, huh,

2:15

like

2:16

one of those faces. Cause like, I probably had another

2:19

one in the tank, but you know, like you

2:21

have four or five or 10, like that's

2:24

pretty cool. Yeah. Take

2:26

it when you can. Yeah, for sure. And it's like,

2:28

I'm going to be training legs and this

2:30

weekend down with the Olympia, so I'm like, I'm good.

2:33

Um, and actually I made a little tweak because rather

2:35

than taking another top set at 405 and, um,

2:39

cause normally that was scheduled in the app. So I just went

2:41

right into the RP hypertrophy app and just removed a set

2:43

there. And then I just added in another down

2:46

set and I've never tried mile reps before.

2:48

So I did 405 for my top set for 10

2:51

sets, two and three. I did it like 295, 12, 10, real,

2:53

real slow. Just

2:58

not full lockout at the top either. And

3:00

then I actually did another down

3:02

set and I did 225 like 15. And

3:05

then I mile met mile rep matched

3:08

it to like 942. Oh man. It

3:10

was terrible. Yeah. Well, you're definitely

3:12

screwed. Dude. Here's the thing though. My legs,

3:15

my quads don't get sore from hack squads. Now

3:17

I'm trying this out to see if this will change that,

3:20

but five, five sets a week before that

3:22

didn't get sore. Wow.

3:25

I sure should do. I don't

3:27

know. Like maybe it's, I

3:29

guess I can do four or five or 10. So I should have been doing

3:32

more weight, but still. There you go. Um,

3:34

one other note on that. So when we were doing the podcast not

3:37

too long ago about like, you know, like injury

3:39

and so I'm warming up

3:41

and I take my last warmup, I do four

3:44

or five for a single and my calf

3:46

just feels really weird. Do you ever get that

3:48

at the very, very bottom of hack squats? It

3:50

almost felt like it was kind of like

3:52

burning a little bit.

3:54

I was like, Oh, oh man. Oh,

3:56

that's probably not good. I did a couple of bodyweight squatches

3:59

still feel a little. weird. I waited around

4:01

a minute or two because I was like, I

4:05

don't really want to not go for four or five or

4:07

ten because I had been planned for that. So I'm like, let

4:09

me do another one. And I did another one. Didn't

4:11

feel it. Didn't feel it the rest of the day. I'm just

4:14

like, whoa, like who knows? Who knows what's going

4:16

on? Sometimes that shit just happens. Yeah.

4:19

Here's a pain is a trippy

4:21

thing and the bio-psycho social people, though

4:24

they do say absurd things on

4:26

occasion. They will say that,

4:28

you know, pain is actually 100% in

4:31

your mind as a phenomenon. And

4:33

that usually correlates to things that happen

4:35

in your body, but not always. And some

4:37

of the things that happen in your body are just

4:40

like, you know, weird nervous nerve impulses going

4:42

one way and the other. And it doesn't

4:44

really mean you're injured or damaged or any way. So

4:47

we have a few videos in the RP YouTube

4:49

about warming up. And actually we just recorded

4:52

another one, which will be out. Well, at some point we have

4:54

a lot of videos coming out, but it basically says

4:56

like, if you have something weird go

4:58

like on a warmups, I mean, you don't have like a snapping

5:01

sound and your peck flies off, but

5:03

something feels weird, a little painful. Just ease

5:05

up and then do it another warmup set. And then

5:08

usually it feels great. And then it was good. So it's not, if

5:11

it still feels bad, then you know, you got some thinking. I think

5:13

is exactly what I did. So I did four or five for a

5:15

single. I was like, Oh, that was weird.

5:17

That's not good. Did a couple body weight squats.

5:20

Felt it just a little bit. Waited

5:22

around two minutes. Did a four or five for another single.

5:25

So the gag I test this out. If it still

5:27

would have been really weird, I probably would

5:29

have lowered the weight or done something different. I

5:31

didn't feel it at all. So I'm like, all right, let's rock

5:33

and roll. Yeah. There we go. Yeah.

5:36

Yeah. So that was cool. Thought

5:38

that was good. I just thought it should be interesting for people.

5:40

Like sometimes I should just happens. Can't

5:42

really explain it. You know, Tupac

5:44

had a good line about that. He said,

5:46

that's just the way it is. Well, things

5:49

will never change. Tupac

5:53

was actually a great coach. Did you know that? A

5:56

coach to who? To people who wanted

5:58

to do a scientific diet and training. I mean,

6:01

which is kind of what we're talking about today, isn't it? Two-pack

6:04

Shakur. Mike, do you think

6:07

coaching is the same thing as mentoring or do

6:09

you think there are two distinctly different things? Profoundly

6:12

different. Yeah. Go on real

6:14

quick. Go on. That's part of what I was at

6:16

some meetings today. That was part of one of the topics. Interesting.

6:20

Mentoring and coaching, they

6:23

can be quite a bit of overlap and you

6:25

can actually have both at the same time. But

6:28

to me, coaching means you are preparing an individual

6:30

for a certain particular

6:32

outcome. Mentoring

6:35

means you are preparing an individual for

6:38

a certain particular set

6:41

of abilities, usually

6:44

the same abilities as your own. And

6:47

so for example, while you can

6:51

coach

6:52

someone as a

6:54

diet coach to lose 30 pounds,

6:58

if you mentor them, you're probably

7:00

preparing them to be what you

7:02

are, which is a coach. Now

7:05

you can mentor people to be things you've been before

7:07

are no longer now, but

7:10

mentoring is preparing someone

7:12

to be the executor of a

7:15

process, which they can now

7:18

sort of overlay into other parts of their life.

7:20

Coaching may give you that

7:22

as a side benefit or coaching slash mentoring

7:25

both, but coaching to me distinctly gives you an end

7:28

outcome. And like, um, it's

7:30

kind of like, uh, maybe there's like a peer

7:33

of, of, uh, interactions, uh,

7:36

below coaching can be

7:38

a service provision. Like

7:41

you just get something once. So

7:43

for example, like, uh, uh,

7:45

the simplest is like, I buy a product.

7:48

I buy a Pepsi. Okay. Now,

7:51

very little information was exchanged. Yeah. That

7:53

of course, that's how dare I. Um,

7:56

and then the next level up is I buy a

7:58

service, you know, like I. let's

8:00

see, you know, can buy

8:02

the service of consult with Mr. Nick Shaw.

8:05

And I said, one hour consult, I pay the money, I leave. And

8:08

then the next could be coaching, which is Mr.

8:11

Nick Shaw prepares me to be a bodybuilder. And

8:14

the next level up can be mentorship where Mr.

8:16

Nick Shaw prepares me to be a CEO

8:19

of a small company. And

8:21

then there's very different levels

8:23

of involvement. One of them you get

8:26

in, you get out. The other one is,

8:28

that's it actually, you know, even

8:30

below, I suppose to keep it in line

8:34

with things that are RP, you know, like

8:36

instead of a Pepsi, it's like I buy

8:39

a diet template. And then above

8:41

that is I purchase some

8:43

kind of service instead of just a product, a

8:45

consultation. Then coaching is like a

8:47

repeated service for a specific outcome.

8:50

And then mentorship is like, you're going to become like

8:52

me in your own way. So yeah,

8:54

big difference, I think. Why was there a contention

8:57

in your working group? Did someone say it's

8:59

the same thing? No, the lady that was

9:01

teaching it, so she's like a, this

9:04

chair does a lot of exact coaching

9:06

with like, you know, C-suite executive

9:08

type folks. Yeah,

9:10

she, you know, she made it very clear

9:13

that they needed to be two separate sort

9:15

of distinct things. Sort

9:18

of what she said, or I guess this is my interpretation

9:20

of it. Maybe it's right. Maybe it's

9:22

not fully what she intended. Coaching

9:25

would be something that if you hire someone as kind of

9:27

what you do at the beginning, you have to make sure they're sufficiently

9:29

trained in the skills and capabilities before

9:31

you can actually coach someone. Coaching

9:33

is kind of like the next level. Mentorship

9:36

would almost be like a practice, getting them

9:38

ready. But like she made the analogy,

9:40

you don't, you coach people during

9:42

the game. You're not really like teaching.

9:45

You're not really teaching them during the game. You're directing

9:48

them to do things. Mentoring

9:50

you're more teaching them so they have stuff for later.

9:52

Yeah. It's the practice to get ready

9:54

for the game. And then the game, you really,

9:57

yeah, you're just kind of. Anyways, yeah, I just

9:59

thought that was interesting. It's obviously at

10:01

least somewhat relevant because we're talking about coaching. So

10:04

getting started, is a fitness coach developing

10:06

your brand? On social media,

10:09

we've already had two episodes. We

10:11

covered, oh boy, whole lot. Nah,

10:14

whole lot. I can list it really quick. Yeah,

10:17

yeah. I was gonna make a joke. We didn't

10:19

cover a whole lot on last episode because we only hit like

10:21

three points, but a pretty important one. Very

10:23

important ones. So all of your respective client,

10:26

the ultra kind and courteous, always try to learn

10:28

more and improve your skillset, always deliver your best quality,

10:30

AKA under promise and over deliver. Really,

10:33

it's just over deliver for whatever promise you're making.

10:37

And then lastly, more credentials are

10:39

better but not required. Though if you get a degree

10:41

in MS or PhD or an RD in

10:44

the field can greatly help. And

10:46

then we're on to the next. Yeah, just a

10:48

nice one. Yeah, yeah, yeah. All of your

10:50

documents that you send out to

10:53

your clients, any interface

10:55

you use, including your website, should

10:58

be nice and clean with good

11:00

user interface. But the thing is,

11:02

it just does not have to be complex or

11:05

super powerful. You

11:07

can give someone assigned

11:09

to them a prison cell sized

11:13

room. They can either

11:15

keep it very clean and neat or

11:17

keep it disgusting and messy. You

11:19

can assign to someone a mansion and

11:21

they can either keep it clean and neat or

11:24

have it incredibly messy. I

11:26

think when a lot of people think professional UI,

11:30

user interface for their products, they

11:32

like me get clammy and think, oh geez,

11:35

I need to have a web developer make

11:37

my shit and it's supposed to look all snazzy. When

11:40

you click on the things, they have little turn dials

11:42

and the little clock counts down and you go to the link, real

11:45

cool 2003 kind of links

11:47

from your and your shit. You can have that

11:49

stuff, but you don't need it. And

11:52

even if your website has two

11:54

places for people to go, DM

11:56

me for coaching here, DM me for training,

11:59

coaching here. DM me for diet coaching here. That's

12:03

totally okay. You just don't want

12:05

your clients to get

12:07

the perception that you're half-assing it, that

12:10

you're not a serious person. So even if you use

12:13

Microsoft Word or Google Docs documents

12:15

to convey your information, they should be properly

12:17

spaced, they should be properly subtitled,

12:20

bolded, etc. The

12:23

easiest thing I have to say about that as an analogy

12:25

or as an example, something you turn in

12:27

for a class you want to do really well in high school or

12:29

college, you don't

12:32

chicken scratch the margins, you don't get

12:34

typos in there, you don't use the

12:36

same font or the same size font

12:39

for the title as you do for the text. You

12:41

make it look nice and neat and professionals,

12:44

the first experience people have with your stuff,

12:46

they go, oh, this is nice

12:49

and everything makes sense or at the very worst, they

12:51

just don't notice because they're so seamlessly accessing

12:53

it. Like if I'm

12:56

at a hotel and I'm trying to get the TV to work and

12:58

turn on the channels, I have one

13:01

of two experiences I enjoy. Either I'm like, oh, this is a very

13:03

pleasant UI, it's very intuitive, or

13:05

I get to where I need to go so quickly, I don't even notice

13:07

the UI. If I notice the UI and it's

13:09

in a bad way, I'm throwing

13:11

the remote at the TV, I'm ripping the TV

13:14

off the wall, the police get called, they're

13:17

thrown out, getting shot, you know, hopefully

13:20

just thrown out.

13:23

You know what I mean?

13:25

About the UI or getting thrown out of hotels?

13:28

Little column A, column B? I

13:31

don't know too much about getting thrown out

13:33

of hotels. I thought you were going to

13:35

say about UI. My

13:37

thoughts on UI UX, I

13:41

actually would argue it does not need to be complex

13:43

at all, especially if we're talking to fitness coaches

13:45

just getting started, you should have a very, very

13:48

basic, simple website. You

13:50

go to the website, joeblah.com,

13:52

essentially

13:56

two things or three things, but very

13:58

minimal. Place where they can buy. and

14:00

they can pay you money, a little

14:02

about you section, and

14:05

if you have like a

14:07

blog or something like that, great. Yeah. And

14:10

that's all that's it. That's just your TikTok

14:12

profile or your Instagram profile

14:14

or your Foxwhite profile.

14:17

It doesn't matter. Even if your profile is the place where

14:19

you do business, at least have some nice, clean,

14:21

accessible things. At least

14:23

have a link tree maybe, or not

14:25

even a link tree because nowadays Instagram allows like

14:27

five links. It could just be your five links to whatever

14:29

it is you want. A little blurb about

14:32

you. Just neat and clean

14:34

and accessible. Remember,

14:36

your social media and your

14:38

documents that you send out, even the documents where

14:41

once they get your email and they email you

14:43

and they pay you, you send them their diet and

14:45

you send them their training plan. All of those

14:48

documents too, they are

14:51

designed to do one thing. Give

14:53

information as seamlessly as possible to

14:55

your clients or would-be clients. And

15:00

to that end, the seamless

15:02

part is the most important part. As

15:05

long as it's the most obvious thing in the world

15:07

or close, as long as

15:09

it's simple, straightforward and to the point, and

15:12

as long as it's not confusing or makes you look unprofessional,

15:15

then you're good to go.

15:17

But I've been coached by a few people in the past.

15:20

I've seen a lot of clients send me stuff they got

15:22

from other coaches. Some of it is

15:25

just unbelievably impressive. And

15:27

some of it is like, did that coach

15:29

just send you your diet in

15:32

an email? And I don't mean as an attachment. I

15:34

mean, he just typed up a bunch of foods and amounts

15:37

in an email with no capitalization,

15:39

no punctuation, no spelling, and

15:41

just sent it over to you because what does that

15:44

convey to you as a client? It

15:46

conveys that you are, among many

15:48

other things, not cared about by

15:50

a person who may not be a professional.

15:53

Oh boy, that's not great. Yeah.

15:58

In the previous episode, it was delicious. high

16:00

quality, you always do your best. To

16:02

me that would go hand in hand with that. If you're gonna do that,

16:05

you have to have at least something that looks somewhat

16:07

professional. I was even gonna say, you

16:09

can do Word documents, but like, dude, you can save everything

16:12

as a PDF. PDF looks a little bit better,

16:14

it's a little bit cleaner. PDF looks great, means your

16:16

client isn't invited to edit the document,

16:19

which again, like isn't a bad

16:21

thing if they wanna edit the document. But

16:23

also, PDFs are kind of designed to convey a finality,

16:27

a finished product. It's like laminating

16:29

your book report when you're in middle school.

16:32

You know, how is it that your parents afforded

16:34

to take you to a place that laminates book reports? That'd

16:36

be my first question. Keep it simple,

16:39

do not overcomplicate it. I would in fact

16:41

argue simple, simple, simple. Simple

16:43

is much better. Don't overcomplicate things,

16:45

make it, try to do too much, because you

16:48

want people to have the most seamless time getting to

16:50

your website, finding your information, and being able to pay you.

16:53

Guys, just for those not in the loop, websites

16:56

are places on the internet, which is a worldwide

16:58

web of knowledge. Yeah,

17:01

well thank you, yeah. Yeah, also,

17:03

taking back to 1998, what were you doing in 1998? I

17:08

believe that's when I discovered masturbation.

17:12

Oh boy, gee whiz, what's that?

17:16

In 1998, I did a couple of things. I

17:19

believe I was in the eighth grade, which

17:21

means I, at the same year,

17:24

was ranked top 50 in the

17:26

state of Michigan in geography, and

17:29

won my school's geography B, and

17:32

also had the lowest score

17:34

in the algebra class in the eighth

17:36

grade out of all the other students, which were,

17:38

interestingly enough, posted

17:40

on the board, which I, at the time, found

17:43

to be just fine, but retroactively

17:46

find, also find for me personally, but

17:48

an egregious violation of privacy and by modern

17:51

standards. Yeah, you can't do that nowadays.

17:55

Oh man, he got me

17:57

distracted now, I can't. Are

17:59

you thinking about? masturbation aren't you?

18:01

Well I started

18:03

to go way off topic in my own head. I'm like I wonder

18:05

how Scott's gonna time stamp this. Scott

18:08

please fill a love of God. Feel free to edit out these

18:10

like 30 second videos. Don't edit

18:12

them out. People want the

18:14

real deal Mr. Nick Shaw.

18:16

I did have Scott edit out

18:19

very minor thing and then two of our

18:21

some recent episode. He told

18:24

me about that. I was like God

18:26

that just seems it

18:28

much Mike. And I'm like

18:30

I'm letting it fly. I'm like we're letting it fly on

18:33

the podcast. Doesn't

18:35

mean launched in the space though. I get it. Yeah

18:38

I was gonna riff on something about you

18:40

know just look professional simple and easy so people

18:43

can pay you and that's

18:45

man that covers a lot of it. Don't over complicate

18:48

it. Don't try to be too fancy. Simple

18:50

and people want simple.

18:53

They're paying you because they don't want to have

18:55

to figure it out themselves. And if they have questions

18:58

by all means go in-depth write

19:00

three four paragraphs about everything. But most

19:03

people correct me if I'm wrong here

19:05

most people are paying a coach because they want

19:07

a specific result. They don't want to have to think about it. They

19:10

just want to execute the plan. I know that's what I'm doing. I

19:12

hired Jared. 100%. So all

19:14

right what's next? Yeah

19:17

okay so this is the big big one. Get

19:19

results

19:20

for your clients

19:21

because the whole topic of this series

19:25

is how to build

19:30

your brand slash reputation. And if you don't

19:32

get good results for your clients

19:35

at some point someone's gonna come asking where the good

19:37

results are. And if you don't have

19:39

something to show them or even an ability

19:41

to get them you're gonna have a problem.

19:43

A lot of the stuff we'll talk about in a little bit how

19:46

to advertise your clients results are

19:49

very much dependent on the fact that you get results. So

19:51

do your best work and

19:55

well

19:56

never push clients further

19:58

than they're willing to go. What push

20:00

them as far as

20:02

you think they are able to sustainably

20:05

recover from and many of

20:07

them will discover that they can get pretty radical

20:09

results and first of all

20:12

getting results for your clients kind of justifies your existence

20:14

and makes you feel good about it. The

20:16

construction worker goes home having built a wall

20:18

you go home having a reply

20:21

to a few emails I'm

20:23

not so sure that leaves you with a lot of

20:26

substantial pride but when you get the

20:28

before and after pictures from your clients oh

20:31

man you know you really really help someone in a big

20:33

way and the number one person who

20:35

knows how much they were helped is that person themselves

20:38

but getting results and getting results

20:41

means I'll be more specific most

20:44

of your work should be spent with your clients

20:46

creating plans doing feedback on plans checking

20:49

with your clients helping them get motivated helping answer

20:51

the questions seeing getting

20:53

the crystal ball out to see how to make modifications

20:55

for the next weeks and so on and so forth. And

20:58

educating yourself further so you can get better results

21:00

from your clients a lot of coaches

21:03

spend a crapload of time on social media

21:06

chasing their next client before

21:08

they have done their due diligence and gotten good

21:10

results for the current clients and while

21:12

that is absolutely a treadmill you can hop on

21:14

a potatoing

21:17

from the first half baked client to

21:19

the next that's not how

21:21

you build a very good brand slash reputation

21:23

because every client for whom you do not get impressive results

21:26

could have said more impressive things about you in

21:28

a variety of ways and how they say that is

21:31

our next topic but just you know just

21:33

to make sure everyone's grounded at the end of the day

21:35

it's all about results and if

21:38

I'll put you this way if you are a person

21:40

who has gotten mega results for their clients

21:43

people will go out of their way to sing their praises about

21:46

you and you will inevitably be discovered

21:47

and more people will come to you.

21:49

On the other hand if you are a person who's

21:51

all fanfare who does a lot of Instagram

21:53

posting who posts a lot of memes

21:56

about a lot of actual content who

21:58

people don't know if you coach clients. or not, but you

22:00

say you do, but where are the results and

22:03

for whom you don't actually get results for your clients, that

22:06

person, there's not much helping. If

22:08

let's say, you know, you all of a sudden, you

22:11

know, go to your uncle's,

22:14

what kind of party?

22:16

Only wear gold party where

22:19

all of your outfit has to be gold. My uncle likes to

22:21

throw that kind of party every three months or so. And

22:24

you meet someone who's very talented in marketing,

22:27

who owns New York's biggest marketing agency and

22:29

they say, listen, let me help you with the coaching business. If you're

22:31

already getting results for your clients, you're on your way

22:33

to trillions. If you don't get results for

22:35

your client, ain't nothing to do for you because there's

22:37

nothing to advertise. It's like at the end

22:40

of the day, you know, Tesla has a really

22:42

slick looking car and people talk about

22:44

it all the time, but you just got to get in and

22:46

drive it around. And I call this fucking thing actually

22:48

works. This is awesome. It

22:50

would be really unfortunate if it looked really slick. People

22:53

talked a big game about it and then it blew. That

22:56

would just not be a sustainable thing. So whatever

22:58

you do, remember your number one job

23:00

is to get results. It's like, Nick, do you ever see those

23:03

lawyers on the billboards on freeways

23:05

in certain states if we go where it's like, you know,

23:07

Jim Jim's truck law, get

23:10

your truck settlement or whatever, or like

23:12

cosmetic surgeons like fix your face. You're

23:14

ugly. Maybe that's not what they say, but you know, tons

23:17

of billboards and advertisements. It's like

23:19

those doctors and lawyers. Yeah,

23:21

they have marketing agencies and they're a big part of that

23:24

and getting their name out and building the brand reputation.

23:27

But at the end of the day, like they actually do surgeries

23:30

and do legal stuff to help the people

23:32

that they are helping. That's their

23:34

number one thing. So just

23:37

not to get too carried away with all of this

23:39

brand reputation building. The very core

23:42

of this brand reputation building is the results you

23:44

get for your clients are the results you get for your

23:46

clients. Billboards work. There's

23:48

one where I'm driving to the gym that

23:51

it's for a plumbing company in Monroe, North

23:53

Carolina. And the tagline

23:55

is, you know, poop emoji

23:58

happens.

23:59

It happens.

24:01

It just has their number. I'm like, man, that is clever. That's

24:03

clever. That's great.

24:05

But if they show up and don't fix your drain, there's

24:08

nothing to... Yeah, that's not the matter. You're

24:11

going to hate that billboard and tell everyone you know

24:13

that it sucks. Yeah.

24:16

RP, results period. That is a very large

24:18

part of how we became well known was

24:20

getting results. So I remember early on, it

24:22

was people would kind of ask the question, oh, like, does RP

24:25

work? Does RP work? That's

24:27

not a question anymore. No one says, does RP work? I haven't

24:29

heard that in a long time. No, it hasn't happened

24:31

in five years. No, it works. It works.

24:34

It's a huge thing and it gives you social

24:36

proof, which social proof is, so like

24:38

if I want to know where

24:41

to get Asian food in Charlotte, I start

24:43

asking around. Well, I don't.

24:46

I would only ask my sister because I was the only other person I know

24:48

outside of my wife. But Laurie

24:50

would ask her friends. She'd be like, hey, where's a

24:52

good Asian restaurant? There you go. Like

24:55

we look to other people and we want recommendations. So

24:57

that's what the results prove. I also believe,

24:59

and I've been on record probably on different podcasts, when

25:02

people ask about how to get started. I definitely think

25:04

that most people should get started in person because

25:07

that's how you actually, because for

25:09

this very reason, how do you start online when you don't

25:11

have any results? Well, that's a really hard one unless

25:13

you got some close friends and family, which hey, that's

25:16

a very valid way to start. But if you've

25:18

already trained people in person, you have results. Like

25:20

you have testimonials, you have referrals from these people

25:22

you've been training for weeks, months, potentially

25:25

years. You can then use that

25:27

to start advertising. I know we might be getting a little

25:29

bit ahead of ourselves, but it all goes hand in hand. That

25:32

is building social proof because that's what people

25:34

look to, like, oh, well, should I hire

25:36

Jimmy? I don't know. Can Jimmy get me results?

25:38

Does Jimmy's stuff work? The

25:41

proof is in the pudding. If you have the results, it makes

25:43

it so, so much easier when you're

25:45

talking to these people. Yeah, 100%. Also

25:48

getting results for your clients brings you a level of confidence

25:51

that's difficult to make, a shake, and

25:53

difficult to fail to detect

25:55

when someone is talking to you or interacting with you.

25:58

You know, like back when you and I started... And people are

26:00

like, well, you're on this other method and this other great coach.

26:03

I used to be like, gee whiz, maybe I don't know anything. Maybe

26:05

we suck. Maybe you don't can't get results.

26:07

But when you get results enough, like

26:09

it's a thing. Like I was talking to a gentleman

26:11

a little while back who was inquiring

26:14

about Mr. Jared Feather's coaching. And he's

26:16

like, you know, is he going to help

26:18

me peak for competition? I was like, yes.

26:21

Natural. I'm like, yes. He's like,

26:23

really? You sure? I'm like, yes. He's turned like 50 people

26:25

natural pro. It's just not a

26:27

question. Like, yes, Jared will do it. The like,

26:30

that's fact. And the only way he did

26:32

it is by doing it and getting tons of results for his

26:35

clients. There's no, no, you know, Jared,

26:37

before he got a lot of results for his clients, um,

26:40

was already an IP natural pro, already

26:42

an IP, uh, non-natural pro.

26:45

He's already had a reputation, but

26:47

many really like grinded into this coaching thing

26:50

and made tons of results for his clients.

26:52

And here's nothing. Uh, what we're going to say later

26:55

is, uh, how to help people get to know

26:57

your clients so that they can see that they can potentially

26:59

be clients too. But one of the big ones we're

27:01

not going to talk about, so might as well talk about it now

27:04

is that in all of the digital

27:06

world in which we live, word of

27:08

mouth is still

27:11

unreal powerful because

27:14

if I see people on someone's

27:17

social media, or I even see them

27:19

on their own social media, cause I click through the links

27:21

on Instagram and you say, you know, client

27:24

Shelly underscore dildos

27:28

got great results with my plan.

27:30

You click on her Ig handle, you know, 300 followers.

27:33

She's a real human being clicked through her

27:35

posts, you know, and adopted

27:38

pit bulls and seven year old kid.

27:40

And it was okay. It's a real human, but like,

27:42

you don't know where he got her from. And

27:45

you see her before picture, she looks frumpy and now

27:47

she looks like a goddess. And you look out,

27:49

that's great. And it could absolutely

27:51

get you to sign up, but man,

27:53

there's something special about

27:56

if Shelly is your aunt or

27:59

your cousin's. friend that came to

28:01

your party and you were like, so

28:03

I heard you look different before and she

28:06

shows a picture on her phone and you're like, what

28:08

the fuck? There's no way that was you. And she's

28:10

a capture was until I worked with

28:12

Jared Feather, IFBB pro and

28:15

you're like, oh, oh my God,

28:17

because in real life, word of mouth, man,

28:20

I've seen it happen myself.

28:23

I've had people tell me, Hey, you

28:25

worked with my buddies and he's saying your praises

28:27

and that's good enough for me. So I just want to straight up

28:29

sign up with you. I'm like, you don't want a consult before?

28:32

They're like, Nope, I'm good enough for me, man. You

28:34

know, Frank never lies. And I'm like, Holy shit.

28:37

And it makes sense because in social media, actually

28:39

just saw half of a YouTube video about para

28:42

social relations. And

28:44

in social media land, there's so

28:46

much stuff out there and so many stories, but

28:49

also it's a little bit difficult to say like, you know,

28:52

is this all exactly what it's supposed to be

28:54

like? These people are technically all strangers.

28:56

But when it's someone, you know, man. So

28:59

anytime you get results for your clients that are great,

29:02

everyone at their work, everyone at their

29:04

school, everyone at their Friday,

29:08

single moms, wine, sushi and cheese

29:10

hangout is going to know

29:13

about it sooner or later. And

29:15

the more impressive the results, the more

29:17

people get ravenous. I've

29:19

seen women reunite after four months

29:21

apart at parties and one of them walks

29:24

in from 20 or 25 pounds leaner.

29:27

The others gather around her like sharks

29:30

to blood. What are you doing

29:32

with your body? And

29:36

you think, ah, and she just throws

29:38

RP business cards in the era. I

29:41

just tear them apart. So

29:42

it's a thing. It's a thing. It's

29:45

a thing. And the to put it more technically, the conversion

29:48

rate on leads from

29:50

folks that know people in person is massive

29:53

compared to any other thing. And

29:55

that scales down is this conversion rate for

29:57

people who are word of mouth. That's the highest it can possibly.

30:00

to leave the then there's a conversion rate of

30:02

organic social media sharing stories and

30:05

then somewhere 50,000 leagues

30:07

under the sea is like paid ads.

30:09

So like when V shred tells you I've

30:12

got tons of great clients and I did well as my fucking

30:14

home. These are really your clients. If you still listen somebody

30:17

you son of a bitch, you're the guy that recorded

30:19

a quote interview yourself in front of Joe

30:21

Rogan's red curtain to make it look like you are

30:23

on John Rogan, Joe Rogan show for

30:25

your ads, even though you were never on Joe Rogan.

30:28

Nick, can you leave that shit? Oh yeah, no, I

30:30

didn't know that. But I mean, I would never

30:34

do that shit, but I mean, it's like an

30:36

evil genius type thing, kind of evil

30:39

genius, but you know, it might not

30:41

be overly convincing to a lot of people. Very

30:44

shady, very shady. Unless

30:46

the word of mouth is like V shred himself

30:48

is like, Hey, turns out I'm your

30:51

cousin by marriage and you should work with me. You're like,

30:53

Oh fuck, I hate word of mouth.

30:55

Yeah. Nothing beats word of mouth referrals.

30:57

Nothing beats referrals. Just it's

31:00

the best thing you get, which all ties together, which is why

31:02

you have to do a good job, which is why you have to treat people

31:04

well, because if you do all these things, you treat people very

31:07

well, you go above and beyond, you

31:09

over deliver when you're not promising

31:12

the world, people's expectations,

31:14

people's satisfaction levels are going

31:17

to be sky high. And that's what gets

31:19

you more business. It's

31:21

so great. It's

31:23

so great. This is going

31:25

to be an interesting take. You're wrong. A lot

31:27

of times it's very tempting to

31:31

try a little bit with your clients that seem

31:33

to have quite bad genetics and a hard time of

31:35

things and try a lot harder

31:37

or put more effort into people who really seem to be catching

31:40

on and who's have pretty great genetics. Maybe

31:42

they're already in pretty decent shape, stuff like

31:44

that. But from

31:47

a client referral perspective, look,

31:50

if I have a friend who used to be a collegiate swimmer and

31:53

then he got out of shape when he was in his late twenties,

31:55

because he had three kids, not literally,

31:58

but with his wife. And,

32:00

um, yeah, that would, that would put

32:02

your, your wreath for a way out of shape. I'm done. I

32:04

swear. So, um, you

32:07

know, when he shows up for his 30th birthday and he's

32:09

got abs, you're like, Oh my God,

32:11

Bob, amazing. But in the back

32:13

of your head, you're like, yeah, I remember you from college.

32:16

You had 18 abs on your face. Do you want to ask that?

32:18

Yeah. Yeah. But if, if you as a coach,

32:20

take the time to really work with all of your clients and

32:23

really try to look under

32:26

the, all the turned over rocks for

32:28

the, the, the cracking the code with people

32:30

with your not so great genetics, people who have struggled

32:32

before, people who come from a very out of shape

32:35

background, people who have failed before and

32:37

you crack the code for them, they

32:39

get into the best shape of their lives. A

32:42

lot of people around them are going to be like, dude, look,

32:45

I'm, I'm emailing you because of what you did

32:47

with Lindsay and you're

32:49

not going to ask them like, what is it that I did with Lindsay?

32:52

Because you already know, because if they had to

32:54

say that, like, like maybe later off the record

32:56

after four or five sessions with you and

32:58

they love it, they're like, dude, the reason I signed up with you

33:00

is like, no offense, no offense. Lindsay's

33:03

always been in bad shape and

33:05

now she's in great shape. I'm like, look

33:08

how I had to see it for myself because

33:10

I've worked with people for, and they didn't get the best

33:12

results. I got good results, but like, man, nobody

33:15

does this bro. How did you do it? But

33:17

now I know cause now I'm with you and I'm all secrets. So

33:19

it's kind of like if you really get one

33:22

person with tech dog shit genetics to

33:24

really turn the tide and make some great gains, holy

33:27

shit, everyone in their life is going to be like, cause

33:29

there's that, uh, I can do it to effect. Look, it's

33:31

the college swimmer guy. Yeah. The college swimmer

33:33

guy comes into your party ripped. You're like, whatever. Like he's

33:35

always been great. But if the lady used to weigh 300 and

33:38

now he's 180, you're like, okay, I have

33:40

a zero excuse and as a matter of fact, like

33:42

God damn, if she can do it, what the fuck am I saying to myself?

33:44

And then you're like, Oh, who did you work with? She's like,

33:47

Oh, it looks like I signed up with someone

33:50

who starts his name with Mr. If

33:53

they can do it, so can I. Absolutely.

33:56

Huge, huge part of it. Because

33:59

anyone. can take elite athletes

34:02

genetics and get them in shape. Anyone

34:04

can. Yeah. Even if the complete coaches work

34:06

with pros, like it's dope. It's respect. They're like,

34:08

okay, sweet. You know, yay.

34:11

They gained five more pounds of muscle. It's like

34:13

the best coaches are not necessarily, you

34:16

know, the, the elite athletes and they're the ones

34:18

that kind of had to struggle a little bit to figure out

34:20

what really worked and what, because yeah,

34:23

dude, like you're a lead athlete. Everything

34:25

works. It doesn't matter. The

34:27

problem James is good in spite of

34:29

having a stupid fucking low carb diet. Like,

34:31

okay. Yeah. What

34:34

happened? All right. Yeah. All

34:37

right. This segues into the next one. You're ready

34:40

for the next one. If your clients

34:42

are okay with it only if they are

34:44

okay with it, I express verbal permission,

34:47

share the results on your social media

34:49

or S

34:50

and M as I like to call it.

34:52

Social and media. Yes. Yes. So

34:56

yeah, I mean that, that part's

34:58

easy to do because you could actually probably put in a waiver

35:00

up front or like, I mean, you

35:02

can do that, but just ask. It's

35:05

a bit pushy. You can ask most

35:07

people. Here's the, there's, there's two ways in which

35:09

this works. There are people

35:11

who will say yes, who would love to

35:14

show off for you. And there are people who

35:16

say no, who don't want to show off. Why the fuck would

35:18

you ever want to show off someone who doesn't want to show off? It's

35:20

weird. Like, it's

35:22

like dragging your kid to Disney world. If they never wanted

35:24

to go, well, and you have one kid back

35:27

in the day, when we first got started, there were definitely people

35:29

that didn't want to show their face.

35:32

Yep. You can always tell them I can just

35:34

cover the face totally. But I've

35:36

had a few people when I've had

35:39

sexual interactions in the past, tell me they covered my face

35:41

with their hand. So when I, um,

35:43

anyway, I just was born

35:47

good looking Nick. Like many other people.

35:49

Oh, I think you're handsome gentlemen.

35:51

My mom used to say that and everyone around

35:53

would laugh at me when she says that.

35:56

I mean,

35:57

she also said that from the bottom of my heart. She

35:59

said the literal. You've got a face that only

36:01

a mother can love. She said that as well.

36:03

Yeah, of course. God,

36:06

he always took me off track. I forget what I was going to

36:08

say though. Oh,

36:11

okay. So put it in a waiver just to cover

36:14

all basis, but still ask. It

36:16

takes five seconds to ask. Yes.

36:18

Hey, Shelley, you had such phenomenal

36:21

results. Are you okay if I share this on

36:23

social media? I

36:25

really want to brag you up. You

36:27

look so great. You did such a phenomenal job. You're

36:30

one of my favorite clients of all time. Is that cool?

36:33

She says yes or no. She says

36:35

no. So whatever, no big deal. She

36:37

says, yeah, sure. Okay, cool. Can you like include a couple

36:39

sentences or something for me? Just put that online.

36:42

Great. Easy. Done. Yep.

36:46

Now, how to share the results. Obviously

36:48

before and after pictures are great. They

36:50

work. We built half of our PM before and afters.

36:54

And even though a lot of people have not nice things to say

36:56

about before and afters, many of which are

36:58

true, the take home in

37:00

before and afters is limited because it's only 12

37:03

weeks. But if you can provide a lot of

37:05

results in 12 weeks, that's a whole lot

37:07

more powerful than like eight paragraphs

37:10

of client testimonial with no pictures. People

37:12

want to see the real, real. People want to

37:15

see that real thing. Yep. Visual

37:17

is better, which is why Instagram was so great for us. Yes.

37:20

Until they decided that before and afters aren't a

37:22

thing anymore on social media. Thanks, Instagram.

37:25

Thanks, Meta. I guess they were toxic or something. Who

37:28

the fuck knows? Sure how that was. But

37:31

okay. And anyway, there are more things you can do than just

37:33

before and afters. I have a few. One

37:37

is you can under

37:39

the before and afters talk

37:41

about their lifestyle and

37:44

their story. And

37:46

the better that you don't do the talking, it's better that you quote

37:49

them and they do the talking. Like, here's what my

37:51

client Debbie had to say about her transformation. Because

37:54

remember the people interested, very interested,

37:56

interested enough to buy your programming.

37:59

Let me.

37:59

not quite that interested are absolutely

38:02

interested enough nine times out of ten to read the

38:04

caption for the photo. Because

38:06

if I see a photo that really like I think,

38:09

whoa, holy shit, what the fuck is this? I also

38:11

know logically that the what the fuck is this is going to

38:13

be answered in the caption nine times out of ten. So I go to the caption.

38:16

And I do get a lot of people asking

38:18

me questions that are just obviously answered in the caption.

38:21

The caption is three sentences long. I'm like, people.

38:24

It's very rare because, you know, only the people that comment

38:26

asks those auto filter. But in any case, when

38:29

you read from that

38:32

lady's own mouth about her

38:34

trials and tribulations and her journey, nowhere

38:37

in there does she have to thank you. Nowhere

38:40

in there does she literally have to sing your praises. All

38:42

she has to do is tell her story. Everyone

38:44

already knows you're the person that helped her. That

38:46

personal story goes a long

38:48

way. Another thing that goes a long

38:51

way is videos of your

38:53

client's technique working out and you helping

38:56

them out.

38:56

Okay.

38:57

You have a third one beyond that?

39:02

Yes, you love lists, you probably have like six things.

39:04

Yes, yes, please cut me off and we'll go back to the list.

39:07

I'm sure you have this one on there. Even better

39:09

than the client writing it in is an actual

39:11

video of them saying

39:13

it.

39:14

Video seeing someone actually

39:17

saying it, you can see their

39:20

face, you can see the results is even better. So

39:22

there's actually a big thing this is a pretty common practice.

39:24

I don't think I'm sharing any trade secrets here.

39:26

User generated content is by far

39:28

and away the number one thing nowadays. Because I think

39:31

people have just gotten whatever

39:33

so beaten over the head with pictures

39:35

and written testimonials and now people

39:37

want a little bit more. So the

39:40

best thing that you can do is an actual video

39:42

of your client Sally saying, oh, I worked

39:44

with Joe for 12 weeks and

39:46

I lost 20 pounds and he was the best coach

39:48

I've ever had. He's amazing. There's

39:50

literally nothing better than that. Yes. Another

39:53

thing is, it's interesting, it's not quite

39:55

user generated content, but it's very organic content.

39:57

It's pictures, users,

40:00

pictures your clients take of their meals, videos

40:02

they have of their workouts, and especially videos

40:05

in which you can post them lifting and

40:08

then maybe them lifting earlier

40:10

and them lifting later and their techniques a lot better

40:12

or just them lifting with whatever kind of technique and

40:15

you talk about it. And you talk about how

40:18

you approach lifting, how you approach

40:20

correcting various movement deficiencies,

40:22

how you approach difficulty

40:24

in training, volume intensity, whatever it is you

40:26

want to say to educate folks. You're

40:30

doing that and the underlying

40:33

theme is I do

40:35

this with real people. I help

40:37

real people. Our friend Andrew Coates

40:39

who's a great coach in his own right. Oh yeah, he's been on the

40:41

podcast before. Yeah, yeah. He's had

40:44

this one male

40:46

client who's quite a bit larger

40:49

and quite a bit older than your average client.

40:51

I know exactly who you're talking about. He's getting weights and he's

40:53

doing his goddamn best.

40:55

And

40:56

you're like when you see those videos and Andrew talks

40:58

about how great the guy is and about consistency is, you're

41:00

like, well, shit, like

41:02

this guy's out here helping real people. Yeah,

41:05

yeah. Because if you have videos of you just like

41:07

helping bikini competitors and physique models,

41:10

yeah, like, oh, yeah, I don't look like that. I'm not going

41:12

to get these results. But if everyone is welcome

41:14

and you've got all sorts of bodies moving around, maybe

41:17

this is the place for me. And

41:21

there's nothing that beats a combination

41:23

of those. So you put up your impressive clients,

41:25

you put up your not impressive clients, everyone

41:27

in between. So the people get two ideas. One,

41:30

I could be impressive because clearly this person gets

41:32

people impressive looking. But also it's

41:34

okay if I start out not so impressive, he's going to

41:36

work with me anyway or she's going to work with

41:38

me anyway and then they're well on their way. So

41:41

we started to expand upon, I don't know, several

41:43

years ago, probably like 2018 or so. But

41:46

before and after pictures, just Instagram

41:48

is such a visual medium and it was literally just

41:51

perfect for before and afters and showcasing all

41:53

of our results. And we had so many of them. We

41:56

created the RP Transformations Instagram. Now

41:58

again, we don't post really. much on that anymore

42:01

because meta literally killed

42:03

before and after so like that's why you just don't see

42:05

very many at all anymore from like

42:07

anyone yeah that's why

42:10

we just don't use them anymore because they get like no

42:12

engagement Instagram's like oh

42:14

hey cool before and after we're gonna show this to

42:16

fucking nobody yeah that

42:19

sucks but that was the RP

42:21

transformation space it was essentially

42:23

anytime we would get tagged like it really didn't

42:26

matter who the client what

42:28

obviously there are clients of course

42:30

but

42:32

massing cutting like we

42:34

wanted to showcase it all because

42:37

it is really interesting

42:39

if 45 year old Sally

42:42

mother of three goes to

42:44

your page and sees another 40

42:46

plus mom with

42:49

kids getting in results she

42:51

relates much more to that than she does 18 year old

42:55

Nicole who is

42:57

a bikini model I think okay

43:00

that's Nicole stopped partying about

43:02

this happened okay

43:04

phenomenal well I stopped partying a long time ago

43:06

but again the more you can sort

43:09

of showcase some of that diversity the better because people relate

43:11

to that a lot more so why actually on the RP site

43:13

right now you can go into like our transformations

43:16

page and you can actually sir you can search

43:18

and sort by a bunch of different categories

43:20

so people can see like I'm a male

43:23

I'm 40 to 45

43:25

and I want to see people that use you know

43:27

the RP dieco chap and it will really filter it so you

43:30

can see people that fall right in that range and

43:32

we've got so many of them that essentially

43:35

everything you could possibly search for on there will come

43:37

up so it's really cool and it's just so

43:39

much easier to relate to people that are similar to yourself

43:41

like that's a very known thing as well that's

43:43

awesome

43:46

one last thing in this category is people

43:50

it's great if you can share stories and videos and images

43:53

and testimonials of people who are

43:57

able to do activities with their new body or

44:00

have a different body image with their new body

44:03

than ever before. Real stories of real

44:05

people. Um, I,

44:07

you know, two pictures, one is a lady

44:09

in like, you know, one of those like cover all bathing suits

44:12

and then another one of the bikini. And it's the same lady

44:14

and you're like, what? And then, you know, she talked

44:16

about like, listen, I get used to for years. I

44:18

just thought bikinis were just done. Like

44:20

I wasn't in college anymore. I was over and then I

44:22

can't believe it at age 38. I'm in a bikini in the Bahamas

44:25

again. I, I'm unbelievable. Blah, blah, blah, blah,

44:27

blah. That kind of thing is like, whoa. And

44:29

also there's like, you could have a picture of a dad who's

44:32

still slightly overweight, you know, playing catch with

44:34

his kid. And the caption is like, this

44:37

is my client Frank. He used to weigh 380 pounds and I weighs 240 and

44:40

we can move around and

44:42

have fun with his family again. And people are

44:44

like, okay, that's real, real stuff. It's

44:47

a big deal. And whatever it is you got

44:49

cooking, I want some

44:51

of it. So definitely share your

44:53

client's results. Don't feel

44:55

like you're limited to just pre and post pictures. The

44:58

gamut of videos of them training

45:01

of them talking about difficulties

45:03

of you talking about difficulties, et cetera,

45:06

et cetera, et cetera, et cetera. How

45:08

many more do you have on the list? That's it.

45:11

Oh, damn. All right. We're

45:13

done. Round three. We're done.

45:16

Yeah. I think, uh, uh, oh, you mean total things

45:18

or things in that subcategory of sharing your

45:20

client's stuff. Oh no, I meant the

45:22

total list. Oh gee whiz. One,

45:24

two, three, four, five more things. We

45:27

have at least another episode probably

45:29

too. I think we should probably wrap it up around

45:31

nowish. Yeah. No, no, no. That's

45:35

what I was thinking. Um,

45:36

okay. You cannot underestimate the ability

45:39

of sharing client results and

45:42

the power of the referral, word

45:44

of mouth, social proof, phenomenal.

45:48

If people really want to do some, you

45:50

know, further reading on, on the topic,

45:53

there's a guy,

45:54

Robert Chaldini is his name. He is a professor,

45:57

arizona state who wrote the book influence.

46:00

It's updated the books. There's a newer version. The

46:03

original Ronnie wrote a while back,

46:05

but Social Proof was one of them and it is a phenomenal

46:08

book to read that just how

46:11

to influence other people and it's not meant in a

46:13

bad way. It's just how do you like influence

46:15

people to do things?

46:18

So join a cult. Yes. Drink

46:20

the Kool-Aid. Join a suicidal

46:23

cult. Also

46:25

drink the Kool-Aid. Go to the Mr.

46:27

Olympia. Yeah.

46:31

I'll say it in Airbnb together. Oh

46:33

God, that's tomorrow. I will

46:36

see you tomorrow, Mr. Isurto. I

46:38

mean, and this is from episodes getting released.

46:40

I'll see you last weekend. Oh

46:42

yeah, yeah, yeah, yeah. Yeah, yeah. Yeah,

46:46

no, but yeah, it's a big deal and it

46:48

just starts out with the basics of doing a great job

46:50

for your clients and then making sure to chat about it a

46:52

little bit with the premiere. And that's

46:54

how you get going. I mean, there's obviously

46:56

more advanced marketing that you can get into, but here's

46:58

the thing and goes back to what we talked

47:00

about on a previous episode about this. If

47:04

you charge a little bit more and you don't need

47:06

as many clients, man,

47:08

Jonathan Goodman isn't, do you know who that is?

47:10

I do. Yeah. I mean, he's

47:12

a, he's a, he's a good person to go follow. Andrew

47:15

Coates is another one, but he talks about

47:18

it. He's like, you don't need 50,000 followers

47:21

online. You could have 500, but guess

47:23

what? If

47:26

20 of them are your clients,

47:29

you're good. You don't need a million

47:32

followers and have a million clients. You

47:34

don't need that. And that goes back

47:36

to do a really good job with everyone. Use

47:39

that word of mouth, the referrals,

47:42

and you probably won't have

47:44

a hard time getting the number

47:46

of clients that you need. You just need to be consistent

47:49

with it. It won't happen overnight. But

47:51

if you go into it, sort of knowing you'll pick up a client

47:53

here, there, and then now, hopefully

47:56

you build on that. So you have a couple

47:58

clients, you get their results. If they're cool

48:00

with it, then you share it. That's probably going

48:02

to lead to a couple more clients. Now

48:05

you went from like two to four, right?

48:07

Because we could also talk, I mean, you could talk about

48:09

like retention and making sure you're doing a good

48:11

job, being able to offer like,

48:14

hey, you're done with a three month diet.

48:16

It's really important to do maintenance now. Like

48:19

do you want to stick on? Do you want to stay

48:21

on? Whether they do or not, like

48:23

maybe you're like, okay, hey, I totally respect that. Or

48:25

you could be like, well, you know, I totally get

48:27

that like people don't want to pay for coaching during like a maintenance

48:30

program. So hey, I actually offer this other

48:32

little thing where you only check in once a

48:34

month. It's just, I don't know, quickly,

48:36

you know, something, right? People can figure that out. Like,

48:39

that's another way to go about those things. So then you can

48:41

pack up with people later on, sort

48:43

of work on that retention part. If someone's

48:46

referring you, like, I mean, they might

48:48

drop off, but guess what? They

48:50

might come back too. So

48:52

don't try to shortchange people. Try

48:55

to over deliver, like we said.

48:58

So even if you know someone's not going to stick on with you

49:00

after the three months and like still

49:02

write them a maintenance plan. Yes, go

49:04

above and beyond. But hey, like, I know you might struggle

49:06

with this. Hey, here's this really cool document that I created.

49:09

Oh, by the way, here's this loom video that I've recorded

49:11

before that goes all over the maintenance stuff. Or,

49:13

oh, hey, I linked you to this RP podcast. Like

49:16

I think these guys are pretty cool. They've talked

49:18

about maintenance before. Check this out. Like

49:20

you give this person all these resources, the chances

49:22

that they're going to refer you to someone else just went up exponentially

49:24

because they're like, wow, like I'm not even paying this guy. He

49:27

went above and beyond. He is doing even more. How

49:29

awesome is that? I want to tell other people about

49:31

this person. Yeah, 100%. Worst

49:36

case, nothing comes of it. They leave and they're

49:38

forever thinkless. Best

49:41

case, they come back six months later and go, dude,

49:43

it was such a great time working with you. I

49:45

got a little fat. Can you get me back in shape for the holidays?

49:47

And then boom, you got another client or you

49:49

never hear from him again, but you have three people a year contact

49:52

you like, Hey, your buddy, Frank

49:54

was telling me how great you were. I'm

49:57

going to fuck with Frank. All that guy Jesus Christ,

49:59

he still talks about He might never stop because

50:01

he only needed you once. Frank, good to be in. Good

50:03

everyone else. Hey. Hey,

50:05

Franko. Real person that I trained in New York

50:08

City back in the day. Oh, nice. Yeah,

50:10

of course. Why wouldn't that be a real person's

50:12

name? In New York. Finance

50:14

guy. Very nice guy. Closing thoughts?

50:17

Do you have anything else to wrap up this episode?

50:20

Yeah, I'll close your thoughts. Whoa.

50:23

We've got more fun stuff

50:25

to talk about next. By the way, this lady today

50:28

at the Visage meeting, she was from Philly.

50:30

So I had a little fun with her. Oh, she

50:32

was also Ukrainian. She also speaks

50:35

Russian. I think moved

50:37

from that area when she was seven. I was

50:39

like, oh, you're not going to believe this actually. My colleague

50:42

gets very similar story. How

50:44

old was she? I

50:47

would guess early 50s. Was

50:49

her name Svetlana? It was. This

50:51

is terrible. I actually

50:54

don't remember her first name. Is

50:56

that important? Marina, Yelena, Jana.

50:59

There's like five. I started

51:02

with an I as like Ivina or something,

51:04

Ivana. Ivana? Maybe. Maybe.

51:07

Ivanka. Donald Trump's former wife.

51:10

Something like that. She was great though. The phenomenal

51:13

stuff. Yeah, no, cool. Closing thoughts, you're

51:15

good? Closing thoughts, I'm good, man. I'd

51:17

like more to say next time. Next

51:20

episode. Cool. Folks,

51:22

thanks so much for tuning in. We will catch you on the

51:24

next episode of part four. Thanks for tuning

51:27

in.