0:02

How do you make a hundred thousand dollars a

0:04

year as a personal trainer? This is possible now,

0:06

but when I started 25 years ago,

0:08

there was really no model to do it. Today, I'm

0:10

gonna give you three and I'm gonna get going

0:13

right now. If you have questions, you'd love

0:15

to chat about this stuff. Ask questions, you can join jim

0:17

owners united.com, that will take you to

0:19

our free public Facebook group, and we chat

0:21

about this stuff all the time every day . So

0:24

here we go. Now , I started out

0:26

as a personal trainer. I took my first clients

0:28

back in 1998.

0:30

That means I've been doing this for 25 years.

0:33

And back then there was no good example

0:35

of anybody who was doing it well or making

0:37

a living. Definitely nobody retiring

0:40

and really nobody who was even

0:42

sticking with it for longer than about five years

0:44

back then personal trainer was just

0:46

something that you did to pay your college

0:48

bills or you know, it's something that you did while

0:51

you were waiting to be discovered as an actor. That's

0:53

not the case anymore. Now it's a meaningful profession

0:55

and there's great ways that you can actually

0:58

make a living doing it. Today, I'm

1:00

gonna share three of these ways with you. How

1:02

do we know? Well, we have data set from

1:05

over 16,500 gym owners.

1:07

We collect this, we publish this data set for

1:09

free every year. We work with thousands

1:11

of gym owners worldwide, including

1:14

people like me who started as a personal trainer

1:16

and then open to Jim because we thought that's

1:18

how I'm gonna make more money. So

1:21

one thing I wanna point out to you is that

1:23

the way that you earn a hundred thousand

1:25

dollars as a personal trainer is not necessarily

1:27

to open your own gym. That's one option

1:30

of the three that I'm gonna present to you, and I'm gonna tell

1:32

you exactly how to do it in a moment, but

1:34

you don't have to go that route. The

1:36

key is really to focus on 150

1:40

clients or less because you can

1:42

maintain personal relationships with all

1:44

of those. So here we go. We're

1:46

gonna go through, uh , this in three parts.

1:49

First part is the three paths

1:51

to earning a hundred thousand dollars per year as a personal trainer.

1:53

Then I'm gonna talk about the things that stop

1:56

personal trainers from earning that much money, and there's

1:58

really six of them. And then I'm gonna tell

2:00

you exactly how to overcome each of those

2:02

six so that you can actually get there,

2:04

because the reality is, if I can keep you

2:06

in the fitness business for longer, you're

2:09

going to change more lives through health and fitness and

2:12

leverage health in our world. So here's

2:14

the three scenarios. The first scenario is

2:16

switching from personal training to

2:18

semi-private. That means going from one-on-one

2:21

training to two on one training, partner

2:24

training, or three on one , or even

2:26

four on one small group. Usually

2:28

these are done in groups of three to four.

2:30

And the way that you set this up is

2:33

that you, um, group people together.

2:35

So I'm gonna tell you how to do that in a moment.

2:37

But first what you wanna have are prescheduled

2:40

slot . So for example, this group

2:42

of three trains every Monday, Wednesday, Friday

2:45

at 9:00 AM That group of four trains,

2:47

Tuesday, Thursday, Saturday at

2:50

4:00 PM 2:00 PM and noon

2:52

or whatever. You want these slots

2:54

scheduled in advance instead of leaving

2:56

it for the people to make individual appointments

2:58

because they can't always coordinate their schedules.

3:01

The other reason that you wanna have pre-scheduled

3:04

slots is so that if somebody misses,

3:07

the whole group doesn't cancel. One

3:09

huge mistake that I made when I was doing

3:11

this was grouping people together and

3:13

then, uh , you know, you're charging them and they're paying individually

3:16

and stuff, and then they're

3:18

coming in at Tuesday at noon and

3:20

Sally can't make it. And so

3:22

she's gonna have to either pay anyway

3:25

or everybody has to cancel. So

3:27

she talks to the other two and says, Hey, I'm

3:29

not making it. Uh, I don't really

3:32

feel like paying for this session. If I can't make it, can

3:34

we all reschedule? And so they contact

3:36

you, Hey Chris, can we all reschedule? And

3:39

maybe you say yes, maybe you say no. Then

3:41

they try and get together and reschedule it. And

3:44

of course that takes days. They miss

3:46

their training appointment, they don't make as much progress

3:49

that week, et cetera . The reason

3:51

that you want this pre-planned schedule is so

3:53

that you have the understanding in advance that

3:55

if they miss it still comes

3:58

out of their number of sessions per month. Okay

4:00

, which leads me to the next point. You

4:02

wanna have monthly billing. What you don't wanna

4:04

do is sell packages of

4:07

20 sessions at a time or

4:09

even, um, like punch carts,

4:11

because what'll happen is people will use

4:13

those at different rates. And so you'll, you'll

4:15

finish 12 sessions with

4:18

two of the people in the group, and

4:20

another person will have one or two left over

4:22

and somebody else will have only used eight sessions.

4:24

And so now how do you bring them in? What

4:26

you wanna do is have monthly billing. So

4:29

you wanna say, this is how much it is

4:31

for 12 semi-private training

4:33

sessions per month. Okay ? And let's

4:35

say that you charge 150 bucks for that, it should be dramatically

4:37

higher. That's just an example. Let's

4:40

say that you charge, uh , 300 bucks a month for

4:42

that. You, uh , swipe

4:44

their card and away you go. It

4:46

should actually be much higher than that. Uh , which

4:48

leads me to the pricing discussion. Your semi-private

4:51

training should be within 10%

4:53

of your one-on-one training rate, while

4:56

some people don't even discount it at all.

4:58

And that is totally an option because you're

5:00

still providing value. Some people find

5:02

that if they give clients a 10% option

5:05

off option, um, it helps

5:07

them stick with semi-private training. And

5:09

semi-private training then drives way more revenue

5:12

up to three or four times as much per hour

5:14

for the personal trainer. It creates less

5:16

work and it

5:19

saves the clients a little bit of money too. Now,

5:21

you don't have to discount it to

5:23

still make it valuable. You're probably undercharging

5:25

for personal training anyway. I

5:27

generally don't advocate for discounts,

5:29

but historically, the people who've been successful

5:31

with this have given about a 10% discount

5:34

and no more. So monthly billing,

5:36

they get charged at the beginning of the month no

5:38

matter what, what happens if there's a holiday during

5:41

their regularly scheduled session, like on a Monday,

5:43

you know, it's Labor Day or, or whatever Christmas

5:45

Day. In those cases,

5:48

what you do is you move

5:50

that session forward a week. You

5:52

do not change the billing cycle . You never charge

5:54

them less, but you offer an extra training,

5:57

training session. No , you don't have to open

5:59

on the holiday. You can still do it, but

6:01

you have to get that out there in advance. So

6:03

when clients are signing their agreement, you

6:06

say, okay, now if your training session falls

6:08

on a holiday, we will make up an optional

6:10

training session later that month. You can choose to

6:12

attend that extra training session or you cannot

6:15

. I just wanna make sure

6:17

that I'm delivering the opportunity for

6:19

you to attend 12 sessions a month, which

6:21

is the package that you're signing up for. Okay

6:23

? The last piece is

6:26

really finding perfect matches. So

6:28

it's really key here that the partnerships

6:31

that you create are

6:33

good ones. Sometimes people will

6:35

come in to wanna train with their spouse and

6:37

do two on one . Wonderful. Most

6:39

of the time though, you're partnering people

6:42

up who don't know each other before

6:44

they started with you. And so you're

6:46

selling semi-private training, you're calling in

6:48

semi-private training, so they have that expectation

6:51

they're going to be exercising with other people.

6:53

If you're introducing this and you're

6:55

starting out with a lot of one-on-one

6:58

clients, here is exactly what you

7:00

say, Hey Bill, we've

7:02

been doing amazing work for the

7:04

last six months and you've been getting amazing

7:06

progress to really keep the hammer

7:08

down and maximize the

7:11

results that you're getting. There's only one

7:13

thing that I can think of that will help,

7:15

and that is to introduce a training

7:18

partner. It's gonna work because

7:20

this person that I have in mind for you is a

7:22

perfect match. You're around the

7:24

same training level. You each have individual strengths

7:27

and weaknesses. You're around the same

7:29

skill level, and I think that

7:31

maybe you can encourage and push each other a

7:33

little bit more. Would you like to try

7:36

a session with him? And

7:38

then you invite the other person in, you

7:40

do the session, you contact each person privately.

7:43

You say, Hey, what do you think? I know that went amazing.

7:45

You push yourself like 10% harder.

7:48

Do you wanna keep doing this? Okay , do

7:50

you , do you wanna stay with this partnership? And

7:52

then after a while , you let them go two

7:54

on one , and then you look at a third

7:57

person, Hey guys, you know what

7:59

I , I didn't think that I was gonna do this, but

8:01

I I have this other client and

8:03

I really think she could

8:06

be like the spark that pushes you guys to

8:08

the next level. Can I invite her in? And

8:10

you tell me what you think. Great. Over

8:13

time you build trust and people learn to trust you

8:15

more with these things. Now, if

8:18

you're starting and you've got like

8:20

a group training gym or you've

8:22

got a brand new gym, or you're not working one on one

8:24

with clients, all you have to do

8:26

is basically pick out three or four clients

8:28

while you're reviewing their goals or measuring

8:30

their progress and say, I'm putting together

8:33

this kind of, uh , special

8:35

group of some of my favorite clients

8:38

who are all the same level. I wanna give you

8:40

focused attention in a very

8:42

small group, just enough people to

8:44

push each other. But I wanna

8:46

be able to give you a lot more one-on-one

8:48

focus in coaching. What do you think?

8:50

Do you wanna try it? You don't even have to talk about the

8:53

price usually at that point, but the key is to group

8:55

the perfect people together and they

8:57

don't have to be perfect for you, but they do have to be perfect

8:59

for each other. Okay ? Try

9:01

not to put any duds in that group. The duds

9:04

should be one on one . There's

9:06

pros and cons to semi-private training. The

9:08

first is that you don't need a lot of staff members to

9:11

operate this. You can do most of it yourself. It's

9:13

still an owner operator manual and

9:15

you can still earn more money. I remember when I

9:17

was a personal trainer, I would have like sometimes

9:20

12 or 13 clients booked in

9:22

one day, some half hour , some hour sessions.

9:24

And the only way that I could make any more money

9:27

was by booking more clients and I was just

9:29

grinding myself to death. Instead,

9:32

what I should have done is started partnering some

9:34

of these people up, maybe not all of them , but

9:37

some of them to start, which would've cut a couple hours

9:39

off my day and allowed me to earn more

9:41

money in the time that I had. Of

9:43

course, there's also cons to this strategy. It

9:46

is the most fragile model. I mean, if you wanna

9:48

take a day off, it's gonna cost you double because

9:50

there won't be any money coming in while

9:52

you're spending money on your little rollercoaster

9:55

holiday or whatever. Um , the second

9:57

is that if you get sick or heaven forbid

9:59

injured, you are losing

10:02

big money because you're gonna have to be canceling

10:04

or like rebooking people. And

10:07

heaven forbid you get sick for a whole week. How

10:09

do you rebook all those people? Probably what's

10:11

gonna happen is you're gonna have to give them a little bit of

10:14

a refund that month and then

10:16

keep continuing to build them in future months. Um,

10:18

busy periods. What happens is, like

10:21

when you get completely booked, you don't have

10:23

time to do the marketing to get more clients, and

10:26

so you turn off all of your marketing and

10:28

then, you know, after a couple months, you're down a

10:30

few clients where you've got a few more spots to fill

10:32

and you've had no marketing. And so it takes

10:34

a few months to ramp that up. You

10:37

don't have enough time to do a lot of other

10:39

work in this scenario, and you'll

10:42

probably still be working about 50 plus hours per

10:44

week. Let's talk the second strategy. This

10:47

is to sell a high ticket service.

10:49

And some people are selling their training services

10:52

for 1500 to $3,000

10:54

per month. What they're actually doing

10:56

is they're selling the outcome, not the

10:58

service. So instead of saying you can buy 12

11:01

personal training sessions from me, they're

11:03

saying, I'm gonna sell you an eight week weight

11:06

loss plan. And so this plan

11:08

is going to include a lot more than just the one-on-one

11:10

delivery. The value to the client is that

11:12

they get every single thing that they need to

11:15

hit that goal. The value to you,

11:17

the owner, is that you're going to use highly

11:19

leveragable things other than

11:21

your time to deliver on that promise.

11:24

So these leveragable things are what we

11:26

call the value stack. And these could be supplements,

11:28

they could be accountability texts, they

11:31

could be, um, checklists, they could be

11:33

like a sleepy move manage tracking

11:35

app. They could be, uh , measurements,

11:38

everything that the client needs. The

11:40

one thing that they probably don't need more of

11:42

to get to that goal is your time. All

11:45

of their results happen in the

11:47

23 hours a day that they're not with

11:49

you. But during that time, what they need

11:51

is to be told what to eat, when

11:54

to eat it, what to shop for. All

11:56

of these things add value, but

11:59

they're very leveragable because after you

12:01

build them once, you don't have to spend time

12:03

on them anymore. I'll give you a couple of examples.

12:06

The first one is supplements. Yes,

12:08

you have to pay for the supplements, but adding

12:10

supplements to the client's eight

12:13

week challenge increases the value beyond

12:15

the cost of the supplements to you, and it doesn't

12:17

increase the time that you have to spend. Another

12:20

great one is automated texting. So

12:22

you could text your client twice, three

12:24

times a day, how was the workout? How

12:27

was the meal? Send me a picture of your

12:29

lunch. How are you feeling? Did you

12:31

sleep well? Are you stressed? Do

12:34

you need a meditation or something like

12:36

that? You can send them videos

12:38

every second day on stretching or meditation

12:40

or whatever you want to, things

12:42

that add value and will get them to their goals.

12:45

You can assign homework once

12:47

you build that plan out the first time it's

12:49

done, and you can sell it over and over and

12:51

over again. So the key to high ticket

12:53

is not, you know, convincing

12:56

somebody to pay the price. The key

12:58

to high ticket is creating leveragable

13:00

resources that don't cost you time

13:03

to fulfill. How do people justify the

13:05

price? Really what people are buying

13:07

is like everything that they need to

13:10

get to their goal. They're not buying a number of sessions,

13:12

they're not paying you for time spent.

13:15

So what do they need? Well, they probably need

13:17

to take a walk every day . They probably need

13:19

to cut their calories, they probably need

13:21

accountability. They don't have to come

13:23

to the gym to get accountability. You can do that over

13:26

text. You could send a personal, you

13:28

know, voice memo. Hey Jimmy, I

13:31

hope you're doing well today. Yesterday's workout was super

13:33

tough. You're gonna be really tempted to

13:35

hammer the carbs today. And I think

13:37

you said it was somebody's birthday. So

13:39

here's my advice, okay? Like, show

13:42

up to the party full. That is what gives

13:44

great value. That is what's very leveragable

13:46

because it takes you two to three minutes,

13:48

but it really helps the client to , okay,

13:51

next. Um, how do you sell this

13:53

in a CrossFit gym ? This can be

13:55

challenging. We do have models for doing

13:57

this in Two Brain and there

13:59

are other experts out there that will help you sell

14:01

high ticket , but this is really the way

14:03

that the industry is going right now

14:06

is not just to move entirely to high ticket

14:08

, but to have a high ticket , get

14:11

to your goals, offer available

14:13

to your clients. It's not gonna be for

14:15

every client, especially if you have a CrossFit gym

14:17

, but a small percentage of your clients

14:19

are going to want all of these

14:21

things to get to their goals faster. They're

14:23

pros and cons to high ticket. Uh , the

14:26

pros are that you can actually have some staff

14:28

flexibility here. So because the

14:31

training sessions that you're selling are part

14:33

of the overall package, it's

14:35

not just buying training sessions with Chris anymore,

14:38

right? It's, we will include 12

14:40

one-on-one training sessions per month,

14:42

or 12 semi-private or whatever. You

14:44

can even put your group training program in here, but

14:46

that's harder to sell as a high ticket

14:49

or high value offering. You

14:52

can sub, uh , other trainers in.

14:54

So if you're selling like 12 one-on-one training

14:56

sessions, you say, we wanna

14:58

pick the training sessions that will match your

15:00

schedule the best. And so we

15:02

pick, you know, Monday, Wednesday, Friday at one,

15:05

you said those are times that you can always

15:07

make. And so that means

15:09

that Mondays and Fridays, your trainer will be Sally,

15:11

and on Wednesdays your trainer will be Jessica. Okay?

15:13

That's it. You can get some staff flexibility.

15:16

You can also get a better schedule for the

15:18

owner. The owner can be working two

15:20

to three sessions per day, but they will

15:22

have to spend some other time on sales pre-screening

15:24

and marketing for the program. The

15:26

other real value here that very few people talk

15:29

about is that higher value clients have

15:31

better retention because when

15:33

things outside in the world change, like

15:35

there's a recession, these are

15:37

the people who are the least affected. These

15:40

are the people who are willing to pay for a result.

15:42

And so that's why it's actually

15:44

easier to retain these people and

15:46

you can spend less time in money marketing. Here's

15:49

the cons. It's three to four hours

15:52

of work a day can easily

15:54

become five or six hours unless you're

15:56

very focused. A great example,

15:58

let's say that it's nine o'clock at night and

16:00

your client is, you know, tempted

16:03

because they have like this tray full of brownies

16:05

that their wife just made or something. They're gonna

16:08

text you at nine o'clock at night. And if you're not disciplined

16:10

with your response and you're not

16:12

getting out in front of people with guides and stuff,

16:14

you will always be checking your phone.

16:16

You'll always be getting messages from people,

16:19

okay ? You have to have focus, you have

16:21

to continually audit your process and make it

16:23

better, or this can bleed into like

16:25

a 24 hour a day all access

16:28

job for you. The other con is

16:30

that you have to be good at a lot of things. You

16:32

can't just be good at like fixing

16:35

somebody's, uh , barbell position in the snatch.

16:37

That's not it. You also

16:39

have to be good at sales. You have to be

16:41

good at marketing, you have to be amazing at

16:44

client care and client follow up . You have

16:46

to be really good at staying positive

16:48

and sending positive voice and video

16:50

and, and uh , uh

16:53

, texts . Even when you're tired

16:55

, you don't feel like it. So this is really

16:57

not for everybody. Now, you can learn

16:59

to be good at sales, you can learn to be good at marketing.

17:01

You can learn, uh , all of the

17:03

scripts and everything that you need to take

17:05

care of clients when you're doing high ticket , including

17:09

admin, or you can hire for all of

17:11

that stuff, absolutely, but

17:13

those, that skillset has to be present for

17:16

you to make this program viable. All

17:19

right , here's the third scenario, and this is the first one that

17:21

I did. And that is open a studio and

17:23

hire other trainers. So, um,

17:26

what you're doing here is you're kind of creating

17:28

an opportunity to provide more

17:30

value to your clients. And there's a couple of

17:33

different ways that you can do this. So

17:35

the first scenario is, um, you

17:37

open the studio, you're the owner and

17:39

you bring in other trainers. Now what

17:42

you're not doing is subleasing

17:44

your space because every person that

17:46

comes through the door has to get a

17:48

consistently valuable and excellent

17:51

brand experience, okay? The

17:53

trainers have to deliver up to your standard.

17:56

The trainers have to dress up to your standard.

17:58

The entire facility has to be cleaned

18:00

up to your standard. Everybody needs

18:02

to be charging the same rates. If

18:04

you bring in several trainers and they're all kind

18:07

of running their own business under

18:09

your roof, you're not gonna have any of that. There

18:11

will be no brand cohesion except

18:14

that the client will associate everything

18:16

that happens with your brand. So

18:18

if their trainer is only charging 50 bucks an

18:20

hour, they're doing it very part-time. They're

18:23

texting their boyfriend the whole time they're doing a session

18:25

that is gonna be associated with your

18:28

brand. The lowest common denominator

18:31

determines the value of

18:33

your brand. And so if you've

18:35

gone to the expense and trouble of

18:37

opening up this five star restaurant,

18:39

and you've put careful thought into the

18:42

place settings and how the food is prepared and

18:44

how the waiters are dressed, you

18:46

don't wanna just let a hotdog vendor pushed

18:48

their cart through your restaurant

18:50

two to three times a day during the busiest times,

18:53

right? It's more valuable

18:55

to you to own the studio, to find the brand,

18:57

to find the processes and put everybody

18:59

under your umbrella than it is to just

19:01

like have a space where you rent out to other trainers.

19:04

It might seem like a quick win in the short run,

19:06

but long term it's bad for everybody. Now

19:09

here's how you hire them . We

19:12

teach something, um, that a lot of

19:14

accountants teach called contribution margin, and

19:16

it goes like this. Every person

19:18

in your business should generate at least

19:20

2.5 times what they're paid. They

19:23

either do that by providing a frontline service,

19:25

like the training or by creating

19:27

time for you to do things that grow the

19:29

business like sales and marketing. So your

19:32

job as the owner of the studio is

19:35

to provide safety,

19:38

security, equipment insurance,

19:41

payment gateways, banking

19:44

portals, booking and billing

19:46

software. Uh , a great client

19:48

experience, probably like a

19:50

waiting area, SOPs on

19:53

delivery to help people, programming

19:55

coach development. The coach's

19:57

job is to show up and deliver the program to

20:00

the clients. In a lot of cases, the

20:02

owner of the studio will even provide like the diet and

20:04

the programming that the trainers have to follow. So

20:07

the weight of delivery is largely

20:10

still on the owner, the trainer

20:12

comes in and delivers on the owner's program,

20:14

which has been proved to be successful. The

20:17

trainer also makes 44%.

20:20

Now, I'm talking to you guys as, as

20:22

trainers or studio owners. When

20:24

you're talking to your staff, you talk about dollars. When we talk

20:26

to each other, we talk about percentages. Okay

20:28

? Since all of your clients and

20:31

staff believe that you're a millionaire anyway, we

20:33

don't wanna talk about percentages with them. We wanna talk

20:35

about dollars. Now, if you

20:38

are paying a staff person, 44%

20:40

of the revenue that they bring in for personal

20:42

training, they're probably earning double the

20:45

industry average. If you go to ballets

20:48

or if you go to, uh , good life here in

20:50

Canada, you'll see the trainers are making between

20:52

18 and $22 per hour. If

20:54

you're charging appropriately and you're paying 44%,

20:57

especially if you're also doing semi-private,

21:00

then your trainers can be making easily

21:02

82, $120 an hour, and

21:05

they don't have to figure all this stuff out because

21:07

you've done it for them , right? You set up the business

21:09

to be this profitable and help them make

21:12

a living. The other way that you

21:14

increase revenue by having a studio is by increasing

21:17

the value stack, right? So you could possibly

21:19

sell 24 7 access to

21:21

people to do their homework. They come in on a punch

21:23

card . That's one of those leverageable expenses where

21:26

you pay for it once and then like, that's it.

21:28

Um, another one is that you could sell training plans.

21:31

We did this for years. If people

21:33

wanted to buy a training plan, they had to do at

21:35

least two PT sessions with us a week. We

21:37

would sell them the plan, the plan got printed

21:39

on our printer and it had our green, uh

21:42

, arrow at the top, and they would take it to a

21:44

big global gym, set it on the treadmill, do

21:47

their interval training or whatever. Other

21:49

people would see the plan and say, what is that? And

21:51

they would talk about catalyst, right? So if

21:54

you own a studio, there's some value here. The

21:56

other value is to increase retail. So if

21:58

you are using supplements to help your clients get

22:00

results, having a studio will make supplement

22:03

sales much, much easier. What you

22:05

have to do though, is you have

22:07

to, uh , weigh the , the

22:10

cost of owning that studio, like rents,

22:13

electricity, internet against the

22:15

value stack that you're adding for your clients, and you have

22:17

to have a plan for that in place. So if

22:19

you want to, you can go to two brand business.com

22:21

and you'll be able to find like a , a

22:24

good business plan for a personal training studio

22:26

or a gym you can download and

22:28

fill all this stuff in in advance. Okay? So

22:30

back to the four nights model. Um,

22:32

what I said was, if, if

22:35

you're talking amongst ourselves, we

22:37

can talk about percentages and fractions. If

22:39

you're talking to your staff, you talk about dollars. So

22:42

we know that to have a legitimate

22:44

contribution margin that the staff should

22:46

make about 44% of what

22:48

they're paid. Somebody asked how do they

22:50

get a raise, which is a great question. The way

22:53

that they get a raise is not to change the

22:55

ratio. The way that they get a raise is

22:57

to raise your prices. I think

22:59

that everybody in your studio should be, uh

23:01

, charging the same rate. Other people disagree,

23:04

but whatever that is, the way

23:06

that they make more dollars is to

23:09

increase how much you're charging for

23:11

that service. You don't change the ratio. The

23:13

other way that they can make more money is

23:16

through a process that we call intra entrepreneurship,

23:18

not entrepreneurship, where

23:20

they have access to all of your clients. And

23:23

if they wanna run a specialty program, they can.

23:25

So for example, let's say that they wanna

23:27

run a couch to 5K

23:29

group for six weeks in the spring before

23:31

all the 5K events start locally, and

23:34

they offer it to all of your clients that are

23:36

leveraging your audience, and

23:38

they're going to make more money for the time that they spent

23:40

doing their specialty. Okay? Another

23:43

way that they can do it is by moving to, to semi-private

23:46

training. And a third way that they can do it is to develop

23:48

a new specialty like nutrition

23:50

coaching that you can then package and sell

23:52

to all of your other clients too, okay? They

23:54

can make more money by doing other roles in

23:57

your gym. Like maybe you have a role for the cleaner

23:59

or the admin or the client success manager and

24:01

you're paying them hourly for that. But if they

24:03

just wanna make more money as a trainer, they

24:06

should specialize, okay? Or raise

24:08

their price or both . There

24:11

are a lot of pros to this strategy. This is what I

24:13

did. This is why the list is gonna be longer. First,

24:16

if you've got a diverse team, you've got less agility,

24:18

you can sub, um , trainers

24:21

in for you. The owner becomes replaceable.

24:23

You know, at at one point, even if

24:25

you don't want to train at all, you

24:27

don't have to. You can take vacations.

24:30

I didn't reach this point early because

24:32

I didn't know how to do it. And so the day

24:34

that my daughter was born, I went to

24:36

the hospital, I visited with my wife and

24:38

my baby for about three hours, and then I went back

24:40

to work. I never want that to happen

24:42

to you. And the pros of the studio, better

24:44

opportunities for retail also,

24:47

retention is better. If you have control

24:49

over your environment and your brand, it's

24:51

actually easier to retain clients than

24:53

if they like have to meet you in the park

24:55

or meet you downtown under the tent

24:58

or meet you at somebody else's gym, okay?

25:01

Part of this too is you have control. I

25:03

mean, if you've got a client and they're meeting you in

25:05

the park, you don't know what's

25:07

in the park, right? Like, it might be covered

25:09

in goose poop. If you live in Canada, uh

25:12

, it might be filthy, it might be full

25:14

of other people doing a class. Like

25:17

if you can control your environment, you're

25:19

probably going to increase your value. Retention

25:22

is better. This model also tends

25:24

to attract higher value clients because now they're coming

25:26

to your gym instead of just

25:28

like meeting you in this random place, right? It

25:31

establishes value. Uh , I talked

25:33

about coaches growing the pie to earn

25:35

more money. That's entrepreneurship. It's

25:37

a win for them. It's a win for you, the owner, and it's

25:39

a win for the client because they're getting more access

25:41

to the specialties. You can do specialty

25:43

programs and it's actually easier to attract

25:46

new clients if you have a studio. The

25:50

cons of this strategy is that a

25:52

lot of us got into this because we loved coaching,

25:54

and if you own a studio, you're

25:57

not gonna be able to coach as much as maybe you

25:59

want to . Now, some people don't wanna coach,

26:01

and I mean, eventually you're gonna wanna coach

26:03

less than you probably are now, but

26:06

if you just love coaching people,

26:08

you're gonna have to do a little bit less. If

26:10

you own a studio, you have to be

26:12

a studio owner, you have to do the things that grow

26:15

the studio, and that means you have to wear your

26:17

CEO hat and your cleaner hat and your admin hat,

26:19

and your bookkeeper hat and your CSM

26:21

hat. You have to do all those other roles,

26:23

and that means less time spent coaching.

26:26

You're also gonna have to manage people. And

26:28

this is the , the big hurdle that

26:30

most of us didn't understand

26:32

or or realize when we opened

26:35

a gym is like we signed up to

26:37

change people's lives through health and fitness. We

26:39

did not sign up to manage other people, and

26:41

we think this is gonna be be easy, but it's an

26:44

entire skill set that people go to school

26:46

for six years to learn, and

26:48

it's frustrating. And sometimes our

26:50

expectations aren't met, and it's boring

26:52

writing out standard operating procedures and

26:55

staff playbooks, and it feels like,

26:57

oh , doesn't everybody know this, right? So

26:59

I just need you to understand it . Like managing

27:02

people is never 10

27:04

outta 10 easy. The right people

27:06

will make it easier. Having SOPs will

27:08

make it much easier, but you

27:11

are going to have to manage people if you open

27:13

up a studio. The other thing

27:15

is that if, if you don't

27:17

take the time to write out your systems, audit your

27:19

systems and keep tightening them up, then

27:21

every little thing is gonna always come

27:23

back to you. Hey, we're outta soap in

27:25

the bathroom. Or, uh , Hey Chris,

27:28

uh , this person, they can only come, uh

27:31

, two times a week instead of three. Can

27:33

they get a discount or, uh , Hey Chris,

27:35

uh , that guy's, uh , son is

27:38

starting his hockey season and he is gonna quit. Can you get

27:40

a refund for the rest of the month ? Like, unless

27:42

you write this stuff down, every little decision

27:45

is gonna come back to you, probably a dozen of

27:47

them every single day, and it's gonna grind you down. And

27:49

then finally, you need to run the gym

27:51

by rules that are replicable by

27:54

all of your staff, right? If not, then

27:56

everything becomes a negotiation like,

27:58

Hey, can we start class 10 minutes later?

28:01

Or, um, Hey, can we add a 9:00

28:03

AM class? Or, Hey, Chris, uh

28:05

, this trainer, uh , doesn't really

28:07

wanna do one on one anymore . You know, whatever. You

28:09

gotta have rules that everybody on your staff

28:11

can live by and deliver even when

28:13

you're not there. Okay? Now, of course,

28:16

you can do all this stuff up front . You

28:19

can with a mentor, you can work through all your SOPs,

28:21

you can download our temp, download our templates,

28:23

you can copy all of it and just

28:25

implement it. But, um,

28:27

that is a little bit more than what

28:29

some of us signed up to do, right? All

28:33

right . Why you're not making a hundred thousand a

28:35

year. There's really six common reasons, okay? And

28:37

most trainers have more than one of these. The

28:39

first is you're not paying yourself. A

28:42

lot of trainers when they, especially when

28:44

they open up their studio, they will

28:46

leave way too much money in the business and

28:49

or they will just tell themselves like, oh, I'm reinvesting,

28:51

and they'll buy more equipment or

28:54

whatever. Instead of paying themselves, you

28:56

need to pay yourself first. The

28:59

reason is that if you don't, you will always

29:01

just spend the money. There's this great book

29:03

called Profit First by Mike Mcit

29:05

, and there's a great version for

29:07

trainers and gym owners called Profit First

29:10

by , for Micro Jims by John Briggs, where

29:12

they talk about like, you're

29:14

always most creative when

29:17

you feel pressure to generate

29:19

money. So at the end of the month, if you don't

29:21

have enough money to pay the landlord, you'll

29:23

get super creative in generating that money.

29:25

If you don't have enough money to pay yourself, you

29:28

won't, you just won't do it. And

29:30

that book is a great example, but

29:32

luckily for me, I had this forest upon

29:34

me when I opened up my personal training studio.

29:37

If I didn't make $900 per week, my

29:39

family didn't eat. I mean, 900 bucks a

29:42

week paid for our groceries and our mortgage, and

29:44

that was it. We were still losing

29:46

ground, but I had to

29:48

write myself checks for 900 bucks

29:50

, you know, way in

29:52

advance and deposit them in advance. And

29:54

so what would happen was, you know, on

29:56

Monday, if a client says, oh, I'll

29:58

pay next time. I'll see you Wednesday, you

30:01

think, okay, no big deal. Wednesday comes and

30:03

they're like, oh man, I forgot my Visa

30:05

card, sorry, I'll catch you Friday.

30:08

And you're starting to get a little bit nervous. And

30:10

then Friday comes and they're like, ah , can

30:12

I get you next week? I'm sorry, I, I mean

30:14

to pay by check and I just, I don't carry checks around.

30:17

At that point, if you know that

30:19

the check is already in the bank to pay you

30:21

and it's gonna bounce, you'll say to

30:23

the client, I'll wait here, go

30:25

get your checkbook and come back. Or

30:27

even, I will come to your house with you. Or

30:29

Do you have a Visa card that you can put this

30:31

on? And we'll put it on there for now.

30:33

And if you wanna pay by check next

30:36

time, bring a check and pay in advance. Okay?

30:38

This is actually an easy problem to fix,

30:40

but most people don't do it. Um,

30:42

another way is like to think about how

30:45

your corporation is structured to

30:47

minimize your, uh, taxes. So

30:50

in some countries and states, for example, um,

30:53

if you have a single earn in your household,

30:55

you're gonna pay more taxes than if you have

30:57

two. So you wanna learn about income splitting, et cetera

31:00

. The second reason you're not making a hundred

31:02

K per year is that you need more clients. Now,

31:04

most people think, yep , this is the only

31:06

reason I'm not making this much money. But

31:08

the reality is that you really need the right type

31:10

of clients. These are people who can pay a high

31:12

value and they're gonna stick around. If you've

31:15

got clients who are churning out every six

31:17

weeks or whatever, you just don't have time

31:19

to be marketing hard enough to replace them

31:21

. The best clients come

31:23

from your current clients. That

31:26

means you have to get really, uh

31:28

, engaged with referrals. Yes,

31:31

if your clients are getting results, they will sometimes

31:33

refer your friends, but if you just wait around,

31:35

you're gonna run outta clients. You

31:38

have to take that referral process from

31:40

a passive one where you're just kind of waiting and

31:42

hoping to an active one where

31:44

you are asking for referrals. The

31:47

way that you do this is by doing something

31:49

that's called Affinity Marketing. And so if you join

31:52

our group gym owners united.com, you

31:54

can download the free Affinity marketing guide, and

31:56

you're gonna set up quarterly review

31:58

sessions with your clients. So they come in,

32:01

they get measured, you talk about their progress, and

32:04

then you say, are you completely satisfied with

32:06

your progress? And, uh

32:08

, they say, yes, I am. And you say, that's wonderful.

32:11

I'm so proud of you. I'd love

32:13

to use your story to inspire somebody else who's

32:16

on the fence about joining or starting their fitness

32:18

journey. So I'm gonna pull out a phone

32:20

here, and I'm gonna ask you one question, okay?

32:23

The question is, what advice

32:25

would you give to somebody who's

32:27

just thinking about starting out? Okay,

32:29

ready? Go. And then you hit record , and

32:32

that becomes valuable social media. The

32:34

next thing that you do is you offer to

32:36

help somebody in their life

32:38

outside the gym. So

32:40

before the client comes in, you've got this affinity

32:42

marketing cheat sheet, and you're gonna write down

32:45

three people. You're gonna write down who they live

32:47

with, like probably their spouse, who

32:49

they work with, their coworkers, and

32:51

who they play with. Like who is their,

32:54

their buddy during their hobby, who

32:56

do they go to the knitting circle with, or the golf

32:58

course or skiing or whatever, okay ? You're

33:00

gonna write down those three names. Now, if you

33:02

don't know those names, use this as

33:05

a catalyst to go figure that out

33:07

about your clients . When the client

33:09

comes in, they say that they're getting good results,

33:11

they're perfectly satisfied with the results. You

33:14

say, that's wonderful. As

33:17

a thank you to you , what I'd

33:19

love to do is help you get your husband exercising.

33:22

Let's invite him in to do your next

33:24

one-on-one session with you. Do you think he would do

33:27

that? And if they say, yeah,

33:29

that might work, then what you do is you

33:31

say, let's call him right now. And you , what's his phone number? You

33:33

call him and you say, Hey Bill, I got Mary

33:35

sitting here with me. It's Chris from Catalyst,

33:37

by the way, and we

33:40

wanna invite you together to

33:42

do a one-on-one session with Mary on Friday.

33:44

Are you up for that? And Mary's probably going,

33:46

oh, he is gonna kill me. Oh, no. But

33:49

the reality is that Bill is not gonna say

33:51

no to you, where in private, he probably

33:53

would say no to Mary. And then you can bring him

33:55

in and you can talk about doing two

33:57

on one training. If it's,

34:00

uh , a coworker , you

34:02

know, you say, okay, Mary, I know that you

34:04

are an accountant and I know that this

34:06

is a stressful time of the year for you. And

34:09

what I'd like to do is help out the other accountants

34:11

in your firm as a thank you for being such a great client.

34:13

So what if I came in there on a lunch hour and

34:16

I gave a brown bag ? Talk about stretches

34:18

you can do at your desk, or like how to

34:20

reduce stress, or like five exercises

34:23

that you can do first thing in the morning to prime

34:25

your brain before work, something like that.

34:28

How would that help? And if she

34:30

says yes, then you go in and you do your

34:32

30 minute presentation and five minute q and a,

34:34

and you give out your information and that's

34:36

it. And that's great marketing. If

34:39

it's a buddy, um, I , I

34:41

had this one, um, I had this

34:43

guy, let's call him Fred, and every year

34:46

he and three buddies would go skiing, and

34:48

they loved it. They would take this ski trip every year

34:50

in December, and it

34:52

would predictably, you know, what would happen? They

34:55

would fly out to this resort the

34:57

first day. Everybody would just go out

34:59

and try and crush it. The second day,

35:02

Fred would be ready to go again, and his three

35:04

buddies would be absolutely paralyzed because

35:06

they're outta shape. So they're gonna spend the day in

35:08

the hot tub mostly. They might do a couple of

35:10

runs, but probably not. So Fred's either

35:13

skiing alone or he is wasting his vacation sitting

35:15

around with these other guys who are outta shape. And

35:17

then the third day, okay, we're ready to try it

35:20

again. But they're not really, you

35:22

know , performing. It's like four or five days

35:24

into the trip before everybody's really skiing,

35:26

which is what Fred is there to do. So what

35:28

you say is like, Fred, dude, this

35:30

happens every year. What if we

35:32

brought those three guys in for six weeks? What

35:35

if we started like October 15th and

35:37

just got them in shape? You would get way

35:40

more value outta that, that ski trip

35:42

every year. What do you think? And of course,

35:44

you can do the same thing with golfing, uh

35:46

, any, any pastime , right? You can

35:48

do it with people's kids too. Like, Hey,

35:50

I know that you and these other three parents

35:53

are really tight and your kids have been playing on the same

35:55

hockey team for nine years. What if we

35:57

brought all your kids in and we just did like a

35:59

six week group? Uh , we'll

36:01

make it fun and we'll just like get them ready to play hockey

36:04

together this year. You know, same thing. You're

36:06

really just looking for opportunities to help. And I wrote

36:09

about this in my book, help. First, the

36:11

next step is creating a referral culture.

36:14

So when you start people out and

36:17

they're , they're in front of you, they're ready to sign up for your

36:19

service, you take their money, and then you say,

36:21

okay, I , I have one thing that

36:23

I'm gonna ask you. Six weeks from

36:26

now, if you've been successful

36:28

and you're perfectly happy, I'm

36:31

gonna ask you for the name of one person who

36:33

you think would be an amazing fit

36:35

for our culture, okay ? And

36:38

that's it. You're just setting up the expectation

36:40

that if they're perfectly happy, you're going to ask

36:42

them for the name of one person. Six weeks down

36:44

the track, they're already expecting that conversation.

36:47

And you can say, look, we grow this

36:50

business slowly and very carefully

36:52

because we wanna protect the culture

36:54

that we have here. So who in your

36:56

life would be the perfect fit? And

36:58

then you call them up while the person's sitting in front of

37:01

of you. The best advice I ever got

37:03

as a personal training was called as a personal trainer,

37:05

was called the 40 hour rule. And this

37:07

is basically the rule I learned from this guy at this,

37:09

you know, rundown, steroid freak

37:11

gym where I used to do personal training, and

37:14

he was always full, and there were probably about

37:16

five personal trainers trying to build

37:19

a business at that time. And so I

37:21

asked him like, Ty, why are you

37:23

always packed with clients? And he said,

37:25

it's a 40 hour rule. If I

37:27

have 40 hours of clients'

37:30

book this week, I'm good. If

37:32

I have 32 hours of clients' book this

37:35

week, I'm gonna spend the other eight trying

37:37

to get more clients. If I have

37:39

10 hours of clients booked, I'm gonna spend 30

37:42

hours trying to get more clients. I'm

37:44

gonna read, I'm gonna , you know, I'm

37:46

gonna send out emails, I'm gonna make newsletters. I'm

37:48

gonna ask for referrals. I'm gonna cold

37:51

call people if that's what it takes. But I'm gonna spend

37:53

30 hours getting more clients. And

37:55

that guy grew his business way faster

37:58

than anybody's next.

38:01

Uh , the next reason you're not making a hundred k a year is because

38:03

you're not making enough from the clients that you do have.

38:05

And this is actually the , the most common problem

38:07

that people have. Most trainers have enough

38:09

clients, but they're not making enough from what they

38:12

do have. So the easiest thing,

38:14

but the simplest thing is just to increase

38:16

your rates. Everybody blows this way outta

38:18

proportion. They imagine that people will quit if they

38:20

charge five or $10 more per session. The

38:23

reality is that you might lose a couple

38:25

of people, but the people who are paying more

38:27

will more than make up the difference.

38:29

And a rate increase falls straight to

38:31

your bottom line. You don't have to take on any additional

38:33

expenses. You just make, make more money. However,

38:37

you can also make more from

38:39

your current clients by understanding that like you're

38:42

not completely solving their problem when they're

38:44

in the gym doing their exercise. They need

38:46

help with nutrition and sleep and mindset

38:48

and accountability and you know, just

38:51

walking and stretching and all this other stuff, managing

38:53

their stress. And you can help them with

38:55

all those things better than anybody else in their life.

38:58

And you have to charge for it. Okay? So

39:00

if you can identify the problems that your best

39:02

clients are having outside the gym, then

39:04

you've identified an opportunity to grow your

39:06

revenue by solving those problems. And

39:09

bonus, I talked earlier about

39:11

solving leverageable problems where you're not

39:13

trading time for money. Most

39:15

of these things that you do outside the gym are

39:17

those leveragable services. Your service

39:19

should also extend beyond the walls of the gym. That's

39:22

what I'm trying to say. The fourth reason that you're not making

39:24

enough money as a personal trainer is that

39:26

your retention is bad. If you really

39:28

wanna change somebody's life, you gotta keep them for

39:30

at least two years. If not, they're gonna fall

39:32

back into bad habits, right? But

39:35

if you want to build a

39:37

business, you have to keep them for the same amount

39:39

of time or longer because every

39:41

client that you keep is one more that

39:43

you don't have to go out there and get. So,

39:45

you know, going back to the 40 hour rule,

39:48

the way that you get 40 client hours

39:50

a week isn't by recruiting

39:53

over time. Over time. You

39:55

get that by keeping the clients that you have

39:58

your marketing, you should need less and less of

40:00

it over time, not more and more. And so if

40:02

you're a few years into this and you're still worried about marketing,

40:04

you probably have a retention problem. Um,

40:08

also like doing referrals at

40:10

getting their spouse or their buddies to

40:12

sign up for your gym or do one-on-one

40:15

training or semi-private will actually

40:17

increase the retention because now they've got

40:19

a built in support and accountability network right

40:21

at the gym . Besides you, you've got this trifecta.

40:25

All right ? What's the most important for keeping clients

40:27

around getting the results? Change your method as

40:29

much as you need to add services, as much as

40:31

you need to charge what you're worth, but do whatever

40:34

it takes to get them results. The

40:36

second thing that you can do is plan out the client journey

40:38

in advance. Like really map out step by

40:40

step , what does the client do on day

40:42

one? What do I do on day one? What

40:45

does the client do on day two? What do I do

40:47

on day two, at least for the first 90 days?

40:51

The other reason, another reason, the fifth reason that you're

40:53

not making a hundred k year is that your expenses

40:55

are too high . If you're doing

40:57

personal training, then you have to start with being

41:00

a client-centric business. That means what does

41:02

the client actually need to get these results?

41:04

A lot of studio owners will buy equipment

41:07

that they want for their own training, like

41:09

reverse hyper extension machine. That's why I

41:11

did. I had gds, I

41:13

had reverse hypers. None of my clients needed

41:15

that stuff to get to their goals. None of 'em wanted

41:17

it. They rarely used it. I just

41:20

wanted it. And that's, you know, when

41:22

you're trying to build a business, you have to cut that stuff

41:24

back. The other thing is that most

41:26

people take way too much space,

41:28

or they take space in the wrong part of town.

41:31

Your rates should

41:33

go up with your rent, your rates

41:35

should go up with your rent. So if you're

41:37

renting retail space at 22 bucks

41:39

a square foot downtown, because that's where the

41:41

high value clients are, then your rates need

41:44

to go up to match that. If you're renting industrial

41:46

space, that's nine bucks a square foot way,

41:48

you know outta town, then your rates

41:50

have to come down to reflect that probably. And,

41:54

um , most people don't do this. What they do is they,

41:56

they look at like, what's the average personal training

41:58

rate in their town? And then they buy

42:00

the most expensive location and charge

42:02

the average rate, and they've got like this really

42:04

pitiful profit margin, okay? So

42:07

you need to have only the

42:09

space that's required to deliver your service, only

42:11

the equipment that will actually get your clients

42:14

to their goals. If you're not sure, look

42:16

around your facility and say, what

42:18

is that 10 square feet doing to

42:21

get my clients closer to their goals? Or

42:23

how is that 10 square feet driving

42:25

revenue? You look at every piece

42:27

of equipment and you say, how is that piece

42:29

of equipment getting clients to where their goals or

42:31

how is that piece of equipment driving revenue? Right

42:34

? Your last investment is your staff. As

42:37

I said earlier, your staff should generate at

42:39

least 2.5 times what they're paid.

42:41

This is called contribution margin, either

42:43

by generating revenue, selling training,

42:46

or by creating time for you

42:48

to sell the training for them . The sixth reason

42:50

is you're trying to do everything. You're spread

42:52

thin, the client experience is inconsistent.

42:55

You know, you're training four people in a row

42:57

by the third client, you're exhausted. You

42:59

need a meal and maybe a nap, and

43:01

you're stressed about your own training. You're distracted because

43:03

you're thinking about that last guy's bill. And

43:06

you know, you don't have time to

43:08

do the social media today. You had a fight with your

43:10

wife last night, you're not making enough

43:13

money, you're exhausted. Your own training sucks.

43:15

You're gaining weight. And so the client

43:17

gets this inconsistent coach, which gives

43:19

them an inconsistent experience. The

43:22

another reason is like you're

43:25

in charge of the marketing, but you only

43:27

do it when you're desperate. You have to keep

43:29

your marketing going, which means that you

43:31

have to be delivering on that consistently,

43:33

which means you have to have time to do it, which

43:35

means you probably need help somewhere else. Um,

43:38

you don't evaluate your coaches, you hire

43:40

them, maybe you train them , and

43:42

then you just let 'em go instead of helping

43:45

them grow and progress in their career by

43:47

giving them an evaluation. Clients

43:49

are evaluating you all the time. The evaluation

43:51

that they're giving you, the feedback that they're

43:54

giving you is financial. They're talking with their

43:56

wallets. But if you're not giving your coaches

43:58

that evaluation too , then

44:00

they're not benefiting from that feedback and they're

44:02

not learning anything and they can't grow because there's

44:04

no audit process, okay ? The

44:07

gym is a one person show, and you're

44:09

doing stuff that you could be paying somebody

44:11

else less to do. So you, I

44:14

can't take a 9:00 AM client because

44:16

that's when I clean the gym. So now you're

44:18

trading a hundred dollars an hour role for

44:21

a $15 an hour role . What

44:23

you should be doing there is hiring the cleaner

44:25

and then using that hour to train

44:27

somebody else or to do marketing,

44:30

to get to train somebody else. All

44:33

right ? How to fix those problems. Most

44:36

trainers are making more than one of the six problems

44:38

that I just outlined. And knowing where to

44:40

start can be really tough. Our job

44:42

as mentors is to help you identify

44:45

the strategies and tactics that you need to do and then

44:47

do them one at a time. Your job is

44:49

just to execute. And so we'll

44:51

say you're gonna do this. That's the first

44:53

domino, and that will make the second thing

44:56

easier. And then the third thing easier, and

44:58

then you're gonna do this fourth thing. Instead

45:00

of you have four things to do. Can you do them by Friday

45:02

where they'll never get done? Okay , that's

45:05

a mentor's job. There's no reason that

45:07

a good personal trainer can't make a hundred

45:09

thousand dollars a year stay in

45:11

the business until they wanna retire, make

45:13

enough to pay for their house and put their kids through

45:16

college. That's a reality now. And

45:18

we're attracting professionals. We're

45:21

building professionals, we're mentoring professionals,

45:23

and these professionals are all having

45:25

a compounding impact on the health and fitness

45:27

of their community and the world. I

45:30

hope that you're one of them. I hope you're successful,

45:32

and I hope that you can make at least a hundred thousand dollars in

45:34

the next 12 months.

45:38

We created the Gym Owners United Facebook

45:40

group in 2020 to help entrepreneurs

45:42

just like you Now, it has more

45:44

than 5,600 members, and

45:47

it's growing daily. As gym owners join

45:49

us for tips, tactics,

45:51

and community support. If you aren't in

45:54

that group, what are you waiting for? Get

45:56

in there today so we can network and

45:58

grow your business. That's Gym Owners United

46:00

on Facebook, or gym owners united.com.

46:03

Join today.