STS Herbalife, Wellness

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Three Ways to Grow Your PT Income
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NIC JARVIS

• The Alignment Partnership
• Fitpro
• Leadership
• Interactive Coaching Programme
• PT Business Development
• pt on the net
• nicjarvis-onpt.com

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Wellness Age 2010
30
Fitness Age 1980/2010
Markets
10-12
Body Building Age 1970/80
2-3
Time
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What needs to change?

• Implement the findings of the Health and Fitness
  Omnibus Surveys (HAFOS) which found that
  customers are retained when they
• Achieve results quickly and build motivation
• Receive regular supervision and personal contact
  to overcome challenges and keep them on track

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PT as the Solution?

• In one company 65 leave in 3 months!
• Earnings are as low as 18,000 pa

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Core Challenges of Growing a PT Business

• Having a product that people want (not need) and
  you are confident will gets results
• Finding people who are interested in your
  product, engaging them and converting them to
  customers
• Providing additional services that improve the
  results a customer achieves and increases your
  income

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Core Challenges of Growing a PT Business

• 4.Keeping customers on track and sticking to
  their programmes so they achieve results and you
  retain them as customers
• 5.Breaking free from the time restrictions of f2f
  training while retaining customers
• 6.Building a business beyond yourself

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GROWING A PROFITABLE BUSINESS

• To resolve your six key challenges you must
  design your business around a development model
  which satisfies the basic principles of growing a
  profitable business by increasing
• Total Client Base
• Average Transaction Value
• AverageTransaction Frequency

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STEP ONE

• Devise Your Product

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9/10 Want Weight Loss

• Research shows that
• Poor nutrition is a marker for 70 of all
  diseases
• 50 of adults in Europe are overweight
• 21 are pathologically overweight
• Huge increase in muscular skeletal injuries due
  to sedentary lifestyle e.g. back pain

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Differentiation USPs

• Target Sectors Mums, Athletes
• Solutions Rehabilitation, Weight loss
• Products TRX, Boxing
• Delivery 121, Groups, Online
• Matrix who, why, with what and how?
• Multiple Streams

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Delivered in a Customer Focussed Way
Increase peoples awareness of their health and
well being and review their current state
STEP TWO Education Review
STEP THREE Solution Provision
Support them to move towards their goals through
regular contact and communication
Offer total solutions that ensure the goals are
achieved
STEP FOUR Support Follow Up
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STEP TWO

• Getting Customers

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Lead Generation

• Standard
• Advertising
• NWT
• Interaction
• Education
• Referrals

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The Bridge Conversation Model
SOLUTIONS

• DESIRED
• SITUATION

CURRENT SITUATION
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Educational Consultations/Workshops
Wow!
Burns Calories
Balance Sugars
Change Behaviours
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Interactive and Referrals
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Build the Desire to Change
Understanding of how to move forward

• Clarity of the desired situation

Sufficiency of dissatisfaction with the current
state
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Closing Sales

• Build Trust in you and your products
• Create gaps between desired and current
  situations
• Demonstrate how your programmes/products will
  close the gap
• Get confirmation of agreement

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Closing Sales
Stage One Weight Loss Stage Two
Transformation Stage Three Maintenance
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STEP THREE

• Improving the quality of your programmes and
  product range (while increasing the average spend
  per customer).

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Provide a Total Product

• Total Programme of Weight Loss
  Wellness
• Exercise
• Programmes
• Equipment
• Nutrition
• Information
• Meal Plans
• Meal Replacements
• Behaviour Change
• Plan
• Communication and Support

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Provide Supplementary Products
Website
Supplements
Equipment
Meal Plans
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Package Product Solutions
Home Athlete
TRX
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STEP FOUR

• Keeping Customers on Track

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Behaviour Change - Coaching

• Aim
• Support clients to become habitual exercises
• Process
• The Personal POWER Coaching Model to keep clients
  on path towards their desired goals
• Delivery
• During 121 sessions
• Online weekly newsletters
• PT blogs
• Weekly Group Conference Call/Sessions

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STEP FIVE

• Resolving the Time Limitation Issue

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Widen Your Customer Base

• The 3 key growth challenges
• Increasing the number of people who will buy PT
  but who are put off by the cost
• Increasing the average amount of income from the
  time you have available
• Keeping successful PT clients who have achieved
  results
• Solutions- SUPPORT AND FOLLOW UP
• Small group programmes
• Online training

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Utilise a Website

• Criteria of website
• Client contact information storage
• Exercise programming and meal plans
• Stores for equipment, clothing, supplements
• Marketing via emails, postcards, newsletters and
  auto responders

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The 12 Week Weight Loss Challenge

• Turn key system
• Weighing measuring and feedback process with
  results
• 12 lessons with topics of interest in lesson
  format, scripts and handouts
• Marketing material and easy to start
• Success through socialisation, support, fun and
  recognition
• Prizes and rewards for motivation
• Low cost

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TRX
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STEP SIX

• Building a Business Beyond YOU

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Affiliate Programmes MLM

• "I'd rather earn 1 of the efforts of a hundred
  men than 100 of the efforts of one man."(J.P.
  Getty)

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The Qualities of top PTs

• The 6 key qualities that a top PT requires are
• Sense of VISION of where they want to go to
• Acceptance of RESPONSIBILITY for where they are
• Be SMART, work on the things that deliver the
  most
• Keeps things SIMPLE, follows one step at a time
• Possesses COURAGE to step outside their comfort
  zones
• DETERMINATION to keep going

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The Steps to Success

• VISION
• Present Situation
• Outcomes
• Write Plan
• Execute
• Review

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QUESTIONS AND ANSWERS
nic_at_nicjarvis.com www.nicjarvis-onpt.com (18th
April) 44 (0)1844 217933 JOIN A PRACTICE GROUP?