Ep 377 - How & when to scale your PT business - Paid ads? Team? Full book?

How we made $50,000 this month, so today we're going to break down the strategies that we're using with meta ads But let's only a short part of the podcast itself We're going to talk about some AR stuff that Jason's building in terms of tracking and managing businesses We're going to talk about what's working for us with ads. What's working for PT's with ads and the difference And we're going to start it off like really entry level and build it right through to the more advanced strategies as well And then we are talking about what to do inside the gym if you've sold out face to face So while you're building online and getting all that going, how can you maximize what you're doing in the gym in terms of your dollar per minute Your fulfillment, the people you work with and put you in the best position to scale So we're covering all of that in one episode, so you're fucking welcome But if you're a return listener, make sure that you've followed if you haven't already Give us a like, give us a comment throughout the episode, it makes it really be difference to who actually sees these And who interacts with them, the numbers have been really good lately, so we do appreciate you guys Yes, I have coffee all over my fucking shirt in the intro because we do the intro after So enjoy that moment at my expense We're supposed to go out for lunch now, so I don't really know how I'm going to deal with that situation When the only wardrobe I have is two people that are access to in this studio that's actually a house Way about 20 kilos less than me, so I'll update you on social media Enjoy the app, thanks guys, Mike The big talk is to get angry That sounded terrifying Not Dog's the side of your shoe that are like, I'll kill you, you're not that I don't have any bands for the episode, I'm just going to ask you what you built this week What I build? Yeah, what I have not built We do have some, we're doing a Q&A episode I thought we would just talk about us for a bit We're about to go have a meeting, so let's just start it now What have you done, because I haven't opened anything yet, because I knew once I did I'd need that conversation with you, so I just didn't open it Yeah, okay, well I kind of wish you did because you're going to ask me if I can do all this shit No, you're going to show me what we have lunch Yeah, but then you're going to say can it do that and then you're just going to add to my workload Yeah, where if you already looked at it, I would have had that done by now Honestly, so that's, yeah, that's my, that's the apprehension I have But anyway, capacity mismatch So right now, the way that stand out PT is operating is we have the portal It's got all the content in it, we can access the workshops But then we also have a spreadsheet for the data tracker And there's a document for the guys to use to follow for the eight-week plan, which is different for everyone So it's like, you know, do this, this is what success looks like for the next eight weeks And these are all the areas inside the content that you need to specifically go to Because there's lots of content in there and not everybody needs to do it all 120 modules and over 50 workshops Yeah, we chase you wondering We're going to talk about today Probably condensing that a tiny bit As well, but either way, so What I created, I feel like some of the apprehensions towards the data tracker is like functionality Interpretation so I created a check-in system where the the student can every week select a check-in day It'll ask the same questions that the data tracker has, it'll just be in separate segments So if they're going online business, face to face, if they're doing meta-ads Like they'll literally just have their own screens and they can track the data for that What it will do then is obviously like track things across a longer period of time And we can go and look at that stuff So they realistically will look at, you know, one to two tiles of Information and be able to put it in So I think from that perspective just that stand alone Is less overwhelming correct So then trying to remove all of the Basically remove everything by the portal that we have all the content in I then created a section where we can put their eight-week plan inside that particular dashboard So there'll be an area inside there where it's like cool for the next eight weeks This is the goal this is what we want It also has the curriculum inside it and the links to the necessary modules And they can tick them off When we do our eight-week Success review of that we'll be able to kind of send them a review of Their particular eight-week plan their eight-week check-in which is different to their weekly check-in I'm really excited to introduce that And yeah, it's gonna be good and so then they'll be able to access that and cross it off and you know See what success looks like and and all that the the cool thing is that Based on their data and based on their goals The the values will change so they'll get an idea every week of what needs to be done to hit the targets They have so if they but if they make three Sales for one week and they're only supposed to do you know one sale for example It'll say to them like your contacts need to be this now. Yeah, or you need to or if you have a couple slow weeks It's like you need to up you know up there sort of really you know kind of mold To the person and it needs about four weeks of data for it to start making recommendations. Yeah And then yeah from outside we obviously can see everything you can see people miss the check-in We can prompt them to obviously like to meet one we can Yeah, just go in and see how everything's going So yeah, that's That is that yeah, it's came off of the back of two things one. We wanted to introduce that eight week planning So I could we try to do a few different variations of it. Whereas we do it on Q&A or whatever Um But important for us to be able to like touch base with everyone do a formal check-in Which we would do the same as not my clients. It's a loom video you submit your form With all your data and everything and we come back to you with like this is what you need to focus on for the next eight weeks Go fucking get it come to Q&A and the workshops will help you So I'm really sorry for that Also just to like get people that are like falling off Back up and the people that are killing it to be like hey This is the next step for you. Yeah, because I think it's really easy to like once you're doing well Yeah, just like coast. Yeah, it was cut the people that like We won't name them that They fucking kill it and then you're just like yeah, why not the calls no more Yeah coast until they're they have the week of drop-offs and shit and then yeah I've got to fucking the better go back to the course. Yeah, yeah, yeah, which is fun. Yeah, it's natural. Yeah, like everybody's done it But we've done it The programs were absolutely. Yeah, absolutely. Yeah, I think come yeah, I think that'll Definitely increase the percentages of like success rate within the program There's only so much you can control you guys have all done courses before and you know that you've like not put in the application So this is like we we know With a hundred percent certainty that the course works Yeah, so it's just like well, how do we get you to do it more? That's it It's like we 100 percent know that if you eat two grounds of protein per kilo of body weight Need and slight calorie deficit you will lose weight and probably builds a muscle and strength 100 percent of the time Yeah, your job as a coach is to get people to do it Absolutely. So yeah, we're so confident in the formula that this is another step of like yeah execution Which is exciting and accountability I think it puts everything in the right places as well Like looking at the data tracker on the spreadsheets really hard to be like oh What does this look like? What's the move? Yeah, so the the catalyst I think for I think for you to start going down This road was a we need to do that we think but also sitting down we had a That trainer actually turned the ads off Now like oh, they weren't working and I reviewed their quarter live on the Q&A and it was like oh god Like they good the problems actually retention here and conversion in the DMs here And if you fix those two things this is what you call it would it looks like and it has nothing to do with the ads Yeah, so keep them on If anything fucking double you spend because they're doing really well. Yeah Yeah, it's funny um Like it was I could have gone down the route of like Getting those suggestions and I was like let's not make make it so that yeah It works on because it works on trending data and then it can be like you spent this much And we got this many people landed so you should you could spend this and get that and I was like, I don't think I want to I think I think that's coaching because like it made ads could change tomorrow and that's it moves to quick man Yeah, yeah, so that it doesn't do that But it does everything else in terms of like contacts DMs Sales all that that data like you get four weeks of that it's gonna be like To get this many sales you need to do this and you also need to get better at yep, this So I need a Sorry, this is fucking cool and I'm really fucking excited to see it Um, I'm gonna sit down. Obviously we looked at it last Friday. I'm excited to like really get in and Yes, fuck around with it very polished very polished now So What I've been learning Bringing my bro speak. I'm very bullish on VSLs right now Yep, um to give you guys so we don't typically don't get gatekeep anything and We a big proponent of our like sell it's like anything we do in our business we give you Yeah, we share yeah, and we're gonna try and do that on the podcast as well So just for everyone listening I'm turning off our lead magnet Um, the whole thing just turning it off. Yeah, it's like Cosper acquisition In terms of effort outreach engagement and actual spend is Like three x what I'm getting on VSLs three Yeah, yeah, which is fucking crazy So yeah, we'll be bidding that and moving more budget towards our VSLs I've just finished should be finished tomorrow An SOP to build a VSL if you don't know what the fuck a BSL is you're not alone because I didn't know what it meant either It's a video sales letter which is you've all been to one you clicked on an ad and it pops off a video someone talking about the thing Yeah, so Lanny page on it they talk about all your feelings and then you want to Tell you how great their solution is and yes, this is what to do next book a call Some of some people will sell on a VSL. So they should have the price and you can sign up Yeah, I think James Smith kind of does that Um, so yeah, there's obviously the option there for if they go different pathways We're doing a call booking funnel and I think as a personal trainer selling a premium product that's based on relationship Absolutely, and that's one of the questions we're gonna talk about today. Yeah should you have a Lanny page or So this type of VSL isn't so the VSL is just the video. Yeah, the funnel gold is the funnel. Yeah So some people will do like a VSL into a lead main then into a nurture and like brah. It's fucking to pretty much the VSL Yeah, like dude, there's the some of these models some of these funnels like six steps Yeah, so fucking ad Good content ad the light like a profile that I can look at and trust yeah with clear messaging So it's like yes, these people know. Yeah legit. Yeah, and then you show them the ad enough times bang What do I say on the call the other day Get your messaging and content good Consistent reliable If you go on my page, man, we were reading out the metrics the other day and I could tell like Talking to um the the the coach will talk to just like didn't really Believe me and I'm like no, no, no, our numbers are really bad organically Like compared to what you would want successful like we've had people in there like if I get under 2000 views on a real I'm not gonna yeah, I've completely failed. I'm like, I don't care. Yeah, how many hours do we make last week? Yeah, so if it's messaging is clear consistent reliable and the ads work then I don't have to spend six hours a week making the best real Yeah, could we do both sure and we're meeting about doing more of that today Um any improving the organic content. There's always like problems to solve but Fuck man. Just good ads strategies. Yeah, such a difference So when I got back from Vietnam, I spoke on the podcast about dynamic ads Which is where you can add multiple pieces of media to the one ad There's a strategy that we used to do this with but it didn't work because it relied on Fate our Instagram determining which was the good one And always was shit Some of the money we wasted on stuff on that was really shit Um, and we have reduced our cost for acquisition by 50% Just by moving from ads individual assets with individual pieces of media To a dynamic creative and it's the management now is so much less as well. Right. Like I don't even Honestly, you only look at the ads once or twice a week. Yeah. Yeah, well you're looking at daily at one point Yeah, you had to man to see which one was working and where the moves spend and all that now. It's just like just this is good Yeah, yeah, Tam and I just had the first conversation. This campaign's been running for 16 weeks Yeah, the dynamic contents now been up for five. We haven't had a conversation about The so the first 10 weeks we changed something weekly. Mm-hmm. The last six weeks I've touched nothing. Yeah, it's and the cost for acquisition's halved So I think it's favoring that Model because it gives a little bit more AI control to Facebook, which likes because it's learning better I was gonna say it's less changes to it's learning better, right? Yeah, so Going to like the follower campaign So there will be an update coming in the standout as well is instead of having your bet So the follower campaign is typically you take your best piece of content and you turn it into an ad Makes some kind of look alike audience you can target people that are like the people you where they're already coach or follow your engage with you Drive them to the page try and get a follow if they follow you like you talk to them and you try and get them on call probably the the lowest barrier of entry to two ads and I still think getting new followers is the number one way for Coaches to get new clients It's just really hard to do organic now Okay, so with that strategy now. I think you take Five pieces of content not one Oh, we run a dynamic campaign. So you five best of to say the month The fucking or forever even the month man like six months One of my girls that still run in the same type of funnel ad That she just made is a real that's like be roll with voiceover. It's still crushing that yeah, just do whatever works Like whatever's doing well doesn't matter how old is yeah, especially like if you can get into a broad audience The biggest the biggest obstacle that Fucking meta needs to solve is you need to be able to use So there's two levels of control you can have absolute control or you can have ads advantage ads advantages like the AI show the right person The issue is you need to be able to do ads advantage but with agenda control Yeah, cuz the girls just get fucking happy dance Yeah, cuz it's so cheap man to get a dude to go look at a girl fuck bands like she's ten cents in fitness Yeah, it's like it's fucking ten cents to get them to go on the profile. So yeah, that shits me Yeah, we don't have that functionality yet So the only the only Choices to do full control then and then gender control it right yeah, yeah, yeah, which then this means it takes time because like the audience if you're You make a view the best look like audience to make is the engaged audience Yeah, they actually are engaging with you and you could have if you just do followers like our we got followers from 15 years ago The right to Michelle Bridges. Yeah. Yeah. Yeah, I don't want to show shit to them So it's people that have engaged. I think them actually can do it at the moment. It's like 180 days If you don't have a lot of profile visits or engagement that list is really small takes ages to build So then you're spending to send to that audience and then you're picking up say you're getting 200 profile visits a week. Yeah, it can learn from that 200 then the next 200 the next to so it can kind of be like a three month You got it now. We actually have a big enough audience slow show the message to slow burn type situation. Yeah, it is But then I had this conversation with with Corey yesterday and was like his his retention to 36 weeks. Yeah So we worked out his client lifetime value was two grand Yeah, so my dude you can make one sale. Yeah, you can spend a hundred bucks a week for 20 weeks. Yeah And make one sale maybe okay Like yeah, it just it's just The mentality of like I need to have this coming out of my bank account every week and I've got bills right now and I get all that yeah But yeah, so I've got beta testing with Emily is going to be to test the BSL and Luke nice and most likely Corey as well It's just a lot higher friction than the follower campaign. You got to set it. It's got a proper setup So the interesting part I haven't run follower dynamic yet Okay, so that's something that I'll but the guys that I'm got doing followers. Yeah, we'll run Is that a new feature? I've heard that before the dynamic creative. We I only heard about it at Vietnam. Oh, yeah So it's only in the last two months yet Because I've heard about like I only doubled that's a little bit earlier than years Yeah, yep, so we'll be writing your ads strategy today. Yeah, we'll like outlining it Um, so that could be something good for you now Would be a follower campaign based on an ads strategy Pay attention. We're going to start releasing some technical webinars and workshops So we would get more eyeballs to your page through that. Yeah, yeah, it's a really good way to kind of do it Um, and then we have a really big audience so when we announce the webinar, we can target an engaged audience rather than yeah, an open We run our webinar to open and it worked pretty well So then we spent Unconfirmed we spent 1.2 Unconfirmed should return 20 yeah It's pretty good. It's pretty good The webinars again are even higher friction. So so that sits above the VSL So is that even used is that even viable and It depends on see it depends on who you are Uh, I know you're going to call it like the last half an hour maybe 20 minutes And I'm just gonna go out and say it. I fucking dominated that webinar Yeah, there's only five people I within three minutes knew all of their businesses Their problems all of that. Yeah, I'm having these conversations all the time So I was able to just be like this matters to you this matters to you this matters to you You need a fucking do this you like just Like smash the workshop and booked It's five people they are booked for calls. Yeah so The the gap of the webinar is more that you have to present a webinar Yeah set up marketing etc. Is that isn't harder than a VSL? But it's more intimidating because it's not a video of you that lives on the internet It's you yeah, you've got to deliver on the day and you can't fuck it up Yeah, and you got to take the ego hit that like we had 27 books and five came Yeah, so that's the problem solution for the next one but it's like Can you take that ego hit and iterate again? So If you work like our marketing strategies right now like I'm looking at our tracker Follow our ads band, we have turned off and I'll tell you why. I would still recommend this as entry level. So Mads from IGM, she's starting this this week. You know, I'm going to chat to her like you need to go to Dynamic and she's actually just out of making content appropriate for ads. So we'll just add it each week. Yeah. Instead of you have five, we'll just add one every week. Yeah. Yeah. So that I think, Lois Friction, you just need to get good at converting in the DMs and you'll do a sale a week with 100 bucks a week. Easy. If you're messaging and yeah, content is good. What did you say? It's like it always works unless you're selling something that no one wants or you can't deal them with it. It's going to the wrong person or you're selling something that nobody wants. Yeah. Yeah. The message is either the message is not clear or no one wants it. Is there any way that this doesn't work? Yeah, of course. Yeah. Yeah. So if you're good at messaging and you can bring people from a DM to a sale, then you're good to go. Next, next tier, I would say VSL. The thing with the VSL, you need to be able to write a landing page, which we may just for clarity, we went six weeks of nothing. But we knew that. I sat down and I was like, I will make this video. The video itself, I'm willing to film this six times before it works. Yeah. So if you think about your budget, if that's a hundred bucks a week, ours was not. It was a lot more than that. I'm willing to lose that for six weeks to have this. Yeah. And now I'm sitting here 16 weeks later going seeing the dollars that it's made. It's like I'm pretty glad I was able to lose money on the front end. Yeah. You got to build a landing page. You got to film the VSL itself. If you guys have seen our VSL page, you'll notice it's in the studio. I'm at a desk. It's very well lit. Tams added to that. The captions are good. There's pop-ups, there's all that sort of stuff. We need to deliver a level of polish because you as a personal trainer want to know we can do something you can't. Yeah. So I could have done that on loom, but it's like I can film a new video. It's not impressive. Yeah, it's a bit low budget. Yeah, but like realistically as a personal trainer, they just want to work with the person. So you could get away with a lower budget production. Absolutely video itself. What's going to matter is the script, the evidence, the messaging, your posture, communication. Again, compared to a follower ad, we just have to make a few reels, frictions up. Yeah. Landing page frictions up. We need to make, if we're going to do dynamic content, I think five, one polished ad, one relaxed, one polished talking ad, one relaxed talking ad, one b-roll ad, one carousel, one still image. So I would have all five types of content that people like to consume. Yeah. With the same messaging delivered, maybe slightly different angles as one thing. So also now with the BSL, you have to go make ads. That is still the highest friction thing for me to do. Make the ads. Film them. Yeah. It's just a thing that I'm like, because there's pressure on it. Yeah. If this is shit, no one buys the thing. If no one buys the thing, I waste money. Yeah. So the procrast, that's the thing I would procrastinate on the most. Yeah. Because it's the highest cost. Yeah. So there is a lot more friction in building the BSL. Then you probably, like, you're going to have your animations and stuff anyway. So some of my books are called what happens. You should have all of those animations set up. Lead magnet I've deleted, got rid of. Just to be clear, we got fuck loads of leads. Like a lot. We've had 77 opt-ins in four weeks. Yeah. But it just doesn't lead to sales. Yeah. It's getting in contact with people and all that's just not working the way that we want it to. Same as it used to be. And what I did want to touch on. Both the BSL and the lead magnet have generated the same cost per follow as our follow campaigns used to. So I don't run them right now. Right. So when we used to drive, come see my Instagram page. It cost us X amount of dollars to get a follow. It cost me the same. If I ignore all the leads at the BSL, the lead magnet gets as leads. Just the follows cost me the same per dollar. Yeah. Well, so that's why I run a follow account. I get more. Yeah. So I get real and the people that follow a better. Yeah. Because the ad says, are you a personal trainer that makes $1500 a week and you want to go from face to face to online? Yeah. Not that feeling when four clients cancel. Yeah. And you're kind of trying to just ease them in. It's like, this is the fucking problem you have. Yeah. We solve it. You only like in that page. You feel that person? Yeah. So much, much warmer follower. Yeah. As well. So that's really interesting to note. The webinar, I was super skeptical to the point where I wrote the review that I needed to go to my mental with. And I was like, already, like, I don't think B2B webinars are going to work. And we need to just do the training ones. Until I was like, all of those people are going to sign. Yeah. And we'll probably, we'll do 20 to one on Addspin. It's like that. Yes. We'll do that again. My mentor is running them in fitness for B2C. I don't have the data to say. Yeah. I'd be really interested to know that because that would be like, so you know who we coaches. Yes. Yeah. Yes. You know the brand. I'm talking about. Yeah. Yeah. So they're doing them and crushing. Yeah. And it's one of the biggest things in the Australian fitness. Yeah. Like probably top five. Yeah. And it's working. Yeah. So it was like five years ago. It was the thing. Yeah. And it's like it's cycled. Yeah. Like it. Yeah. Oh no. Fuck me. Damn. Help. No. Well. So I've just covered for the ear people. I've just covered myself in coffee. Like really bad. Thank you. Thank you. So was that just for then you thought it was? Yeah. Yeah. Yeah. I wasn't watching. Yeah. That'll get you. So the first thing in the webinar is you need a landing page. Yeah. Still. You also need ads to film. You're also going to have to test the messaging. The name, the title of the webinar, all of those things. So you like, I think Tim said they did 16. Yeah. And it's like, it's not like they were failed until then. But like number 16, they still run and they fuck print for it. Yeah. That's they're like 700 K months. Yeah. Baby kind of thing. So with the VSL, we had to the video itself, if I could get someone to watch the video, it was like a 90% book rate. But I couldn't get people to watch the video. Yeah. So it was actually web landing page generations. Yeah. Yeah. So you have to be willing to go in and be like, I got to change it. So I got to change. It's hard to tweak that. See what happens. Tweak that and see what happens. The webinar is the same. It's like the lead man. And if the title's wrong. Yeah. No, it comes. So we were lucky. Every webinar we've run in the past. We've had unemployed people. It's like they come to the call. We're like, oh, tell me about your business. I started two weeks ago. I have three clients like fuck. I'm about to ask you to spend thousands of dollars. You don't have it. Go to the podcast queen. Yeah. Here's a product from 500 bucks to help you make the money that you then can pay me for what you actually need. Yeah. So that's really interesting. So I guess to take home with all of it is iterations. So we talk about Mads in our ads a lot about like she popped off and she did 21 in 12 weeks or so. So 21 in 20 weeks. She did eight organic in 12th and turned her ads on and did 12 in eight. So 20 sales in 24 weeks. Yeah. The tweaking of the top of funnel early took a bit. Yeah. And then she had one message that just fucking cracked. There's one real that just the cost per the follow was like two dollars. Fucking insane. It's being willing to we had this conversation with someone yesterday. You have to be willing to go to the gym and be really shit at it for six months. Yeah. And that's going to cost you time and resources and resources and emotional energy and all that shit. And then eventually you'll look at the mirror and go, oh you know what? I look better. It's the fucking same man. And it was the same when you started as the PT that like the PT still sitting around going, I don't want to I don't want to I'm bad at sales. I don't want to learn sales. I don't want to do sales to have no fucking clients. This is the same in the online space. Yeah. It's all the comp sessions that you did. Yeah. Exactly. So it's it's yeah. It's a really interesting space. That's where we're at with it. I'm still not even doing any direct selling. I'm going to do a direct sell for one on one. Yeah. Next month. So if you're currently earning over 10 to 15k and you want to do ads directly, that'll be an offer that I'll be releasing for one on one spots. I think I have to. Yeah. So DM me before they come out, but that'll be the direct. I know you've been in the web for a long time. If you're you know the ads of like, I'm looking for five people out there that worked three years ago that don't work now. Yeah. They only work if you're showing it to someone who's been in your web. Yeah. And who's ready to buy just needs the punch in the face to it. Yeah. So I don't we don't have anyone in our program that would benefit from that right now. Yeah. Because every time I say it, I'm like, yeah. And I think most of the people say probably a little burnt out from it. Yeah. Yeah. And it's just Just like nine times out of 10, I'm not one of the five people. So, I'm looking for five people who, this, this, this, this, and this, like I'm none of those things. Yeah. So, you haven't, this should be retargeted, stage four, and you haven't done stage one, two, three. Yeah, like you haven't, if you're seeing it, yeah, if you're seeing it, yeah, and yeah, that's it. I got one that was like for women in male dominated industries, nah, um, yeah, cook that. Okay. Yeah. And it would have just been interest audience because a lot of my girl, a lot of my followers are female because I coached women for the fucking 10 years. Yeah. That's just throwing shit at the wall and, and then one, and then they're the people that are like, I just don't work. I just don't work. Yeah. Like, no, that shit ads don't work. Yeah. It's like saying, go on, the gym doesn't work because you fucking work. Yeah, without having a program. Yeah. Yeah. You don't have a program and whatever. Yeah. I, like, threw my ankle back when I did walked on the stairs and my glutes didn't grow. So, the gym doesn't work. So. Okay. Oh, there's lots of people in the gym that got good for zigs, there's lots of people that matter to make a lot of money. Yeah. For sure. And so it's funny, I saw someone yesterday, I was like, matter sucks until you make money. And then you don't care. Yeah. You suck. Yeah. Yeah. Yeah. Just find a way to make it work. Yeah. Yeah. It is what it is. Okay. Ten minutes. Three questions. Okay. We'll probably only get through the first one. No, we've got to get better and answer questions. No, so I did this on purpose. Okay. Yeah. Yeah. Because we had a really good chat during the week with, we'll name because it's a shout out moment to Raleigh because he's fucking crushing it. Sure he does. He doesn't know what to do. Yeah. So, we need to solve. I love solving problems because things are winning. Yeah. It's the best fun. It's the best fun. And like we're in that spot the moment, it's great showing up to work so much more fun. And solving the problem, the problem is that we're losing sucks. It's definitely a different vibe. Solving the problem that we're winning is way more fun. Yeah. Pre-end post conversations. Very good too. Absolutely. Yeah. So, what do I do when I'm sold out face to face PT? Yeah. It was the question. Yeah. So, first we need to define what sold out is because we also had a conversation yesterday with someone who's like, I don't really have any spaces and we found 24 in a small group training program. So, that is a consideration. Then we go, okay. So, genuinely my one-on-one business is at capacity or I'm at capacity for how many I want to do. Of course. What do I do? So, we broke it down really into two. There's three pathways in my opinion. Number one, just jack the fuck out of your process. Yeah. The only way to make more money at that point is- That's crazy. Yeah, which is easy to do and if you're pretty comfortable with where you're at and like we are very more next people, but not everyone is and some people I think are convinced that they have to be and they don't. They beat the shit out of themselves for six, 12, 24 months because someone's telling me and telling them they should. Yeah. Those are our videos. We'll borrow Chris again, Mr. Williamson. It was like he met someone who was like, oh, I'm like making like five to seven K a month right now. I'm just coaching some one-on-one people and I could just really, really enjoy it. It's like the most fun I've ever had with work and he was like, oh, that's amazing. You should like turn that into like a group program and all you need is just like a funnel with some ads and then that'll run into a landing page and the landing. You just call them and then you can funnel them into a group, blah, blah, blah. And then he was like, I heard myself doing it and I was like, what the fuck are you doing? You she just said to you, how fucking happy she is. Shut the fuck up. It's like the parable of the guy that goes fishing, right? Yeah. So if you're just happy, just we process up. Absolutely. And just fucking enjoy that. I'm actually scared to drink this coffee now because I'm so embarrassed that I've spilled it away with myself in front of everyone. Everyone has to watch all of the videos. We're going to have that as like a short clip to play. It's got a bit of a clip at the end of the year. Fuck my life. We don't have any blue piss these days, we don't do as much recording. And when we do, we don't fuck up as much because we're just being ourselves. Yeah. We're just still stupid. Yeah. Just a different way. So another model that we've been doing, I'm getting a lot of success with the IJM girls with this is actually one of our one of one of one coaches as well is face to face into online. Yeah. Yeah. Yeah. Like whatever time. Yeah. The eight weeks is arbitrary. A certain period of time when they work with you one on one and then you move them on into a face to face. I worked with a guy a couple of years ago who was doing like four or five hours a week. And he was only doing two weeks. Yeah. So you get him for two weeks and then you're off. I don't know what his retention ended up like. Yeah. We've been working together long enough. But I think in a Jen pop gym two weeks isn't long enough. It's way making four or five hours a week. Yeah. Yeah. It's like it doesn't matter. The churn would be. Yeah. If you sign them into a 20 week minimum, whatever. Yeah. So I know you leave me. Yeah. I've got more. I've got more. It's all good. Yeah. So if you have a six day week minimum, you sound four a week, 32s, five grand a week. Yeah. You're okay. You're like, you're not stressed. You're not leaving. Most of our listeners want to keep their clients longer. Yeah. They want a coaching business. Correct. Yeah. And not a sales business. Yeah. So in that situation, I'd say it's probably at least eight potentially longer, but you've got to balance like your needs in terms of capacity and the needs of the clients. To be able to move on. For sure. Then if you consider like, okay, what we're getting with the girls is like some people they're just like even the consultor like this person's not. Yeah. They're not going to be able to do online. That's not going to work. Far is out there. Yeah. So likely what did they even open their fucking app is challenging, right? So going back to old school, what we've been doing 15 years is adding some kind of small group model. Yeah. And not being hated by everyone in the gym when you do it. It's also very important. Yeah. It's delicate situations. I think four to six on one works really well. And I think you can do that at peak time without interrupting, with you still being able to give a great service and without interrupting everyone else. Agreed? Six to be pushing it and that just like six for me, four to six depending on the size of the gym. Yeah. Six to me is that three pieces of equipment. Yeah. Because it's I go you go model. Yeah. Yeah. I'm not getting in semantics. It depends that much for place, for space, you know, I'll keep on. Of course. Yeah. Yeah. But you would make an assessment of that. Yeah. Prassing wise, typically four would be awesome, like just even time. I would love to do four. Four would be great. Yeah. Even just like think about cost per client. Yeah. Then total cost for the session. Yeah. And then how that session runs and the results that they could potentially get. Yeah. Because it's still huge. Like I would say it's still quite intimate. Yeah. Yeah. So you still have a. You still watch everyone set every set. If in over 45 minutes you could do an assessment with every single person, like how was your week? What's the pan? Yeah. You know, six people for a 45. Yeah. I don't know if you're doing that check in. You probably need to move that. Yeah. Or move it to an hour. Six for an hour. Yeah. And it's like you could probably get it through every hour. Yeah. Yeah. Yeah. So general rule of thumb is 0.5. Your regular rate. Yeah. Per for 100 bucks an hour. Every person's paying $50 for that session, which means your hour just turned into 200 bucks, which means you doubled your income. Yeah. Yeah. So we have a story with Shoutout to Joe. Joe's fuck, have you seen his Instagram lately? It's popping off. Fucking killing. I only saw it like two days ago. So it's crazy that you said that. Yeah. It's like, oh, fucking good. It's going into all this like, like dating. Yeah. Funny shit. Yeah. I saw something that was like talking about like the price of a stay-at-home mum. Yeah. Yeah. Like I was like, fuck. He makes a good point. He's crushing it man. Yeah. Yeah. So he introduced block out times through small group training and made his small group training the same price as one on one and doubled his one on one rates. Yeah. Well, you have 30 clients. Yeah. And they all just, they all just went up. Yeah. So he just made $50 bucks a week. He doubled his income overnight by doing nothing. It was fucking crazy. Results may vary. Not financial advice. Yeah. Yeah. Don't go do nothing. It's the same outcome. It doesn't happen. It wasn't my fault. It was really fucking good though. Like people obviously really like, you know, just what they're getting. Correct. Yeah. We don't really need to give that up. Yeah. So that would be your next step. So to make this work, you would need to just side during the consultation phase, what pathway you want this person to take. Yeah. Because you can't give all three options. No. This is why it's too much. Yeah. That wouldn't even know anyway. Like whether they're ready for online or whatever. Yeah. Yes. Agreed. But instead, during that consultation process, you do a consult that you do in a training session, I would actually make the decision. I spoke to the girls about this. I would make the decision in the consult. And then your wow session, which is your training session for those who don't speak our language. Your training session is actually an invite to the group. Yeah. Because Sally in the group, when I don't know who it is and who's going to be them. What if I don't fit in and what if I'm not as fit as everyone and, oh, I'm just going be judged or like a really like it starts to fucking noisy. So I was like, I think you're going to be great for this. So what we're going to do is get you into Monday night 6.30 group. You're going to come in and try it. And then I'll sit with you for 15 minutes afterwards and we'll have a chat about the options for you. And that's how we're going to do it with the girls. And that's how I would recommend you do it. So people have that exposure. It's how we sold it. You're strong as well. So we didn't have enough stuff. So we had to. Your only exposure was like, maybe a consult. But it was like, you come in, you try the fucking class. And at the end of the class, it's this much money. What are your goals or what are your obstacles? This is how we're going to do it. It cost this much in 15 minutes. And we closed really well there. So yeah, that's how I would roll that system out. Last one. And maybe I'll let you answer this because I've spoken a lot. That's OK, mate. I spoke a lot on the last episode. Adding a coach. Yep. When and why would you do that? You're working with race at the moment. I think you've got three. I think he's had four. Yeah, yeah, three or four. When would you four? I think if you want something that's more than just yourself, you want to work with a team. I definitely think that's the thing to do. If you want more impact, reach more people, like you're not going to be able to do that on your own to bring in someone in, would be worth it. So I think that would be the biggest things, I would say. Then there's also just like the-- you'd basically, if you do it properly, do implicating yourself. Yeah. In a capacity. Yeah. So just like what you can take on in terms of growth, it's great. But it comes at a significant risk. Yeah. You've training, methodology, systems. You have to have your shit on luck. Yeah, you can't just go. I've got no more one-on-ones left. I'm going to go and get a coach to fill the one-on-ones. It's like how do you coach them? Like, yeah, how do you set these grips? How do you sell? How do you sell? Yeah. Reach all of it. All of it needs to be very, very congruent across the business. So yeah, there's a lot setting it up. Then that agreement needs to be real tight as well. Like, benefits for how it works. Why are they going to stay? Like, why would they not just build 30 and then fuck off and take them? Like, what's your value add? So our value add, like we did 17 trainings through our sessions a week, our value add was the biggest part of it was education. Yeah. It's like you wouldn't, the people who arguably wouldn't necessarily have gotten to the sessions that they got into without using our methodologies. So as much as they had to pay us a cut, they wouldn't have earned as much had they not been working with us. Yeah, absolutely. So did you break even? For sure. But on top of that, you also spend more time actually training people than doing the administration, the bullshit that we did resource creation programming. Nutrition. They don't have to go pay for outside education in terms of courses and all that kind of shit because it was all done. Like, everything was like organized for them. Merch was done, events was done. Social media was done, branding was done. Like, the input of hours outside of coaching people was drastically reduced. But because you lost some of the cut, you had to coach more people to make the same money. Yeah. But you kind of ended up really in the same spot. Yeah, for sure. It made sense that our successful guys stayed for two, three, five years. Yeah. Damn, still. Yeah. Not the VP days anymore. Yeah. But understanding what your value is, because then the opposite model to that is you do the selling. Yeah, correct. And if you get clients for them and plug them into the model, you can take a higher percentage than what we do. For sure in that model, because they don't have the client with that. Yeah, for sure. Whereas we taught, this is how to get a client. And when you have them, there isn't a delivery. So you've just got to make sure that you know why you're available to the trader, beyond the build phase. And then make sure that you have agreements that are favorable to your business, long term as well. Yeah, and without talking anyone off the ledge, it's like more people come with more problems, man. So it's like there's a tremendous upside. And but you're just most likely going to fuck it up at some point. Yeah, absolutely. Like everything else, yeah. We've made a lot of, you know, we've done a lot of things that we would have done in a different way. And necessarily think we wouldn't do it. It's just we would have done it differently, especially like onboarding training, regular, weekly, monitoring and expectations of performance. Like there's a lot of, I wouldn't say like red tape, but just like for a lack of a better term, that type of stuff that like needs to be done. Because if you do just bring somebody in and leave them up to their own devices, like things just get out of control and, you know, quality starts to drop or just even operationally. It's just like what the fuck is going on here? Yeah. So yeah, like it's, there's a tremendous benefit to it. If it sits with your values and you want to have something with a group of people, it's fucking awesome. Yeah. It is great to have a team. Yeah. It's cool to do things together. It's cool to win together. It's better to lose together than by yourself. Yeah. And then there's also that little bit of like growth too, because it's like you've got to be a fucking leader, man. Yeah, better. You can't bring a mate in, like your, it's your business, you're bringing someone in, you're a leader. Yeah. Like you're the tip of the spear. Yeah. So you've got to make decisions that aren't necessarily solely for your own benefit. It's for the benefit of someone else. Yeah. And potentially somebody else as well. And you've just got to look at the world and look at business in a totally different way. Yeah. Yeah. The only other note, 'cause I know everyone I know that's put on trainers around this model, the hardest part is you will build relationships with people over extended periods of time that will end because of the business relationship ends. Yeah. And that sucks to be prepared for that as well. Yeah. But yeah, I would still do it again. Yeah, of course. Yeah, for sure. For sure. Sick. I do it in that order though. Yeah. Yeah. Like increasing prices, you know, see what capacity you can take on with the rework of your business model, then look at bringing a trainer on. 'Cause if you do it like that, you're bringing a new trainer in on a higher price point. Yeah. And then you bring it in to a more optimized business model, and then you've got someone else to, you know, occupy a full schedule. Yeah. So that makes the most sense to me. Completely agree. I've been catching myself saying absolutely, 'cause you say it heaps. I say it to RJ all the time now. Yeah. And I hear you when I say it, like fuck. Yeah. It's better than 100% bro. Yeah. Yeah. Yeah. I hear that since you pointed it out all the time too. I was like, fuck a white boy podcast. Absolutely. Absolutely. Awesome. All right. A polished version of a 100% bro. (laughing) There's a pod I listened to cars and money, and there was a chick on there, and she said it flat out, 100% all the way through the episode. And I was like, oh, you're a white boy. (laughing) I listened to so many bodybuilding podcasts. It's just all the time. Yeah. Yeah. All right, that is the episode. Thank you guys for tuning in. If you haven't already, like, comment, subscribe, comment, give us some feedback on the episode. If you want some more help with ads, there are ears, like I said, I think I have two spots available for one-on-one. We do cover ads. I have this is for like the high-level VSL testing full review shit, but we do do ads in standout PT. But first, you're gonna have to build your organic content one times out of 10 together. You're messaging right, you're content layout right. You deliverables, you're sexy new truckers with Jason, get all that in place. There's no point. The way I talk about ads is like, it's all taking steroids. You can see a dude in the gym that doesn't take care of anything else and just takes steroids and looks like shit and feels like shit and gets all the shitty side effects without any of the actual benefits. It's the same when it comes to this. If everything's in line, and then you take gear, well, you build a shit load of muscle and get really strong and leaner, hopefully. Same with your business, yeah. Link to a call will be in the notes on YouTube and on Spotify, like, share, comment, subscribe, do things, thank you, see you next week. See you guys.