Yesterday’s blog post generated quite a bit of response.

A number of folks commented to the blog their opinion on “Why some folks struggle” AND we also received a few MORE crazy e-mails from folks who were too chicken to post their comments.

One of these folks questioned if this was even a real e-mail we received, or something I just happened to ‘kook up’ to get people going.

I assure you, this is real… and life’s interesting enough that I don’t have to add anything to it.

Anyway, I promised I’d share with you my take on this whole thing today and that’s what I’m going to do.

I’ve also got a special invitation and gift for you today, but we’ll come back to that in a moment.

In case you don’t remember the e-mail we received that spawned this whole thing, here it is:

“Gentlemen:  I gave it my best shot.  I have worked myself into the ground the last few months creating a business plan, new website, monthly newsletter, house list, direct mail letter, press release, article, new business card, strategic alliances, etc…  There are many more of your ideas I would love to pursue, there is just not enough time in the day.

End result so far:  No new clients.

I cannot justify spending $37/month on the NPE newsletter.  Your initial program is outstanding, with many great ideas, but no new clients.

Please cancel my Gold membership as of today.  Thanks.”

———————-

So, why is this person struggling… while so many folks we work with are killing it and having their ‘best year ever’?

Could be a number of things going on here.

I’m not a therapist, nor am I into a whole lotta metaphysical mumbo-jumbo about lack mentality and belief system (although I will say where there’s smoke, there’s fire). I’ll leave all that aside for the moment and cut right to the chase.

I don’t know the exact circumstances of this person’s business but what I do now is that for beginners it’s best to keep it simple.

Learn and master just 1 system FIRST.

Learn how to SELL.

A few folks commented correctly yesterday that leads alone will not directly bring in any revenue for your biz.

SELLING someone on handing off their hard-earned dough in exchange for a product of service you are offering is the ONLY thing that actually brings in money and ‘gets’ you a client.

Without SALES (or conversion of your leads), MARKETING (lead generation) for the sake of marketing is meaningless.

That’s why we teach our AUTO-CLOSER Sales System and encourage many to make it their ‘first’ coaching program they invest in.

Then once you’ve learned how to sell, it’s time to take a look at marketing and I recommend if you’re an independent personal trainer, then start with learning just 1 marketing method before going into a ton of advanced strategies.

My original primary marketing method was public speaking and I used it to build my business and get a waiting list for my services pretty quickly.

One or two good marketing strategies, executed well, is all you need to fill up your books as an independent personal trainer.

However, when you make the leap from just working for yourself to having a facility with overhead and expenses, and a team of trainers working for you, having just 1 or 2 marketing strategies is usually no longer enough to get the job done.

Now you’ve got to generate a volume of leads each-and-ever month to keep the facility busy AND you’ve got the added pressure of significant overhead/expenses pushing you to not just settle for a ‘few leads’…. you need a LOT of leads… all the time!

So what most people do next is start to study the different tactics that can be use to accomplish that goal. They read up on websites, newsletters, advertising, direct mail, strategic alliances, and a whole lot more.

AND THIS IS WHERE THEY GET TANGLED UP.

They get lost in a sea of confusion and never get anything really implemented and working properly.

Mostly because they don’t understand a SYSTEM of how everything should fit together. When frankly…

THAT IS WHERE IT SHOULD ALL BEGIN!

You’ve got to understand the big picture (i.e. SYSTEM) first. Then breaking down how each type of marketing campaign and activity works together within the SYSTEM… and getting traction… becomes pretty easy.

The person who sent this e-mail in (who we still haven’t heard from by the way, so if he/she is reading this please let us know who you are so we can take care of your request) is not alone.

Lots of folks are in a tangled mess with all the information overload floating around the internet today.

That’s why last spring we worked hard to develop a complete program that would help people ‘get untangled’ and understand the ‘big picture’ (SYSTEM) as well as how to integrate all the different tactics, tools, and more that you’ve heard us and many of our members talk about.

If you have NOT read my “How To NEVER Run Out Leads!” Report or received the free companion audio CD, then get your copy at:

http://www.FitnessMarketingExplosion.com

Next week we’ll also offer a 1-hr fitness marketing coaching session to everyone on this list who registers to attend at:

http://www.FitnessMarketingExplosion.com

Lastly, I’d like to encourage anyone who needs help to use the channels of communication we have open (call the office at 888.866.4998 or if you’re a Gold Plus level member or higher then you already know how active the forums are in our membership site) and let us know what’s going on in your business.

Listen we’re doing very well over here and won’t be affected one-way-or-the-other if someone chooses to cancel a $37/month newsletter subscription with us.

But cutting yourself off from people who can help you… when you’re struggling and really NEED the help… is NOT the wisest decision someone could make.

By receiving this newsletter you’re part of an elite community of several thousand fitness business owners who want nothing more than to help others achieve the same level of success they have achieved and more.

So, ask for help… and we’ll do everything to help you sort things out and get back on track.

Don’t just stick your head in the sand and ‘hope’ things will change… get the support you need to MAKE them change.

That responsibility (and power) is yours.

To your success,
Sean

P.S. If you own a studio or have other trainers working for you (or hope to soon) then you understand that having a complete marketing SYSTEM (not just 1 or 2 tactics) in place is essential to the health and stability of your business. I invite you to download our “How To NEVER Run Out Of Leads” report and audio cd, plus register for a 1hr coaching webinar we’ll be hosting 1 week from today at:

http://www.FitnessMarketingExplosion.com

Hope you had good weekend.

Eric and I worked most of the weekend putting the final touches on preparations for the big NPE MEGA-TRAINING workshop coming up in 2 weeks in Boston.

Although this is our ‘first’ event, I’ll tell you what this thing is gonna kick some serious *ss.

My only regret is that we can’t fit more people in the room to attend and take part in the experience. It’s going to be THAT good.

For those who have secured their spot, get ready for one heck of a wild ride.

For those who have NOT, well everything is just about wrapped up but if you call the NPE office today at 888.866.4998 you may talk the girls into sneaking you a ticket to get in.

Anyway, that’s not what I’m writing you about this morning. I’ve got much more interesting discussion to dig into…

This morning I had 2 e-mails forwarded to me by our support staff.

FIRST was a video clip with edited success stories from our recent DEEP CORE class graduates. We wrapped up the class a couple weeks ago, and now I have to choose a winner for the class contest.

Honestly, each of the 5 finalists have such great stories it’s not an easy pick. But I’ll get to that later today.

The SECOND email forwarded to me was a request by someone to cancel their Gold Membership. Problem is, Bridget and Lauren have no name to go with the e-mail sent in and the e-mail address is nowhere to be found in our system. So, they weren’t sure how to handle it.

It’s an interesting e-mail, so let me share it with you…

“Gentlemen:  I gave it my best shot.  I have worked myself into the ground the last few months creating a business plan, new website, monthly newsletter, house list, direct mail letter, press release, article, new business card, strategic alliances, etc….  There are many more of your ideas I would love to pursue, there is just not enough time in the day.

End result so far:  No new clients.

I cannot justify spending $37/month on the NPE newsletter.  Your initial program is outstanding, with many great ideas, but no new clients.

Please cancel my Gold membership as of today.  Thanks.”

I have my own thoughts about this e-mail, and why this person may be struggling to grow their business.

But before I comment, I’d love to get your feedback.

Why do YOU think they are struggling?

Does getting a business plan in place, building a website, sending out a monthly newsletter, etc. guarantee you’ll get new clients and grow your business?

Or maybe all those things are a bunch of hooey and don’t really work to build your business at all… instead they prevent you from actually getting new clients?

What’s the story?

Post your thoughts and comments to the NPE blog below.

I’m interested in your take on this.

And then I’ll share my thoughts with you in tomorrow morning’s e-mail.

Regards,
Sean

P.S. If you’ve been reading our e-mails for any length of time, then you know we share a lot of fitness business building information with you. Lots of people are VERY successful using our information to grow their business, but there are probably just as many who read these e-mails and still struggle. What do YOU think holds some folks back (and maybe even yourself at times)? Post comments to the blog and I’ll share my thoughts with you tomorrow morning.

P.P.S. To the person who wrote the e-mail, let us know who you are so we can take care of your request.

You’re cutting it kind of close, you’ve got just hours to spare! Look, take your lunch/brunch today at…

-> 2pm EST (1pm CST, 12pm MST or 11am PST)

…And join myself and Eric for one hour of intensive sales training - you have nothing to lose by doing so - and if what I’ve been saying is true; you’ll discover how to add $1,000 - $3,000 extra to your monthly income. What is there to lose?

Now you MUST, absolutely, positively register right now to attend, the webinar is only hours away. Click the link below to do that now:

www.FitnessSalesExplosion.com

Because it’s so late now I can’t guarantee the system will be able to process your details in time; like I said demand is huge. Again, click the link below now and if you get an e-mail back with login in details then your in:

www.FitnessSalesExplosion.com

And if you don’t get an e-mail, then we’ve reached critical mass. Click below now and see if there’s still space:

www.FitnessSalesExplosion.com

To Your Success,
Sean Greeley

I want you to carefully read the following two stories and then I have a question for you…

Story #1:

“I would have many time wasting consultations with highly unqualified clients and then I would almost beg them to start training with me.  In the process of doing all those wasted intro sessions, I would consider selling a package of 12 sessions a victory.

I am now closing 7 out of 10 consultations for either silver package (36 sessions) or gold package (75 sessions). I am improving each time I run the auto- closer system and know that I will soon close on a platinum package (100 sessions) or even better.”

-Craig Poindexter, West LA Personal Training, Los Angeles CA

Story #2:

“The largest sum I had ever earned was $1000.

I took the Auto-Closer course recently. I have only presented to one new client since then, but it was a whole new story.  The client bought a 24 session package (a first for me - my clients have always booked only one month at a time) and the client agreed to pay $2670 for the package.That’s the largest amount I have ever billed a client.  I was thrilled. It felt so professional.  He committed to 24 sessions. No more month to month booking. I am looking forward to presenting my personal training packages to many more clients.”

-Bonnie Reed, Fitness Matters, Bloomfield NJ

Okay, now here’s my question: If they can do it, what one reason is there that you can’t?

After you register to attend the F.R.E.E. Fitness Sales Explosion Webinar (taking place TOMORROW) by clicking the link below…

www.FitnessSalesExplosion.com

…Here’ll be your answer: Nothing, Nada, Zip, Zilch!

In fact the only reason they can do it (double their package sales and close at 70%) and you can’t right now is because they know everything I am going to share with you at the Webinar, so get your skate’s on and RSVP already by clicking the link below now:

www.FitnessSalesExplosion.com

You’re a business owner, and I don’t need to tell you that sales is where the money’s at so register for the F.R.E.E. Fitness Sales Explosion Webinar today, and I’ll speak to you tomorrow.

To Your Success,
Sean Greeley

P.S. Hundreds of fit-pro’s have registered already and unless you do to, you’re going to get left in their dust. Seriously, you’ll see for yourself what all the fuss is about Tomorrow, Thursday 11th at 2pm EST, but you must register first. If you want more information, before you do, click the link below:

www.FitnessSalesExplosion.com

One of the fastest and most effective ways to learn how to do something new, is by watching someone else doing it first…

…One of the reasons I progressed as fast and as far as I did as a professional Wakeboarder is because I spent a lot of time practicing with my peers.

By closely watching each other perform, we quickly picked up how to do new tricks, flips and maneuvers.

And when one of us splatted against the hard water surface at 25mph; well, we quickly learned what NOT to
do too. And that is why we were the best in the world.

In September 11th at 2:00pm EST you are going to learn how to sell fitness in the same way, because I am going to be doing FIVE case studies of your fit-pro and studio owner peers who have already used the sales strategies I am going to train you to use.

They are…

1. Craig Poindexter - Closing 300% more sessions than he’d planned for!

2. Alan Condon  - Shared the secrets with a colleague who went from a 0% to 90% closing rate!

3. Nathan Nowak - STILL closing at 100% and hiring new trainers to manage the overflow!

4. Steve Lynch - Sold his largest package ever at $7,200 for 144 sessions!

5. Bonnie Reed - Just closed 24 sessions at over $100 a go!

…During the F.R.E.E. webinar I will take you step-by-step through their success so you will understand how
to relate what I teach you into REAL WORLD RESULTS.

And when you put this new know how to use, you can add $1,000 - $3,000 to your monthly income - easy.

But you have to be registered to attend first! R.S.V.P. immediately by clicking the link below now:

www.FitnessSalesExplosion.com

Tor Your Success,
Sean Greeley

P.S. If those five fitness professionals are achieving these results, imagine what you’re going to be capable
of after the F.R.E.E. webinar!

Register today at the website below:

www.FitnessSalesExplosion.com

Today I want to briefly go over the 3rd and final sales strategy we’ll be covering in the F.R.E.E. Fitnes Sales Explosion Webinar this month…

…How to problem build.

If you want full and LIVE training on this strategy from myself and Eric, register for the webinar now simply by clicking on the link below:

http://www.FitnessSalesExplosion.com

Okay, so problem building works like this - the bigger the health/fitness problem your prospect faces the more eager they’ll be to buy your services.

For example, if a doctor has told someone they have 30 days to live unless they get into an exercise program and lose weight right now… well that someone has a big and obvious problem - death - and so, you shouldn’t have to struggle too hard closing them on a package.

Because, you’re selling the CURE.

But, what about someone who is slightly overweight or slightly unfit - they have a problem sure, but it’s not a HUGE and URGENT problem - at least not to them and not right now. So at this point they’re not fully, 100% commited to getting in shape, and of course this makes them a hard close.

Because, you’re selling PREVENTION. And getting someone into a training program for 3hrs a week to prevent poor health in later life just doesn’t turn most people on, because they never think they’ll get to the point where they NEED it like Mr. 30 Days To Live does.

And so, when you’re closing this kind of prospect (99% of the time), it’s your job as a sales superstar to bring any potential problems right into the front of their mind - as if the problems have already developed, and they need to cure them fast!

Of course health problems aren’t the only motivator for your prospects, but they’re one of the most common. I’ll be going over this in detail and more at the F.R.E.E. Fitness Sales Explosion Webinar so be sure and register today by clicking the link below:

http://www.FitnessSalesExplosion.com

If you’re not closing at least 9 out of 10 prospects then your current sales system is flawed; when you attend the F.R.E.E. webinar we’ll fix that and add $1,000 - $3,000 extra to your monthly income in the process.

Register now by clicking below:

http://www.FitnessSalesExplosion.com

To Your Success,
Sean Greeley

Want to know how you can turn less leads into more money?

The secret is a sales strategy called pre-qualifying, and it’s one of the 3 steps I’ll be training you up on during next Thursday’s F.R.E.E. Fitness Sales Explosion webinar.

But for me to do that you need to register first, which you can do by simply clicking on the link below:

http://www.FitnessSalesExplosion.com

So, back to pre-qualification and how turn LESS leads into MORE money…

…Here’s how it works, using the tips we share with you at the webinar; you will learn how to screen your leads before you try and sell them, so you quickly weed out poor, non-buyers without ever having to waste half an hour pitching them in your office, or wherever.

And so any leads that eventually come your way for a face-to-face sales session are high quality and ready to buy, making closing them a cinch!

This weeding out or pre-qualifying process can be done over phone and is a real time saver and money maker when you know what questions to ask and how to ask
them, allowing you to gage the quality of your lead right away and then you can decide whether or not it’s worthwhile getting in front of them to try and sell a package or two.

It sounds simple and it is when you know what to do and learn exactly how to do it.

Eric and I will show you the way on the F.R.E.E. Fitness Sales Explosion webinar on September 11th, at 2pm EST, so be sure to register.

Discover how to make more money with less leads by registering to attend the F.R.E.E. Fitness Sales Explosion webinar by clicking the link below:

http://www.FitnessSalesExplosion.com

To Your Success,
Sean Greeley

P.S. If you want more information about exactly “how to make more… with less” you’d be insane not to attend this F.R.E.E. webinar, visit the webiste below and find out how to get your hands on a bonus report and CD too:

http://www.FitnessSalesExplosion.com

“That’s too expensive!”

Ever heard that before?

Know how to handle it… and take back control of your consult?

How to overcome price objections is just one of the many sales secrets I will be going over with you on our Fitness Sales Explosion webinar taking place next Thursday, September 11th, at 2pm EST.

You can now register immediately by clicking on the link below:

http://www.FitnessSalesExplosion.com

Now for many fitness professionals this is a HUGE sales killer, resulting in many thousands of dollars each month going down the drain because a prospect has simply said - “I can’t afford your services.”

In most cases that’s a blatant lie - I’ll explain in a minute - but for you hearing it, well you’re stuck aren’t you, because there’s no comeback.

If they can’t afford your services, then you can’t sell em, right?

Well, wrong and here’s why: consumers are a lot more savvy than you’d think, they do their research, and 9 out of 10 times they’ll know roughly what you’re going to charge for your services before you have a chance to tell them and so it’s unlikely your fees will come as a “shock” to them.

Here’s what is likely though: in their mind, what you’ve tried to sell them isn’t worth what you’re trying to charge them and so they back out of making the deal using that age old excuse.

Meanwhile the thousands of dollars of unused gym equipment in their attic, the new kitchen they’ve just installed and the $400/month car they’ve just drove off in are proof that actually - yes - they can “afford” your services, they just don’t see the value in them.

Prospect Excuses 1 / Your Sales Skills 0

Want to know how you can flip the score around on this, and close prospects who really can afford your services?

All will be revealed at the webinar, so be sure to click below and register now, and remember to keep Thursday, September 11th, at 2pm EST available.

http://www.FitnessSalesExplosion.com

To Your Success,
Sean Greeley

P.S. If you can’t wait until September download your F.R.E.E. Auto-Closer report at the website below, and I’ll mail you out an amazing “TRUE STORY” Sales Success CD to you too!

http://www.FitnessSalesExplosion.com

Did your invitation for the F.R.E.E. Fitness Sales Explosion Webinar yet?

In case it hasn’t arrived or you’ve yet to read it, Let me just briefly run through what you’re going to get:

1. An in-depth behind the scenes look at how and why the Auto-Closer system has been working so well for fitness professionals just like you who have been increasing their closing rate big style.

2. LIVE training on 3 of the 7 steps designed to close prospects at the table with a success rate of 90% or higher. Including how to handle price objections.

3. REAL LIFE case studies from your peers in the industry. Fitness professionals who have used the Auto Closer sales system and sky rocketed their sales. You will learn how to follow in their footsteps.

4. Tips and techniques from a MYSTERY guest who has QUADRUPLED their business in just two years.

5. PLUS, a complimentary sales boosting tool from the Auto Closer system as a gift for attending.

Read the letter tucked in with your invitation for the full details, and then head on over to the website below to RSVP:

http://www.FitnessSalesExplosion.com

There’s also the opportunity for you to get a F.R.E.E. report and CD (MUST haves for your arsenal) too when you RSVP at the website below:

http://www.FitnessSalesExplosion.com

To your success,
Sean Greeley

P.S. The webinar will take place on September 11th at 2pm EST (that’s a Thursday and isn’t too far away) be sure and RSVP today in case you forget and miss out:

http://www.FitnessSalesExplosion.com

This is purely coincidental and has only now just dawned on me…

…But if you know your history you’ll realize that Boston is the PERFECT venue for this year’s NPE LIVE Mega Training Workshop.

You see way back in December 16, 1773 as an act of defiance against the British Government a band of Bostonians destroyed over 45 tons of British tea sitting in a dock, waiting to be unloaded.

These protesting Bostonians simply climbed on board the three British ships, brought the casks of tea up on the deck and threw them overboard…

…And tea washed up on the Boston shores for weeks after.

What’s significant about this event, is that it is thought to have been one of the many sparks that catalyzed the American Revolution which of course eventually led to freedom from British rule.

Now in October of this year over 200 hundred years later, and again Boston will be the birthplace of a revolution. Not on such a grand scale as far as the country is concerned, but this mini-revolution will be wholly significant in your life.

You see, when you come to the NPE LIVE Mega Training Workshop I am going to give hand you a personalized BLUEPRINT for success, a step-by-step guide for FREEDOM
from the daily grind.

For full details go to the website below:

http://www.NPEMegaTraining.com

And just as Americans remember the date December 16, 1773 YOU will remember the dates October 11th & 12th 2008 as just as important, because that is when you too will start BIG change in your life.

http://www.NPEMegaTraining.com

To Your Success,
Sean Greeley

P.S.Seats for the Workshop are now disappearing faster than tea casks from the “Dartmouth”… Register today by clicking the link below:

http://www.NPEMegaTraining.com