NASM’s Business Accelerator

Module Requirements

• Review the Syllabus
• Proceed to Module 1

Module 1 Requirements

• Watch the Module 1 Videos
• Read Lessons 1-4
• Review the Margin Calculator
• Complete the Core Concepts Activity
• Complete the Quiz

Notes:

Video:

10 Keys for Fitness Business Success:

1. Personal Responsibility: Take active responsibility.
2. Have Courage, Practice Faith.
3. Your Business Is Not Different.
4. Follow The Dang Instructions.
5. CVPMGP: Core Values, Purpose, Mission, Goals, and Projects.
6. Value = Client Experience + Relationships + Results.
7. Get Your Crap Together: Be organized.
8. Margins Equals Profitability.
9. Know Your Numbers: Make informed decisions
10. Commit To Results, Not Activity.

Packaging and Pricing:

• Create predictable revenue: contracted subscription.
• Good margins for personal training: 60% is the absolute minimum.
• Semi-private and group training: should all be 75% or higher.
• Start small and create a waiting list to be able to do group classes.

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The 7.5 Step Communication Process:

• Sales Mindset: You are selling solutions.
• Mindset On Value: Your price is a sign/perception of value for your specific market.
• The Sales Process:
  • Its an education process.
  • Selling is serving
  • We are in the business of changing lives
• The Auto-Closer 7.5 Step Sales System

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Reading: Lessons 1-4

6 Stages of Fitness Business Growth:

1. Stage One: Just starting out
2. Stage Two: Work full time in the fitness industry
3. Stage Three: Start a business
4. Stage Four: Expand a business
5. Stage Five: Mature a business
6. Stage Six: Achieving your goals and ready for the next challenge

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Packaging and Pricing:

• (Session rate) – (Coach Pay) / Session Rate = Margin
• There are two variables: Coach Pay & Session Rate.
• Recommend 3, 6, and 12 month commitments for all your training services.
• Personal training margin minimum = 60%

Determining Your Prices

• Start w/ private training and work up to semi-private / group training.
  • Start with private training, 12-month rate
  • Add 5-10% for 6 month again for 3 month
  • Semi-private is set no less than 60% of PT
  • Group training is set between 15- 25% of Semi-private

Module-1_Auto-Closer-Lessons-1-4

Margin Calculator

Private Training

• Session Rate for 12 months: $75 (M = 62%) – $100 (M = 72%)
  • 6 months: $78.75 – $82.50
  • 3 months: $82.69 – $90.75
• Coach Pay: $28.47

Program	Commitment	Sessions/Week	Monthly Investment
Totally Committed	12 months	4x/: 300 – 400 3x/: 225 – 300 2x/: 150 – 200 1x/: 75 – 100	$1200 – $1600 $900 – $1200 $600 – $800 $300 – $400
Committed	6 months	4x/: 315 – 330 3x/: 236 – 248 2x/: 158 – 165 1x/: 80 – 85	$1260 – $1320 $944 – $992 $632 – $660 $320 – 340
Sort of Committed	3 months	4x/: 331 – 363 3x/: 248 – 272 2x/: 165 – 182 1x/: 85 – 90	$1324 – $1452 $992 – $1088 $660 – $728 $340 – $360

Module 2 Requirements

• Watch the Module 2 Video
• Read Lesson 5
• Complete the Step 1/2 Activity
• Complete the Quiz

Notes

Video

Components of Pre-Qualification

1. Can they afford your services? If they can’t afford you don’t waste each other’s time.
2. Schedule the consultation. Once a day to start, and build to two.
3. Set mindset for making a decision.
4. Are they the decision maker? Try to get all decision makers involved in the sale process.

Pre-Qualification Script:

1. Find out who they are and what their fitness goal is
2. Are they currently exercising in any program?
3. Tell them about your program.
4. Give them a monthly investment range, and ask if it is in your budget. This is the first pre-qualifying question.
5. If yes, schedule a consultation.
6. Consults generally take 30 minutes, but could take 60 minutes. My next available appointment is this or this, which works best for you? Let them commit to a time.
7. Let them know what to expect during the consult and make it clear that we will ask them to make a decision. We want to set them up to make a decision.
8. Try to get all decision makers involved in the sale process, because they will miss the value proposition.

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Reading: Lesson 5

• Pre-qualification: to determine if they’re the right fit for you, and if you’re the right fit for them before you schedule a consultation.
  • The goal of pre-qualifying is to get qualified consultations scheduled.
  • Should have a minimum of one to two hours a day blocked off for consultations.

The Pre-qualification Script

“Hey, this is Sean from XYZ Fitness returning your call regarding our personal training program. Have I reached you at a good time? Great! First, I’d love it if you could tell me a little bit about yourself and your fitness goals. Fantastic! Are you exercising or following any type of fitness program right now? Great! I appreciate you sharing that with me. I’d love to give you a little bit more information about how we work with our clients.

Currently, we offer complete 12-week programs in which we cover everything you need to know to get the best results possible from your fitness program. This means we spend a lot of time working with our clients on both the nutrition and the exercise components that are required for achieving serious results. We have clients who come in just for program design and then follow through with their programs on their own, either at home or in the gym.

We also have clients who meet with us anywhere from three to four times per week, depending upon their goals, motivation and budget. But all our programs generally require a 12-week initial commitment. The investment runs anywhere from 400 to 800 per month, depending upon which option you choose and what’s best for you. Is that in your budget?”

Okay, great! Well, the next step then is to schedule your consultation. Consultations generally take 30 to 45 minutes, and my next available appointments are Monday at 4:00pm or Tuesday at 5:00pm. Which works best for you? Great! During our consultation, I’m going to ask you some more questions. We’re going to review your goals in more detail,
and then, if we have a good fit, I’m going present our different program options to you.

If you like what we offer, I’ll ask you to make a decision about committing to your goals and to one of our programs. You can answer either yes or no and either answer is okay. Is that all right with you? Great! Before we go, I just want to share with you that when many of our current clients were deciding on working with us, they preferred to review the information with their spouse or family member before committing to a program.

Frankly, Jim, we encourage that because having a good support system at home is important to making a lifetime commitment to your health fitness goals. May I ask, if you do like our programs and we do have a good fit, is there anyone else involved in the decision of you joining our programs? No? Okay, great. Well, then I look forward to speaking with you on Monday at 4:00pm.”

Script Breakdown

“Tell me a little bit about yourself and your fitness goals” and “Are you exercising or follow any type of fitness program right now?”

We want to get the general idea of what our prospects are looking for.

Module-2_Auto-Closer-Lesson-5

Module 3 Requirements

• Watch the Module 3 Video
• Read Lesson 6
• Review the New Client Consultation Form
• Complete the Step 1-2 Activity
• Complete the Quiz

Notes:

Video:

• Enter the consultation
• Step 1: Building rapport
  • mirroring & rhythm
• Step 2: Probing & discovery questions
  • emotional drivers
    • open-ended questions
• New client consult form
  • 1st 3 questions are key
• “I’m not telling you it’s going to be easy. I’m telling you it’s going to be worth it”

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Reading: Lesson 6

• Rapport building
  • building trust
• Probing & Discovery Questions
  • understand their goals
  • understand their emotional drivers
  • commitment
• “On a scale of 1 – 10, how committed are you to achieving your goals?”
  • we’re not going to move on until we get to at least an 8 out of 10.

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New Client Consultation Form

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Module 4 Requirements

• Watch the Module 4 Video
• Read Lesson 7
• Complete the Step 3-4 Activity
• Complete the Quiz

Notes:

Video:

• Step 3: Identify Needs
• Step 4: Building the Problem

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Reading: Lesson 7

• Step 3: Identifying Needs
  • Restate the challenge or their struggle
  • Hold up the mirror (get them to acknowledge the restate)
  • Ask, “Is that right?”
• Step 4: Problem-building

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Identifing Needs & Problem-Building Scripts

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Module-4_Auto-Closer-Lesson-7

Module 5 Requirements

• Watch the Module 5 Video
• Read Lesson 8
• Review the Blank AUTO-CLOSER^(r) Presentation
• Complete the Step 5-6 Activity
• Complete the Quiz

Notes:

Video:

• Step 5: Presenting the solution
  • good to have visuals to help learning retention
• Step 6: Closing the sale

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Reading: Lesson 8

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Module 6 Requirements

• Watch the Module 6 Video
• Read Lesson 9
• Review the AUTO-CLOSER^(r) Example Video
• Complete the Step 7 Activity
• Complete the Quiz

Notes:

Video:

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Reading: Lesson 9:

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Module 7 Requirements

• Watch the Module 7 Video
• Read Lesson 10
• Complete the Post-Consult Activity
• Complete the Quiz

Notes:

Video:

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Reading: Lesson 10

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Module-7_Auto-Closer-Lesson-10

Module Requirements

• Complete the Final Exam
• Complete the Course Survey

Module Requirements

• Watch the Bonus Videos
• Read Bonus Lessons 1-4

Notes:

Video: Telling Your Story

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Video: Defining Your Ideal Prospective Client

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Video: 25 Ways To Get A Client

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Video: Raising The Rates

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Reading: Bonus Lesson

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Get a bonus 30-minute strategy session with a NPE Success Coach

1. Overcome your biggest challenges
2. Get clarity with a path forward to achieve your goals
3. Come away with new insights you can apply now

Plus, get a copy of our “Fitness Business Start-Up Guide.” This step-by-step guide includes bonus tools and templates you can use to turn your passion for fitness into a highly profitable business.