CoachBot Video Transcripts-9

How to Leverage Your Extra 20 Hours Per Week

 

Alright guys, in this video we're going to tackle how to leverage your extra 20 hours per week. Alright? On average a gym coming into done for you from doing Nurture on their own will see similar or even slightly worse total throughput. Alright? So a gym owner might be holding down the fort, handcuffed each other, their phone twenty four seven, not being present with their friends and family, and they might be producing a 45% schedule rate and a 40% show rate. Phenomenal. So 18% of total leads are showing up to the gym. Alright? Now with done for you, they might be seeing a 50% schedule rate, maybe slightly higher, but 30% show rate. So quite a bit worse, meaning that instead of 18% of leads we're at 15% of total leads showing up to the gym. So that's overall a 16% decrease in total throughput, which means a 16% decrease in total sales.

But since the Gym Lord's on Done for you get an average about 21 plus hours a week back, the question here is, can you take action with 21 hours per week and do higher leverage activities that would make up for that 16% dip? And then some, alright? That's exactly what happens with most of our clients. So an extra 21 hours per week leads to higher retention, stronger community, better team, higher frontend cash, higher close rate, and increase in overall revenue. So the gym does better, even if total throughput on paid leads decrease. And we'll take that trade off every time. If the gym net positive grows, we'll take that. So the main question here is, what are the highest leverage activities that you can do with your 21 hours that you found that are new per week back? So this happens in your gym? Alright, so we've put together a training for you guys going in depth on three evergreen systems that you can install in your gym as soon as possible.

So all three of these plays are organic lead gen plays that require zero ad spend. So we're not going to ask you to spend any more money and they will produce 10, 20, 30% more leads in the top of the funnel so that even if you see a 10% dip in show rate with leads from paid ads from done for you, you'll getting maybe 20% more leads from other sources, which means you'll be net positive, right? 10% decrease from done for you, but 20% increase in total leads. That's exactly what happens on the majority of the accounts in done for you. And you'll be net positive all without working your leads. So taking away the one thing that's the most miserable for gym owners, right? That sounds pretty good to me. So in the next section, this is just the introduction. We're going to cover how to execute on these three plays. Here's the action items. Alright, so here's what you need to plan on for the future plan to deploy each of these systems over the next month. Alright? This is the best kind of onboarding period that we find we've done for you this next week. So these next seven days or so, we want you to dive into the done for you training. You should have already completed this. Go back and review them. Make sure that your team's educated on them. You have a

System. You know how to hold your team accountable to doing the three things that we need to inside of high level to make done for you work properly. So that's first and foremost prep to go live. Make sure that you go live. Make sure that the system's working week two. So once that's all done, done for you is working properly, you'll understand your responsibilities, how the system works, and if you delegated any of those responsibility, your team's doing it. Week two is to execute on the first play here. Alright? So this next video that you'll be watching is play one. Alright? It's mini play one. You do not need to do this play until week two. Alright? So from the end of this video, you actually don't even need to watch them. It would almost be a distraction for you to watch them right now.

So just know week two. So about a week or two after watching this video, you're going to deploy that play. Then week three, you're going to deploy the second play. And then week four you're going to deploy the third play. So we're going to stagger this most important thing is done for you, but then these three plays are going to be deployed over the next three weeks. So you can make up for that possible dip in total throughput. So best thing to do, pro tip here is to go into your Google calendar or wherever you keep track of your schedule and set a reminder one week out, two weeks out, and three weeks out from the time of watching this video to come back to this place and watch these videos to deploy them. Assume you're going to forget and just put it somewhere where a week from now you're going to see that and you're going to remember to come back to this spot. So that is all in this video. We'll see you guys in the next one.

 

 

Intro to the Organic Acquisition System

 

What's going on guys? And welcome to the introduction of the Organic Acquisition System. Alright, here at Gym Launch we're working on something huge for 2024. It's going to be diversifying acquisition. Alright? So we're testing new ways to systematically generate leads in a predictable way, completely outside of Facebook and Instagram. Completely outside of transformation Challenges, it's going to be huge. So while we're in the lab testing and creating new stuff, we wanted to give you guys a few plays, a little sneak peek that are pieces of a larger project coming out of the road. Here's the plays. These are three mini plays that won't take a whole lot of effort, won't take a whole lot of time or resources, but will be extremely powerful, especially if you do them consistently. Alright? The first one is called the All Road System. This is an entire system and framework that you can use in multiple different ways. An example to use this is called the Sweaty Selfie Sweepstakes. Number two, free Cash Fridays. And number three, hidden Leads Framework. All three of these are extremely powerful and once they're done consistently can really add volume in leads to the top of the funnel, making everything else more powerful, shows, schedules, closes, front end cache. So we're going to go over all those in depth in the future. Radios.

 

 

"More Flow" Checklist

 

Hey, what's going on guys? I just want to walk you through this simple more flow checklist. And the idea of this really is once you've optimized your sales process, your 30 day cash model of what you're doing on your front end sale, making sure that everybody is hitting the nutrition appointment and you're selling supplements. And also in week three, you have considered what the offers, upgrades, and different things are that you're going to present to everybody. You would then want to make sure you go back and optimize. How can we get more people into the funnel? How can we get more leads and shows, right? And of course, there's always the ad spend approach, right? Are you spending enough? But in some markets, that's can't be the only answer based on whether you've tapped out your market and you're already spending a lot or your lead cost is rising.

So that's just one of the different ways, right? So I wanted to just provide a couple things for you here. And so first things first is going to be your new mini play, and it's really called a story series. So the idea of a story series is, I'm sure you've heard of a story on Instagram or a story on Facebook. What you want to do here is as a test for the next 30 days, commit to this. This is not a once in a while thing. Commit to posting a story series every single day. And a story series is three posts, back to back, 1, 2, 3 on your story. Now you can go up to five, but just keep it simple at three. If this is a lot for you and you want to do it every single day on your gym's, Instagram and your gym's, Facebook, usually when you connect them, they will automatically post together.

And what this looks like is you want to tell a story, all right? In the story if possible. So for instance, you could post a transformation picture or story. You could actually say, I want you to meet Susie and a picture of her, and that's the first story you post. And then immediately after that you can talk about her struggles in maybe just text format. And then on the third one, you can then say, her transformation's been incredible, and let's give her a shout out and show the before and after or something like that. So imagine three posts on your story that tell a full story. Now, at the end of the day, at the the story post, okay, whether you're doing three or five, the last one itself should always have a call to action. So on the bottom you could say, if you want results like this, or you want to learn more about what we do, how we do it, that kind of thing, you want to put a call to action.

And so you want to toggle between two different types of call to action so that every single day, this doesn't look exactly the same. So you could say, DM me. Now if you're interested, and you can say, DM me Transform, and I'll get you this free PDF or DM me now and my team will reach out or I will personally respond. And then the next day when you do a different post, a different story, maybe that day it's just videos from your sessions. Maybe it's pictures of the PAC classes, maybe you're shouting out people that had wins, whatever the next day story is, the call to action at the end, either the third post of that day or the fifth post of that day. Instead of doing a DM me, now you can literally say, click here and just insert your website link to get X, Y, Z.

So whatever your offer is to get a free consultation or to get a free session. And so by rotating the different stories that you post and rotating your different calls to action, it'll be fresh and different, but it's a simple framework for you guys to follow. So the challenge is to get this off the ground. Make sure that whoever's in charge of social media owns this and does it every single day. There absolutely needs to be somebody to own this and make sure that there's accountability around it. This will eventually drive more eyeballs. It just takes a little bit of time to figure out what hits. And of course, you got to increase your followers as well, which is part of the strategy down here. Alright, what else can you do? So this isn't a do one or the other. Do all of this. Do all of this.

So next step on your more flow checklist is use mini play number one, which is get your members to advertise for you. Okay? So go to mini play one in the additional resources section, and you want to run a sweaty selfie contest in the second week of the month. Okay? This is something you do every single month, but this month as you're watching this, go ahead and gear up for that. As you do this, you'll get more eyeballs on your accounts, and then of course, they will go and land on a story series and check out your gym. And it's very likely that people will DM you because their friend had posted about your gym in the sweaty selfie contest, so they go hand in hand. Then you also want to make sure you have mini play two off the ground, which is get more referrals for free, run free cash Fridays every single Friday, 52 weeks a year.

It is not a once in a while thing. You will maybe not be graded it at first, but you will learn how to actually make it better and better and keep it going. And this is a great way to keep it top of mind for everyone. Even if you get one a week, it's four more contracts a month, but we do have gyms that get four or five referrals every week with this. Cool. The last mini play is going to be how to extract more leads from your ads. So this is where you run the Hidden Leads framework on your paid ads and go hunting for all of the additional opportunities. Okay? It's very important that you go through this training quick, add this to your daily lead nurture responsibilities this month, okay? Right away. So you've got this new play here post a story series, which there's no training on it.

It's basically my quick and dirty overview here that I did. Then there's full trainings on these mini plays that are super quick. All right, last action item for more flow is to really just make sure your lead neutral is on point. Now, if you're on the done for you appointment setting, all right, you have this action item. If you're not done for your appointment setting, you've got this action item. So if you are on the Done for You appointment setting system, you want to send a personalized selfie video or picture the morning of for all appointments using your personal device. All. If somebody gets an iMessage, they're way more likely to trust that message and reply back. The experience is just much better too.

And also want to reach out to every lead that's past day seven. So as you know, done for your appointment setting, service works every lead for seven days, and then after day eight, they're yours. So this is an opportunity. Cool. So if you want to go more flow again, get that on the action list. Last step, if not undone for your appointment setting. You want to text and call all leads from the past seven days, two times a day minimum. Okay? So if you're just kind of reaching out once in a while, you need to make sure that you're actually being more aggressive. All right? So at least two times a day, we do have the 9 1 6 rule, okay? We do have the 9 1 6 rule, which is 9:00 AM 1:00 PM, and 6:00 PM as the recommended approach. But at the very least, you should be doing it two times a day for seven days straight. Okay? Make sure you call and text in the am and then you call and text in the pm. Cool. Alright guys, that is a less than seven minute overview of how you guys can get more flow. Make sure you've optimized your sales process according to the 30 day cash masterclass that we covered in our acquisition challenge. And we'll see you soon.

 

 

Mini Play 1: All-Roads System (Sweaty Selfie Sweepstakes)

 

Now, here is one example to get your gears turning that you can use for hundreds of other plays to drive organic traffic to your website. It's called the Sweaty Selfie Sweepstakes. Now, here's how it works. In your gym, you promote a sweaty selfie sweepstakes contest to your members on social media, and here's the rules. Over the next X amount of days, you're thinking a small window, maybe three to seven days. We're going to randomly pick a member to win X amount of cash every day between 10 $50. Typically, all you need to do as the member is take a sweaty selfie, could be with your favorite coach, could be by yourself with the gym partner, post it on social media and tag, or check in with the gym name. You as the gym owner are going live in a member's Facebook group shouting out all of the selfies and picking a member to win.

And you want on the video, you want to show the real cash that the member can come up to the front desk or wherever and collect that. Alright? So you want to use the cash as an attention grabber, and you want to make sure that all the coaches and staff are participating. They're actually taking sweaty selfies maybe for their own workout and promoting it in each class to keep it top of mind for the members. Alright, so here's some pro tips. Alright? This is an extremely simple play, but again, very powerful pro tips are you want to pick a winner daily. Alright, multiple winners, multiple chances to win means more member buy-in. Alright? So you don't want this to be a one time, do it for a week and then pick one person at the end. You want to go live in your Facebook page, in your Facebook group for members only and shout out, Hey Maria, Hey Susie. Hey Johnny, thank you for submitting sweaty selfies. And then say, okay, Maria, here's 50 bucks for you. Flash a $50 bill, put it the front desk. It's here for you to come pick up next time you're in and then keep that top of mind and drive that every single day.

We want to make sure that we announce it at the end of every class and session. We don't just want to tease it and promote it leading up to the event and then actually have it top of mind. So every single class, every single coach needs to be encouraging it, taking pictures, keeping it top of mind for all the members. If you want to get really crazy, every selfie, so every single person that takes a selfie and checks in on the gym gets a raffle ticket. And then maybe you could do a grand prize at the end of that week, so you're still picking a member to give cash to every day. Then you have a grand prize at the end. And then here's a variation again, just to get the gears turning a little bit so you can understand how to leverage this. You can bolt this type of challenge of sweaty selfies into your internal challenge. So maybe you're doing a 28 day belly fat ba internal play. You can bolt this on. So it's part of the challenge where maybe you add on an ab workout that you do at home on the weekends, and

Then for that specific workout, you have an accountability piece where they have to post a sweaty selfie after that workout every weekend. Then you get promotion, they can get some cash and you have better accountability for your internal challenge. So a bunch of different ways to leverage this, but that's how it works. So here's the whole point. Okay, here's a little graphic for you guys. You have your gym's business page and you have your reels or your shorts. What happens is Susie, Johnny, whoever is taking a soy selfie, posting it on their page, tagging the gym, they're exposing themselves themselves to 350 friends, 600 friends, 500 friends, all of these people that you would've never gotten in front of. And there's inherent trust because they're friends. So you have all this exposure for free because there's no ad spend. Then you reshare it on your business page, and then here's the key piece.

Because if you think about it, you have Susie's friend over here that sees the post. She's like, oh, I didn't realize she went to the gym. I didn't realize there was a gym in that area. They then get the post. They saw that you reshared it or they checked in. They then get redirected to your business page, and then they go through these reels looking at all the sweaty selfies. Here's the key piece. Boom. Internally on your business page, you need to be posting certain calls to action because if it's just sweaty selfies, they're going to go through here, get bored, and then move on. You want to make sure that as you're reposting these, and as this is happening, you're adding in special offers, free class, free trial, drop in, whatever, again, different than the ads that you're running, and then that call to action gets redirected to the website.

And here's how you capture systematically all thousand plus of these people that you would've never accessed without spending money on ads that then get on your business page, get the call to action, go to the website. The website converts the follow up through high level. This is the whole point. So what you're doing is you're tapping into your members to spread the word, and this is trust that you can't buy on social media ad spend. So let's walk through something. Is it reasonable to think that 25% of them would post half the time during the contest? Let's walk through this. Say you have 150 members and say that you only get 25% of them partake in this challenge. It's 37 members say that you're running it for a week and they only post two times total. So that's 37 people posting two times it's 75 total posts. If each of those members have conservatively 300 to 500 friends, it's 15,000 eyeballs. Think about that. Do you think it's reasonable that even 1% of them would check out your gym's profile? It's still 150 leads scoping out your gym's page. So as long as you have a call to action on the all roads leads and all roads lead to the website and the offer itself is different, you're good to go.

 

 

Mini Play 2: Free Cash Fridays

 

 

Mini play Number two, free Cash Fridays. So this is a simple but effective referral play that you can run each and every week to systematically keep referrals top of mind for your members, all without sounding desperate or like a broken record. Now I know all of you guys want to drive referrals, but you feel like you're annoying your members. Here's how to do this. First. If you don't know how to already, this is how to calculate your client acquisition cost or your cac. You want to look back over the last four weeks and total up your ad spend. So for example, if you're spending a hundred dollars a day, that's a hundred times 4.3. It's 4.3 weeks in a month. So that's $4,300. Next, you want to find out how many members you sold in the last four weeks. Now to get even more accurate, you want to pull only sales from paid traffic, not organic, not walk-ins, not referrals, only organic traffic, only paid traffic. Then take your total ad spend, so that's the $4,300 and divide it by your total sales from paid ads. So for example, $4,300, maybe you had 28 sales from paid ads. You divide that out, that's $153 cac. So it costs you $153 to acquire a member. Extremely important. Now, if you know it costs you $153 to get a sale, in theory, if you paid a member $153 to get a referral instead of Zuckerberg, it would be the same for the gym, but that money would go to the member, which would be better.

So here's the deal. Every Friday, you or your staff will go live in your members only Facebook group. If you don't have one, highly recommend making one. You want to start off with one week of promotions. Alright, so this is a one time leading up to that. First go live, do a week of promotion, letting your member know that every Friday you can call it free cash. Fridays, you'll be giving away say 25 to a hundred dollars for each referral. Alright? Have fun with it. You can flash real money, you can use a fake money gun. You can put up posters, emails, SMS use, go high level, use whatever you can to get the word out there that here's an easy way for your members to make money. We will pay you, right? It's a very easy hook. Everybody wants to make money that following Friday.

You want to go live in your group and specifically call out each member that referred that week. Alright? So, hey Susie. Hey Johnny. Hey Bethany. Thank you for your referrals. Here's your 50 bucks, here's your a hundred bucks, it's here at the desk. Come pick it up the next time you're in. Alright, so you want to flash real money at the camera, tell the member to come in for her free money for referring this week. It's a go live video and it's in the members group. Alright? Now, we don't suggest maxing out your CAC to pay your members for referrals. That's just your budget. So if your CAC was $153, you can run this play with $50.

It's best to divide your CAC by two to three. So we have a starting point, and here's the key piece. So you have room for multipliers because this is where we can keep it fresh. So instead by, you can keep it fresh by doing a special two to three times multiplier. That's this week only kind of deal. So instead of earning $50, you could be 150. So this way you can create even more attention when needed so you don't feel like a broken record. This is where you can have fun with it, right? Members get used to, oh, free cash Fridays, here's the 50 bucks that go to a handful of people. Boom. You need to get more referrals. We're going to do a three x multiplier this week, like heads up to everybody. Instead of $50, it's going to be $150 and you could just kind of pour gasoline on the fire to make this more fun and more exciting again, so you don't feel like a broken record.

Alright? So this play isn't powerful in a way that we're paying members to get referrals. I think a lot of you guys already know how to do that. What this is, this is a system that you can do each and every week to drive your members to refer consistently and not feel like a broken record while doing it. Because a lot of you guys run these type of plays, but only do it maybe one time, two times you get a couple members to refer and then you forget about it and you go do something else. Again, this is a system you install permanently and you could delegate this to a staff member and you could just keep it top of mind, keep it in front of your members every single week, and members will start expecting every Friday if you're calling out the members that referred.

 

 

Mini Play 3: Hidden Leads Framework (pt 1)

 

Mini play. Three, the Hidden Leads Framework. Now, revisiting this from the All Road system, when you run ads on the left here, you have most people ignoring your ad, right? They see it. They might not even actually see it, they just scroll right past it. On the right, you have what you call leads, people that actually opt in. Middle section is a huge opportunity. Again, made up of skeptics, fear of commitment, weight loss, transformation, challenge, et cetera. It's a bunch of ways we can capture this. Some of them, like we went over before, will navigate away from that ad search you on social media, Google, and now that you deploy the first play, they'll land on your website and you'll convert them. But that's not what everybody will do. Others will see your ad, they'll be interested in your offer, in your transformation challenge, but they might be too skeptical to actually opt in.

So what do they do? They'll react to the post or throw a question in the comments, right? These are basically going to be window shoppers. So a lot of you guys, somebody walks into the gym, they open the door and they walk in, or AKA, they opt in. You guys got it? You guys got a system down, you know how to convert them. But the people that never opened the door and are just looking in the window, window shopping because they're too scared to walk in AKA. The people that are liking commenting on the posts, you guys never even work.

The most effective gym owners are the ones that will see the people window shopping. They'll see the people peering in from the windows. They'll read their face and see that they're nervous and they're not going to take the first step. So the gym owner will walk up to the front door, open the door and invite them to come in. That's what this play is. This play is working. The likes and the comments on your ads. The people that are too skeptical to opt in, you need to walk out there, open the door for them and invite them in. It's a different approach.

So most of the time, that's where the lead journey ends. They just like and comment on the ads. So in the next few videos, we're going to go through the best steps to engage with and capture these leads. Here's the best part of this, because you might think, okay, that's not a whole lot of opportunity. First of all, it takes barely any effort at all. It'll take no more than 15 minutes per day. Next, following these steps will result in even more likes and comments on your ads. There's an exponential effect here. As you engage and as you promote engagement on your ads, you react to the comments and the replies, you reply to those comments, you encourage more. Your friend requesting and working the leads that maybe even just put in a reaction, never even commented, that will promote more leads to react to those posts and then those ads themselves, Facebook will prioritize to do better. Alright? So not only will you get more comments and this will compound, your ads will actually be more effective. Alright? Now, the leads

That end up getting scheduled are more likely to show and close because Opt-ins, they've done everything themselves. They don't feel catered to. They're the ones that took action. However, these people that are window shoppers that just peer into the window and never actually open the door, they will appreciate much more you going out of your way to go reach out to them and meet them where they're at. So they'll be more respectful. They'll have a higher show rate, they'll have a higher schedule rate, and when they do walk in, they'll have a higher close rate because you met them where they are. Alright? Do all of this. You'll get a 10, 20% bump in total leads with no extra ad spend. So you have 15 minutes a day of work, a higher schedule ratio rate, and close rate on these types of leads, and you will get a 10 to 20% bump in total leads without spending any more money on ads.

What that means too, just to drive this home, is that if you get 20% more leads in the top of the funnel by doing this, technically, if you look at a blended CPL, if your CPL is $20 per lead, getting an extra 20% of leads will decrease your total cost per lead by 20%. So instead of $20 per lead, it'll be 16. Okay? So that's the power of this play. So again, in the future videos, I'm going to walk you through the exact steps to take to make sure that you're working these leads properly on both Facebook and Instagram so that you can effectively do this yourself or delegate this over to a team member. I.

 

 

 

Mini Play 3: Hidden Leads Framework (pt 2)

 

All right guys, now we're going to start with Meta Lead Center. So this is going to be the first step to get organized to figure out where all the leads are that have liked and commented and engaged with your ads, but didn't necessarily opt in. Alright, so here's the first step. I'm going to get out of this and I'm going to share my screen and I'm going to log into my Facebook page. So just like you guys would do, you want to make sure that you're logged in as the gym owner and at least that your personal profile on Facebook has access, has admin access to the business page. Alright, so here's my personal page. I'm going to navigate on the right hand side here. And where you're going to need to do is you're going to need to log in as the gym name.

Alright? If you don't have this, that means you don't have permissions, admin permissions for the gym. So you're either going to need to get those or you're going need to have the gym owner or somebody else do this, right? So I'm going to go ahead and log in as the gym left hand side, meta business suite. This is where you want to go. So you can click on that. Now if you are on mobile, just a side note here, and you're not doing it on the desktop, maybe you're just on the go, your phone's easier for you, totally fine. If you don't have the app already, there is a Meta Business Suite app in the app store. You get that, you could log in as the business and you could basically have the same features here. So you can follow these same steps. Might be a little bit different as far as the design goes for mobile versus desktop, but in general the steps are pretty similar. Alright? But I'm going to show you on the desktop version. So once you're in Meta Business Suite, you can go to lead center here, I'm sorry, you go to Inbox. Inbox and then you're going to be able to find here all of the engagements on all of the ads. So you have Messenger. So this is going to be, if anybody messaged your business directly, you have Instagram, you have Facebook comments, you Instagram comments.

So for example, Facebook comments here you can see all the engagement on some of the ads. Find a good example for you guys. So here we go. So looking for 16 ladies. So here's an ad. If you scroll down, here's where you can see all of the opportunities. So there's 23 people, and I'm pretty sure a good portion of these 23 people never even opted in, they just liked. So these are potential leads for you. Same thing with the comments, honestly, it's a higher priority to work comments first. So in a future video, I'm going to go in depth on the exact scripting and the process that you should have to reach out to all of these leads and what makes the most sense as far as restrictions and how to best actually reach the people that are engaging. But this is your starting point. So this is looking through, if you're not normally in this platform, there might be a bunch of notifications you need to catch up on. So get comfortable, get familiar with these, but this is how you gather

All the opportunities you have in one spot. Now, as far as timing goes, it's going to be best to do this in real time, in as real time as possible. Just like everything else related to nurture, speed to lead is going to be the most important thing. So if you do have the mobile version and you are going to be tackling this, it's best to make sure the notifications are turned on your phone and that every time you get a, you get a comment on an ad, you get notified immediately and you can work these leads as quickly as possible. Alright? That's going to be the most important thing. If you are a one man, one woman show, and maybe you can't actually work these in real time, a good secondary step is to follow the 9 3 6 rule where you're checking this on a schedule two to three times a day and keeping up with it that way.

Alright? It shouldn't take any longer than five, 10 minutes each sit down. So really you're looking at usually around 15 minutes total per day of work. But these leads really matter. To reiterate one of the last videos, these leads have a higher schedule rate, higher show rate, higher close rate, because you're meeting them where they're at. They're not doing all the work they feel catered to. Don't overlook this opportunity. This is going to be the starting point. Log in here, get familiar, start understanding all of your notifications. Instagram and Facebook are both accessible here. And then in the next video we'll walk through the actual process to work these leads.

 

 

Getting Your Team Ready To Launch Overview

 

Okay, getting your team ready to launch this, getting started. Let's start making some money. Okay? By now, you should have gone through all the trainings up until this point, okay? You should understand exactly what's happening. You should have either run fast cash or moved directly into the next step and understanding sales and lead nurture and all that stuff, and gone through the process of this. So if you ran fast cash, congrats, crushed it by now, you should have downloaded or printed and printed all the necessary documents and plans. Okay? So all that should be ready to go. So you have all your copies for your sales check-in sheet, your presale questionnaires, your nutrition schedule, orient nutrition orientation, schedule sheets, your week three conversion sheets. You should have everything ready to go. Your nutrition plans, your eating out guides, everything should be done, ready to go.

Okay? By now, you've also should have logged in to go high level and you should know how to use it. So you should know your account. You should know the pipeline, how it's set up. You should understand where your permanent scheduling link is, how you move people. You should understand how to send messages in there, how to use the app. You should be ready to go. You should have Google Voice, everything ready, and now you're ready to launch ads and get started. This is where you make money. All this stuff is just prep work. That's it. And your goal is to do this as fast as possible. You're not making any money. In fact, you're losing money right now because you're not getting leads in. So we need to get leads going. Okay? So one of the most important aspects of being a gym Lord is being an exceptional and influential leader.

Someone who has a big vision for their gym and is able to communicate it to their team, inspire them, and guide them to take action. Okay? So in the following section, we're going to cover a couple very important things. Number one is starting your Prestige Labs Coaches challenge, why it's important and how to do it. We're going to go over organizational charts and gross margin projections for different gyms based on revenue plus job descriptions and suggested compensation. So you have an idea of what that looks like. We're going to talk about communication cadences, think about weekly meetings and all these things that you should have with your team, and then finish it up and round it out with how to launch with your team. Alright? The most important things that you're going to be thinking about, and these two things that are going to happen during this case is you're going to be launching your PL Internal Coaches challenge at the same time you're launching your ads.

And the reason for that is because your internal team will be going through this and increased conviction, which means through this conviction of them going through a transformation process, they're going to be more bought into your service and more bought into adding supplements in or Prestige Labs itself. They're also going to just simply be more convicted about your entire gym and what you guys are doing and your mission, alright? You're going to be doing that as well as your ads are going. And the beautiful part about this is while you're working out getting better shape and your team is doing that, it's going to help you have more conviction in your service, which will lead to more sales. Okay? So super important as you go through this. So the first section, we're going to go through the PL coaches challenge and ED Turn, head of Growth or Affiliate Growth, and someone who's done an exceptional job across the board, one of the top sellers until he ended up coming on board with us. He is going to walk you through what this coach's challenge looks like and how and why it's so important. And he's going to walk you through exactly what to do when

You do that. Super important, when you go through this, the deck that you use to launch this to your team, I want you to actually go through the entire process before you actually launch the coaches challenge. So go through this entire training before you do that, because you're going to use the same deck to prepare your team for launching ads and everything else, just use 'EM combined. Do it. Hey, we're going to start these two things together. It's going to be amazing and just use 'EM combined. Okay? So that's for me. Make sure either way that you are ready to go and if for some insane, crazy

 

Coaches Challenge Overview

 

All right, let's go over the coach's challenge. This is an exciting time for you because you're getting to the point where you're about to launch your ads. You've gone through this. Now it's a matter of let's do this to get your coaches on board to create conviction and get everyone on the same page with what's about to happen, and also just get some incredible results for yourself and your team. So in this overview, we're going to go over what the challenge is, why it's the most important step before going live with your ads in the challenge, when to launch it and how to make money on it. Okay? Because I'm going to show you how to actually make a profit on doing a coach's challenge. We are big fans of profit regardless. We don't like losing money, so we want Jim's to make money no matter what.

Alright, so what is the coach's challenge? The Coach's challenge is a 21 day Internal Fitness Nutrition challenge that you will do with your staff and a few select top clients that starts when your ads go live. So the challenge will actually start when your ads go live the day it does, okay? You'll follow the same nutrition plans that you give challengers. You'll work out at least three times a week and use the Prestige Labs supplements throughout the process and you and your staff will document it by sharing posts each day to social media to create more hype. And I'll hit this when we get done with this, but as a really cool thing that you should do is use the hashtag secret challenge on all of your posts. And what'll happen is over time, you'll actually create a buzz within your community and people will start asking, what are you guys doing?

What are you doing? Just take pictures of the challenge, of the supplements of everything that you're doing to create more hype, alright? Now, if you don't have any staff, it's just you should still do it yourself so that you can lead from the front for your clients and go through what your new challengers will. Now, if you are outside of the US or Canada, I'm super sorry, you should still do this, but the supplement part won't be part of it because Prestige Labs is not available outside of US and Canada as the making of this film. Your coaches will let you know if it is available now, but as of right now when I'm recording this, it is not okay? Now, the reason this is so important for you is because you should not sell what you do not believe in ever, ever, okay? Every Million Dollar Gym, Lord has gone through this exact process that I'm about to walk you through. Every single one and every gym owner that skipped this hasn't made it over a million dollars.

Just as a heads up, like we document this, we track this. Every single million dollar gym owner that's come through and worked with us has done this, and every single one that hasn't done this has not hit over a million dollars. So take it for what you will. By doing this, you will increase your conviction in two really big things and conviction when it comes to sales. Remember this, sales is a transference of conviction. And so the more that we can have conviction around our product, our services, and what we're providing, the better we are going to sell. So the two things are the effectiveness of the challenge itself because you're going to be doing a mini challenge 21 days. You're going to be following the nutrition plans, you're going to be following the same process, and it creates conviction for yourself to understand that it works.

It's also going to create conviction around the and results that come from the Prestige Lab supplements. So you get to actually use them, you get to actually taste them, try them, get the results from those so that you have conviction around that. And there's also a bonus lesson here, and that is doing something is also the easiest way to learn it. Okay? Confucius said, I hear and I forget. I see. And I remember I do and I understand. Okay, so let's make sure that we understand. And that's why every million dollar plus gym, Lord does this step first, okay? They also get massive buy-in from their team by doing this. It's huge. So gym lords live what they lead and lead their team from the front. Now, million Dollar Gym Lords also do it, and this is really important because they understand something called spending wallets because we've taught them this.

Each client you have has different spending wallets based on what they're looking to buy. They have a hundred and $200 a month for gym memberships, then they spend $500 a month on supplements. You might be surprised, but a lot of people spend a ton of money on supplements. Okay? Just trust me, it's crazy. Then they spend X amount on food prep and then they spend $500 or $300 on apparel. Then they spend $20 a month on some sort of tech membership, right? There's so many different spending wallets that a client will have that any person has. And the businesses, AK gyms, meaning looking at you, Jim Lords, that know how to tap into these spending wallets by providing those services or products to their members will win in the end. And they win because they're able to maximize their profit per customer rather than just selling fitness.

They now can add supplements or apparel and capture that revenue and profit themselves because rather than watching their clients go and spend that money elsewhere, they can capture that. And remember, your clients will go out and spend their money. They're buying clothes, they're buying supplements, they're buying vitamins, they're buying all these things outside of it. And the real thing that we as a gym, Lord, as a business owner too, we have to understand if they're spending that money elsewhere and I could capture that revenue, why wouldn't I do that? Because if I'm also, here's another thing, and I think it's an ethical thing on our side as gym owners, and this is coming from the guy that never sold supplements until getting started with Prestige Labs, because I actually went through the process, tried them, and became so convicted in them. And before I was just telling my clients and I got super frustrated.

I would tell my clients, no, just eat more chicken, more broccoli and take just a multivitamin. No, because I realized that over time, all my clients were still buying supplements, and I got so upset because I'm like, you don't need that stuff. You actually would be better off just using this or this and this, which was the stuff I was taking. And finally I was like, I don't understand why I don't just offer that. And so I just started offering Prestige Labs and was able to make a lot of money doing it, and that's what all of our gym Lords do. And that is where it becomes really key as a gym owner, if you're like, I don't, if you want to provide an exceptional experience for them, make sure that you are the one that's actually following through with it and providing them with what they need. Otherwise they will find it themselves. And you can't trust the person or the

Company that they go to have their best interests at heart because they don't know them. They're not providing the nutrition. They're not providing the fitness. They're only seeing one part of it. Okay? Another reason Million Dollar Gym Lords do this is to cover their cac, right? Their cost to acquire a new client. The average gym Lord is paying anywhere between 150 to $200 to acquire a new client. What's great is that the CAC is covered and some by selling the challenge at 5 99 minimum, right? We've covered it. But here's the thing. Did you know that you can acquire that customer for free and cover your ad spend by having your new clients purchase Prestige Lab supplements from you at the nutrition orientation? It's a hundred percent true. Let me show you how this works. Okay? The average supplement sale, prestige Lab supplement sale is $250 on a monthly subscription.

Okay? That's revenue, right? Which means that they will purchase twice because it's a monthly subscription. They'll purchase it twice during the six week challenge. That's $500 in supplements. And at 40% commission, you get $200, which means you just covered your cac, and if you have a lower cac, you got even more profit. So look at it this way, client cac $200, client pays for the challenge at 5 99, you're at 3 99, profit client purchases an average stack on subscription at nutrition orientation. You're getting another $200 in supplement commission brings you back up to 5 99. Your ad spend is now covered. Okay? This is exactly how so many of our gym lords have scaled so fast. They can spend whatever they want on ads since they are collected so much profit with these two steps, okay? This means that the only limitation for you is that is really just comes down to your space.

How many people can you fit in your space? That's the only limiter on growth, and that is a very powerful place to be as a gym owner. Very powerful. Okay? Now, action steps with this. Create your Free Prestige Labs affiliate account. You can use a link in this lesson, or you can just go to affiliate dot prestige labs.com if you have Ant already. If you have, great, we're just going to move on to the next thing, but I want you to pause. If you have not, go ahead and pause and go make that. Now, if you're an international client, meaning outside of the US and Canada, don't worry about it. We'll just keep going. If you are in the US or Canada, go ahead and stop. Go ahead and make your account and then we're going to keep going, okay? Okay. You're back. Pick a start and end date for your coach's challenge.

It'll be 21 days that starts on a Monday and ending on a Sunday. Here's the deal. Day. One of that challenge should line up with when your ads go live. It doesn't have to be perfect. You can start your ads on the weekend or Friday, but you want to line it up for when your ads go live, okay? And you can knock out those two things right here. So go ahead and pick a date. Let's rock it out. Then I want you to schedule a meeting with your coaches to go over all of this, and I'll give you a deck. We'll go over a deck that you can use to go over this to introduce the coaches challenge and the new six week challenge. And then last but not least, get your coaches, their PL supplement stacks ordered. That needs to happen today, which is why you need to set up your affiliate account and everything else.

And if it takes a second, because we always go through and we make sure that you're a gym Lord, so we will escalate you and make sure it happens. But we check every single person. Not everyone can be an affiliate. So we actually manually go through and check everyone. But you want to order those today to make sure everyone has them in time. Now, to order, if you're already at affiliate, go to your affiliate dot prestige labs.com account and log in. So you're going to go here, username or email address and password. Log in. Then every gym, Lord, just understand this, every gym, Lord and their staff starts off with the same stack. So once you've logged in, scroll down until you see the challenge stack in Prestige Fuel, they're back to back. So you're going to look like this. What you're going to do is you're going to pick a flavor that you want for each in the dropdown and then add to cart, okay?

You do not need to click the subscribe and save unless you want to feel free, go for it. But you're going to go ahead and grab this. If you want to save more money, you can just put on subscribe and save and just keep using it, which you should no matter what, but just add to cart and you're set. Okay? Then repeat that for however many staff members you need to purchase for so that each staff member has one challenge stack and one Prestige fuel. Alright? Now, this is super important. Before you purchase, I want you to know that being in Jim Lord comes with some special perks. Every other Prestige Lab affiliate that comes in starts at 10% commissions and they can earn up to 40% based on sales volume, but you're a gym Lord. And Gym Lords get 40% commission the top tier commission automatically for their first 90 days as a Prestige Labs affiliate, which means you're getting 40% back on your first purchase today.

Plus we have some more bonuses, which I'll get to on the next slide, just a second. But to maintain your 40% top tier status after the first 90 days, all you need to do is sell a minimum of $2,500 a month. That's less to put in perspective, that's less than eight new clients per month buying a stack one time, not twice one time. That's it. Okay? Super simple. Now to make sure you have the maximum cash available to start running ads, we help you make a profit by getting started with supplements. I told you I'd show you how to make money on this. Every stack you purchase for a coach, we will match the exact same stack completely for free, which means you can sell those to your best clients for pure profit and actually have them join you in this coach's challenge. So here's what the math looks like.

Let's say you have three coaches. It's you and three coaches. You get four challenge stacks plus the fuel stacks, right? So the fuel in there, all those stacks combined, that's $358 per stack times four stacks. That's 1432 40% commission gets paid back to you in seven days, $572 in commission in seven days. Which by the way, if you didn't know this, with Prestige Labs, we pay commissions four times a month. So you don't have to wait until the next month. We pay you four times a month making your true cost $859, then you're going to get $1,432 in free stacks. The way that happens is you'll get a code, you'll let your coach know that you ordered these. You'll get a code. That code will get sent to you, and then you can go in and use that code to redeem it for these free stacks, and you can resell those to your best clients for pure profit. And it's important, I've

Mentioned this before, but our top gyms have found that when they include their best clients in this coach's challenge, the secret challenge, they get more buy-in and conviction within the gym because you get those leaders that are in the gym to do it, and then they spread the word. Now, when you do the coach's challenge, you don't want them talking about it. They can't talk about it at all. They're just going to basically say something big is coming, but they get more buy-in with that. But back to the math, that means the full math works out to you making a profit like this. Let's say you have three coaches. You get the four challenge and fuel stacks, it's 14 point 32 that you're investing. You get back 572 in commission in seven days, you get $1,432 in bonus free subs. You resell at full wholesale price.

That's a $572 profit for you. So just FYI, which means you get paid to do your coaches' challenge and never forget this is so important. We only sell what we believe in, which is how we've been able to pay over $20 million in commissions directly to the pockets of gym owners just like you. This is just since 2018. So it is one of the reasons why we started Prestige Labs is to help gym owners be able to make a profit by selling exceptional supplements that actually work. Now, I want you to pause this video and get your stacks ordered. So go ahead and pause it, get 'em ordered. Once you've ordered them, let your coach know so they can make sure you get your codes for the free stacks. You will get those free codes and use them to order your free stacks for your clients. And once your coach challenge starts, remember to get after it train hard, follow the meal plan, use the supplement stacks, document it on social media, everybody, coaches everyone, and do before and afters so you have those. You can add those as testimonials and use the hashtag secret challenge when you post to create a bigger buzz around the community around what's happening. The next video, we'll walk through how to basically launch this with your coaches and we'll go through the deck that you can use to share with them.

Org Charts, Hiring, & Comp

 

All right. Let's talk about org charts, hiring comp, all that stuff. Okay, in the welcome start here, section under the What your Gym should and will look like, lesson we walk through your hiring needs. We'll go more in depth on that in the following sections to provide more context and clarity. Okay, so as a reminder, one of the primary benchmarks we look at is the 30, 40, 30 rule. So 30% of your revenue should go to payroll, including a reasonable owner salary. 40% of revenue should go towards all of their expenses, and 30% should be left as net profit. That is what we're looking for. That is the goal. And of course, you can net more by all means do it. But one of the biggest issues with expenses are people costs. So let's look at who you should hire and when first. Okay, so the hiring hierarchy, the first hire that you should always make is coaches and trainers.

You need to get off the floor and run your business, get off the floor, hire coaches, trainers to make sure that happens. The second one typically is going to be a lead nurture specialist. This is the grunt work, right? You've already gone through this. You've seen the messages that need to happen. Even with semi-automatic, you still are going to have to hire someone. If you're watching this and we have automated, automated lead nurture for you, completely done, then you could just hire us to do that, and we would do it for you. But you're going to need a lead nurture specialist. If not, and this is just grunt work that needs to be done consistently, but it's not difficult to teach. We already have the scripts, everything else set. Third would be an admin, so someone to take tasks like billing questions, basic customer support, et cetera, off of your plate.

The next one would be a retention manager. So they're in charge of doing the reach outs, check-ins and retention for both challengers and reoccurring members. So in charge of all of that. Next would be a sales person. So they will do all front end sales and should do three week conversions and upsells. They're going to do all of that front end sales, and then the conversions and any upsells that you have. And then last would be a general manager. This role would replace you and they should act as the owner and manage the growth of the gym. It's really important that this is in order. These are the types of roles that you would want to hire for. Okay? The job descriptions are for ours, documents included in this lesson. For each role, outline the role, the requirements for the role, the responsibilities, the results, okay?

The KPIs for the role and their communication cycles. Use these as your guiding North Star for each role to set expectations and measure performance against most things. Feel free to add or take away things based on your facility's needs. So you can edit those documents, use 'em as you need to, but make sure you have those. Okay? So in the next section we're going to go over org charts and gross profit projections, pre-work. We're going to set this up so you get your hypothetical max based on churn and how many people you're signing up, as well as hypothetical max based on your square footage. So we're going to work through these before we actually get into the gross profit projections that you have.

6 Horsemen of Retention Overview

Okay, let's talk about maximizing retention. We're going to go through the overview right now. So in this section, we'll go over the six things that we have identified that measurably increase retention in gyms. These six actions are called the six horsemen of retention, and we found these out by interviewing the gym Lords with the lowest churn. So think sub 3% per month for large group, sub 1% for semi-private, and finding out exactly what they did to get that low churn. Alright? Now, it's very important to understand that there are lots of things that help retain clients. Many of them are intangibles that frankly they can't scale across thousands of gyms because it was based on what the owner was doing themselves and who they were. So one of, I say this because one of the best ways for you to increase retention is to be present with your members and to truly just care for them and to try to help them and solve their problems.

And if you do that and treat it like a genuine relationship, you will go, your gym will be exceptional. And if you get your team to buy into that, then your gym will be exceptional. But knowing that a lot of these were intangibles, what we did was take the six things we know every gym owner can do, and that all of these gym owners that we talked to did. So we triangulated all the different information. We pulled out the six things that all of them did, and we took the things that we know that can be scaled and implemented across the entire Jim Lords community. So we just released it years ago and did it, and we've continued to refine it. And what's interesting is what we found was shocking to some, but not to us. So when implemented, our average Jim Lord cut their churn in half within three months of implementing it.

What's interesting though about this is that, and this actually surprised us on this, but it wasn't a perfect descent, right? So this was back in 2018. We've been doing this since 20 18, 20 17, 20 18, but it wasn't a perfect descent in churn month over month. In fact, by implementing this, the six horseman of retention, you should expect a spike in churn due to what we call shaking the tree. Especially if you haven't done these things before. So just be prepared for that. And what happens for most gym lords when they implement the six horsemen is this. So month one, they see a 50% increase in churn. So an example of this would be, let's say your baseline churn is 15% a month. That's really high. It's really bad. What's crazy is that our average gym Lord comes in at like 16%, like true churn, 16%. Let's say you have 50% increase in churn in month one.

That's typical, which means you would go from 15% to 22.5%. Month two gyms see a 50% decrease in churn, so it drops to 11%. Then month three, it's a 50% decrease in churn from there six and a half percent. So notice how it's over a 50% more than cuts, their churn in half. And by month four and on it stabilizes typically. Now you might have some fluctuations across the board, but at the end of the day, this is something that should constantly be worked on. And we'll go through all of these things in just a second. But it's really important to know that the impact is almost immediate and it's very long lasting when you

Implement. Okay? So increasing the LTV of your clients, the results, and bringing your community together is the reason why we have these six horsemen of retention. And by now, you're probably wondering what those six things are. So let's go through them and we'll go in detail in the next videos. But the first one is tracking attendance. The second one is weekly reach outs. Third is handwritten cards. The fourth are events. The fifth is internal plays and challenges, and the sixth is exit interviews. Okay? So in the next video, we'll start going in detail on tracking attendance.