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Wednesday, 28 June 2017 15:57

How to find solid employees

How to find good employees:

 

1.        Pay more than you want or expect to.

2.       Interview candidates three times or more.

3.       Explain all expectations before hire date, have them sign a document that lists the expectations, including and especially goal structure.

4.       Inform hire that he or she is on a 90 day trial period, and that it is a production position and..

5.       Reward success, punish failure.

6.       Provide leadership.

 

Published in Blog
Tuesday, 25 April 2017 14:33

I've got another confession to make

In 2004, I answered a job ad.  The position was in membership sales at a 30,000 square foot gym.

I was 31 years old. 

For the previous 10 years, I was either a golf professional or a fitness trainer for a few different organizations.

At 31 years old, I wanted to work for an Independent gym, with one owner.

This was that gym.

Published in Blog
Wednesday, 12 April 2017 13:50

It comes down to this

It really honestly and seriously comes down to two things.

1.       Do you schedule a free session with 70% or more of new members?

2.       Do your coaches who perform these free sessions convert 50% or more to coaching clients?

Published in Blog
Tuesday, 21 March 2017 13:54

Trainer dude uses google

He took the job because it was the first gym to offer.  At 22 years old, fresh from graduation, he didn’t even have a certification.  But that was coming soon.  On Saturday, only 3 days away, he would sit for the exam, and there was no way in hell he was going to fail.

The gym was about 10000 square feet.  It had a bunch of treadmills, elliptical machines, and a few stationary bicycles. 

In the middle part of the gym, about 14 pieces of Cybex machine weights were stationed. 

Down a dark hallway, in the back of the gym was the free weight area.  Dumbells, and more dumbells.  A couple of squat racks, a hack squat, a 45 degree leg press, some kettlebells and a bunch of benches, crammed into this corner in the rear of the building.

The 22 year old soon to be certified trainer was excited.  He was told the following:

Published in Blog
Wednesday, 15 March 2017 08:53

The C word

I do say the C word more than most people.  The main reasons I say it are 1. Shock value.  I love seeing people’s reaction.  “Did he just say that?”  2.  I find it silly that we have words that are taboo. 

And the third reason is because in Australia, it is about as common as fuck is here.  Or maybe even shit.

Published in Blog
Tuesday, 07 March 2017 14:52

PT sales is the new 1998 membership sales

There was a time when a gym tour was a serious thing for a membership salesperson.  I remember the days of 45 minute tours, $149.00 enrollment fees and $50.00 commissions. 

And of course, a closely monitored closing percentage of 50% or higher.

“We close almost everybody who comes in.”

Published in Blog
Friday, 03 February 2017 14:24

The smoke show who stood me up

A female friend of mine showed me a picture of a friend of hers.  Somebody I had never met.  She was/is a total smoke show.

So, I got her telephone number.  I asked her via text to go to a MLB baseball game with me.  Just her and I in my season ticket section.

Now, let’s take a time out.  Normally, this situation would have gone like this:

Published in Blog
Wednesday, 01 February 2017 14:45

Beating low dues clubs

I am hosting a webinar on Thursday, February 2nd, 2017.  Noon Central time.

Groundhog Day.

I am predicting that some folks won’t be able to make it and some people poke around the blog post section of my website on occasion, so I thought I could kill two birds with one stone.

Give readers some of the information in case they can’t make the webinar, and maybe get a few others who are available at Noon Central time on Thursday, February 2nd, excited to jump on board.

Published in Blog
Sunday, 29 January 2017 11:29

Simple, but not easy

Wake up every day and think about the numbers first.  The goals.  How many sales are we going to make today?  How many do we need?

Work your plan to achieve those goals.

Success doesn’t come to you.  You have to go get it.

Published in Blog
Saturday, 14 January 2017 11:03

Setting goals and motivating staff

The first step is to determine what your monthly sales goals are.  The next step is to break these monthly goals down weekly and daily.

 

Determining goals:  History and trend.  History is what were the sales 12 months ago.  Trend is the three months leading up to this month.

Example for setting January 2017 goals:  Sales for January 2016 were 84.   Sales for October/November/December of 2016 (three months prior to January of 2017) were 215.  (66, 72, 77 respectively)

84 plus 215 equals 299. 

242 divided by 4 (for the four total months added together) equals 74.75

Your goal for January is 75.

Published in Blog
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