0:00

If you are somebody that's looking to grow an online fitness business, you're in the right place today. His name, as I said, is Eli Sanchez. He's a marketer, an entrepreneur, and an eight figure business mentor. He is also the CEO, which is the Chief Operations Officer of Smash gyms, which has helped over 1000 active fitness clients, which is pretty incredible. And he's also the founder of social fitness, networking SFM, along with his brother, Rudy Sanchez. Now, what we're going to be jamming on today, again, is what it takes to develop the right mindset in the right skills, which is absolutely crucial to grow your online business.

5:00

One of the things that we do with our program is it's it's relatively customized, because so many people in the fitness industry especially are in such different stages, like just saying you're a beginner, could mean you don't even know what your offers, you don't know how much to charge, it could be all those basic things. Or it could just mean you're just trying to hit your first $10,000. Like, there's so many different things. But I think the main thing is because we've helped hundreds of fitness professionals online fit pros. Now, in my opinion, the main thing that we see is people just don't have the foundational stuff, like the basics. When we ask certain questions like, Who do you serve? Or why does your company exist? Like your mission statement, they just don't have those basics.

6:50

So you need to kind of have both the right perspective and mindset and the right skills. I think specifically around it though, people get lost in like those words, they just mean words sometimes. But skills mean, you need to be able to actually provide a great amount of value to your clients. Like that's the end, you have to get your clients results. If you're not getting your clients results, you don't really have the skills, right. And there's all these different levels of skills, there's marketing skills, your sales skills, or communication skills, there's retention skills.

8:39

Right, again, with learning the skills and actually putting focus attention into the proper skills, right? You can have some grind into that. But people negate the mindset where it's like, why are you not doing something? Why are you not inside of your messenger inbox? Why are you afraid to make offers, you know, all of these things that prevent people from moving forward? You know, 100% Dude, I think what you're saying, I hope people it's really landing with them because in my experience, like, again, I've helped hundreds of gyms and hundreds of fitness professionals online fit pros all over the world. And like, the main reason that they're the people who don't have success is a perspective issue. It's like a mindset issue like two people, you could see the difference in people, like, well, we'll teach something to one person. And these are the people who go from you know, they're making 3000 a month before they join with me, and then they make these 2030 40k per month, but we teach them something. You see their eyes light up, they're like, Wow, I can't wait to implement that. That's going to be amazing.

11:29

The moment like a lot of people join with you to learn, you know how to monetize lives, or join with me how to make the first 10k, or whatever it is, they always ask like, what do I say to my clients, there's like a tactic that's a lower level, it's important to teach that but more important than a tactic is, you might like the strategies, which is like why the tactic works. If you teach people why these tactics work, they're going to actually be able to make it their own tactic, right, because they know the strategy behind it. But there's a level above that. There's four levels, a level above that is principles. This is like the laws of the world. Yeah. So if you understand principles, then you can understand the laws of the world, like a good principle is, the better you pre handle potential objections that your client might have, the more likely you are to get less objections at the end of the call, right? And the better you pre handle potential objections on your lives, the less objections you're going to get on the sales calls. That's a principle. So then you could create a strategy around how to, you know, have spouse objections on your life, for example, and then the tactic is exactly the words to say principal strategy tactic.

"Whatever it was, we'd hired someone else to do that role. And then I can have another role, right? So you really want to delegate things out. So you can focus on the things that matter.."

Keynotes:

• I think the whole mission and purpose comes in.
• Many people have the potential right in front of them.
• Passionate about fighting diabetes, or depression.

1:17

My name is Natasha storm. I originally started in the online space quite a few years ago, as an online fitness coach, I built my own online fitness coaching business organically up to anywhere from 30 $50,000 a month. And I used to work with women who are over 200 pounds, losing body fat, kind of reclaiming their self worth. And along my journey about a year and a half ago, I decided that I wanted to pivot and start building a VA services company, I wanted to help online fitness coaches, be able to hire virtual assistants out of Central America overseas be able to pay them, I wouldn't say less money, but pay them differently than what you would in North America to allow you to be able to buy back more of your time to book more qualified sales calls, eventually sell your program over chat and make that transition.

5:00

So like, what we do now is we come into people's businesses who are making kind of over that 10 $15,000 a month, and we plug in already trained VA so we hire them, we recruit them, we vet them, we make sure that their English skills are really good at their grammar is tight, like our process for this is crazy. And then we bring them in and we train them how to run fitness scripts, we teach them how to lead gen for fitness clients, we teach them what Facebook groups to look at how to pull people off hashtags, how to pull people off reels, Instagram Stories, how to identify lead temperature of people, start those conversations, build authentic relationships in the DMS and then transition into of kind of a fitness related script. And either book qualified sales calls for people or over probably 50-60% of our clients, we actually do sell by chat. So we sell their fitness programs that are anywhere from $300 a month to like 4k Paid in full over the DMS and the retention, like the thing I get excited about is for me, if a VA passes training, and they're qualified, and I know they can do the job, and they're bought into my company vision and core values, our retention is insane. So we're not turning VAs over every three weeks because we qualify them so hard before they get into the door, that the people who work for my company, if they make it past the 45 Day probationary period, most of my team at this point has now worked for me for almost a year.

10:00

You could be messaging somebody and if you're sending out 30 messages a day, but you're getting ghosted, well, that is not a good use of my time. Okay, well, why am I getting ghosted because the audience is cold, and their new followers and their new friends, they don't actually want to talk to you yet. So I think my first piece of advice would be acknowledging there's five levels of leads, level number one is we have strangers, they don't know who you are, they don't even know that you exist yet on social media.

18:21

Once you break that $10,000 A month mark. All of a sudden, every new client you add to your service becomes more energy taken away from you. And if you're running a Facebook community, you're running trainer eyes, you're replying to messages, you're doing check ins, we're doing lead gen now I have to market I need to be on my stories, oh my god, if I'm not posting enough social proof, you know, these conversations are dropping, and all of a sudden you you start wearing more and more hats. Two things happen at that point number one, you make the decision that you're going to buy back time. So people I think subconsciously take their foot off the gas pedal, because they're like shit, I can't do all this. So I'm just going to stop doing Legion. I'm just going to stop posting as much. I'm going to stop having these conversations and I'm just going to support and serve as my current clients. But when you shift into that, sales is the only thing that brings money into your business. Everything else takes money out the back door. So if you stopped selling and you stopped booking phone calls, and you stopped selling your program to new people, and your retention drops, like you don't have a business anymore, and all of a sudden like stress goes up.

"So I think my first piece of advice would be acknowledging there's five levels of leads, level number one is we have strangers, they don't know who you are, they don't even know that you exist yet on social media."

Keynotes:

• You make the decision that you're going to buy back time.
• People I think subconsciously take their foot off the gas pedal.
• When you shift into that, sales is the only thing that brings money into your business.

3:45

A lot of people will set goals and they are lofty, big vision goals. I want to make a million dollars. If you know, I want 111 clients, and they're absolutely fantastic. However, you have to identify the type of person that you are before you start setting goals. There's two types of people. A lot of people in the psychology world talk about pain and pleasure, like what type of person you are, you operate on pain, you operate on pleasure, I call it the tortoise and hare mentality. And so before you even set goals, you first have to identify what type of person you are. And before we get into that definition, the reason it comes up is because when people who are more of a tortoise mentality or a hare mentality, and they're setting these big goals, and they're not meeting them, they start to defeat themselves. And then these big goals become kind of the focus of everyday behavior, and they're missing the actual steps that they need to be taking to actually make that big goal happen.

5:35

You're trying to like, kind of step over what is right in front of you. And so, I know I have a tendency, a lot of people have a tendency to do this, they look at something that they have previously maybe learned, and they think, okay, I'm good, I understand that. And sure you understand it. However, if it's showing up for you, again, you haven't grasped it. And there's a difference between understanding it and grasping, and we've had this conversation before. But you can understand something to a point where for you, it's like, Yeah, ha, ha, ha, got it. But when you grab something, you actually can explain it to somebody else. And that's where you want to be with each step, you want to be able to grasp it so that when you explain it to somebody else, it makes it easier for you to take that step and execute on that step. When we understand something, we don't always execute on the actions for that step. It may feel like it, we may tell ourselves a story that we are because we've heard this over and over and over again. But the truth is, if we break down the material things in front of us, like the actual action things that we've done, we haven't executed on anything. And that comes from the misunderstanding of understanding something and grasping the concept of that step to execute it in the way that it needs to to get you to the next step so that you can get closer to that bigger vision.

9:52

Are you a person that operates under pain, Are you a person that operates under pleasure, see the hair operated under pain, like he wanted to see, like the tortoise, he wanted to, you know, make sure that he was going to, you know, he needed that challenge to pursue the finish line. Whereas the hare operated under pleasure, he didn't need that challenge, he just needed to see that he could put one foot in front of the other. And no, every step was a win. And he felt that. And so that's the story of the tortoise and the hare. And that's kind of the tortoise and the hare mentality is like, the tortoise takes things nice and slow and operates on victories. So every victory that the tortoise actually achieves is more fuel in his belt to keep going forward, the hair operates under pain, which means every time he misses something, he is going to push harder and faster to make sure that he doesn't miss it again. And so you first have to identify, are you a person that operates under pain or pleasure. And so if you are a person that operates under pleasure, then you want to set goals that you can actually achieve.

22:02

Make a million dollars make a million dollars, that I wasn't actually looking at my whole picture. I wasn't looking at my past, I was only looking at my future. That's why one of the first steps is to look backwards. Right? And so when I started to do this, and I started to look backwards, I was like, Holy crap, I'm already a multimillionaire. I've already kind of achieved what I wanted to do with quote, unquote, when I made that million dollars, so what's the point of me you know, having In the stresses, what's the point of me doing this and operating under this scarcity and operating under this pressure when I could be operating under ease and fulfillment, and you know, just excitement to serve. And so when we have that big goal pressure, that's not even ours, you start to feel all those stresses and things like that. And then when you look backwards, you probably have already achieved a lot of those goals, you just didn't realize it because you weren't tracking the metrics, or you weren't actually going back and looking at them. And so you may have collected this goal from like a new group that you were in, and other people talking about being millionaires and wanting a million dollars in financial freedom.

29:08

Yeah, and keep those passions fired up, right. Like as we get caught up, like, even like Alex and I are doing right now like this interview. Like, there's nothing on our mind about trying to make money doing this. Like we're literally just doing this just like I'm sure as you would as a coach, if you're listening to this to like to help people right to help. And there's not even in our mind that this kind of interview is going to make money just like we're like, Hey, we should do a podcast together just like give, right? That's kind of the mindset that the more you can like, be in that mindset where you're not lacking, right? It's like, oh my God, I've got to get like you're not lacking you have it already. You just have to stay focused, right? You just have to realize that when you put your attention into that cause into what you love into the reason like Alex just said, why you got started doing this, all of a sudden a you're going to be happier, you're going to be less stressed, and you're going to notice that things start coming in easier, right? It stops, it stops feeling like an uphill battle. It stops feeling like it starts feeling like more of an attraction process. Because you're, you're in that higher vibration.

"So when we have that big goal pressure, that's not even ours, you start to feel all those stresses and things like that. And then when you look backwards, you probably have already achieved a lot of those goals, you just didn't realize it because you weren't tracking the metrics, or you weren't actually going back and looking at them."

Keynotes:

• You first have to identify, are you a person that operates under pain or pleasure.

• Set goals that you can actually achieve.

0:00

I'm going to be giving you the key exercises that you can implement to grow your coaching business, in 2022, and beyond. I'm doing this episode because I talk to a lot of entrepreneurs to a lot of online coaches, fitness coaches, health coaches, relationship coaches, mindset coaches, spiritual coaches, all kinds of coaches. You know, before we move on, it's not to say that focusing on putting out better content or providing more value is something that you should do, but what I see is, so many coaches don't yet have, like, the foundational client acquisition skills down. And so they're putting this focus into something that's like, it's kind of like polishing a turd, right? It's like, it's a turd.

6:35

You know, what I mean, before that, is you're putting out content or lead magnet or something, right, but there's this nice pipeline. And so it's like, if you're not getting enough calls booked, you know, you have to go a step back and start improving whatever that part of the process, right. I was gonna say two, but three different things. Thing number one is to actually create a real connection, how do you communicate your message, and I'm going to give you some exercises that you could do in your business. It's just the better you get at communicating your message. Ideally, the better your content will be, or the more client your content will pool, the more your advertising will pool, the more your emails will pull, you get to the point, right? The first one is going to be the skill of first sharpening your message. This is the first thing that we do when somebody comes into the in demand coaching world, our program now, which by the way, is now called the in demand coach because we help coaches become in demand in their marketplace, and you'd be able to get 10 plus clients a month, when they optimize our systems and processes.

13:50

I separate us from CTAs because making an Offer Versus just doing a call to action. It's a little different. Like it's a skill set that has to be developed. Right.But ideally when you learn these skills like on average student for us will get anywhere between eight to 12 clients a month, a month, and this is extra they don't may already be some coaches come to us already having clients These are just, you know, eight to 12 And we give you the coaching and the guidance and the personalized support along the way, if you would, like help in doing that, you know, shoot me a message on Facebook, or Instagram, if you're on Instagram, and just say the word, I'm ready. And we'll connect and see if the in demand coach is right for you. And you know, help you get some of these skills in your business. So with that being said, let's go ahead and do a quick recap. If you can land those skills in your business, and you practice these exercises in their exercises, or you got to do them continually. I can tell you right now that you will have a very successful 2022 When it comes to acquiring more clients. Anyways, y'all hope you found this valuable. If you're listening to this on Facebook, or you know, Facebook is where I'm on right now for the live stream, then, you know, let me know what your number one takeaway was. So get out there. Let's have a frickin amazing year beginning in 2022. And just remember like your message matters now more than ever has before. There's so much fear, negativity and scarcity being spread on social media and is up to you to spread your passion which is your message to the world.

"We all have a message. But a lot of times it's like it's very commodity. And it's not really helping to pull clients like it's not cutting through all the noise. It's really just adding to the noise in the industry in the in on social media, but it's not cutting through".

Keynotes:

• Sharpen your message
• Diversity in your topics
• Communicating your message, is the actual, what I call like the some of them are micro and macro

0:00

Now, before we dive into this, today, it's going to be a relatively short training, if you haven't yet received, or if you haven't got the actual story journal PDF that we gave out earlier this week, then you can go ahead and comment right here on this post to say the word story journal on this post right here.

5:00

Why a diet when it work? Right diet will not work for somebody because they don't actually freaking have the habit ingrained. You know what I mean. And so the same thing is true here. So one of the principles behind storytelling, especially some of the ones, the examples that I'm going to give to you today, which is like more case, study storytelling, is that it plants a seed of possibility in your audience's mind.

10:00

So anytime I think of like, the client messages means like, Yo, like, in this case, now, like, you know, I just made $12,000, I will document this down, because I will share that story with this, how this client came to me, you know, with no leads and struggling with getting engagement and how in just you know, four or five months, they're now at this range and be able to, like showcase that.

"People don't need more information from you. There's plenty of there's an abundance of it out there, what they need his connection and inspiration to move forward. And that's really what storytelling does."

Keynotes:

• Story telling intended to help you be able to connect a story to a topic to keep your audience's attention.
• Your audience doesn't need more information from you. What they need is a purpose, they need more connection and inspiration to be able to move forward.
• For coaches, it's best to start with case study stories, because it's going to be the quickest way to drive sales.

"Your authentic message always wins"

• How to convert more followers into clients
• Offers they cannot refuse
• Apply these principles in your marketing

0:00 The coaches curse, let me tell you about the coach's curse. Okay, this conversation came up the other day with a couple of clients, because something often happens, right? And I think all of us as coaches and let me know if this happens to you, I think all of us as coaches fall into this trap

0:32 I've seen as something that can destroy a lot of coaches. And I've seen a lot of coaches kind of bow out of coaching, because they just can't make things happen from a marketing standpoint. And there's something that happens across I think every single coach that the intention of me doing this episode right now is to help fix that is to help fix that.

2:26 And so when it comes to our marketing, it's easy to fall into a trap of feeling like we have to prove ourselves, like we have to prove ourselves through our content, like we have to prove that we are the expert. And so we'll start to put out, our best information will start to teach our best stuff, right putting out a lot of value thinking that's what's going to get people to watch our videos, or to consume our content. And then when we don't get any buddy watching or engaging with us, it starts to make us feel like we're not putting out stuff that's good enough, right? Maybe our stuff isn't good enough, maybe it's worthless, we start to feel rejected. And this is frickin deadly. This is dangerous.

4:04 They're looking for more connection and inspiration. And quite frankly, they need somebody to lead them into influence them. Because they're stuck right now. They're seeing things a certain way. Your job is to connect with them, to help inspire them. And then to help them see things a different way. The problem that they're in the mistakes that they're in to help them see those things a different way. And this a lot of this comes down to techniques around like yes, enticing your audience but helping to elicit emotion.

5:22 What we have to be able to do is we have to learn how to entice our audience, to want to watch us to want to click on our videos, and to actually watch us we want to learn how do we captivate to keep their attention? Like once we get them to click, we got to get them to stay. Right? And then lastly, how do we get them to pay? Right, we have to move them we have to influence them forward. Right? So if your engagement sound, this is how we started this video. It's probably because you're falling into that coach's curse.

8:32 So if you would like some more help with that, this is your chance to reach out to me right before the year ends. Right now we're gearing up, we've been teaching our students inside and if you're a student, like let me know, like, how have you been finding, like what we're doing? Like? Let me know, just drop in the comments. Because right now we're gearing up to teach everybody how to do an effective Life series launch for January so they can maximize they could fill up their calendars with clients. And it's good for them right for their business.

9:49 And take the time you deserve this just like you if you're in the fitness space, you would teach a weight loss client to develop habits, right? They may be following different tasks. tastes like diets, different strategies, but it's up to you to take the time to learn the skills, because that's what will pay the bills. This is how I've grown my businesses and this is how you'll grow yours. Alright, that's all I got. Remember, your message matters now more than ever before, get out there and speak it. As always, have faith stay focused, and take aligned action

"Your prospects don't need more information from you; what they are searching for are connection and inspiration"

• Helping your clients see things in a different way
• How do you elicit emotions out of your audience?
• Helping you communicate your message

0:00 Yo, what's up y'all the three ways that you can get more clients using live video. So I'm going to first start this off with why this is even coming up and why I'm doing this, this quick little episode here. And it's why most coaches are actually failing to get clients from both their live video and their content marketing. And then I'll dive into the three ways that the three best ways that you can get clients using live video. Now, a lot of people think that there's only one way to do it, it's just like you go live on Facebook, or you go live on Instagram or in your Facebook group. And quite frankly, that's not necessarily the case. And that's really not even the best way here in 2020 Going into 2022.

5:01 The Live series launch is basically a series of videos you do, most of the time, they're going to be back to back on one specific topic to solve, to give your audience one specific outcome to solve one specific problem. And to provide them one specific offer, it's a lot of specifics, I know. But that is what the Live series matches. And then at the end of it, the end of your series, you're making an offer, that is incongruency, with the problem that you're helping them solve in your series does this make sense? That is the second way you can get clients to live video. In fact, the system that we provide to our students, we're seeing, on average, eight to 12 clients per month when the system is implemented.

9:19 But the thing is, that in itself is backwards that will kill your sales. Because all you're doing is adding to the noise you're basically a commodity is every other coach is also providing amazing information. What you have to be able to do is mastered the skills. mastering the skills of live video is the same skills that you will be utilizing in all of your content marketing.

11:04 So with that being said, y'all I'm out remember right now your message matters more than ever before. Social media is straight up pumping out fear, negativity and scarcity all of the freakin time and your ideal clients your audience members are being consumed they're being dim like literally their lights are being dim every single day by this fear by this negativity by the scarcity but you coach you have a message inside of you in that message contains a passion. It contains an enthusiasm in that contains a light and that light when you speak it out into the world on social media will help to diminish this darkness because where there is light, there cannot be darkness. So don't be afraid to speak your message. Let's stand up. Let's rise up. Let's change some frickin lives. As always have faith stay focused and take aligned action

"The major reason is they are focused heavily on the content piece, and not so much on the underlying skill sets beneath that content, like the principles actually make it produce."

• Why most coaches are actually failing to get clients from both their live video and their content marketing
• 3 best ways you can get clients
• The live series launch is the key

"Your story, your struggles, and your success in your life qualifies you to support a specific type of individual"

• Naturally looking for the people were drawn to

• What you are bringing to that strategy

• Your struggles make you qualified to support those who you are desiring to support

0:00 How to Grow your coaching business your fitness coaching business, your health coaching business, if you have a frickin coaching business, how to grow it through speaking, welcome back to the school of impact podcast in today's episode just like it states, I'm going to show you how you can get more leads get more clients through the power of effective communication

1:18 Now here's the biggest thing, right? This episode's coming about because a this is really what we do. Like this is essentially what I teach to students. This is how I grew my brick and mortar gym business. This is one of the main ways I grew our online fitness business. This is how I'm growing the business that I'm in now. Right? It's super meta. But here's the thing, right? If you are already a coach, and you're already, you know, trying different strategies, trying different tactics, like for example, if you're posting content right now, right, which is what most online coaches are doing to some capacity, posting content, maybe running ads, but you're not really getting leads or clients coming in consistently.

2:52 Maybe you're doing follow unfollow on Instagram, or following an influencer, right? And this leads to feeling burned out when you're doing it this way. It's like almost like you're chasing leads with little results in return. Right now we all we obviously want to be able to see new followers coming in. Like Alex Solomon, for example. Alex, if you're watching this dude, or listening to this, shout out to you again, man, you give me some great topics to like, Give us an example. Alex recently, this has been happening for quite a while is he's getting it started off just has a trickle, like new followers, new friends coming in. Now it's unloaded. Like he's getting some times like 100 a frickin day.

5:22 But once you've started to do that you're posting content, you're going live, you're speaking on your own stuff. Now it's time to start leveraging other people's stages, other people's platforms. Does this make sense? And so some ideas and some examples for you

8:16 Okay, the keys to making this successful, because A, we don't want to just speak, it's cool to like get our message seen. We want to actually get leads and clients, am I right? Yes. Am I right? We want to get leads into clients from this, versus just going out and speaking, and then not getting anything from it, it's going to discourage you, right, just like anything, if you're not getting the result is discouraging.

16:00 And remember, the whole point of this is to get out there and speak your message. And quite frankly, your message matters now more than it ever has before. Like the media, especially social media is pumping out fear, negativity and scarcity every frickin day on something, right? It's darkening the world people, your people that you're trying to help. They're constantly becoming dimmer and dimmer and dimmer in your message contains a light, it contains a passion, it contains an enthusiasm that is going to help light up these people. It's going to help light up social media it's going to help light up the world. So do not be afraid to speak it. You have mindset blocks. If you have performance blocks that are preventing you from doing this or preventing you from getting your frickin message seen. You owe it to yourself. Okay to get some support. You owe it to your potential clients, to your business to your family to this freakin world to reach out and get some guidance because your message matters, my friend, all right. Don't be afraid. Get out there and speak it. As always have faith stay focused and take aligned action.

"The power of speaking is not just the words coming out from your mouth; it's your ability to communicate those words and effectively communicate your message"

• How to get more leads through the power of effective communication
• What speaking will solved
• You have to have a message that stands out