The Active Life Podcast

How confident are you that the product you are selling will solve your client’s problem? 

How well do you truly understand your client's goal?

These are only a few of the questions you must be able to answer in order to earn the trust your client needs to give you a ‘YES’ without hesitation.

Today we are piggy-backing off of our last Turning Pro episode; if you haven’t listened to Coaches guide to sleaze-free selling, make sure to go back to episode 003. On this episode of Turning Pro, we discuss the 4 Pillars you absolutely need in order to gain trust and get a firm ‘YES’ from a client. We talk through developing certainty and building confidence with your client, how to communicate the value of your product and building a solid foundation to keep asking, even when the answer is no.

Podcast Resources:

Are you ready to Turn Pro?

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Connect with us!

Larry Gaier @larry_thehuman

Dr. Sean @DrSeanPastuch

Active Life Professional @activelifeprofessional

4:00 - Do you turn people away?

9:50 - Building the Pillars

15:05 - Let them paint the picture

18:00 - How to ask again if they say ‘no’

It is no secret that most of society puts their primary trust into medical doctors' opinions. At Active Life, we believe that the healthcare clinic of the future is the gym and the healthcare provider of the future is the coach; we also know how important it is to have the support and respect of medical providers to back you up.

Would you feel confident asking a local doctor to refer his patients to your gym? What do you think it would take for that doctor to do so? Do you believe that you have the trust and respect from the local medical community near you?

In this episode we talk to Dr. Nick, MD aka The Fittest Doc, about his contribution to CrossFit and the medical community nation wide as a doctor with SteadyMD. Dr. Nick is not your average MD; as a black belt in taekwondo, a CrossFit Level 1 Coach and the ability to throw around a heavy barbell, Dr. Nick is no stranger to the fitness community. We discuss building connections with physicians outside of the gym, finding the right healthcare provider for your lifestyle, plus he shares one of his pet-peeves when it comes to people trying to gain his business (hint: what not to do!). He’s full of information and passion for this industry and we’re excited to share this one with you!

Podcast Resources:

Are you ready to Turn Pro?

Download all podcast pdfs here:

https://www.activelifeprofessional.com/podcast

Connect with our guest

Instagram: @thefittestdoc

Connect with Active Life

Dr. Sean @DrSeanPastuch

Active Life Professional @activelifeprofessional

7:00 - Not your average doctor

14:30 - Finding the right physician

24:57 - What Dr. Nick looks for to refer to your gym

33:37 - How to get into a doctors office

40:45 - The value of Telemedicine

It is no secret that most of society puts their primary trust into medical doctors' opinions. At Active Life, we believe that the healthcare clinic of the future is the gym and the healthcare provider of the future is the coach; we also know how important it is to have the support and respect of medical providers to back you up.

Would you feel confident asking a local doctor to refer his patients to your gym? What do you think it would take for that doctor to do so? Do you believe that you have the trust and respect from the local medical community near you?

In this episode we talk to Dr. Nick, MD aka The Fittest Doc, about his contribution to CrossFit and the medical community nation wide as a doctor with SteadyMD. Dr. Nick is not your average MD; as a black belt in taekwondo, a CrossFit Level 1 Coach and the ability to throw around a heavy barbell, Dr. Nick is no stranger to the fitness community. We discuss building connections with physicians outside of the gym, finding the right healthcare provider for your lifestyle, plus he shares one of his pet-peeves when it comes to people trying to gain his business (hint: what not to do!). He’s full of information and passion for this industry and we’re excited to share this one with you!

Podcast Resources:

Are you ready to Turn Pro?

Download all podcast pdfs here:

https://www.activelifeprofessional.com/podcast

Connect with our guest

Instagram: @thefittestdoc

Connect with Active Life

Dr. Sean @DrSeanPastuch

Active Life Professional @activelifeprofessional

7:00 - Not your average doctor

14:30 - Finding the right physician

24:57 - What Dr. Nick looks for to refer to your gym

33:37 - How to get into a doctors office

40:45 - The value of Telemedicine

Do you know someone in your gym that NEEDS 1-on-1 training but you don’t know how to approach them about it? 

Are you letting your fear of feeling uncomfortable prevent you from talking to members about 1-on-1 coaching? 

If you haven’t learned the skills to sleaze-free selling in order to solve your members problems, you are doing them a disservice while leaving money on the table.

On this Episode of Turning Pro, Larry and Dr. Sean unpack how to engage a client in a conversation about personal training without feeling pushy or sleazy. We leave you with actionable ways to approach members TODAY, initiate valuable dialogue to better understand your client’s problem and navigate potential barriers that may come along.

Podcast Resources:

Are you ready to Turn Pro?

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Connect with us!

Larry Gaier @larry_thehuman

Dr. Sean @DrSeanPastuch

Active Life Professional @activelifeprofessional

Minutess

1:45 – Why people feel “sleezy” with sales

5:13 – You could be missing something

12:50 – If I… would you...?

16:00 – Sales Role Play

Do you know someone in your gym that NEEDS 1-on-1 training but you don’t know how to approach them about it? 

Are you letting your fear of feeling uncomfortable prevent you from talking to members about 1-on-1 coaching? 

If you haven’t learned the skills to sleaze-free selling in order to solve your members problems, you are doing them a disservice while leaving money on the table.

On this Episode of Turning Pro, Larry and Dr. Sean unpack how to engage a client in a conversation about personal training without feeling pushy or sleazy. We leave you with actionable ways to approach members TODAY, initiate valuable dialogue to better understand your client’s problem and navigate potential barriers that may come along.

Podcast Resources:

Are you ready to Turn Pro?

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Connect with us!

Larry Gaier @larry_thehuman

Dr. Sean @DrSeanPastuch

Active Life Professional @activelifeprofessional

Minutess

1:45 – Why people feel “sleezy” with sales

5:13 – You could be missing something

12:50 – If I… would you...?

16:00 – Sales Role Play

Do you find yourself struggling with the decision to spend the money you currently have in order to build the life that you want in the future? This fear-response around having, spending and acquiring money is one of the biggest faults business owners have leading to analysis-paralysis and regret.

Today’s guest has made it his passion to transform fear to fuel in order to thrive and live his best life. Patrick Sweeney is an author, entrepreneur and adventure seeker on a mission to help others discover and face their fears. He found his courage after a near-death experience with cancer forced him to answer the question. “What the hell am I doing with my life?”.

In this guest episode, we dive into the neuroscience behind the fear response and different ways it can show up in our lives. We also unpack prior belief systems and false armors that are likely preventing you from taking that next step in business. Is the fear of losing what you currently have holding you back from taking the next step towards professionalism in your business? This one's for you!

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Connect with our guest:

Website: https://www.pjsweeney.com/

Find Fear is Fuel the book at: https://fearisfuel.com/

On Instagram @thefearguru

Connect with Active Life:

Find Dr. Sean @DrSeanPastuch

Minutes

9:00 - The biggest thing holding people back

18:00 - Building the False Armor

26:00 - Prior beliefs

32:00 - Planning for the worst case scenario

46:00 - Making courage your default

Do you find yourself struggling with the decision to spend the money you currently have in order to build the life that you want in the future? This fear-response around having, spending and acquiring money is one of the biggest faults business owners have leading to analysis-paralysis and regret.

Today’s guest has made it his passion to transform fear to fuel in order to thrive and live his best life. Patrick Sweeney is an author, entrepreneur and adventure seeker on a mission to help others discover and face their fears. He found his courage after a near-death experience with cancer forced him to answer the question. “What the hell am I doing with my life?”.

In this guest episode, we dive into the neuroscience behind the fear response and different ways it can show up in our lives. We also unpack prior belief systems and false armors that are likely preventing you from taking that next step in business. Is the fear of losing what you currently have holding you back from taking the next step towards professionalism in your business? This one's for you!

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Connect with our guest:

Website: https://www.pjsweeney.com/

Find Fear is Fuel the book at: https://fearisfuel.com/

On Instagram @thefearguru

Connect with Active Life:

Find Dr. Sean @DrSeanPastuch

Minutes

9:00 - The biggest thing holding people back

18:00 - Building the False Armor

26:00 - Prior beliefs

32:00 - Planning for the worst case scenario

46:00 - Making courage your default

Are you still looking for ways to increase 1-on-1 sales in your gym? If you are not implementing assessments for every single client, you are losing opportunity. Assessments allows us to provide safety and value for each client while creating conversation for personal training sales.

In this first episode of Turning Pro, Larry Gaier and Dr. Sean discuss how to turn assessments into cash flow by increasing personal training and lowering injury.  If you aren’t assessing every new client that walks in you’re turning your back on gym revenue and client safety.

Ready to get going with assessments? 

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Check out the movement screen video https://www.youtube.com/watch?v=X0JFY5p_wdw

Connect with us:

Find Larry @larry_thehuman

Find Dr. Sean @DrSeanPastuch

Minutes:

5:15 – What makes us different?

9:00 – Keeping up with the Jones’

14:47 – Leaking clients due to injury

20:20 – Where do you begin?

Are you still looking for ways to increase 1-on-1 sales in your gym? If you are not implementing assessments for every single client, you are losing opportunity. Assessments allows us to provide safety and value for each client while creating conversation for personal training sales.

In this first episode of Turning Pro, Larry Gaier and Dr. Sean discuss how to turn assessments into cash flow by increasing personal training and lowering injury.  If you aren’t assessing every new client that walks in you’re turning your back on gym revenue and client safety.

Ready to get going with assessments? 

Download the free pdf that goes with this podcast at https://www.activelifeprofessional.com/podcast

Check out the movement screen video https://www.youtube.com/watch?v=X0JFY5p_wdw

Connect with us:

Find Larry @larry_thehuman

Find Dr. Sean @DrSeanPastuch

Minutes:

5:15 – What makes us different?

9:00 – Keeping up with the Jones’

14:47 – Leaking clients due to injury

20:20 – Where do you begin?

Did you know that only about 5% of the population will create & set goals for their life? Mind blowing right?!

That means roughly 95% of people out there are letting life happen to them, instead of for them. If you're listening to us it's likely you are one of the 5%. 

We love setting goals at ActiveLife, it is literally how this company was founded. Like today's guest, we believe that when it comes to setting goals, the bigger & scarier... the better.

If you regularly listen to ActiveLife Radio then you have definitely heard of Mark England; not only has he helped shape our staff and business through "Procabulary", he is creating better communicator's everywhere. He has been one of our top streams on this show, and we're stoked to have him back on ActiveLife Radio today. Since we last spoke to Mark, he has created another successful business called "Enlifted" which is devoted to building the athlete mindset through "Cognitive Fitness".

In this episode we're talking about setting goals that scare you, how your breath sets the tone for communication and we even get some insight on Mark's 50 year plan. Yes, I said FIFTY YEARS.

If you haven't yet listened to our first episode with Mark, make sure to go back and check out episode 138.

Show Notes:

9:55 Email ping-pong & feeling out your audience

15:35 Mark's #1 tip for better communication

26:20 Turning dreams into goals

35:30 Writing goals with "I" in mind

45:15 It's better to be in the arena than in the stands

55:32 Do this to get out of the "discomfort zone"

How to Connect with our Guest:

IG @markengland202 @procabulary @enliftedathletes

Learn more about Procabulary: https://procabulary.org/

Learn more about Enlifted: https://www.enlifted.me/shrugged

If you love this podcast , please click HERE to leave a review. Thank you again for all of your trust, attention, and support.

 Follow us on instagram at @ActiveLifeRx @DrSeanPastuch

@ActiveLifeProfessional