Ways to Avoid The Summer Client Drought

As fitness professionals we all need ways to avoid the summer client drought.

Here is a recent email that I sent out to me team reminding them of some of the things they can do to keep clients coming in during the summer!

  • 016 300x225 Ways to Avoid The Summer Client DroughtIf you are regularly below 80% productivity, focus on just getting in one comp each week.  Just one.  That’s all you need to do.  And if you follow our systems for closing the sale, you’ll have an 80% plus chance of convincing that client to invest in your services to help them reach their goals. And you will be reaching all your goals too!
  • If you are usually above 80% but find yourself below the goal during the summer months try these things:
    • focus on your clients who are still in town and suggest they ramp it up over the next 2 months when you have the time in your schedule to really intensify their program. 
    • Another good option is to reach out to those clients you haven’t seen in a while and suggest they get back in to revamp their program and for you to design something they can do at home during the summer.
    • If you train parents, suggest they do some partner or team training with their kids so they don’t have to miss their workouts just because the kids are home from school.
    • Get creative and you can keep a really full schedule.
  • Next Team Training series starts soon so fill your time slots!
  • Regularly promote our upcoming events and clinics which include our Triathlon (Solo division, Relay Division, Bike/Run or Kids Tri), Dog Mountain Hike and Biking Adventure.  Also, our next early bird deadline for Girlfriends Half Marathon is September so get your clients enrolled now so they can start training (walking or running or run/walk) and they can save some money on the registration fee.
    • Hiking Club conquers next hike Dog Mountain on Sunday July 7th!
    • Runners To Racers – Kristin’s Speed Training clinic is going to help our clients get FAST!  Get all your running clients signed up!
    • Biking Adventure on July 27th will be a blast starting and finishing at Edgefield and conquering a 40 mile bike ride to Multnomah Falls passing numerous waterfalls and incredible views of the gorge.  We will have a half way stop where if someone wants to turn around at Crown Point Viewpoint and make it a 20 mile route that option will be available.
    • Girlfriends & Dudes Triathlon & Duathlon (Bike/Run only) and Kids Tri:  We’ve got one month to rock this event.  We’ve already got about 200 people signed up so this is always a great event for us.  It’s a short distance tri with a  ½ mile swim downstream (so you can float to the finish if you like!), a 12.5 mile bike and a 3 mile run/walk or a 2 mile Run/12.5 mile Bike/3 mile Run.  If you’re not up to the full challenge, recruit a few friends and do the relay division or just do the Duathlon (Bike/Run only) division.  And get your kids involved in the kids tri – total fun for the whole family!

Yours in health, fitness & business,

Sherri McMillan


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product results manual Ways to Avoid The Summer Client DroughtThe Fitness Results Manual is the same resource tool we use for our weight loss challenges to generate around $20,000 in extra revenue each year, the resource tool we use for corporate wellness programs, when conducting a comp session and to sell to clients!.  Take a look at this video where I walk you through exactly what you get with the Fitness Results Manual. The best news is that I have authorized an automatic $100 automatic discount if you purchase the Fitness Results Manual before August 1st!

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BOPTbooklets2 225x300 Ways to Avoid The Summer Client DroughtHey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?!  You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

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Reschedule Them – Don’t Cancel Them This 4th of July!

July4 Reschedule Them   Dont Cancel Them This 4th of July!

We are quickly approaching the 4th of July, which falls on a Thursday this year.

So…what will you do?  Will you be closed all day? Will you offer a specialty class?

No matter what you do make sure your clients know their options and help them reschedule their appointments….don’t let them cancel!

Here is how we will make sure that everyone stays happy this 4th of July (trainers, clients and the business’ bottom line!):

  • Find out which trainers would like the day off and which would like to work and what hours they would like work.
  • Once we have determined the trainers that will be working and which hours they will be working our Customers Service team will call the clients that are normally scheduled during those times to ensure that they still plan on attending their sessions.
  • If they aren’t able to attend their sessions we will try to reschedule them for that same week so that no one skips a beat
  • Then we will know the time slots that are still open and we can try to reschedule clients that have regularly scheduled appointments on Thursdays, but that their trainer won’t be available for.
  • We are offering one group training class rather than Read the rest of Reschedule Them – Don’t Cancel Them This 4th of July!
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Get Trainers To Help With Marketing

Most fitness businesses take on a good portion of the marketing responsibilities and the personal trainers spend the majority of their time focusing on their clients, but if you set your trainers up for success they can help with quite a bit of your marketing efforts as well as spend most of their time with clients….

writing email 230x300 Get Trainers To Help With MarketingAt Northwest Personal Training & Fitness Education we expect our trainers to have about an 80% productivity rate.  That means that 80%  of the time a trainers is scheduled to work should be spent with paying clients.  For example: working with personal training clients, partner training clients, team training or teaching a group training class.

The other 20% of time the trainer is scheduled to be at the studio should be used for things like:

Read the rest of Get Trainers To Help With Marketing

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Start Improving Body Image

As we get closer and closer to the summer months, more and more of our clients want to start improving their body image.  Shorts, skirts and tank tops leave little option for covering any ‘flaws’ and many begin setting goals for how they’d like to change their body. Please read this blog if you want to start helping yourself and your clients achieve a healthy body image.

It about so much more than dieting and losing weight!

This article was posted a week ago and I was interested to see the response.  Many supported the article and others were very offended.

Dove 300x159 Start Improving Body Image

I read it and although I agree with some aspects, it does not account for genetic factors and individual differences. It is definitely true that some people have it a lot easier than others. They were born with better genetics, stronger metabolism, less fat cells etc.

Before setting any type of weight loss goal, it’s very important for you to examine your genetics and to understand that fat loss is dependent on your genetic breakdown.  Read the rest of Start Improving Body Image

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Generate Extra Revenue This Summer!

As fitness business owners and managers we are all looking for ways to generate extra revenue this summer and I wanted to share just one of the creative ways we encourage clients to work with us over the summer!

Everyone wins with this summer revenue generating idea:

NorthwestPT SummerTeenGroupTrainingFL 2013 231x300 Generate Extra Revenue This Summer!


It is simple.  Students are out of school. Parents are trying to find ways to keep them active and entertained during the summer.  Parents also often times find themselves with less time to get their workouts in during the summer because they are running around trying to keep up with their kids.

Why not help everyone out? Read the rest of Generate Extra Revenue This Summer!

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Don’t Let This Happen at Your Studio!

FRM Video2 Dont Let This Happen at Your Studio!Make sure to read this blog because I don’t want this to happen at your studio!

Here is what I saw at our studio the other day and the email I sent to our team to ensure that it doesn’t happen again!

“Hey Team,

I was at the front desk the other day and witnessed a trainer to Customer Service Representative (CSR) tag-off of a new client after an initial complimentary session (this is the critical point when the new client has made a verbal commitment and the trainer should guide the CSR on how exactly they have discussed the new client will be working with us!).

It was painful to watch! The conversation went something like this….

Trainer to CSR:  “Hey can you get client scheduled for their next appointment?  Thanks.” 

Trainer to new client:  “It was really great meeting you!  I have to run to my next client who is waiting for me but I look forward to seeing you again.”

CSR to new client:  “Ok, let me see what I’ve got available…” Then the CSR proceeds to ask questions such as “When do you want to train?”, “How often?” “How long do you want your appointments to be?”  “How many sessions do you want to buy?” etc…

And the clients responses“I’m not sure??” “Maybe this…or maybe that…I was thinking this…What do you suggest??”

Ugh!  Not good!

Remember the transition to CSR is absolutely critical!  You could ruin an amazing first session by not finishing correctly…Remember that as the trainer, you just spent an hour with them…you are the best person to direct exactly what should be purchased/scheduled.

Here is protocol for finishing an initial session with a new client… Read the rest of Don’t Let This Happen at Your Studio!

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Keeping Your Personal Training Schedule Full

referral2 300x266 Keeping Your Personal Training Schedule Full

Keeping your personal training schedule full requires an entrepreneurial mentality. It requires leadership from the personal training director and a reason for a personal trainer to take full ownership of their schedule. Personal training directors and personal training studio owners often struggle with how to educate and encourage their staff to continually ask for referrals and prospect for business, but don’t worry!  

I have some tips for you and your staff that will help keep schedules full and business thriving!

Here are the keys to keeping your personal training schedule full and rounding up referrals: Read the rest of Keeping Your Personal Training Schedule Full

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Should You Be Writing a Blog?

Should You Be Writing a Blog?

I have been writing blogs for our clients and for Fitness Professionals for quite some time now and I find it to be well worth the work.  Many Fitness Professionals ask us if they should start writing a blog and the quick answer is YES, but….you have to be committed to it and you have to know what your goals are when writing the blog!

We used to have a pretty simple blog, but in January of of 2011 I decided to upgrade the look, feel and functionality of our blog (which is what you see today).

We did hire an outside company to design both of our blogs, but that isn’t necessary.  You can get great templates with blogging services like WordPress and Blogger and with most of these services there is a free blogging option.

I want tell you a bit about why we upgraded our blog, why we think it is important to write blogs and some tips we have picked up along the way!

arrow products blog 300x174 Should You Be Writing a Blog?

Here is why we upgraded the blogs:

  • We wanted them to have a customized feel
  • We wanted to have an “optin” option (learn more about optin/email captures in this blog post) - This is where folks can sign up to receive something for free and in-turn they are signed up to receive my weekly eNewsletters and Blogs posts.
  • We wanted to be able to feature specific products during a blog post and have the products available to purchase right there on the blog.
  • We wanted to make it easier for our readers to find past blog posts
  • We wanted to make it easier Read the rest of Should You Be Writing a Blog?
Posted in Marketing by Sherri | 2 Comments

You Need More Than Just Word of Mouth Referrals!


referrals 300x300 You Need More Than Just Word of Mouth Referrals!As fitness professionals we know that word of mouth referrals are going to be the source of most of our new clients.  I am sure many of you have even read about different ways to verbally ask for referrals, but verbally asking for a referral is only 1 way to get referrals.  There are lots of ways to ask for referrals and you should be doing them all!  It is a numbers game.  The more ways you ask for referrals the more likely you are to see those primed potential new clients walking through your doors!

Here are a couple creative ways we ask for and encourage referrals:


High Profile Referral Funnels: 

If there are people in your community who know a lot of people, have charismatic personalities and would be great ambassadors for your business, consider offering them free Read the rest of You Need More Than Just Word of Mouth Referrals!

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How to Gather Email Leads Online

optin 253x300 How to Gather Email Leads OnlineI talk to lots of fitness professionals that know they need to gather email leads on their websites, facebook pages and blogs, but just don’t know where to start.  There is A LOT of information out there on this topic and it can be overwhelming….but gathering qualified email addresses online should be an interracial part of your marketing plan.  The good news?  It isn’t as hard as you might think!

 3 different ways we gather email leads online:


  • Check out our website and you will see that we have an “opt-in” box at the top of the page.  We offer to give away Free Personal Training and Free access to a portion of Sherri’s book.
  • Go ahead and click the “sign me up” button and enter your info to see how it works. Read the rest of How to Gather Email Leads Online
Posted in Marketing by Sherri | 4 Comments