Accountability

Accountability is a term often thrown around in our personal and business life.  It seems like everyone knows the importance of being accountable for their actions, but very few give the term any muscle.

In the simplest of definitions, accountability means being responsible to somebody or to/for something.

How many of you truly hold yourself accountable?

How many times have you not completed a task or goal?

How many times have you not made good on a commitment?

The ability to hold ones’ self accountable is a personal choice.  It is a conscious effort to sort through the riff-raff in life – both personal and business – and identify the priorities that are going to set one apart and be successful.

Here’s a story.  “Earlier this year I ran into some car troubles – the transmission in my truck needed to be replaced.  At the time, my financial situation would not allow me to pay for the full repair.  I have used the same mechanic for years (Auto Service House), and they have always provided me with outstanding customer service.  Because of the relationship I have with them, we were able to set up a payment plan that allowed me to get my truck repaired in a timely fashion and be back in business.  The plan was simple: pay half now, which allowed them to purchase the transmission and not carry the cost, and then pay the remainder of the balance in 30 days. The repair was made and I picked up my truck with in 3 business days.  On the 28^th day I paid the remaining balanced owned.  The shop was excited that I not only paid the remaining balance, but also that I paid early.”

Here is the point of the story.  Although people say they have trust and confidence in others, the reality is that on the inside they’re nervous and distrusting.  When you make good on your word, keeping yourself accountable, people are truly impressed and have a restored belief in people and/or business. 

It is truly amazing that the act of simply keeping yourself accountable is the exception and not the rule in society.

Take this lesson and apply it to your day-to-day operation.  Create a business and time management schedule, set up goals and objectives, and become accountable. 

You will make hundreds of choices through out any given day.  Make the choices that put you in the best position to stay accountable to what you desire most.

Client Development

6 keys to client development

1. You must get in front of prospective clientele
2. Be understanding and empathic to wants and needs of your target market
3. Speak to your prospective and current clientele in benefit-orientated language.
4. Present yourself and/or your business as the answer to the wants/needs of yours clientele.
5. Be adaptable
6. Follow Up

You must get in front of prospective clientele

The business of personal training is ‘Personal,’ and to that extent it means becoming more personal.  The best known way to get personal with someone is to physically get in front of them.  Please don’t misunderstand: all the ways to market your business are important, but the bottom line is that all that internet marketing and social networking is designed to get the prospective client to have direct contact with you. 

There are many ways to get in front of prospective clientele: one-on-one, in a group setting, through word of mouth referrals, and by replicating yourself.  Just get off your butt and meet your target market!!!

Be understanding of and empathic toward the wants and needs of your target market.

Being able to grasp the struggles and concerns of your target market will allow you to communicate directly to the prospect, either through your marketing materials or in any personal situation.  Knowing the emotional buttons to push to help lead your prospect where they want to go is vital to the success of your business.  This is by NO means a harsh sales tactic. The truth is, if the prospect is willing to read and/or listen to the information you present, they are viewing you or your business as a means to an end. 

Speak to your prospective and current clientele in benefit-orientated language.

Don’t waste your time going through all your credentials and latest and greatest exercises.  Those are just features.  Talk to them in terms of what you can do for them.  Talk to them about the results they can expect if they take action with you.  Keep the conversation focused on their wants and needs.

Present yourself and/or your business as the answer to the wants/needs of your clientele.

Once you have established an understanding of the needs and wants of your prospect and have spoken to them in benefit-orientated language, you can begin to present yourself, your business or your program as a means to an end.  Show them how they will achieve the results they most desire by adhering to your guidance and direction.

Be adaptable.

Be able to match the services and programs you offer to the needs and wants of your clientele.   Not all clients’ goals are 100% the same – there is always a little variation.  So be able to adapt to those situations.

Follow Up.

Follow up is huge.  This is how you keep your client accountable to their commitment to you and how you keep accountable to your client.  This also follows under the realm of ‘Say what you’re going to do, and do what you said you would.’  This applies to current clients, prospective clients and life.   This is the critical step that allows you to solidify your position as a professional.

Dealing With Set Backs

No matter how great our intentions maybe, no matter how well we organize our time we will eventually run it to set backs.  So the real question is, how do you deal with set backs? 

Since we understand set backs are simply a part of life, we need to develop a plan of action to deal with these moments so that we can remained focused on both our business and the matter that caused the set back. So here is the quick and dirty way to deal with the inevitable set back:

1. Create a time management chart.  This chart should be used to account for each hour of the workday.
2. Create a 'To Do List' or objectives list for everything that you need to accomplish in the work day.

When the inevitable set back occurs take a step back and ask yourself:

• Does this matter really require my attention right this minute?  Often times individuals give in to panic and create a mountain out of mole hill sort to speak.  So, really think about the importance of the set back.
• What needs to be done to deal with the set back?  Create a brief game plan to deal with the situation. 
• Do I have all the information needed to properly address the set back? 
• What do I need the desired outcome to be?

You would be surprised by running through the short list of question how much more effectively you will be able to handle the inevitable set back.

There are moments that you attention will need to be immediatly divert.  It is in these moments that by having a time management chart and a to do list that will allow you to get right back in the driver seat and allow you to make the most effective use or your time when it is available.

Staying Focused

The difference between working on and in your business can become very skewed when you get caught up in the day to day activities of operating your business.   Training clients, record keeping, book keeping, returning phone calls/emails, program designing, managing trainer issues, etc can simply just wear you down.  At the end of the day you more than likely find yourself in a position where you have not done the items need to grow (working on your business).  Items such as developing and implementing new programs to market your business, hiring trainers, etc.   If you have any awareness and realize you have these issues you are not alone.  Like most I am willing to bet you have sought out means of helping you organize you time.  This could be through any number of versions of time management techniques and task list.  I wish I could point you to the one and only method of doing so, truth is this is where you individuality comes into play.  As with nutrition and exercise design one method doesn't fit all.

But here is what I can tell you, pick a method and stick with it for a reasonable amount of time.  Dedicate yourself to the system for 30-60 days and evaluate the results based off your productivity.  A good time management program will increase your efficiency and productivity.  You should be able to get more done in less time.

So when you are working on setting up your time management plan ensure that you set time aside to work on growing your business.  Hold to this time just as you would a workout time or one of your kids event.  Bottom line, 'Make It Happen'

Hiring Bad Trainers

Hiring trainers is one of the quickest ways to bring monies into your business. In fact not many business owners realize that hiring trainers is a revenue stream. In fact it is often looked at as one of the business headaches. Here are some quick pointers to identify if you are in fact ‘Hiring Bad Trainers’. Do your trainers:

 

• Consistently making excuses for low or no sales?
• Procrastinate on performing sales or marketing-related activities?
• Ignoring directions and only doing what they feel comfortable doing?
• Measuring success not by the number of sales closed, but by how much time or effort is put into something?
• Creating conflict with others in order to deflect attention from their own non-existent or low production/performance?
• Sabotaging co-workers or stealing prospects and sales leads?

Do your trainers work the training room floor, speak with prospects and go the extra distance. Are the:

 

• Trainers sitting at their desk or on the internet?
• Studio floor is cluttered with weight or weights not be racked?
• Fitness equipment is dusty or not working properly?
• Engaging the members on a first name basis?

 

Mind you this is certainly a short check list. But the point here is that there if far more to being a successful trainer. As the owner or department head that hires trainers expectations need to be clearly stated. The end goal would be to have the trainers develop a clients list and earn a good living. This would make both the trainer and owner happy. But often time what gets lost is what the expected of the trainer that will lead them down the road to ultimate goal and that is obtaining clients.

Take a moment and evaluate your current trainers to see if they are meeting the minimum requirements list above. Tune in next time for some tips on how to set up the expectations for your training staff.

 

Do You Have Control Over Your Time?

The answer to this question for the vast majority is, NO! We seem to be a slave to time. But this need not be the case. If you take the time to plan out your day in detail and create a start and end time to your day you will find that you can in fact have control over YOUR time.


Breaking your day up in to manageable sections will help you be more effective, efficient and productive.

First Step
Take a realistic view of your business and define the needs of the business. Once you have defined the needs categorize the needs into 3 or 4 sections. For example the sections could be broken down by departments; In-Home Personal Training, Corporate Fitness, and Bootcamps

Second Step
Create a weekly Calendar and insert all known weekly appointments or commitments. Such as; personal training sessions, bootcamp class, and Corporate fitness.

Third Step
Identify all unused time(s). On Monday’s you find that you have a gap in time from 10-1pm. You have three hours to commit to growing you business. This time can be used to address 1 or 2 of the defined sections of your business. So for example if you decided to commit 2 hours to the business side of In-Home Training and 1 hour to Bootcamps.

Fourth Step
Once you have identified your available times and plugged the time(s) you plan to dedicate towards specific sections you can not create a ‘To Do List’ for each section. With in the ‘To Do List’ would include follow up emails, phone calls, marketing and program developments.

Once you have this system set up the goal is to use focused effort on each specific section in to increase your effectiveness, efficiency and production. Hold firm to the time you have allotted. Exceptions may arise and in fact can be account for as you implement this system. Feel free to give it a try. If you have additional questions or something better feel free to share it.

Are we 'Too Focused' on the Bad Economy?

There is no doubt that if you have watched the news, chatted with friends and talked with fellow business owners, the economy is certainly a heated topic.  The fact is we are seeing higher rates of unemployment, forclosures, and businesses going under.  Everyone has an opinion as to what is the cause of thie 'Bad Economy' and what might be the solution.  The truth is, no really knows.  In fact, even the smartest and most influential minds in our country can't seem to come to an agreement to fix our current economic situation.  Is this maily due to political issues? That's beyond the scope of this article.  Despite the variety of opinions you may have or have read, you need to take a hard look at your business. Don't soley focus on this economic situation and "Ask yourself" the following questions:

1. Is my business still meeting the needs/demands of my clientele?
2. If yes, can I continue to improve?
3. If no, how have the needs of my clients changed?
4. What services/products can I add to my business to generate additional revenue?

As business owners, we need to be able to filter out the negative information related to the bad economy and our own businesses.  Don't be so quick to blame the economy as the reason your business is declining.  As you read this article right now, businesses are making money and you can be making money too!!  Take the time to evaluate your current business.  Be sure that you are meeting the current and future needs of your clientele base.  Seek out additional opportunities to add revenue streams to your business.  And never stop looking for new and creative ideas to build clientele and your business profit margin.

Remember, don't focus on the economy, focus on you and your growing business!