The PT Roadmap

A weekly newsletter for personal trainers that'll guide you in your career to become a better coach and build a better business.

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Let's get into today's PT Roadmap.

One Coaching Cue

What's it for?

I started with a new client yesterday and used this one to help her grasp bracing. It’s one of those cues that most clients understand quickly!

Better Business

Where is your next client going to come from?

Listen to this as a podcast.

We often forget some obvious yet underused ways to get our next client.

Here are six sources of potential clients:

1. Friends and family - Have you ever sent a text, email or DM to every single one of your family & close friends asking for a referral? If you have, kudos to you! But it’s often missed out as a form of lead gen by PTs. And yet, these people want to see you win. If they can help you, they will. I’ve found there are typically a few people in your closest circle who would happily pay you for help; they just haven’t joined the dots!

2. Your current clients - Have you recently asked every single one of your current clients for a referral? “Hey Julie, great session today! I’m looking for a few new clients. Do you have anyone in your circle who might benefit from trying out PT? I can give you a two-free-sessions voucher to gift them.”

3. Previous clients & leads - Look through your previous client and leads list (you have been tracking these people, right?) and check when you last contacted them. If it’s been over three months for previous clients and over one month with people who have shown interest, it’s well worth sending a check-in/follow-up message. This does not need to be complicated. A rule to follow is: the shorter, the better, as all you’re looking for initially is a reply.

4. Your followers - I’m sure you’re already working here to move people who follow you closer to paying you money. Contacting people who follow your page and like your posts can be worth your time. You just never know when a conversation might lead to some business, but it’ll be much less likely to happen if you don’t make the first move. We’ve also used this template to get people into free sessions: "I have three slots available for this week that I would like to gift to people who would otherwise be too nervous or uncertain to start their health and fitness journey. I want nothing in return for these slots, I have the time and would love to use it to help people rather than scrolling on Facebook"

5. Acquaintances - Is there someone you talk to often who might be interested in PT? A neighbour, friend of a friend or coffee shop owner, for example? There is no harm in asking this person if they’d like to try out PT.

6. The rest of the world - Then there is everyone else. The big wide world of the internet and your wider community. I’m not going to get into this one here, but I would recommend using places like local Fb groups, Chambers of Commerce Business Networking Events, using Fb adverts, building relationships with local businesses who serve similar clients and targeted flyer drops.

Better Coaching

How can I hold my clients accountable?

Here’s a helpful framework from Jenny Rearick on how we can help our clients stay accountable:

• Here’s what you told me.

• Here’s what I’m observing.

• What’s changed?

Here’s that in action:

“When we started coaching, you mentioned that prioritising your health and fitness was important because you wanted to keep up with your kids. You’ve cancelled four out of our last six scheduled sessions. What’s changed?”

You could use this for any number of situations you encounter with your clients.

Here’s another:

“When we had our last session, you told me that working on your nutrition was essential to your weight loss goals. We discussed logging a food diary, but this hasn’t happened. What’s changed?”

The tone it’s said in is incredibly important as you want to approach it with curiosity rather than judgement.

Accountability often means pointing out discrepancies in your client’s words vs their actions.

One Social Media Post Worth Your Time

Excellent reminder from Lee Boyce here when working with new clients:

Ensure you check in with them 24-48 hours after their workout! Clients have no idea how to process DOMS. The least you can do is check in and, if needed, reassure them.

Personal Instagram Growth (Week 8)

It’s been another enjoyable week of creating more illustrations.

I finally feel like I’m becoming competent using Figma (the free design software), and I’ve tried my hand at a couple of complicated designs.

I remember a similar feeling with Canva. Each tool takes a lot of time to learn how to use effectively.

I think I’ll start sprinkling in some more Tweets next week, as a mix of the two will be the style I move forward with.

There is no big message here, although I would 100% recommend trying a new style of presenting your posts. If you consistently find yourself reading and being pulled by a style you don’t do, learn how to do it and test it. Maybe it’s Reels, screenshotting a tweet, carousels or illustrations.

You’ll only find out whether it’s for you if you try it.

Thanks so much for reading.

Until next Friday, Stuart.

Whenever you're ready, here is the main way I can help you:

1) If you’re looking for a place to help you gain knowledge & develop your skills as a personal trainer, I’d recommend joining Lift the Bar on our trial for free for 14-days. You'll get access to courses, actionable webinars and time-saving downloads, and a community of PTs who have achieved what you're struggling to achieve.

2) Listen to the LTB Podcast. Tune in to interviews with trainers who have been where you are and built what you’re trying to build. Latest episode: Where is Your Next Client Going to Come From?