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Daily Dose of Dave – Sales

Daily Dose of Dave is brought to you by Dave Mcgarry who is an entrepreneur and passive income coach. Everyday Dave brings you a quick tip or something motivational to get you to take action to help you reach your goals and dreams of being a successful entrepreneur. Today the word that I would like to talk to you about is “Sales.” Regardless of what profession you are in or who you are you are always selling. Watch the short video to understand why you need to change your mindset about sales. Also, I would love to connect with you so please follow me at http://www.twitter.com/davemcgarry, http://www.facebook.com/internetmarketingadvisor or at YouTube.

 

Dave McGarry

It is Time for Financial Education

Happy Friday everyone! It is just awesome here today in Dallas. We have had highs in 70’s all week. Who would have thought that, considering some 18 days ago we encountered the worst ice storm in 75 years and temps did not make it above 20 degrees. I guess they are right when they say, ‘If you live in Dallas, if you don’t like the weather, just wait a little bit because it will change.” Well, I am not here talk about the groundhog’s predication of an earlier Spring being correct, but what I am here to talk to you today is something that I am very passionate about, which is financial education.

For years, I have been studying and learning about money. I am not sure why that is the case, but I have always had a passion for business and money. So, as I read in one of Ken Blanchard’s books, “If you want to truly understand what you have read and learned you must go teach it to someone”, and that is what I intend on doing going forward. I know this is not for everyone or at least some people will think that, but you see, it does not mater what profession you are in or your financial status in life, if you do not have a strong financial education, you are going to be in trouble moving ahead in today’s economy. Shoot, I know some highly paid professionals, who yes, make a lot of money, but are uneducated when it comes to financial education. When the recession hit, they took a big hit in their savings. With just a little financial education that could have been prevented. So, the time is now to learn financial education if you want to succeed. Don’t let lack of knowledge keep you from being successful.

So, what am I referring to when I talk about financial education? It is the knowledge about how money works and how to leverage it to work for you. Some people have told me that they took economics and accounting in school, which is great but that is not going to help you be financially secure in this new economy. You need to understand how money works and how to make your money work for you. I hear all the time that the rich are getting richer and the middle class is getting squeezed out. You know what, they are right, the middle class is getting squeezed out and the rich are getting richer. Why? Well, they know how the rules of the game are played and they know how to use it in their favor.

Well, why should you care? Because I want to see you live the dream. I want to see you have everything that you want out of life. Money can’t buy happiness but it can help give you opportunities and freedom to do the things you want to do in life. I know there will be some people who will disagree with what I am going to be saying in these posts and that is fine but what I hope to do is give you just enough knowledge and education to stay competitive in this new world.

Here is what you can expect in some future posts:
What is your financial IQ?
History of money and how the decisions your leaders make affect your financial success.
Assets vs. Liabilities – why most people are wrong to think their house is an assesst
Should you stop contributing to your 401K?
Should you live below your means?

These are just some of the ideas I plan on sharing with you. If you have anything that you would like to talk about in regards to financial eduction please feel free to leave a comment. Also, I would love to hear your feedback good or bad on anything we talk about here.

Well, I have my daughter’s first soccer game this weekend. I don’t know who is more excited her or me :)!!

Make it a great weekend!
In health,
Coach Dave

Who are you learning from?

The question I have for you today is who are you learning from? If I was to take a survey probably about 90% of fitness professionals would tell me that they study or learn from the “gurus” in the industry. Now, I will be the first to tell you that you should learn from people in the industry but if you want real growth and real insight you need to study people and businesses in other industries as well. Starbucks, Microsoft, Dell, Mcdonalds have all been in the business of selling their products and services to consumers. These companies have proven strategies and systems that have made them successful. Study them and learn all you can that can apply to the fitness industry. Now, learning and study what a big company has done is only part of the equation that I am talking about today. The second and probably most beneficial way of learning is study people who know how to sell. There are tons of articles and info on sales but I ran across a website that takes the best articles on sales and puts them all on one website.The name of the site is top10salesarticles.com and they find the best articles across the web and post it all on one site to help keep you from having to search for quality articles. What I find unique about this site is the way they come up with their top ten articles for the month. 50% is from the readers voting and 50% from an expert panel. So far I found some really good articles from people in all different industries. Some better than others but overall some good info. Listen my motto is I try to learn something new everyday and learn at least one thing from an article that I can apply to my profession. You may want to set a different goal but start learning from others and apply it to the fitness industry. Now go check out this site www.top10salesarticles.com and learn something from someone else!

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The Answer to the Million Dollar Question

So how do you get more personal training clients?

This is the million dollar question that every personal trainer asks at some point in their career and I have a simple answer for you today. If you want more personal training clients then you need to create raving fans. Yes, I mean clients who at every chance they get they talk about you and brag about how great their personal trainer is. Now not every client is going to be a raving fan so the key here is to find the ones who are and get them out there talking about you. Okay so you are asking how do I create raving fans? Well it is not as hard as you think and by the end of this post you will know what constitues a raving fan and how to create them.

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So what defines a raving fan?

First of all a raving raving fan comes often. In our profession they personal train 2-3x a week and come week in and week out throughout the year.

Second, a raving fan pays full price. You do not need to give them free sessions or give them a package deal.

Finally, a raving fan is someone who tells people and tells us about it. You will absolutuely know who your raving fan is because they will tell you that they talk about you to all their friends and family and at the same time tell you how much they LOVE you!

Now, let’s assume you are just getting started or maybe you need some more raving fans well this next section is going to be about how to create Raving Fans. 

I have said this before but the single most important way to attract and build a raving fan is to build trust with them. They need to trust you as much as the trust their closest friends and family.

Deliver 2nd Mile Customer service. Matthew 5:41 in the bible states ” If someone forces you to go one mile, go with him two miles.” Essentially, what this passage is referring to is do the unexpected don’t just reciprocate go beyond. Going the second mile can make the difference between a normal client and a raving fan. It does not have to be something totally crazy but surprise your client by doing something they would have never thought you would do. It could be as simple as sending them a gift card to their favorite retail store after they reached a weight goal. You don’t have to give a lot but you need to give something your client would not ever thought you would do.

The final step to creating a raving fan is to create an emotional experience with your personal training client. If it is all about reps, sets, and exercises you will not connect with them. You need to make it personal and find that emotional hot button that really gets your personal training client engaged. Also, I cannot tell you how important it is to conduct your personal training sessions with enthusiasm. There is nothing more troubling to me then to see a personal trainer stand there with their arms crossed and lips shut throughout the entire session. Show your enthusiasm and energy towards your client.

If you build trust, dekiver 2nd mile customer service and create an emotional experience with your personal training client then you will succeed in building raving fans and ultimately you will get more clients!! Now go get some raving fans!!!

Do you really want to be a personal trainer?

I get asked this question all the time. Dave, did you always know that you wanted to be a personal trainer? My answer is No. When I was going to school personal training as a career was not something that schools either had a curriculm for or it was not looked upon as a career profession. The perception was that all you needed to be a personal trainer was a great physique and a certification. Not so anymore. Today, personal training is looked upon as a viable profession and is earning the respect it deserves. Okay, I have that off my chest and what I really want to talk to you today about is whether or not personal training is for you?

     As I mentioned above I did not always know I wanted to be a trainer and one of the most common questions I get is “How did you know that you wanted to be a personal trainer?” Well, I tell them it took 33 years and the passing of my father from a massive heart attack to realize that my purpose in life was to help people with their health and wellness. Let me tell you I struggled early on with being a personal trainer. It was not easy making $18 that first paycheck but somehow I just kept pushing through and my constant push to improve myself has led me to where I am today. So, now I am going to ask you, ” Do you really want to be a personal trainer?”

 

If you can answer yes to the following questions then you might just have found the right career for you.

Can you take rejection from people whom you know need your help but choose to do it on their own?

Can you be positive and upbeat one session after another?

Can you work early mornings and late evenings to build up a clientele? 

Can you work off of 100% commission? 

Are you committed to constant learning?

Well, if you answered yes to all these questions above you are the right path to being able to say personal training is for me. Now, if you are still unsure about being a trainer and you have a passion for health and fitness don’t give up because passion and commitment can ultimately win out. You just need to know that the path can be challenging and I wanted you to know a little bit of what it takes to be a successful personal trainer. 

Coach Dave