Thoughts and News
Hayden Writes Stuff
[Weekly Growth Tip]
Your biggest competitor in the market is not other coaches....it's you.
Most of us have had experience getting in our own way and unconsciously stopping the progress we rightly deserve.
In today's weekly growth tip, I share with you a way how to minimise feelings of self-sabotage and what to do to overcome it.
Since 2012, I've made it my business to be at the forefront of what is happening inside the industry I love. I've studied people, processes, and systems to help draw out the very best from both individuals and their teams inside their fitness businesses.
By far, the most important (yet often most forgotten or neglected) is setting the direction of the business.
See, what I've found from working with people from all different niches inside the fitness industry, is things to start often happen by chance. From there, as you continue to get better at what you do, you start to realise you actually like this coaching thing and start to get busier.
The challenge comes when the pace quickens. At that point, it's easy to get stuck on the hamster wheel of business, and neglect taking the time to set (and reset) the direction of the business moving forward.
What I've learned is great businesses are built by choice, not by chance. Which means if you want to continue to grow, you'll need to get clear about where you are going, and exactly what that looks like.
Let me suggest a couple of ways we can go about doing this:
1. What is it you want?
I'm not one to tout on about setting a 5-year plan. Like Mike Tyson said: everyone has a plan until they get punched in the face. However, I am a believer that if you don't stop and think about what it is you want, then you'll never get there.
A great first step is to define how many clients you'll help this year, how much money you want in your savings account, what courses you want to develop yourself in, and who you want to work with (both clients and coaches).
Next, reverse engineer each of those things to help set some really clear goals about your future moving forward.
Instead of the 5-year plan, I coach my clients to work in 100-day blocks. It helps keep the energy high and the inspiration flowing. Maybe it's time you did the same.
2. What is out of bounds?
Having a business is just like being the president of your own little country. You'll get to set the rules of how people go about working with you, and also what happens when they don't.
If you want a business you love, it's best to work out what that does and doesn't look like. How will clients be treated? How you be treated by clients? What are your working hours? How long will it take you to get back to emails? How often will clients see you? Do you have any time off? Who will they contact while you're away?
Write them all down and put them into a document on your computer. This is soon going become your bible (the more we add to it).
3. Who will be on this journey with you?
I can't remember who, but a famous author once wrote a book called: "No man is an island". It was true then, and it's true now. Inside your business, because you've always worked by yourself, you might think that's how it always has to be. As a result, you're a gun at doing EVERYTHING yourself (plus that way you know it's done right).
I agree that only you will care as much about your business as you, but if you want to grow, you've got to learn to let go. Helping others become good at the things you think only you can do, is simply about working from great systems.
If you want inspiration, watch the movie: The Founder. It's the story of a guy called Ray Kroc who found two brothers making burgers in California. He made it his business to systemise their entire business so it could be run by 15-year-olds. That business today turns over $27b, has nearly 37,000 locations and goes by the name of McDonald's.
4. Take it one step at a time.
I know it can be overwhelming at times. On one hand you want to help more people, but on the other hand, sometimes it just feels like you can barely keep your head above water with this whole running of the business thing. I get it. (I've been in business since 2013).
What I've come to realise is this entire thing, is a process. There is nothing that will prepare you for what it's like to run a business. I've got a bachelor of business from a major university, and half a decade of experience. And still, nearly every day I learn something new about how to successfully run a business.
My advice is to take things one day at a time. Business is an evolution. Who you were 12 months ago is dramatically different from today. Which is also going to be dramatically different to who you become over the next 3, 6 and 12 months.
If you feel like you could use a hand setting the direction of your business, and want a professional, objective opinion, then perhaps it's time we spoke?
Business is hard, but it doesn't have to be lonely. Reach out and let's make sure you're on the right path to success.
Hayden
Yesterday I was fortunate enough to speak with the co-founder of a company called Tripadeal. Norm, along his business partner, Robert, started the exotic travel booking website back in 2010 after realising no-one else was doing it. The company has been Australia's fastest growing two years in a row, and turns over $100+ Million a year.
Can you imagine that..? I got to pick the brains of and (virtually) sit down with a leader who may just be the next 1 billion dollar company to come out of Australia.
How did I get him on the phone? I asked.
Straight out.
I wrote about the entire process of the Power of Ask inside my book: 'Why Wait To Be Great?'
Here's some of the things asking has enabled me to do:
Asking for what you want, really is the fastest and most direct way to get it.
Keep asking, keep getting. It's a simple formula that will serve you well.
Give it a shot.
If there's one thing I know, it's that tough times don't last, tough people do.
It sounds cliche. But it's also true.
As we begin the new week, I wanted to share with you the seven things I'd be doing today if I wanted to get my mojo and momentum back inside my business.
You probably won't see anything new in my list below, but my hope is you'll see one or two items that really stand out and make you think
YES...that's the thing I need to focus on.
Here we go:
1. Ask yourself 3 simple questions: Who do I serve? What do I do for them? What do I really do for them? Clarity in KING, and will give you power.
2. Sell the result they're after, not your time. Ask your top three clients exactly what they want (or wanted when they first signed up with you), then build that into a product, focusing solely on the transformation, results and how they'll feel after immediately after they get started working with you.
3. Put the client at the centre of everything you do. Take the time to define who it is you love serving (see point 1 above) and then wrap every piece of marketing around it. Record every podcast, write every blog and shoot every video talking to this exact person.
4. Stop the selfies and turn the spotlight around. Turn the camera around and make your client the star of the show. Learn how to tell great stories and then champion their journey to everyone you can.
5. Don't get caught up on the little things. I know losing a client sucks, or even just having a bad coaching session can bring you down. But start thinking in terms of months and years, not session to session. What will happen is you'll feel so much better and get your head right. Remember, this is a long game. Keep at it.
6. Set the vision and do the work that matters. No-one else is in charge or giving you direction for your business. Take a piece of paper and define where you'd love to be in 90 days, 12 months, 5 years and even 20 years time. It will 100% most likely change, but the power isn't sticking to it like a recipe, but using it as a compass instead.
7. Lastly, if you don’t try, you’ve already failed. Seriously, this is probably the most important. For years I would sabotage myself the moment before I was about to launch something. I spent so long building things, but when it came down to launch or pitch, I'd back down. Don't do the same.
A great business becomes great not by thinking about doing things, but by actually doing.
It's time to really take this business thing seriously and get you to where you say you want to be.
If you're keen to get things sorted (once and for all), then book in your Reboot session so we can get you to where you want to be a lot faster.
Today's Focus:
Monday Planning.
- What opportunities are waiting for us to act upon them?
- Who do we need to meet this week?
- What do we need to stop doing?
Today's Quote:
"The cowards never started and the weak died along the way." - Phil Knight
OK time to kill.
I'll speak to you soon.
Let me know how you go with the above or if you've got any questions.
Hayden
You really can extend WELL beyond the norm, simply by following the principles and foundations of all the most successful leaders who've traveled the business path well before us all...
I'm not talking about the Gary Vee's or the Branson's.
Although both highly successful (in their own rights), I'm talking about the Henry Ford's, the John D. Rockefeller's, the Andrew Carnegie's.
Following the below (what I call EGL's) will help you dramatically improve the results on the inside of your business (and life).
1. Do what you said you'd do, when you said you'd do it.
So many simply do not follow through with their word. They say one thing, but quickly get distracted or forget about it. As Miguel Ruiz says on his Four Agreements book: Be impeccable with your word.
2. Do more for your current clients than anyone else.
Take 80% of the money you're currently spending on external marketing, and put it back into your current clients as internal marketing.
Set up 3 great referral systems on the inside of your business, and watch what happens.
3. Stop looking at your competition for inspiration.
Looking to your competition for inspiration is the number one reason for the self-doubt and lack of belief most feel these days. As a recovering addict of comparison myself, I know what it's like to look at others and become paralysed. The funny thing is, the more you focus on your clients, the more this goes away.
Instead of looking to competitors for inspiration, look to your clients. (they're the ones who pay the bills).
When you focus on doing the basics, really, really well, you're able to create rapid transformation on the inside of your business.
Take the above and read them, study them, pull them apart and then, apply them.
and....Go.
Just a reminder, that business services do not sell themselves.
You need to be actively pursuing, creating and making sales if you want your business to survive.
It would be nice if simply putting up a Facebook post pointing to a sales page could work, but the reality is, the consumer is much too smart for that these days.
Services must be sold.
Here is my biggest advice for sales:
1. Sell the solution, not the product or process.
Get clear on the solution you provide and get clear about the KEY benefits it will provide someone. People do not buy products, they buy solutions to their problems.
2. Get a system.
Even a poor system done well is better than no system at all. But if you're serious about this, find or create a system that is rock-tight with proven results.
When you have a system, it's literally like following a checklist. In fact, it is a checklist. One that you can follow step by step to take the customer through to help educate them on how what YOU'VE got, can solve their biggest problems.
3. Ask for the sale
If you want the sale, ask for it. Don't have awkward closes that end with polite goodbyes. Get the client to make a final decision of either: 1. yes, 2. no or 3. I'll get back to you within 24 hours with a decision.
The clearer you both are, the less anxiety exists around waiting for them to make a decision.
I hope that helps in your sales conversations.
If you think your sales system could be polished up (or you want to speak about getting one), then reach out via comments or PM and let's see if we can spot a few gaps that could be filled.
To start all we do is use a small survey to assess where you're currently at, and if there are some next steps we could recommend, then we can explore.
Keep working hard on your business and keep making those sales (y)
Hayden
As we progress further and further into the new age of fitness, the idea of simply being a personal trainer is quickly becoming redundant. The new standard is to be a coach.
In a four-part series, I've been writing called: "Death of the Personal Trainer" (this is part 1) I share what you can do to transform from PT to coach, which I hope is helpful for you and your business.
Along your journey inside the business of fitness, you will meet two different types of people. I wanted to introduce them to you here, so you can be aware when you do see them. They're Mr Gym Guy and Mr Business Man.
Mr Gym Guy loves his curls, feeling the burn, getting his nutrition on point and eating from Tupperwear.
Mr Business Owner loves creating new products, serving his customers, carefully watching his bottom line, and enjoys planning for the future.
There is no right or wrong. In fact both are great people. It's not a matter of personality, it's a matter of who wants to reach their desired goals
See if the goal is to compete on stage, hit a new deadlift PR or show off your great results on social media, than most Gym Guy's (and girls) are doing a great job.
But if your goal is to create a business that just works, gives you the income you desire and allows you to create long term freedom, than Mr Business Man
There really is nothing other than outcomes. We get out what we put in. That's the best thing about life. You're rewarded by effort, not luck.
I've learned in my life, that if you don't ever define a future for yourself, nature will give you the bare minimum. And so if you want a big future, it's time to start taking big action.
Invest the time this week to discover what that future might look like and how you can go about making it happen.
If you would like a little boost of inspiration on the way, be sure to sign up to my daily emails where I will push you each day to realise the dream that exists within.
Hayden
Episode 1: When Dreams Become Things
Meet Ro.
An incredible individual with big dreams.
It is truly inspiring to see what she is bringing to the world, and I feel fortunate to be able to assist in her growth.
This is her story.
