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Why Are They Here?

By Ken Andrukow, TwoBrain Mentor Previously, I talked about the importance of “Knowing Your Client’s Why” from the big-picture perspective of services you can offer to address their needs and keep them engaged in your gym for a lifetime. Today we’ll look at your client’s “why” from a core business step you may be missing: your new client intake. How do you bring in or process new clients into your community and get them started with the services you offer? Do you have them fill out a standard form, tell them about your Foundations class, sign them up for their five introductory sessions and then push them into regular WOD programming? Probably. But how does this address your client’s “why”? It’s time to ditch the one-size-fits-all approach and give your new clients what they need. Here are two typical examples of new prospects you want to see walking into your gym. The first is a 42-year-old woman with two kids and is 45 pounds overweight, who tells you she hasn’t been in a gym since her teens. Your first step should be to ask why she walked into your gym. Maybe she’s looking to have more energy to do activities with her kids and wants to look better in her clothes, rather than deadlift 275 pounds and do a rope climb. Next, find out what she does well already. Perhaps she brought a dog into the family three months ago the kids aren’t looking after, so she takes it for a 45-minute walk every day. These walks will serve as both building blocks for her confidence as well as the program you’re going to design for her. The wrong solution would be to put her in your Foundations program for five classes and move her into regular WODs. She’ll hang in for two months only to quit because it’s overwhelming and not geared to her needs right now. First, you ...
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Do you manage your day, or does your day manage you?

Do you manage your day, or does your day manage you? If you’re like most entrepreneurs, you go through your day like a cowboy: guns blazing, reacting to everything that happens in your business.  You get busy being busy. When you have some time to actually sit down and get some work done, you are either too tired or forgot what you need to work on. Your brain isn’t sharp. That’s when procrastination sets in. The deadly, “I’ll get to it tomorrow” conversation begins in your head. You go to sleep with the best intentions and then wake up and it happens again:  the day happens to you.  The day manages you. Sound familiar? At TwoBrain Business we teach the 10 hour CEO method: setting aside a certain number of hours each week to move your business forward. Gym owners start with one dedicated hour on their business, then a second–working up to a minimum of 10 per week. In this article, I’ll teach you how to divide your day into blocks, and have specific times to focus on the things that matter most.  Below is an example of how I block my day and how it works when I am wearing different hats at different times. I block off family time, CEO time, time to workout, time for TBB mentoring calls etc.. Step 1:  Create Blocks for your day Using a typical week from my calendar as an example, I clearly outline what I am to be doing and when I am to be doing it.  Time to train/workout, family time, CEO time, self development, mentoring calls, and goal setting/intros are all clearly laid out.   All of my calendars and scheduling apps align and my entire team has access to this calendar to see what I am doing and when I am doing  it. After you have created blocks for your day we can begin to develop a workflow. If you are anything like me, you ...
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Episode 68: Dan Martell

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Episode 53: Selling Personal Training

 
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Abundance

The greatest lesson I ever learned from Dave Tate had nothing to do with a barbell. In November 2015, I mustered every powerlifting connection I could find to get me an interview with Dave. I set up my recording equipment, made a long list of questions, and paced for a half hour before starting the call. The podcast interview was recorded and published here. But then I made the podcaster’s biggest error: I stopped recording before we hung up. After saying my thanks, the conversation continued. Dave asked ME a few questions, and we chatted a bit about TwoBrain. I asked him a question about how he protected his intellectual property: Dave publishes a LOT of content online, and I’ve seen verbatim copies of his blog posts everywhere. In 2015, that was already happening to me. So I asked, “How do you stop the copycats?” He said, “I don’t.” And that’s when I should have hit “record” again. But I was too enthralled by what he said next. “The best people will find you, Chris. They’re going to try other mentoring programs first, and that’s okay. The top ten percent will jump from coach to coach until they find you, and then they’ll stick.” This way of thinking is called the Abundance Mentality, and it’s common among all the mentors I’ve had in my life. Here are the main points: 1. You don’t need everyone. 2. Excellence is your baseline, but it’s not enough. 3. People are smart. 4. The best will find you. This has been a hard lesson. Every few weeks, I get a friendly message from a friend: “This guy is copying you. See this screen shot.” Or this: To those who care enough to mention it, thank you for your diligence. You already know this lesson, though I struggle to learn it daily–and have been for years. When I opened my first CrossFit gym, it was ...
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How to get out of your own way text on a white background

Get Out Of Your Own Way

It’s 5 a.m. on Monday morning, and you’ve decided this is going to be a Productive Day – maybe even an all-caps PRODUCTIVE DAY. You’re whipping the ghee into your coffee, going through the mental checklist of all the business development tasks you’re going to work on today once you get to the gym and get things going. You’ve got a cool idea for a member contest and need to sort out the details and get it announced on your website, newsletter and blasted on social media. There’s also the issue of your lease coming up for renewal in a year, and you’re considering expanding by moving to a new space. You arrive at the gym as your trusted 6 a.m. coach is transcribing the WOD on the whiteboard and looking after the early birds doing their mobility work. You sit down in your office and listen to the voicemail, making a note to get back to the two potential new clients and the juice supplier who needs your credit card for this month’s order. You open the gym’s “info@” email account and start sorting through the spam and answering the customer information questions. Soon you’re interrupted by a client who pokes their head in to let you know there’s a leaky tap in the men’s locker room. After dealing with that, you notice that the towel bin is full again and the soap needs refilling. You’re right there, so you take care of it. On the way back to the office a client pulls you aside to ask if they can upgrade their membership, so you happily bring them into the office to process their payment. It’s time for your morning meeting with your two managers, and it takes a little longer than you’d like explaining to them what next month’s programming is going to entail. While the meeting was going on your Facebook page blew up with alerts, ...
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