The MadLab Group Summit—to be held at Treasure Island in Las Vegas this June 9th to 12th—is just around the corner.
The weekend is designed to bring like-minded gym owners together to learn from experts—and from each other—about the most effective ways to build and run a gym business.
From professional sales training, to coach development, to technical and leadership training, to marketing and social media marketing solutions, we’ll cover various aspects of running a profitable business. Through connecting with others during breakout groups (and at the infamous pool party) you’ll quickly learn most gym owners are going through the same challenges as you.
You’ll also learn about how to develop self-sufficient career coaches, who earn a professional living—which is undoubtedly one of the most important keys to developing a profitable business.
‘T-Bear’ from MadLab School of Fitness is one of these coaches.
T-Bear and Patty in the Early Days
He has been coaching at MadLab School of Fitness in Vancouver for 10 years, and he will be speaking at the Summit about raising apprentices, and about his secrets to consistently being the school’s highest earning coach, month-after-month, year-after-year.
In T-Bear’s biggest month ever, he grossed $28,299. His take home pay that month was $12,200. For the past 4 years, he taken home upwards of $100,000.
With nearly 80 clients of his own, T-Bear has developed tools to help him stay connected with so many people, ensuring they stick around to work with him for life. It’s not rocket science, but the small things are important when it comes to maintaining relationships:
“Lots of texting instead of e-mail. Being present and checking in. Get out to dinner, lunches and get-togethers (with your clients),” he said. For T-Bear, much of this magic—especially in the summer—happens on his 12,000 square foot deck, complete with a giant vegetable garden, overlooking the pacific ocean and northshore mountains.
Nothing says a celebration with clients like a bed of swiss chard
Even if you don’t have a deck the size of a small apartment to host your many clients—where you deep fry fresh halibut in duck fat for them like T-Bar—there are other ways to develop strong relationships, and to show your clients you care, he said.
“Go to their events, house warming parties, hockey games, golfing,” said T-Bear, a born entrepreneur, who sells organic, grassfed meat to his clients.
Another tool T-Bear is using these days to maintain relationships is through selling Hybrid memberships—meaning memberships that include personal training sessions either once a week, or once a month, depending on the client’s wants, needs and financial situation.
Personal training worked to hook the client in the first place, and it’s the best way to keep them on the correct fitness path, to keep them constantly improving their weaknesses, and to keep them committed, T-Bear explained, adding, “It’s the best way for the coach to constantly connect with and help the client.”
GENERATING NEW BUSINESS
While client retention might be one of the most important aspects of being a professional coach, finding and selling new clients will always be part of this business. T-Bear is also a master at going out in the world, finding prospects and actually converting them into clients.
“Where did T-Bear find that guy?” can often be heard from onlooking coaches, dumbfound how T-Bear always manages to generate so much business for himself.
T-Bear explained part of it is just a willingness to put yourself out there.
“Just go to events…visit neighbouring businesses. Visit professional places of work: law firms, naturopath offices, massage therapy, physio and chiro offices,” he said.
One of T-Bear’s devoted clients—Alana Shaw, Naturopath
After 10 years of coaching, T-Bear is nowhere near burnt out. He works less than 25 on-floor hours each week, takes two days away from the gym each week, vacations when he needs a break (he spent 5 weeks in New Zealand at Christmas this year), and always remembers to take the time to work on his own fitness. Most of the time, coaching doesn’t feel like work.
His biggest tip for coaches aspiring to be career coaches in the industry: Be passionate, diversify yourself, and just have fun.
“Keep it light. Joke around a bit, but be present and involved,” T-Bear said.
He added: “I just love figuring out and solving people’s movement problems, and enabling them to get fit and mobile more quickly. There are so many topics to talk about, as well. Food, sleep, entertainment. Everything,” he said.
More details about the Summit below: