Welcome new subscribers   The Future of Your Fitness Business in Jeopardy NOW!   You can sell OK...just need more leads   People want to buy NOT be sold   "I want to think about it!"   WIN...   Guerrilla Marketing Tip #20	Your Phone & Website are Linked   Health Clubs & businesses for sale   Management Training Day   Happiness & fun!   Round Table Update   Lead Box - beat the Feb price rise!   Tool Box

New Personal Trainers & Subscribers!

Welcome to all the Certificate IV Personal Trainers & new subscribers who are now subscribing to the Active Management newsletter! You will receive this info packed E-news in the middle of every month!

The Future of Your Fitness Business in Jeopardy NOW!

Yes an alarming subject line but one in which could be quite factual.

Fitness Australia has now received the results of the most recent economic survey on music copyright valuation, conducted by the PPCA, and it appears that PPCA have changed the way they wish to charge clubs - possibly because so many Clubs were looking at how to avoid to paying! They are now suggesting a new model where we will pay our licence fee based on the number of members.

Their current proposal, subject to confirmation by legal advisors, is $26 per member per month of which PPCA would take one-third. That means for every member - regardless of whether they are active or not - you will be asked to collect $26 more than what you are currently collecting. They have determined through their surveys of current members of health clubs that those members surveyed would be prepared to pay an additional $26 per month to have music in the fitness facility - regardless of whether that is for classes or background music. Further, their proposal states that this $26 would be split 3 ways:

• PPCA - one third
• APRA - one third
• The Club itself - one third

This means you would have to increase your dues $17.33 per month per member to cover the costs of playing music in your club or fitness centre or PT studio.

Make no mistake this will happen! We cannot hide any longer or put our head in the sand about this issue.

This will consequently affect every health club, fitness centre, and gym, Curves, Healthy Inspirations, personal training studio and any other exercise place that plays music. What is yet to be confirmed is the exact amount, so yes the $26 is not fixed yet; it is just PPCA's initial claim.

Here is the real issue...Fitness Australia has already spent all the money contributed to them to fight this case - over $200K to date. But to fight this current proposal, they need to engage the services of several experts who can argue this case on economic grounds! But they have no money in the kitty. In reality, if we are to have a fitness industry in 12 months, we need to fight and fight hard!!! This means we all need to contribute some money to Operation MUSIC!

How much?...whatever you feel you can afford to contribute.

The last time Fitness Australia asked for donations, less than 20 independent clubs Australia-wide donated. So Fitness Australia and the Operation Music Task Force would be grateful for any assistance you can provide. Go to Operation MUSIC today with your pledge - www.operationmusic.org.au or email info@fitness.org.au for more information on how you can help support this fight.

Note to Overseas Subscribers. PPCA in Australia represent the big 4 record companies and the result of this case will set international precedent. The result of this case will affect you also.

You can sell OK...You just need more leads!

What can your sales people do to increase your pipeline with qualified leads? The simple answer is to spend more time:

• Networking with friends, colleagues, and acquaintances
• Attending events & activities where potential members/clients will be
• Securing speaking engagements at local and regional associations or interest groups
• Hosting breakfast, lunch or dinner meetings for a group of people who have similar positions
• Cold and warm telephone prospecting
• Direct mail/e-mail/fax prospecting followed up with direct telephone calls

The most effective way to build one's pipeline is to engage in a five to seven touch-point campaign combining direct mail introduction and phone calls.

Why a five to seven point campaign?

The Kenan-Flagler Business School of the University of North Carolina interviewed senior business executives to understand the circumstances under which they would accept a telephone call from a salesperson. The findings were as follows:

People want to buy NOT be sold

Here are some tips taken from Jerry Acuff's book: Stop Acting Like a Seller & Start Thinking Like a Buyer:

• Rule 1 - you will sell significantly more if you think like a buyer not a seller.
• Rule 2 - The quality of your business is directly linked to the desire of your prospective customer to want to have a conversation with you.
• Rule 3 - Your business growth is linked to your ability to ask a customer questions that engender thinking.
• Rule 4 - Keep the pressure low, to ensure maximum exchanges and meaningful dialogue.

"I want to think about it"

These are the 6 words every personal trainer, membership consultant and sales person hate to hear. Their response will determine whether this person ever starts with you. So think about the following:

• Don't follow up their statement with 'But . . .' as you will look like a desperate salesperson;
• Having the customer identify exactly what they want to think about - ask some more questions;
• Ask them in the past when they have made such a major decision, how long did they need to think about it; or
• Give them a free trial to experience your services while they are thinking about whether to buy or not

			WIN... Apprentice to Business ACE - your inside-out guide to personal branding This month you can win this awesome book from Sue Currie. It is ideal for personal trainers, club managers and Club owners. Everyone can benefit from this book! And here is why . . . Most people want to succeed in business but don't realise that the ACE up their sleeve is often themselves. Never underestimate the immense power of communication, attitude, image, self-branding and personal marketing. In Apprentice to Business Ace, learn about your personal brand and how to leverage it for prolonged success. Looking good is important for you and your business and this stand-out communication and presentation guide by experts and leaders in their fields, will help you to present a confident, trustworthy, consistent and professional personal brand. To order your copy delivered to your door download order by clicking here To win your copy forward this e-news! The more you forward it the more chance you have of winning! The winner will be announced in the March E-news.

Guerilla Marketing Tip #20

Guerrilla Rick Crandall, who is a marketing consultant, editor, author, and newsletter publisher, gives us 20 simple and inexpensive marketing ideas:

1. Send unusual postcards.
2. Request testimonials from good clients.
3. Go on a local talk show.
4. Refer business to a client.
5. Test offers with small classified ads.
6. Put a "take a card" holder in a neighbourhood business.
7. Give a guest lecture at a local school.
8. Send a lottery ticket with a note: "If you want better odds, talk to us."
9. Find a new online discussion group.
10. Have a contest for the best and worst of something related to your area.
11. Try to bring back an ex-client.
12. Give evening seminars in your offices.
13. Create a flier and pay kids to pass out copies of it.
14. Approach a competitor about mutual referrals.
15. Sponsor a talk by a visiting expert on a topic for your clients.
16. Call ten people you've been meaning to talk to.
17. Find a marketing mentor and meet with that person regularly.
18. Put a company logo or sign on your car.
19. Change your phone greeting to "How can I help you?"
20. Take a client to a ballgame.

Your Phone & Website Are Linked

Let your clients on hold learn how to connect to your web site for more information, so include website information on your voice mail and message on hold. Think of your website as 24-hour answering service. Assure your callers that they can always phone your store or office for information, but let them know they now have a web alternative as well, open 24 hours every day.

February Special: is your website a sales generating machine or an on-line brochure. Normally $399 but this month only $299! If you would like a website appraisal conducted email Justin

Health Clubs & Fitness Businesses For Sale

Pilates Studio, Eastern Suburbs Sydney NSW

• Fully equipped with all Pilates equipment
• Long established clientele
• Eastern suburbs of Sydney
• Fantastic opportunity for owner operator
• Training provided
• Reason for sale - opening new studio in the North.
• Price on application

Mini-Chain of Clubs, North Shore Sydney, NSW

• North Shore, Sydney
• Two exquisitely appointed clubs in excellent demographics
• Can be purchased together or separately but both are making profit
• Long leases
• Equipment only 1 year old
• Great business to get you started or add on
• Reason for sale - owners having a sea change
• Price is negotiable & on application

Personal Training Studio, Inner Melbourne Vic

• Established 12 years
• Guaranteed fortnightly direct debits
• Great infra structure and systems
• Good profit
• Floor space 171 sq.m.
• 250 sessions per week
• Clients on long term contracts
• 5 years remaining on a 3x3x3 lease

Great opportunity to purchase a Personal Training Studio that is structured to the owner to work on the business rather than working "IN" the business training clients. Owner is relocating to Qld.

Health Club, Bowral NSW

If you are looking for a sea change, check out this exciting opportunity in the NSW Southern Highlands. Click here for more information

For more information on any of the businesses for sale contact Justin

Filex ... Management Training Day!

This year Justin will be presenting at Filex. He has 2 sessions in the general body of the conference but if you are looking to give some foundation management knowledge to your Team, then we highly recommend attending the Management Training Day. This session always sells out, so contact Network today!

Happiness & Fun

Here are some principles to have fun at work and in your life:

1. Stop hiding who you really are.
2. Start being intensely selfish.
3. Stop following the rules.
4. Start scaring yourself.
5. Stop taking it all so damn seriously.
6. Start getting rid of the crap.
7. Stop being busy.
8. Start something.
9. Don't worry what others will think about you.

And for anyone who deals with people, when do people perform best at any task, from sport to nuclear physics?

When they're relaxed, intent on what they're doing and more or less oblivious to everything else. When they're having fun. So loosen up and enjoy your life.

You might also be interested in checking out The Eight Principles Movie - www.eightprinciples.com.

Round Tables - can you afford not to?

Last month we had our first Round Table for Western Australian clubs! And it was awesome, right Amber? Dave? Roger? Tracy? We covered some awesome information but more importantly set some impressive goals!

We also found that the Personal Trainers Round Table cumulatively saved $10K in their businesses over 4 months. A very impressive number for the group and one that they plan to exceed in the next 4 months!

If you are looking to change your business then a Round Table is critical to your success. It will challenge you and stretch you intellectually, and hold you accountable for taking your business to the next level.

There are vacancies for members on the following Round Tables:

• Australian Club Owners Round Table - 5 vacancies;
• Australian Personal Trainers Round Table - 2 vacancies;
• Round Table South Australia - 2 vacancies;
• Round Table Western Australia - 3 vacancies;
• New Zealand Round Table - launching in May, so contact Justin now!

To find out more click here

Tool Box

The basics for getting your marketing happening in our Club! Click the image for what you would like to see more information on . . .

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