The Simple Guide To Planning Sessions For Mixed Fitness Levels

The Fitness Variation Cure

When someone joins the Bootcamp Ideas email list they are sent an email with a question:

‘What is the number one thing you are struggling with right now as a bootcamp trainer?’

I keep track of what trainers write back to me in a spreadsheet. To date over 250 trainers have taken the time to respond.

The most popular response I receive is not surprising. It’s why most trainers come to Bootcamp Ideas in the first place, ‘to find fresh workout ideas’.

The second most popular response I get is:

‘I struggle creating workouts that are effective for all of the different fitness levels in my bootcamp.’\

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I’ve heard you and have put together this little guide with some different ways to have your groups of mixed fitness levels work together seamlessly.

Let’s start with some planning tactics and then I’ll go into how to actually put them into practice.

Four methods for handling various fitness levels

1. Exercise Variations

Plan out your workout as you normally would. Once completed create 1 to 3 additional variations of the workout by modifying the exercises.

Doing this before the workout, rather than on the fly, makes you look more professional and serious about your clients fitness. So don’t wait until the session to try and make these modifications.

Here’s an example of a drill modified for different fitness levels:

Original drill:

10 minute AMRAP

  1. 15x Push Ups
  2. 15x KB Goblet Squat
  3. 10/side Side Plank Hip Drops
  4. 10m Bear crawl

Modified for different fitness levels:

10 minute AMRAP

Beginner Intermediate Advanced Reps
1.  Push Ups on knees Push Ups HRPU 15
2. 8kg KB Goblet Squat 12kg KB Goblet Squat 16kg KB Goblet Squat 15
3. Side Plank Hip Drops Alt. Side Plank Hip Drops Side Plank reach throughs 10/side
4. Bear crawl  Bear crawl Reverse Bear crawl 10 m

Alt. Side Plank Hip Drops: alternate sides each rep without letting hips touch ground in between.

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6 Mistakes Bootcamp Trainers Make When Planning Their Sessions

I think about workouts a lot running this website. I can’t walk past a group training session in a park without stopping for a moment to work out what kind of drill the trainer is running.

As a result I’ve started seeing some patterns between highly successful bootcamps and their workouts and other bootcamps that are struggling.

Now some bootcamps will do well in spite of how the trainer runs their session, but if you are struggling to get numbers then you are not one of these people.

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So check below and make sure you are not making any of these common mistakes:

1. Using a stop watch all the time

You should not be watching a stop watch, you should be watching your clients.

Successful bootcamps feel personal to their clients. You want to be out there correcting technique and motivating.

Buy yourself a Gymboss if you need to or start planning workouts that don’t require a timer.

2. No session planning

Don’t just rock up to a session with no clue what you are going to do.

This is highly disrespectful to your clients as it shows you don’t value their time and results enough to actually think about what you are going to do with them.

If you have clients with injuries, different fitness levels or conditions (like being pregnant) then you must plan your session so that you can cater for them.

3. Don’t allow enough rest

Not every workout you run with your clients needs to leave them feeling like jelly on a plate.

In fact, my favourite sadist moment is when a client leaves one of my sessions saying that they didn’t feel like they worked hard enough only to come back to me two days later asking why they can’t sit on the toilet.

The body is made of different muscle types and energy systems. Including adequate rest in your workout plans and using other methods to vary intensity is essential in making sure your clients keep getting fitter and stay injury free.

4. Allowing too much rest

This was a problem I had early on as a trainer and I think other beginning trainers share the same problem.

If your clients have done other group fitness classes then they are probably used to an hour of non-stop exercising (which is why I think many of us make mistake number 3 – we try to do the same). So if they come to your workout with lots of long rest breaks they may start looking for something else.

It’s not your fault, it’s just the way they are used to exercising.

Here are some ways to reduce rest in your workouts:

  • Plan your sessions (see #2) so that you aren’t stalling while thinking of a new exercise
  • Include active recovery breaks of running, walking or core training
  • Don’t do too many different drills – this will result in too much time spent setting up and explaining new exercises during the workout. Ideally you want to do all of this at the start.

If you are running a strength or power-style workout that requires a lot of rest, you could just take a few minutes at the start of the session to explain to your clients why it is they will be resting a lot this workout.

5. No gamification

gam·i·fi·ca·tion
noun
the application of typical elements of game playing (e.g., point scoring, competition with others, rules of play) to other areas of activity, to encourage engagement with a product or service.
“gamification is exciting because it promises to make the hard stuff in life fun”

A key element to any long running, successful bootcamp is the community that exists amongst it’s attendees.

Need proof? Just look at the Crossfit community.

A great way to build community in your bootcamp is to include games. Of course, you still need to train people, but adding games to your warm ups or point scoring to your workouts will build amazing camaraderie in your bootcamps.

6. The trainer joins in the session

I know for a fact that many trainers who read this website do this. This is going to piss you off but please don’t take it personally. I still like you and think you are awesome, we just disagree on this point.

This is a big mistake. One of the things that distinguished my bootcamp from a typical gym class was that it was not instructor led.

I was not up the front of the class where I can’t see you. I was by your side coaching you; correcting technique, encouraging you and making sure your partner was pulling her weight.

I have tried joining in with sessions before and it just doesn’t work. You can not effectively coach your clients and exercise with them at the same time.

Sure jump in with them for a few reps or a sprint to get them motivated, but just remember why you are there, to train people not to get a workout in.

No wars

I love this community and it’s acceptance of everyone’s different training styles.

I wrote this for beginners and people struggling as a way to avoid some common mistakes. I did not write it to start a war.

If you would like to comment politely below, please go ahead. I would love to discuss the points above with you.

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Image: Will Scullin

Using Workouts to Fight Depression

Last week, through a series of fortunate events, I spent the afternoon with a guy who was just introduced to me as ‘Jamie who runs a non-profit’.

Later on I worked out that he was actually the founder of the charity To Write Love On Her Arms. I was familiar with the charity from Amy Clover’s 30×30 tour we supported last year.

Why am I telling you this? Because Jamie told us the story of how his charity started and I wanted to share with you.

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Back in 2006, Jamie was working his dream job in a high up position at Hurley (as in the clothing brand). While he was working his dream job, he shared a house with a friend who was a long time recovered drug addict.

One day his housemate asked him if a friend could come stay with them for a few days. She was trying to seek help for her own serious addiction and had been denied entry to a recovery centre. She needed to detox before they would accept her.

Her name was Renee and she was just 19 years old.

As he sat on the couch in my friends living living room, Jamie recalled those few life changing days spent with Renee. To keep her busy, they did different things each night; concerts, shows, basketball games and Church. He was struck by how someone so full of life could also be so depressed.

To help raise money for Renee’s treatment, he and some friends started selling tshirts. But things only really started happening after Jamie wrote his experience down on Myspace. The story went viral.

It was called ‘To Write Love On Her Arms‘. The title inspired by the scars on Renee’s arms from self-harm.

People started emailing him saying ‘I struggle with that too’ or ‘I have a brother who…’ and finally ‘How can I get help?’.

And so the charity known in short as TWLOHA was born.

Which brings me back to how I was introduced to the charity through Amy Clover. Speaking to Amy you would never guess about her past. She has one of those bubbly personalities that you just can’t help smiling while talking to her. However, in 2005 after years of struggle Amy considered taking her own life. A path she thankfully never went down because she called a suicide hotline like TWLOHA.

Watch Amy’s story (link):

Depression affects many of us in different stages of our life. I have not been immune to it myself, but maybe that’s another story.

Amy is running her project again, touring around the US to run empowering workouts and she would like the Bootcamp Ideas community to be a part of it. 

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Hey Trainers! Amy Clover here again to inspire hope and strength through movement, and I want you to join me.

If you missed it last year, I launched The 30×30 Project. To celebrate my 30th birthday that I almost gave up due to a suicide attempt, I taught 30 fitness classes in 30 cities throughout The US and Canada to raise awareness and funds for suicide prevention charity, To Write Love On Her Arms. The Bootcamp Ideas community was so supportive, offering up space to host us and donating to the cause.

This year, we’re doing it all over again, but I consider it more like 30×30 all grown up. :)

We’re hitting major cities throughout the US this Summer and Fall to put on huge fitness and wellness events, and giving 50% of our proceeds to To Write Love On Her Arms. Our mission with these events is to empower participants to rise out of struggle–inside and outside of the gym–with the help of fitness.

I teach intention-driven, HIIT-inspired bodyweight classes that root people in their motivation to push through the pain and start creating strong bodies, lives and mindsets that follow them into everyday life. With mantra incorporation and motivational guidance, I encourage people to experience the pain of a hard workout, and use it to grow stronger.

I created this movement because this is the process I personally used to overcome my clinical depression and obsessive compulsive disorder. After finding discovering fitness as my empowerment tool, I am better able to cope with the emotions when they arise. I truly believe that they won’t swallow me whole and most importantly, I can continue to live an empowered life in spite of pain and struggle.

amy tour 1

Many of you out there know exactly what I mean. Maybe you’ve used fitness to let out pent-up stress or emotions. Maybe you feel a little down if you skip a few workouts in a row. Maybe you train clients who struggle with depression or mental illness, and you see their potential even if they don’t see it themselves.

We can open their eyes. We can show them that there’s hope in sweat.

Physical strength has a lot more to do with mental strength than we give it credit for. Empowerment can start from the outside just as it can from within. The harder we push our limits physically, the more resilient we become mentally and emotionally.

My goal is to convince people out there who might be on the verge of giving up, that they are stronger than they know. I want to teach people how to fight and that they are worth fighting for.

If you believe in this movement and you want to fight on the front lines with me, I ask you to join me in amplifying it.

If you want to help, here are the ways you can do it (pick one or all of them if you wish):

  • Visit the indiegogo (like kickstarter) and donate and/or share.
  • Share the indiegogo with your clients, friends and family across social media with #siotour and in email (after donating, you’re prompted with easy ways to do this, but there are also click-to-tweets and Facebook share copy in the updates of the indiegogo here)
  • Bring your bootcamp as a team to the event near you! We’ve officially announced the first 4 cities (Portland (OR), San Francisco, Milwaukee & Denver) with more to come soon. Come as a team and we’ll sweat out the struggle together. Click here to see the list of all the cities we’re going to and working on setting up.

Thank you for your time today, and for all the work you do inspiring strength in those around you. I hope to see you out on the tour route!

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The other day a trainer commented that one of her clients stated ‘You never train with us!’. Well if you never get to train with your clients, drag them along to one of Amy’s workouts. You are not only supporting a great cause but also building a stronger relationship with your clients.

I will be at the Portland and San Francisco workouts so if you come, we can train together too!

P.S. This still isn’t the secret thing I was telling you about, more info coming tomorrow.

3 Seriously Helpful Things That Minimalism Can Teach Us About Running A Bootcamp Business

Some of you may have heard of this thing that has been making its rounds across the internet over the pass few years and lately even into print media. It’s called Minimalism.

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Minimalism is all about reducing what you have to the bare essentials. It’s often mistaken as simply throwing everything you own away and living out of a small back pack, but that’s incorrect.

Minimalism is about just having things that add value to your life and not holding on to or purchasing extra things that don’t.

For example: If a car adds value to your life because it allows you to get your family to important events, then that is fine. However, if it’s just you and your wife and you own a car each, both take the train to work but occasionally both need to drive somewhere on the weekends, maybe your cars aren’t adding as much value as you thought. Just expenses, maintenance and stress.

I first got introduced to the idea of minimalism around 3 years ago. My wife (then girlfriend) and I had been living together for only 6 months, yet somehow we had managed to fill every cupboard and space of our two bedroom unit. Also, we both had cars even though the PT studio we both worked at was only a 10 minute bike ride away or just a matter of getting the timing right to travel in one car.

We hadn’t gotten to this point intentionally, we had just ended up with a lot of stuff that stayed in boxes and we didn’t need. Over the following few months we sold one car and cleaned out the unit. Later when we moved house (into a smaller space), life was made easier by the fact we had already gotten rid of so much stuff.

Then when we decided to pack everything up and move overseas, again we were able to remove the unnecessary and just take a suitcase and backpack with us. We also didn’t have to pay for an expensive storage unit that would just allow things to collect dust while we lived abroad.

And now, as someone who has been living out of a suitcase for the past 3 months, I can tell you that following minimalism principles has been a lifesaver.

But minimalism isn’t just good for your personal life, you can apply it to your business to help reduce increase your confidence, reduce stress and spend less money.

Here are a few things minimalism can teach us about business.

1. Offer a minimal number of pricing options

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Stop confusing people with ten different pricing options for your Bootcamp. You don’t need memberships, courses, drop ins AND packs. Actually, I will go out on a limb here and say that most of your campers are probably all on the same 2 or 3 plans/options anyway. Am I right?

Throughout the life of my bootcamp I only offered two pricing options:

  • Twice a week or
  • Three times a week.

It made life so much easier for me and the client because they only had to choose between two options. It was also less systems for me to keep track of as everyone renewed at the same time rather than some people being on PAYG and some being on 10 packs others still being on memberships. Less options = less confusion.

For those of you who don’t want any part of this minimalism hocus pocus, there is actually a famous study that backs this up. It’s called The Jam Study and was done by Professor Sheena Iyengar.

In the study, on two separate Saturdays, the organisers set up free samples for jams in a well known store. Once you tried the jam, you could of course buy a jar of it.

On one day they set up just 6 flavours of jam and on the other – thinking more is better – they set up 24 jars of jam. Sure enough on the day that 24 jams were out on display, more people stopped to have a taste.

But here is the kicker, on the day with less jam, 6 times more customers made a purchase.

Why? Because making a decision from lots of options is stressful and most of us get overwhelmed and choose to just opt out. To not buy anything.

With less choices though, we are more confident in our ability to way each choice and select the ‘right’ one.

So reduce the choices available for your bootcamp and watch how easy it is to close new clients. You can still keep a hidden cache of other choices if you like, just keep them in the drawer for clients who ask.

2. Only work with clients that add value to you

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Like I said earlier, minimalism talks about only keeping things that add value to your life. In business, that includes your clients.

Don’t worry, if you aren’t into minimalism I have a good non-minimalist based example for you to follow again.

The famous (or infamous) book The Four Hour Work Week by Tim Ferris talks about something called the 80/20 rule. It’s a funny ratio that appears again and again in the world. Sometimes it appears as 90/10 or even 95/5.

It was originally noted by Italian Economist Vilfredo Pareto in the late 1800s and is now highly referenced in business and marketing circles. Pareto observed that 80% of the land in Italy was owned by just 20% of the population.

We see this pattern in other aspects of life and business too. Once I show you some more examples you won’t be able to UNsee it.

  • 80% of your time socialising is spent with the same 20% of your friends.
  • 20% of the stuff in your home is what you use 80% of the time.
  • 80% of the worlds wealth is held by just 20% of the population.
  • 20% of your clients will cause 80% of your client induced headaches.

Are you starting to see the pattern?

The last example I included is the one we want to focus on today. If you had a bootcamp like mine, 80-90% of you clients paid on time, showed up to most of their sessions and always brought a good spirit with them. The other 10-20% paid late (or not at all), rarely showed up for bootcamp, complained that they weren’t seeing results, refused to do certain exercises for no reason other then they didn’t like them, distracted other clients during your sessions and just generally were a pain in the ass.

These people take up 80% of your time spent dealing with clients, yet they are only 20% of your revenue. So rather then wasting most of your time on that 20%, why not shift more time to your 80% that want to be there, that support you and refer you to their friends.

(Another example: I bet 10% of your clients bring in 90% of your referrals.)

Garry Robinson did a great video on this very topic that I recommend you check out. Attract More A-List Fitness Bootcamp Clients.

3. Buy equipment that is versatile

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Take a minimalist approach to what equipment you use at your bootcamp.

Every gym, studio and trainers house that I have been to has a dark and dusty corner that is filled with random pieces of fitness equipment like the Tornado Medicine Ball, shake weights, vibration belts, cheap broken medicine balls, various roll out ab wheels and strange stick and band combinations.

This stuff was bought on a whim at a store or some fitness convention and after one week of use started collecting dust, unused.

When buying new equipment, instead think about the variety of exercises and drills you can do with it.

Great minimalist pieces of equipment are:

Also, when planning a session, rather then using medballs, dumbells, ropes, kettlebells and sandbags all in one session, try to think of how you could run the session with just one or two of those pieces of equipment. (Unless of course you are running Bootcamp Monopoly.)

Using less equipment will keep the workout focused and will save you the hassle of transporting a lot of different pieces of equipment.

How to put it into action

Minimalism isn’t some crazy cult. It’s about reducing the unnecessary so you can focus on the important.

Implementing one or more of these strategies will help reduce unnecessary stress and will also help your bottom line. It’s a win-win.

  1. Reduce the number of options that you offer new clients. Make it easier for them to choose and for you to manage.
  2. Spend more time on the 80% of your clients who are awesome clients. Fire the other 20% or stop trying to re-enroll them.
  3. When your about to buy a new piece of equipment ask yourself, ‘How much value will this add to my clients and my business?’. If it can only be used for one purpose, don’t buy it.

Now it’s your turn. Do you already follow some of these principles? Let us know about your experience in the comments below.

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Hey, did you enjoy that? Well you can get more articles and workouts by sign up to our mailing list.

P.S. That new thing I was talking about on Sunday is still coming. More info next week.

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Images: Shoes | 55Laney69, Jam Jars | Valarie Everett (CC)

Four Things I (Re)Learnt About Communicating With Customers + Thank You

Firstly, thank you to all who purchased a copy the Little Bootcamp Book of Tyres and Ropes last week.

I still think it’s really cool that people out there actually want to buy the stuff that I make.

I was more nervous about releasing this product then any other because a) it was for a really specific niche of bootcamp trainers and b) this is the first product I’ve released since I took on Bootcamp Ideas full time. But I will talk more about that below.

Thank you all again for your support. You guys are awesome!

What this week retaught me

The best way to learn about how to run your business better, is by actually running your business.

Just like the best way to become a better trainer is by training more people.

Of course, you have to stop once and a while and reflect on what you did. What worked and what didn’t work? Which brings us back to the topic of this article.

After I launch a new manual or run a workshop I always like to sit down and spend some time afterwards reflecting on what worked and what didn’t work (read some previous relections here and here).

So, here are four things I learnt this time and how they also apply to your bootcamp business.

learn

1. Make it easy for people to understand exactly what it is they are buying.

One thing that I completely forgot to do last week, was spend time telling you all about what exactly was inside The Little Bootcamp Book of Tyres and Ropes.

Sure you had some idea that there was going to be tyre exercises in there and something about finding tyres was also available but I didn’t actually tell you what until the day I put it out.

This was a mistake because of one important reason, the first time you were digesting what was actually inside my book was when I was also asking you to buy it.

You guys weren’t in the mood to buy yet, you were still in research mode. You needed time to mull over if this was the right book for you.

Sure if I had written a hard sales letter some of you might have bought anyway, but I don’t like the idea that I have to resort to manipulation and fear just to get someone to buy something I’ve made.

It’s why I hate fitness ads of beautiful people with a slogan like ‘Summer is nearly here, get your bikini body’.

I mean, who has the right to state that any person can not wear a bikini any time no matter how they look. Why does their body have to look a particular way to wear a bikini? And why is summer the only time of the year that one should be concerned with keeping fit?

These are fear tactics, telling you that you won’t be accepted into society unless you look, act and feel a particular way…

Hold up.

Deep breath.

I better stop there and get back on track before I get on a real rant.

Where was I? Oh yes, I was writing about the fact that I didn’t allow you guys to get a chance to research my book before getting a chance to buy my new ebook.

The exact same thing happens with your bootcamp prospect. If you are cold selling them and they haven’t had a chance to digest what exactly it is your bootcamp does, then they are going to be much more difficult to sell to.

Instead of doing that, another option is to give your future clients time to absorb what exactly it is you are offering before asking for a sale.

Here are some easy ways you might achieve that:

  • Have a website with an entire page dedicated to your bootcamp. Include select pictures, testimonials and FAQs on this page along with details like times, days and locations.
  • Set up a business Facebook Page. Regularly post pictures of your bootcamp and events you do. Share articles and posts from local business’ you enjoy so people can get a feel of your values. Make sure you fill out the About section with your website, contact info, bootcamp info and some FAQs.
  • Start a regular monthly email newsletter that people can sign up for. Send it to your existing clients too.

By using these online mediums potential clients can go and learn a bit more about your bootcamp and what you do. Then when they contact you, you won’t have to give them a hard sell because they have already decided that they want to buy.

You can read more about these types of conversations I’ve had with clients here.

2. WHY is important. Perhaps the most important.

I really don’t know what I was thinking while launching this manual, everything I had done in previous launches I just threw out the window.

I forgot one key part of my sales page. A compelling why.

I had just spent months working on this manual; filming, writing, editing and I had completely forgotten to tell you WHY you should bother buying it.

Of course I knew why you should buy it, but I did a really rubbish job of telling you why it might be useful to you.

Again, this can be applied back to bootcamps.

Your website (and other online presences) and flyers etc. should all state why a client should want to work with you, not just what you do.

For example, it might be to get into bikini ready shape.

Just kidding!

At my bootcamp I used to focus my ‘why’ on the fitness side of things rather then weight loss or appearance..

‘Keep up with your kids.’
‘Get in the best shape of your life at 40.’
‘Sick of the gym? Try bootcamp.’

To help you get a grasp of what I mean, I’ve pulled out a few examples for you of bootcamp websites that do an excellent job of the why and the what (from lesson one) part.

Fitness With Karen Bell

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Two things pop out at me straight away with Karen’s website. ‘Life changing challenges with Karen Bell’ and ‘Hi welcome to my site. My name is Karen bell. I have spent the last 5 years in the fitness industry and I love it.’

Now straight away I get a feel for who Karen is and I can see pictures of her bootcamp scrolling on the main page. There is also a testimonial on the right telling me about someone elses experience. All awesome stuff to make a visitor want to join.

Krunchies Health & Fitness

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Krunchies Health and Fitness is a Melbourne based bootcamp that trains in Melbourne’s most competitive park, the Royal Melbourne Botanical Gardens.

On the Krunchies site, it’s easy to find the bootcamp page. From there they give me half a dozen reasons to work with them along with the location and times. As a potential customer, now I can work out if it seems like a good fit.

Mint Movement

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Mint Movement is an Adelaide based business that is doing things a little differently.

By reading I can quickly see Bridie Hogan’s philosophy on fitness and what would be expected of me at a typical bootcamp session. I can also see the location to see if it’s convenient.

NJ Fit Mom

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Last but not least is the NJ Fit Mom website. On their services page I can see 5 reasons why this bootcamp would be a good fit for me. I can also see all of the prices and locations.

The description opens with, ‘This is NOT your ordinary class’ which immediately makes me want to read more. Why isn’t it an ordinary class?

3. Choosing a niche rather then targetting everyone works

The Little Bootcamp Book of Workouts and Beyond Burpees were both targeted at the niche of ‘all bootcamp trainers’. Which of course isn’t really a small niche considering how many of us there are now.

For my next product I wanted to create something that I could dive in on just one topic and create THE guide to that area of bootcamps.

My niche for this product became ‘trainers who want to use tyres and/or ropes at their bootcamp’ and also ‘trainers who already use tyres and ropes at their bootcamp’.

This helped me to be able to easily choose what exercises, drills and workouts to include in the manual.

Let’s side step to a quick story:

The other day I was answering an email from a trainer and I asked them, ‘What is your ideal client?’ to which they replied,

‘Everyone.’

While that sounds good, here’s the problem with trying to appeal to everyone: People are all different. They like and dislike different things.

I studied engineering and then health and fitness. My brother is an accountant.

I go do an OCR for fun and he does his friends tax returns.

People are different. Even those that grew up together.

By targeting everyone you actually target no one because there is no way possible to appeal to everyone. So pick your ideal client and cater your marketing, sessions and everything towards them.

By being more specific you will actually be able to charge more too. Which leads me to the fourth lesson:

stand out

Stand out.

4. Charge more for what you do

This is a really tough topic for me. Talking about how much to charge for what you do is often the case.

There is this feeling around money that it is the cause of a lot of evil, but really money is just a tool and that is how we should look at it. Without emotional attachment. Of course that’s easier said then done for many of us.

We like to look after one another and we like to help people. That’s why many of us became trainers in the first place.

Should that mean that we should do it for free though?

Some of you may have noticed a little increase in price on this latest book. Previously I have charged $57 for products, but The Little Bootcamp Book of Tyres and Ropes costs $97.

Coming up with a price for what you offer is always tough. On the one hand you want to make money so you can pay your mortgage and buy groceries.

On the other hand you want to help people so you don’t want to price too many people out of the market.

To come up with my price I consulted Book Yourself Solid (a fantastic book all trainers should read). BYS recommends that for every dollar a client spends with you, they should be able to recoup 20 dollars in financial, emotional, spiritual and physical benefits.

Ok, that sounds good, I can live with charging that. If a $50 product helps someone make or save $1000 I can sleep at night knowing I gave them good value.

I put this theory to work.

To price Tyres and Ropes I added up what I believed the manual would give trainers in saved time, new clients and piece of mind then divided that number by 20. To my surprise the price was much higher then $97 but not wanting to price too many people out of being able to access this information, I brought it down.

The result: While I sold less copies of Tyres and Ropes in the first week compared to previous launches I’ve done, it made more total revenue.

What you can learn from this

Think about what you are charging your clients and apply the Book Yourself Sold pricing method. They probably aren’t going to get any financial benefits from working with you but what about spiritual, physical and emotional?

Can they now play for longer with their kids?
Can they do their job better?
Does training with you in the morning set a great mood for their whole day?
Are they making new friends at your bootcamp?

What is that worth?

A lot more then you are charging I’ll bet. You provide more benefit to your clients lives then you realise.

Here’s another short story about that:

When I finished up at my bootcamp, several of my quiet 40 and 50 something Dads came over to me and said sincerely, ‘Thank you so much for getting me in the fittest shape of my life. I cannot tell you how much it means to me.’

To which I responded with a ‘No worries.’ and a hug. My eyes were glistening too but that was because of all the dust in the air.

What you do and who you are means more to your clients then you realise.

Why earn more money?

You don’t have to go out and buy a new BMW X5 with your increased income. Here are some more useful things you could do if you did earn another 20% then you do right now:

  • You could give a percentage of your earnings to charity.
  • You could attend more training workshops and learn new training mehtods, adding value back to your clients with better workouts and more variety.
  • You could work less, meaning you have more time to spend with each client individually and with your family (this was always my preference).
  • You could run ‘Coffee Friday’ where you pay for a mobile coffee truck to come to your bootcamp once a month and give free coffees after your session.
  • You could pay a designer to create that business website you have been needing.
  • You could run subsidised events for your bootcampers like high ropes courses, stand up paddleboarding and rock climbing.

high ropes course

A few take away points from all of this

  • Make sure your prospective clients know what your bootcamp involves.
  • Make sure it’s clear why they would want to do your botocamp.
  • Picking a niche (ideal client) will help you target your marketing and business.
  • It will also help you charge more by being more specific.
  • You should charge more so that you can do more for your clients, family, charity and yourself.

It still works out fine in the end

All of this stuff is great, but in the end if what you do is really good, you will probably find a way to succeed even if you mess up.

Even with all of the blunders I made on launching this manual, the manual itself was still good which resulted in some happy trainers.

Here’s what they had to say about Tyres and Ropes:

“Hi Kyle, just wanted to say WOW, I love the new manual (The Little Bootcamp Book of Tyres and Ropes) you just put out. I was able to use it the very day I purchased it, I used the ‘flip tyre, jump, sprint’ drill and it was great :)

My bootcampers were spent (in a good way). Thanks again for coming up with the goods, making it an easy option when planning my sessions.”

- Ange Grant, Sydney, Australia

“Thanks so much for your manual. It’s an awesome training tool.

I have already taught some of the exercises and my clients loved/hated me for it. Love it!”

- Jennifer Mongeluzo, Trainer at Athletic Edge, Norwalk, CT

“This is freaking awesome!

Well done mate. I’m bowled over by the info and attention to detail – and being a visual person, it looks amazing too.

The tips on where to get tyres alone will save you hundreds of dollars in equipment.”

- Garry Robinson, the mind behind Kaizen Outdoor Fitness, Sydney, Australia

“Hi Kyle, I just had a squiz at the new book, ahh can’t wait to use some of this stuff!

You are amazing, best thing I ever did was get in touch with you, I look forward to learning more and and making my Bootcamps the best in the West! ;)”

- Clair Williams, Owner of NV Personal Training, Penrith, Australia

The Little Bootcamp Book of Tyres and Ropes will continue to be available on Little Bootcamp Books. Head over to read more about it if you haven’t already or grab your copy.

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Images: Michael Davis-BurchatJesus Solana (CC)