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"It was last spotted, Northeast, about two miles from here. There it is, I see it, let's go! Come on Camera guy lets go!There it is! Man, it got away! Hi, I'm Rob Lewis and today we are going to talk all about prospecting for personal trainers. Empower Sales Formula. Rob Lewis here with Empower Sales Formula and in this video... Something doesn't feel right, ahh, give me one second. Wooh, that feels better! This is Rob Lewis with Empower Sales Formula and in this video we are going to talk all about prospecting for new clients. If you are a new personal trainer, and you work in a large health club, getting new clients can be difficult. In fact, you could compare it to trying to spot the most elusive of animals in the Amazon forest. If you feel like getting new clients and prospecting and the process of meeting and finding new people to train is difficult for you, I have good news and I have bad news. The bad news is, you are probably doing it all wrong. The good news is I have four proven strategies that will greatly improve the results of your prospecting efforts in this video so stay tuned. The first thing we need to do as we start talking about prospecting is get our shotgun locked and loaded! The shotgun approach refers to figuring out what that personal trainers true strengths are with regards to recruiting new clients and prospecting. this method was used to take trainers from the shotgun approach, where we tried as many things as possible, to the sniper approach, because once we figure out the things that work best for that individual trainer, we can narrow down our target to high-value personal training client. No in order to properly use the shotgun to sniper approach as a personal trainer, you have to implement 4 key elements that I've tested time and time again with new personal trainers. If you can apply these things, these four things to your prospecting methods, I guarantee your results will soar and you will be able to improve more lives through fitness. Number one we have strategize, number two, analyze, number three maximize, and number 4 systematize. Now the first item; strategize refers to planning out your prospecting time in advance, make sure that they are 20 minute time intervals. the key here is to keep yourself busy and make sure that you are trying as many different things as possible. The second thing is, you should have a list of activities to choose from every time you sit down to plan your prospecting. I actually, when I was a fitness manager in one of the large health clubs I devised my own form for my new personal trainers to use. This form listed about 10 different activities that they could do and it takes them through every single element of this prospecting process, and it will give you kind of a template to use, so you can actually download that, the link is right below on the video, remember that at the end.Number three is set goals, it's important that everytime you sit down to write this form, you not only plan out the activities, but you also set goals. An example would be; if you are prospecting for one hour, you might have a category of setting goals for number of people talked to period. So your goal for that hour might be lets say thirty people. Then you can set a goal for number of people engaged with in a conversation longer than lets say two minutes. Let's say that goal is five people. Then you can get a little bit more in depth and you can say number of people invited to do the free session. So all of those are small goals that the personal trainer, or you look at, and you are not overwhelmed by this end goal of getting $5,000.00, or booking ten free fitness orientations. As opposed to that, You are looking at the goal of, alright, I need to talk to 20 people. Ok I need to get one or two phone numbers, I need to set one appointment. This really will help you. All three of these are included in the strategize portion. The second element for successful prospecting is to analyze. If you collect all this data, ok, and you do the shotgun method, its of no use to us if you don't analyze what's going on when you are doing the shotgun approach. What of the 15 different methods and the 15 different tasks worked best? the only way you will be able to do that is at the end of each prospecting session, sitting down for about five minutes if you can, and writting down the outcomes of what you accomplished that day. So if you had the goal of two phone numbers, write down how many phone numbers you got. In addition to that, you want to write down what did you find out that worked better than you thought what did you like out of the tasks, what didn't you like. So make sure that you are analyzing whats going on. Because if you do this after every single hour long prospecting session or more, at the end of each week, hopefuly you have three or four of these sheets that help you determine what is looking good and what isn't; and then at the end of a month you can narrow everything down, and you can say, well every time I did phone calls, I did them ten different times for a total of two hours, I didn't get very good results. But when I did the front desk approach, when I asked people at the front desk what they were working out, and tried to get into a conversation with them at the front desk, every ten people I spoke to, I got at least one phone number. There is where you can narrow it down and bring it into the sniper approach. But it's impossible to do if you don't analyze your efforts. After analyzing the data, the third element is to Maximize our efforts. Now once we look at what are the two or three things that work best, thats where we switch from the shotgun approach to the sniper approach. Pick three, four things and then you maximize your efforts and your results by performing only those three or four things during your prospecting time. Thus, maximizing your efforts and maximizing your ability to get new clients. After completing the first three components in the prospecting formula, you are ready for the fourth and most important, and that is to systematize. So we have gone through all these different elements and we have looked at what are the two or three things that you are great at, that you have a great return on investment with, and you take those two or three things and you do them consistently when you are a new trainer and you get great results. Here comes the tricky part. When you are an established trainer and your schedule is to the max with clients, you have to keep your efforts up. The only way to do that is by systematizing an approach. Make sure that no matter how busy you are, you block out about one hour in your schedule every week in order to do prospecting efforts. By far the trainers who have succeeded for more than a year, some ten years, some twenty years, I worked with a trainer who worked for 20 years, she is still working for 20 years in one of the large health clubs.  Why is she so successful? No only because she has persevered with that company, but also because everytime she has a cancelation, she would come to me and say "hey rob, I have some time, Iv'e got 45 minutes, do you want me to make some calls, can I call the list of new members, can I do this?" That is a true success in personal training. And that's the only way that you are going to maximize your return on investment in prospecting, and prevent yourself from experiencing an attrition among your clients. Where you are great for, let's say six months, but all of the sudden, one client drops, then two clients drop, or maybe the economy goes down. You haven't been prospecting for the last year, and all of the sudden you are down to three clients, and you are thinking about looking for a new job. Well I don't want that to happen because, as you know, through fitness we empower more lives, so make sure that you systematize a program and you make, you put one to tow hours every single week to do prospecting efforts. So there you have it! If you are able to apply these four key principles in your personal training career, and you are able to systematize them consistently throughout your career, I guarantee you that you will see more results with your clients, you will get more clients, and you will be more successful period! I invite you to download the free document that will help you outline your prospecting efforts. In addition, I invite you to take my free fitness sales crash course, where we have five video modules that take you through every element of the sales process as a fitness professional, or personal trainer. Until next time, I'm Rob Lewis with empower sales formula. Let's continue to empower the world through fitness."