Wanna see the one little ole email that generated $100,000 in revenue for my fitness and mind body business ?

Thought so.
The best part… Clicking send to your clients won’t cost you a dime {but could bring you some serious profits}

Podcast Episode 146: Meet Rachel Saligari, Founder of Active Health Solutions Physiotherapy, a Total Body Wellness Center That’s Now Booming After Switching to a Membership-Based Business Model

Expert skill set. Check.

Strong business mindset. Check.

Sporadic seasons and continuously dipping revenue. Also, check. Except this last one isn’t so stellar.

When Rachel and her husband initially opened their doors to Active Health Solutions Physiotherapy, they did it without a single client, staff member, or social media account…

Simply because, well, social media wasn’t a thing.

They started as many business owners do, juggling all the balls and wearing all the hats, including receptionists and toilet cleaners, in addition to being physical therapists.

And through the power of word-of-mouth and a strategic move to couple together complementary services that would benefit their discharged physical therapy clients, they saw success.

However, as their family grew (they have three boys under four, two of them twins… yes, Rachel is Wonder Woman), she needed seasons of time off from the business, which was repeatedly followed by dips in attendance and revenue.

Despite having a stellar business mindset of being “removed” from the day-to-day operations of the company (read The E-Myth by Michael E. Gerber if you haven’t, he explains why this mindset is critical for business success), it was their systems that were lacking.

So, she dug deep, crunched numbers and flipped her profit plan on its head…

The results?

A 40% revenue increase compared to this time last year.

And with her sights set on taking Active Health Solutions Physiotherapy to a second, third, and fourth location and beyond, hearing Rachel’s story and how she adopted a membership-based methodology is a sure-fire way to get your gears turning on how to grow smart, strategic, and maintain your sanity in the process.

On today’s episode, you’ll learn:

  • Why Rachel branched out from solely offering physical therapy services
  • Her mindset for making herself “replaceable” in her business
  • Learning to bring in revenue without sacrificing time with family
  • How Rachel has increased her revenue by 40% through switching to a membership-based model

With grit + gratitude,

Lisé

Podcast Episode 145: You Can’t Ask For The Sale Until You’ve Earned The Right. Here’s How to Receive Permission.

What do most people do?

They post a package on their website and expect people to commit… maybe it’s to one month, three months, maybe it’s even to a year and they wonder why only 10% of their clients say yes to this.

Automation is king and client is secondary.

  1. Build a Relationship:
    1. Forgetting that there is a sale on the backend.
    2. Move into mode of someone who genuinely wants whats best for them
    3. Intentional Intake: What is an intake process? Pulling back the barriers of the prospect and finding out why they are actually there.
    4. Honesty is the utmost value here.
  2. Build the trust:
    1. What’s a realistic expectation?
    2. You as the expert need to come out and shine and the most realistic way to achieve those goals.
    3. Not going to buy if you don’t trust them. Earning the right comes here.
  3. Build the value.
    1. Value is not monetary, it’s the value results are truly worth to the client, but oftentimes, that’s not the perspective they come in with.
    2. As an owner or manager, you may know what you can provide, but as a new client, they have no clue. So, this is the time for them to not be shy about their knowledge and their expertise. This is the time for passion to separate them the competition. Confidence in yourself and instructors.
  1.  Build the long term results with the client: Whatever it is that you are promising them or providing them, then the actions have to continue.

In this episode you’ll learn:

  • What does asking for permission mean and why is it important?
  • Why we could be giving away too much info…
  • Why building the relationship is the most important (and number one step) in sales
  • Why you shouldn’t consider yourself a “sales person”!
  • The importance of the intake process
  • Ways to establish trust with prospective clients and show your value

With grit + gratitude,

Lisé

Podcast Episode 144: Meet Katy Katzmann, Bikram Yoga Studio Founder on Taking a Leap of Faith and Ramping Up Client Retention Through The Art of Cultivating Community

Bikram Yoga Temecula was never intended to be just another yoga studio in the suburbs of southern California…

When Katy dreamed of one day opening her space, it was always about creating a community.

And funny enough, her foray into owning a Bikram yoga studio follows the path that closely mirrors how many of the stories in our favorite movies unfold.

With a deep sense of longing for a life change (in her case a switch in careers and an international move), a strong gut feeling, and a massive leap of faith.

But it didn’t come without its share of roadblocks.

From consistently losing touch with (and missing out) on converting visitors to clients to facing team push back on process changes, Katy knew something had to give.

So, with grit (and you know I love a girl with grit), smarts, and as she says, “continuing to look for the green lights and keep moving in that direction,” Katy has and continues to persevere.

And it’s that attitude that has brought her studio to look the way it does today…

Which, unlike the movies with happy endings, is actually just the beginning (albeit, still a very happy one).

She’s more than doubled her client retention, filled her studio with quality clients who are eager to learn from her and her team, and, most importantly, she’s fulfilled her dream of cultivating a true community.

And that’s what it’s really about…

Yes, your business needs to have stable systems, smart processes, profitability and a slew of other things that go into building a flourishing business, but the core is relationships and community.

Between you and your team.

Your team and your members and clients.

And them with each other.

When you weave together all those facets, your business becomes a force to be reckoned with.

On today’s episode, you’ll learn:

  • Katy’s journey and how she got started in Bikram Yoga
  • Why she chose to build a yoga community – and not just a studio!
  • How Katy and her husband turned it into family business and involved their children
  • Why you need to be an educator first!
  • Some of the lessons that she’s learned along the way

With grit + gratitude,

Lisé

Podcast Episode 142: Meet Shannon Simmons, An Accountant and Profit First Professional, Whose Niche Financial Firm is Getting Fitness Businesses On Firm, Profitable Footing

Accounting may not sound sexy {especially when you’re paying taxes}…

But, when you realize what the right numbers can do for your business, it starts to look like the best thing you’ve ever seen.

I’m always asked what kind of accounting systems do you recommend?

And, there’s only one I love so much that I have literally mailed hundreds of copies of the book that describes it.

Hello, Profit First.

If once upon a time your parent’s used the “envelope” method to help you manage your allowance, you’ll have a good idea of what the basics of this system looks like, and when you put it into place, well, get ready.

You’re gonna find out just how nice it is to write your dream check every single month.

Since I’m such a fan, I begged Shannon Simmons, a Profit First certified accountant, who specializes in fitness businesses to sit down with me and layout key tools you can start implementing today…

Even if you hate Quickbooks as much as I do.

In this podcast you’ll learn:

  • What is “Profit First” and how it works
  • How to ensure you are paying yourself!
  • Why some people are operating from a deficit and don’t realize it
  • Some of the biggest marketing mistakes people make
  • Why it is important to allocate funds all year long to certain months where
    you plan on spending more
  • How to utilize your bank account as a metric
  • Why it is important to review your expenses and how that can bump your
    pay as a business owner

With grit + gratitude,

Lisé