Why You Need a Reopening Plan Too

As communities all over the world begin to open up we are all taking the time to get to know more about what we can and cannot do in our businesses than probably EVER before. And, while I know you are eager to get back to your studio, clients, and figuring out how to have classes I think it is super imperative that YOU yourself have a reopening plan. Have you taken the time to make sure you are keeping the parts of quarantine that you loved and not bringing in parts of your old life that you didn’t enjoy?

  1. Your Schedule: Now is the time to truly dial this in. If you have found that you no longer want to teach mornings as you plan your reopen how can you keep your mornings for you? Do you have space in your day for your workout, marketing, meditation? You can blame all changes to the schedule on CV19. And, if you need to you can always add things back in but taking things away will be harder later than it is now. So, put your dream schedule together! Here is a course on how to fill it when you do.
  2. Your Offerings: If pre CV19 you were teaching classes but you prefer privates how can you reassess your offerings and only offer privates? Or, if you have been loving teaching virtual do you really need to go back into the studio? What about the size of the packages you offer? Do you need all of those? How can you make your life simpler and your business work for you?
  3. Your clients: Do you want all of them back? Yep, I said it. Sometimes we keep clients around because they have been with us for a long time. Or, they are sort of consistent. But, if they drain you to teach, or are always nagging you about prices, times, wanting to move their session around do you need to reopen with them?
  4. Your Self Care: This may be the MOST important thing I need to you plan and consider during this time. After talking with many teachers who have already been able to open one thing that they are finding is that yes there is excitement and gratitude but there is also fear, stress, and extra cleaning to do. So, while you may have taught 4-5 hours in a row before CV19 you may now feel tired or drained after just 3. As teachers we hold so much space for our clients already. This reentry includes even more. Go slower than you may think. Remember, you can always add things back in. But, give yourself space to see how you feel getting back into the studio.

Some tips for Self Care when you can’t do the normal self care rewards like massages, spa treatments etc:

  1. Make more time for meditation.
  2. Have a fun book to read
  3. Turn your phone off.
  4. Thera gun massages
  5. A buddy you can call and share how your day was without having to filter.
  6. A Routine!
  7. A therapist. Side note I think Therapy needs a rebranding. You can get one on Betterhelp that you can do a call or text as you need.
  8. Uplifting podcasts while going for a walk.
  9. Your regular practice.
  10. Eating healthy
  11. Crafting
  12. Cooking (not just for others but for fun)!
  13. Boundaries!
  14. Morning pages
  15. insert your favorite thing here

Self-care is not a reward for hitting a goal. It shouldn’t be at least. It is a total necessity. And, as you start to reopen and your clients come back and they are super excited to see you, bummed about the changes, and you have more cleaning and listening to do it is extremely necessary that YOU take the time to create your own reopen strategy. When you will work and when you won’t. Who you’ll teach and who you won’t. And what you truly want to be doing.

What will you make sure you put in your weekly schedule to ensure that you are taken care of?

xx~LL

 

Should You Charge Different Prices For Virtual or In-Person Sessions?

How to price your services is a question that has been asked since the dawn of the service industry. And the going advice is “look at what other people are doing and then charge the same or a little less or a little more.” Most often people charge a little less. Which is the wrong thing to do because it’s a race to the bottom. Who can charge the least amount someone will always win. But, you’ll likely be the one who loses. And then, because of CV19 every fitness, Pilates and Yoga instructor had to go virtual. And thus the imposter syndrome pricing began. Enter discounts or free sessions virtually and burnout. So, what should you charge for your services that were in-person and are now virtual?

The short answer is the same.

The long answer, you are not defined by the equipment that surrounds you. Your worth is not determined by how many Rerformers you have access to or which brand equipment you have. Your value comes from your knowledge and what you know doesn’t change based on your surroundings.

How much do you want to gross a year?

How many weeks a year will you work?

How many days a week will you teach?

How many hours in a day will you teach?

Take your gross annual desired income and divide it by the number of weeks you will work and divide that by the number of days in a week and the number of hours in a day. The answer is the lowest amount you can make in a teachable hour.

If you’re a studio owner how much do you want the studio to gross in a year? Divide that by how many weeks the studio is open and then the number of days it’s open and then the number of hours its open. The answer is the lowest amount the studio can make in an hour it’s open.

How much should you charge for virtual sessions? The same!

If your clients balk you be honest. For most of us, our bills didn’t change just because we are virtual. I still have to pay studio rent, utilities, internet etc. Even if in the future I get rid of my studio and stay 100% virtual I still have my continuing education, and bills to run my business from home.

You are a business. Not a charity!

It’s ok to make a profit from helping people feel better.

Do you need that repeated?

If I sound like I am on the pulpit I kind of feel like I am today. I just finished leading our webinar for our AGENCY MINI program which leads people to our AGENCY program that is an ongoing coaching group. And, this question kept coming up. How much should I charge? Even after we did the whole formula. I believe businesses can thrive during this time. I believe people are spending money. You don’t have to discount your already priced too low services. You need to find your people who will pay what you’re worth and value what you offer.

So, what is your lowest hourly rate?

Is that something you’re charging now?

Is it higher than what you’re charging now?

Do you need support for this?

You can check out my course on “how to raise your rates” and “talking to your ideal client.” And, if you want more ongoing support then check out AGENCY. It’s hard to do this business thing alone. You need a community that reminds you when you’re down how much you’re worth.

xx~LL

Why Your Business Can’t “Just Go Back to Normal”

Cv19 is teaching us more than how often we should be washing our hands. This time is revealing to you where you’ve been building your business on a shaky foundation. Sure, you might miss and wish you could “go back to normal” but was that really working out for you? If it was then you’re not someone who is worried during this time if you’ll survive. But, after reading the many emails and dm’s over the last two months what I’ve seen is many teachers and studio owners walking a fine line of being in business and not. And, this pandemic is affecting more than just our health and way of life. It’s truly affecting many teachers and studio owner’s future livelihood. And, sure, you can sit back and lament over all that you’re losing or you can read on and see why it is good that you have this opportunity.

Now is the time to be evaluating these areas of your business:

  1. Your Prices: If you are not sitting there with the runway to get through two to three months of low to no work then it’s worth looking back at the prices, sessions and packages you were offering. Do you know your lowest dollar amount you can work for and make your living? My AGENCY members (and next week my AGENCY MINI members) know how to figure out what they need to be charging to make the money they want to make. And, while EVERYONE has been affected by this virus they are able to still charge their rates and make close to what they were making before.
  2. Your Offerings: let’s get honest, it’s not going to be anytime soon that equipment classes and even big mat classes will be allowed. And, even if where you live they are allowed whose to say people will feel safe coming. Now is the time to explore what classes, offerings, packages and memberships were actually serving your business and which ones were not.
  3. Your Schedule: very few teachers out there were working their ideal schedule. Unless you had a hard set schedule to work around like many parents or people who teach as their side gig you were likely working 6-7 days a week with classes and sessions sprinkled throughout the day. Leaving you with little time to do anything that propelled your business forward. Or time to do your sessions, self-care routine etc. Do you really want to go back to a time where you are overworking but being underpaid?
  4.  Your website and social media: when times are “good” we tend to let things go. Or, just continue to do what we think is working but rarely take the time to evaluate it. When is the last time you updated the pictures on your website? Are you attracting your ideal client or still trying to talk to everyone? Are you posting pics on social to attract people to classes or are you taking the time to serve them? Talk to them and engage with them? Or, worse, are you scrolling and leaving social media feeling like a failure, imposter or like you’re not able to compete with the other teachers out there? Now is the time to revamp who you want to be talking to and how you want to talk to them. This pause is exactly what you need to reset!
  5. Your vision: When’s the last time you took the time to sit with your vision? When was the last time you reviewed it? Who is in it? Where you live? If you don’t know why you’re doing what you’re doing then it makes it really freaking hard to get up and go for it. In fact, it makes it really hard to know who to say ‘no’ to. I am a massive fan of vision setting and filtering all decisions through them. Its times like these when you feel you’re at the bottom or getting close that sitting with your vision is the most important. It’s how we know which way to go! Here’s a podcast where I talk about vision setting.
  6. Get honest: Was your life really what you dreamed of before this? Look, I loved my life before this but that doesn’t mean I want it back. There was some things in my work schedule I wanted to get rid of. And, there were things I was doing in my life that I liked but I didn’t feel like they were serving me. So, sure I hate that this is happening to us all. People are getting sick and dying. Pilates studios and other small businesses are suffering so much. Many will close. But, we cannot go back. You know that before this your business needed some tweaking. You’ve been given the time to make those tweaks happen. Plus you can blame all of it on CV19.

Look, my friend, this time is beyond rough, its extremely sad, we are not even close to be through it. But, if you’re sitting there counting the days until you can reopen without taking inventory and making the changes in your business now you won’t survive the up’s and downs to come. This reentry to life is not going to be “back to normal.” There will be some services your space can offer and others you cannot. If you’re not taking the time to see how you can creatively serve your clients, your ideal clients, and proactively make changes to your business you will feel the effects of this longer than others. But, if you are taking the time to evaluate everything and making those changes you can go through this and end up with multiple offerings that allow your business to be nimble and move with this crazy, unprecedented, and pretty freaking scary time.

So, what are you going to use this time to do in our business?

xx~LL

PS You don’t need to do this alone. And in fact, you shouldn’t. Brad and I brought back our raved about AGENCY MINI sooner than we had planned to help teachers and studio owners thrive their way through CV19. Get 7 days of business coaching, community, and strategical actions! Sign up here before we close the doors on May 10th.

 

Short Cuts to Getting Clients, Getting Paid and Getting Known

Before when you were busy teaching, studying, running around from class to class, studio to studio or client to client it was easy to put off making that website, writing that blog or newsletter, and launching that new product or service. Now, you have time. So, with that excuse removed what is really keeping you from doing the thing you’ve been wanting to do? Let’s explore some short cuts to taking messy action and doing what you have wanted to do “when you have more time.”

Website: Look I am a massive fan of a good website. I absolutely believe you should have a website that allows you to take emails, schedule your clients, take the money!!! And really share your expertise. But, if you don’t have a website already and are in a pinch for cash to build it then here are some options:

  • A templated website like those you see on Squarespace etc.
  • Buy the URL and hire someone on Upwork or Fiverr to put your virtual class times, Venmo info, and a contact form.

Keep in mind these will be stopgaps but social media can only take you so far. Google cannot crawl your insta stories. You need a website. It needs to have key info so you can be found. But today with the support of contractor services like those on Upwork and even videos on YouTube you should make getting something online that you own priority!

And, for more info on what your website needs check out this course with a website developer who happens to be my husband but it will get you started with all the SEO you need to know.

But seriously, seriously, you need a website!

If you already have a website you’re congrats. Do a “walk through” of it and make sure its up to date with what you are offering now and what you want to be offering. 

Money: So you don’t have a scheduling system? No worries! I get it. They cost money and you might not be in a place to invest in that right now. Or, you might be needing to cancel yours but not sure how to take the money! Venmo, Cash App, Google, and Apple Pay, as well as the old go to Paypal and Stripe, are at your assistance.

(side note Venmo is not supposed to be used for businesses)

You can post about your virtual pop up and put your info for getting the money and then when they pay you can send them your zoom link! Yes, there are fees to some of these options. But, that’s something you factor into creating your prices. You are not a charity nor a hobbyist. Having a business means there are fees, taxes, and bills. And, that’s honestly ok! In fact, it will help you stand up for your worth because you have to make sure you have enough to cover your needs and the bills that come with it.

There’s no reason to make taking money complicated. If you’re sitting there trying to figure out how to let people’s friends take a class or session with you have them send you the money through one of these apps. Keep it simple!

Marketing: If you don’t talk about who you are and what you do people will not find you. Especially right now. There is a lot of noise out there. And, you can’t just post one time and then think “well no one signed up so just gonna quit.” Or, worse sulk and think you’re not good enough. NO! You have to tell people who you are and what you do 7-17x before they check you out. yes, that many!

Start with those who know and love you. Tell them what you are doing, why you’re excited, and who it’s for. Invite them and ask them to invite their friends. Ask them to share it with their friends via text or email. Seriously, get that old school. The people who already know and love you will do a way better job than the algorithm. As you teach them and get them excited snag their testimonials, ask them to post, get that “user-generated content” aka social proof.

Sure, we are more online than ever before but you don’t have to be getting peeps from all over the world to know you first. You start close to home and then allow the referrals to bring you out further and further.

People want to hear from their friends who they should be taking from. How can you get their friends to talk about you?

And, also be shameless. Seriously, talk about what you are doing more often than you think and then talk about it some more!

Tell stories! People love stories. How can you talk about why you rock with a story?

I’m gonna stop there because those are the 3 areas that everyone gets stuck and then says they couldn’t do x because they didn’t have y. Well, if you have a landing page with your offerings on it and are talking about your classes and sessions and able to take the money then you’ve got the basics covered. Then when you’re feeling like you have some money flowing in we gotta invest it back into your business so you can continue to grow.

Which one of these areas will you be starting with?

xx~LL

PS my AGENCY MINI program is back! May 11th-17th Brad and I are giving you 7 days of what AGENCY members get with coaching, webinars, a private group and a group coaching call. Get more info about it here. It’s $22 if you sign up before May 6th and the entire week is valued over $400. What are you waiting for?

Why You Shouldn’t Discount Your Services

Depending on where you live in the world the date your competitors started teaching for free may differ from me. But, for now, we’ll agree that sometime in March the fitness industry and especially many Pilates teachers started teaching live workouts on every social media platform they could and doing it for free. In fact, the morning after my studio was closed indefinitely I felt like every teacher in the So cal community who used to charge $20+/class and had a waitlist started teaching for free. EVERYWHERE. And, not only did this leave them exhausted it also left them more worried than those I know that didn’t do this. In fact, discounting your services or offering them for free not only will hurt your bottom line it will leave you fill drained and on your way to burn out. Why? Let’s review why discounting hurts your business and some things to do instead.

First, discounting your services not only leaves you taking home less than what you need. And, lets get real, were you charging your worth before? Were you? Probably not. So, now not only are you making far less than you were before which already wasn’t enough to have a runway to get through this unprecedented time. But, you’re also telling people that what you were charging before was likely too much. And, when we are on the other side of this how will you go back to your pre-rona prices?

Second, Your business bills didn’t get discounted. So, now you have to teach even more just to make the same amount. And, yes, while people now have more time than before to workout they are still not picking up the phone and trying out a random teacher. They are taking the classes they did before even if it’s been a year or two. Or, they are asking their friends. So, you need to be nurturing your current clients and asking them to help you get their friends to class. But, if you discount your services to get these new clients in its not rewarding the loyalty of the clients who love you and want to support you. Also, you’re left with the issue of raising your prices on these new clients when “life goes back to normal.” Something very few teachers enjoys doing.

Third, most people are not researching “discounted Pilates near me.” Or, “free Pilates.” They literally are asking their friends and then looking you up online. Even more of a reason to have a stellar website for when they stalk you. So, discounting your services doesn’t bring you a slew of new clients just because you put a slash through the price.

Fourth, and maybe one of the more important reasons, when you discount or offer for free you definitely make it harder for every other teacher in your community, and the world to charge their worth. When you discount your work you devalue it. Devaluing the amazingness of Pilates doesn’t mean you’ll have more. It means everyone will have less. Why would anyone want to do a workout that lacks confidence in itself to charge its worth?

So, what can you do instead of discounting your work?

Take this time to get your business organized. Go over all your website copy, your social media bios etc. Are you talking to your ideal client? Are you telling them how you help them? Why they should work with you?

Evaluate how people can work with you. Maybe you used to sell 10, 20 or 30 packs of sessions. Maybe you keep your prices the same but you change the size during Covid 19 times only. For example, if you normally charge $1000 for a 10 pack of privates you charge $300 for 3 or $500 for 5. They are still paying the same price but less at the front end. Be clear that this is for this particular period of time. I stopped selling my ten packs for now because the reality is myself or my clients could get sick. I wanted to have less sessions on my books to have to worry about owing people. So, my clients pay one at a time for classes (they pre-pay) and they pay either a single session price that is more than a 5 pack session price. But, the 5 pack is at the cost of my 10 pack.

If you were doing only privates maybe you teach duets or semi’s and everyone can pay a bit less for the session but you make more for the hour. This is a great way to start to work less and make more! Everyone wins there. (All examples are considering virtual sessions but keep these in mind for when you are teaching IRL).

It’s a CV19 world! You can change your offerings, schedule and how you teach clients to however WORKS FOR YOU! But, that doesn’t mean you’re worth less just because you are teaching less or not teaching in your studio.

Focus on the VALUE. Take the time to go through all the testimonials. What do clients say about why they take Pilates or fitness with you? People don’t care about Pilates or Barre or HIIT. They care about how you help them. The value you bring to their life which they pay you for with money. You teaching them =energy. They repay that energy with money aka energy. But, you have to tell them WHY YOU! What do you offer them (that’s not a discount).

LOVE YOUR SELF! If you take this time to do some deep self-work, why you do matter? Why you are worth charing more etc.? You will see massive growth in your business when we are on the other side of this. Maybe you need to see a therapist right now or read some books that will help you see how amazing you are and help work through whatever is causing you to feel like you need to discount yourself or teach for free to be relevant. We have been given a gift to get to know ourselves more than ever. That famous quote “Wherever You Go There You Are” has never been more true. Do not try to run from this time. Instead, dive in deep. What do you want out of life? How can you use this time to create the space to make that happen?

My fitness pro, I freaking love you. Prior to CV19 I saw what discounting services did to many peoples businesses. It wasn’t pretty and it doesn’t work. If you base your business of a price and that’s your focus for getting clients it will be a race to the bottom. Someone out there will always be able to go cheaper than you. Focus your efforts on who you want to serve, why your rock so much and charge your worth. You’ll be able to thrive on the other side of this.

xx~LL

PS if you need to talk more about this please contact me for a coaching call or join AGENCY and get the support of an entire community!

5 Ways to Use This “Time” to Grow

Tired of calling this the “new normal?” Yeah, me too! But, alas here we are. A new normal for our lives, business and the hours in between. In almost every corner of the world, you have been in “shelter at home” for at least a week if not longer. You may be teaching virtually, struggling to teach virtually, feeling grief, depression, anxiety or worry. All are normal. But, at its integral for your mental health and future that you find a way to move through these feelings and get proactive. Here are 5 ways to use this time to more than “get through” this time. You could even grow!

Books: I know reading isn’t a very unique use of time but let’s get super honest. When’s the last time you had the time to read for business or pleasure? Ok, that’s what I thought. Here are some books that I have always promoted and a few new ones I am loving.

  • Traction– a biz book but super great for right now. Basically learn how to do a 1-page business plan that helps you know what to do when to do it and even how to hire to make it happen.
  • Inquire Within– a spoken word poetry book that will get you thinking.
  • Braving the Wilderness– Brene Brown is epic and while this book came out a couple of years ago it’s thesis is as important now as ever. We must be out there listening, and bring communities together.
  • Building a Story Brand– I tell everyone I coach or who is in AGENCY to read this book and follow the steps.
  • The 4 Agreements– even if you’ve read it. Re-read it! It’s that good!

E-learning: Now is the time to take that course you’ve signed up for, to get ahead in your online CEC’s. To learn something new. Maybe you want to hand letter or learn how to write a good blog! Pick something and put time in your calendar to login and press play.

  • Skillshare: I’m not affiliated with them but I’ve heard amazing things. You can learn animation, or how to write business info! Why not? They’ve got a free trial and you’ve got at least another month so what if you binged out on that trial?
  • Pilates Business courses: shameful plug but seriously, you’ve said you wanted to learn how to write a newsletter or blog or finally get your website together. We have tons of courses including how to teach multi-level classes, doing video, virtual teaching and more.
  • Chris Harders Money Course: Chris and his wife Lori are biz coaches for Brad and I and they are having a sale on his money mindset course. If you’ve got money mindset issues (aka you think you don’t have any or can’t) take this course.

Podcasts: I’m obsessed with podcasts but during this time I have intentionally looked up some podcasts that help me focus on the future or make me laugh.

  • Staying In
  • For the Love of Money
  • Earn Your Happy
  • Oprah Super Soul Sundays (I mean we all need a little Oprah)
  • Lovett or Leavit (political comedy)
  • Hall of Shame (sports but funny AF)
  • Hysteria (female lead political and life commentary podcast)

Workout! : You want your clients to go virtual. You should too! What if you got out of this “time” in better health than you went in it? I swear I’m feeling as in shape as when I was in “the work” with Jay Grimes and my original apprenticeship!

  • Schedule facetime workouts with friends. Catch up and workout together at the same time.
  • Online Pilates Classes: another shameful plug but hey you get online community with this one too! Also, of course my friends at PilatesAnytime.com you get 30 days free with LLOGAN.
  • Live Pop Ups: if accountability is what you need join me for a live pop up and stay for the virtual community hang.
  • Try new workouts online. Maybe you do a virtual couch to 5k, 30-day challenge with a barre, hit or fitness instructor.
  • Go for a walk! Wear a mask but get your move one. I’m aiming for 12-15k steps a day!

Goal Set: I know it’s hard to think about the future when we don’t know how long this will last. But, the truth is if you’re healthy, you should be using this time to think about what you want to be doing when this is over. Was there something on your list for “when you had time?” If you’re out of work but can’t file for one of the government loans or unemployment what can you do now to never be in this situation again?

It’s easy to think “why is this happening to me?” But, after week 2 or 3 of being in this “new normal,’  your clients and future clients need you to show up. They need you to step up. They need you to be a keystone in their ground-hog day.

Maybe you were teaching group classes all over town but you wish you had a home studio? Now is the time to snag some equipment from studios that might have extra. Maybe you own a studio but have always wished to work from home? Now is the time to figure out your options for downsizing. Maybe you always wanted to have more people in a class but your space only allowed for 4 people. Now is the time to sell out your virtual classes so in the future you can have people who are in person and people who are virtual. Oh yeah, Pilates, Pelaton style!

Whatever you decide to do with your time remember things can happen to you, for you or with you. I got that from one of my AGENCY members Instagrams. I like to think that everything, even the “bad” things are happening for me. And, as long as we are healthy and able to dream we better dream big and take action.

So, what will you do with this time?

xx~LL

8 Questions to Answer Before Creating a New Offering or Service

Creating income multiple income streams is essential in most businesses no matter the market you’re in. But, right now, during the time of CV-19, if you already had multiple revenue streams you might not be in as bad a position as those who had only one or maybe two income streams that might not be viable during this time. For example, if you made an income teaching private clients in their home and now in a “shelter at home” world you can’t go to their homes you likely lost all or a huge chunk of that income stream. But, if you had other income streams or if you can create other income streams you will be in a better position during and after this CV19 world. But, how do you know what those streams of income should be?

  1. What are people asking you for?
  2. How much could you make by answering this question/need?
  3. Do you need to hire, buy, obtain any other products, services, waivers, property or skill to do this?
  4. What do you think you could charge for this offering/product/solution?
  5. How many people do you know for sure would buy this?
  6. How much time do you think it will take you to create this income stream and keep it going? (then add more).
  7. Do you want to do this?
  8. When you look at your future is this product/service/solution in it?

I have a lot of ideas on a daily basis. I often say my superpower is ideas. I am an ideas machine. But, not every idea I have is a good one. And, even if it is the barrier or cost to enter and the amount of time it would require of me may not make that idea one that works for me, my business or my future vision.

My husband and I wanted to have a podcast years ago around helping people find their perfect mate. We wanted to share our story and other people’s stories from meeting to marriage and beyond to inspire people to see that there isn’t a perfect way to meet your mate. But, we couldn’t figure out how we were going to make the money on it. We knew that sponsors would come in the future. So, were we ok with doing at least one season without a sponsor?

And, then, if we answered the questions above-

Were people asking us for this? Yes.

How much could we make by answering this call to action? No idea yet.

Did we need to hire people? Not necessarily. We had the skills and tools to record, edit and upload.

How much could we charge? podcasts are free to listen but you can charge for ads based on people who listen…still no idea what that amount could be.

How many people would for sure listen? Our family and friends.

How much time would this take us? Season 1 12 episodes, 1 hour each, plus the time to write and edit. Looking at least 24 hours to put together.

Do we want to do this? yes, but, it would take us away from other projects.

Is this in our future? hmmm. maybe.

Do you see how this idea while answering a lot of people’s curiosity and questions isn’t likely to bring us an income in the near future? Now, if it took off who knows maybe we could have had a tv deal, a reality tv show…I mean the sky is the limit. But, the cost to enter was a lot of our time. And, if we think about time as money it wasn’t exactly the best project to take on in place of another one.

As you think creatively about different things you can do for you, your current clients, people you know, first you must make sure people are looking for that. Are you solving a problem? And then, how will you get paid? How much time will it take you? Are you better off using that time to do something else?

The devils advocate to multiple streams of income is, could you instead do a bit more of what you’re doing and instead of filling up your other hours of the day with more work what if you enjoyed some time doing nothing?

If you were teaching in people’s homes and now you can’t can you teach them virtually for the time being? Invite the clients you already have to take and also to let their friends know they can take. Maybe, when you’re back in homes again, you can maintain their sessions when they travel or you travel because they are used to virtual? Maybe you end up with clients from all over and you teach in person and online?

Sometimes multiple income streams appear on their own by you doing what you do best!

If you’re struggling to decide if you should be filming content, where to host it, post it? Or, if you trying to figure out your pricing in this virtual world please check out my blog on income streams here and on teaching virtually here.

I know this is a scary time. I know you’re trying to figure out how to make a living during this chaos. Or even post this chaos depending one when you read this. But, please know that your greatest strengths and your future dreams are the best filters. And, making decisions in a reactionary or fear-based state might have you wasting a lot of time and resources aka money on projects that are not best for your business.

So, yes to having multiple offerings or income streams if you can find ones that allow you to get closer to where you want to be.

xx~LL

How Much Should You Charge For Virtual Sessions?

Like it or Loathe it online teaching is here in full force. Studios across the world are closed or in limited operation these days due to CV19 and if you’re in a position like me it’s indefinitely closed. And, now you’re faced with either going online or not teaching at all. Teaching is your gift, your outlet, your dream and for almost all of us our livelihood. So, how much do you charge when you go from in-person sessions to Zoom, Skype, etc sessions?

For those of you who have been reading my blogs for some time, following me on IG and are in my AGENCY group you know how adamant I am about knowing your numbers. Knowing how much to charge for your offerings in general. This time may feel different in the world but the difference in how the world feels does not mean you throw your numbers out the window. Or, that you need to charge what everyone else is charging. Or, discount yourself. To know how much to charge you need to know your numbers. Here’s how to figure out yours:

How much do you want to gross in a year?

How many weeks a year will you realistically work?

How many days a week will you work?

How many hours in a day?

Take your annual gross divide it by the weeks you’ll work, divide that by the days you’ll work and then divide that by the hours in a day. The answer is the lowest you can go for your hourly rate.

So, how much do you charge for your virtual sessions? The amount you got above is a good starting point.

It’s also the starting point for IRL sessions. I know you’re thinking everyone is doing all these free lives and offering deep discounts. But, when you start teaching virtually and your clients start taking virtually you all will see and feel that virtual is anything “less” than real life. In fact, it’s harder!

And, you need to use this time to be planning for how you want your business to be operating when we are allowed back in our studios.

Discount your time now and it’s harder to charge more for it later. Your LIVE time is the same no matter if you’re in a studio or behind the camera.

If people cannot afford your privates now is a great time to group people off in duets and semi-privates. They can save on the hour, you make more for it and you can work less. This way you do not discount your time. Also, when we are back in the studio if a client is traveling they will likely book their online private session. But, if you discount it now, how will you handle it in the future. Are you going to refund them the difference when they are running late and decide to do their session from home? No, you’re not. So, maintaining your prices but offering options for people to share the session with one or two others can help them “save” on the session. And, they can invite their friends, family or co-workers to these virtual sessions. And, now! Check that out you’re growing your client list!

What about class prices? I am getting this question a lot. Especially from people who either never offered Mat Pilates classes or if they did they offered them at a discounted price from equipment. In my opinion, all classes should be the same price in a studio. Pilates on equipment or off is the same value. But, since we can’t go back in time and change your set up I recommend going back to the equation above and having a baseline price to go off of.

 

Let’s say your baseline hourly rate has to be $100. Look at your client list. How many can you guarantee will show up? 6? 3? 10? Your challenge is to get honest with the number of people you know will show up. And, that minimum should cover your costs. AKA gets you to that baseline or above it. Then everything over that is bonus. And, during a time like this making up for the hours you are not working anymore.

So, before you load up your schedule with 10 live virtual mat classes consider having 6 and making the equivalent of 10.

I know you’re scared. I know this is weird, bizarre, upside down and you’re worried. Havard Business Review wrote a great article about how what we are feeling is grief. So, please definitely feel your feelings. But, now is not the time to discount yourself so that you feel like you’re working. Being busy does not equal being in business.

Your clients WANT to SUPPORT YOU TOO! They need us now more than ever. And, I am not saying you need to exploit that. No, not at all. But, they need you to more than survive this period of time. Your clients need you to be able to teach, be in business when we are able to go back outside and into studios.

So, how much will you charge for your virtual sessions?

If you’re still struggling with how to streamline virtual sessions, wondering about different platforms, taking payment, lighting and more my webinar on “how to lead virtual sessions and classes” is now a course. It’s helped so many studios around the world entire this online world.

Remember, you are the only person who can teach the way you teach to the people you are supposed to teach.

xx~LL

Tips for Navigating a Virtual Teaching Business

It’s been one week since my studio has been closed indefinitely but it’s been several years that I have been teaching virtually so except the lack of times my door opens my work week has felt slightly “normal.” But, that might not be the same for you. And, it’s ok to be freaking out, worried, scared, feel lost, depressed, and like the business, rug has been pulled out from under you. And, while virtual is an option, how do you make the switch? What does this mean price-wise? And, can you actually grow your business during this time? Let’s help you navigate what could be your “new normal.”

First, I truly believe this is a great opportunity for reinvention, creation, pause, and getting clear on what you want in your life and what you don’t. So, as you make the necessary changes and choices in your business please know that not everything you offered yesterday will be on the calendar during this unique period and it also might not come back when your doors reopen. And, that’s ok! Let’s talk about it.

Teaching Virtually

There are many options for incorporating this into your business. Brad and I went over all the platforms in our course “How to Teach Virtual Sessions and Classes.” The platform you use is going to be determined by what you are offering.

Many clients will go this route with you. And, some will not. It’s not personal. They are experiencing an insane amount of changes in their lives too. It’s imperative that you make their ability to continue a Pilates practice with you easy.

Determine when you will offer classes, sessions and contact your clients with how they can sign up for these sessions, attend them, and how to prepare for them. For more information on all that should be in these emails and prices please check out my course.

Make sure you’re covered to teach virtually! Yep, you gotta check with your insurer and your waivers.

Does teaching virtually mean discounting yourself, teaching for free on FB or IG? NOPE!

It’s essential that you think about how you want to be, who you want to be, how you want your business to show up when “this is all over.”

Nothing is ever going to be the same but that doesn’t mean it has to be worse! In fact, if you can get your virtual training going your existing clients can invite their friends and family. You could end up with more clients than you started this chaos with. And, you could end up keeping virtual sessions on your class schedule for these new clients to keep attending.

Now more than ever before people are looking for a trainer, classes and community. And, that won’t go away once they are let outside. In fact, they will value you more than ever! So, focus on who you are for, what you want to offer and how this helps them!

You and every Pilates instructor in the world is going through this at the same time. And, you might think you need to do your virtual sessions like someone else is. STOP. DON’T. You don’t know if how they are doing it is profitable, working or good.

Repeating myself here: WHAT DO YOU WANT TO BE DOING WHEN YOU’RE ALLOWED TO TEACH IRL AGAIN?

This is not the time to scramble, let the fear of having no income cause you to offer more free classes, or discount your product. This is the time to get clear about what you do offer. And, focus your efforts on getting existing clients to come on board and then bring their friends.

I know you’re worried. But, you gotta focus on how this is happening for you.

So, what times do you want to teach?

Who do you want to attend these offerings?

How will they sign up?

Pay?

How will you market it?

It’s a lot. All this happening at once. And, you may now have your kids at home on top of all of this. Take a moment to feel your feelings. Then determine your “new normal.” Create a calendar and inform your clients how you are here for them.

You can do this!

And, you are not alone.

My AGENCY members have been teaching virtually for one week (at the time of publishing) and it’s working! They are teaching, many of their clients are on board and they’ve all had wins they have been sharing. It’s beautiful, inspiring, and I love that they have each other to bounce ideas off of.

So, if you need support navigating your new business plan please checkout AGENCY, check out my course and if you need to schedule a call.

We can get you through this. I am confident that this whole thing can help us expand our reach.

I see you, I’m here for you and you are amazing.

xx~LL

 

When Your Business Goals Go Out the Window

As CV19 spreads across the planet and fear of the unknown rises it can feel even harder than usual to run your business. And, you might be looking at canceling plans of workshops, retreats or events that you have been planning for a year. Or, wondering if you should? And, its frustrating because you were on track to hit your goals, level up your business, you had just been getting your systems in place. So, what do you do when LIFE gets in the way of your best-laid plans?

Be Proactive! I wrote about the Circle of Concern vs the Circle of Influence in my online coaching group AGENCY: “Proactive people focus their efforts on their Circle of Influence. They work on the things they can do something about: health, children, problems at work. Reactive people focus their efforts in the Circle of Concern. things over which they have little or no control: The national debt, terrorism, or the weather. “In times like these, it is easy to let the Circle of concern rule our daily lives, our goals, or more. I’m not gonna lie. With all that is happening my daily positivity, focus on the circle of influence life has been challenged.

Spend More Time Focusing on What YOU CAN DO. This will also help your clients mindset too. But, these past two weeks as one of my events was on, then off, then on, then off but maybe on, then on, then off but with an option. The best I felt was when I had a plan. The in-between is torture. Make a decision, take action. You’re not a brain surgeon, if it doesn’t work you can do something else. You can try the other thing.

Your goals are not RUINED: I think it’s truly important to not think “its over!!!” It’s not over until it is. Until you choose for it to be over. We live in a time where there are infinite options and a lot of things can be trialed for free or relatively low cost. So, look at what you wanted to do. Why did you want to do it? What was the result you wanted? The feeling? Do you still want it? If so then let’s make a new plan? Maybe we need new dates? Maybe that allows you to clarify your marketing, your client avatar or your offering? Maybe you get to work on a future goal sooner! I know it’s hard to stomach and a bit frustrating to hear but everything really does happen for a reason! I wrote about this story on Instagram the other day. But, my wedding venue was canceled 5 weeks before the wedding! We still had a wedding and the venue we had was the coolest!!! Our wedding was even published!

Take a moment to reassess. What can you do today, tomorrow and this week? What has to be postponed until ____ date. Fill that date in and set a reminder. Don’t be afraid to go against the grain. Or, with it! I’ve been doing virtual sessions for quite some time. And, while I never offered them to my in-person clients while I was in Cambodia hearing that offices were closing and schools were closing in my town and my meditation place was doing all classes for the rest of March virtually.  I offered all my in-person clients the same virtual sessions. All of them in the past might not have been interested but they are this week! And super appreciative of it.

Grab the list of things you were going to do “when you have time.”  You know that list of things you keep putting off until “you have time.” Well, now you likely do. Take advantage of this. Sure, you might feel like you want to binge out on Netflix, Hulu etc. And, I’m not saying don’t. But, that ideal work schedule you’ve wanted or already had…keep it! Use the “free time” to do get ahead in your blogs, social media content, newsletters, etc.

Remember You Will Get Through This. And when you do how do you want to feel. Did you know that during the 2008/9 recession the fitness industry didn’t suffer like everything else. Zumba took off and so did so many other boutique studios. Yep! It’s true. So, you can use this time to think that the world or virus is against you. Or, you can use it as a time to GSD! Get stuff done. What do you want to have done, where do you want to be when they have things “under control.”

The reality is my friend you never had full control over your goals. You just thought you did. We all only have the time right now, and the control of how we react to everything that is happening. So, you can worry about things you cannot handle. Or, you can focus on the things you can affect. Like your family, friends and your local community.

I’ve have received so many emails from companies about things they are doing to help during this time. One food delivery company told me she can deliver during this time so not to worry if the stores are empty! The meditation studio moving virtually actually allows me to go almost daily now. Zoom is working with schools to help them offer virtual classes. This is a time when we can all come together and offer what we can.

Maybe you have been wanting your mat classes to fill and now they are dwindling. Move them to online and I bet you get people from all over your town who couldn’t make it in time. If you’re wanting help going virtual I am leading a call on this inside AGENCY there will be replay for members.

Get support! Seriously, its really easy to feel like you are alone. That no one really understands. To worry you’re going to lose everything and no one gets it. My online coaching community does have a few spots available right now and they want you in it. We are stronger together.

Lastly, your goals are only out the window if you open that window and let them fly off without you. It’s your life, it’s your decision. Action is the antidote to fear and clarity comes from action. So, what action will you take?

xx~LL

What If You Have to Cancel?

Cancellation policies are a must. In fact, if you do nothing more when you set you your business but charge your worth and have a cancellation policy you will likely do better than most businesses who have don’t have that but have a business plan. And with a virus spreading across the globe there will be few who are not faced with the question of canceling a session, workshop, event or something like it. So, what do you do if you have to cancel?

To talk about how to end something we need to talk about how to begin it!

You need a cancellation policy. This is a must and if you roll your eyes or want to stop reading please follow to the end. Your policy will be challenged. And, it’s only as strong as you uphold it. When it comes to your sessions you need to have a policy that not only protects you but the other clients as well. And, when people ask to not be charged the late cancel this is your moment to train them. So many teachers fear this moment. But, this moment is key. If they are someone who is likely to cancel all the time they will learn from the get-go that they can you are simply going to charge them. If you haven’t been upholding your cancellation policy then times like these are going to be really hard for you. Because, of course, you don’t want people coming if they feel sick right now. Those who were already upholding their policy have clients trained to cancel early.

For events, workshops, retreats: there is a lot to think about when it comes to a cancellation policy. There are more expenses to these. Many are not insurable if they don’t happen. Payment in advance holds people accountable. But, what happens if they need to cancel. Did you put in your T & C’s what their options are? You may have different policies depending on how far out in advance the cancel. Or you may have a flat no refund policy. This is absolutely fine. I got to many amazing events that are expensive that have a zero refund policy. And, they won’t let you transfer to the next one. However, many will allow you to transfer your spot to someone else by a certain date.

For my retreats, we have a no refund policy, non-transferable to another event or retreat. However, we do allow people to send someone in their place.

I highly recommend you speak to your attorney who drafts up your waivers and contracts to help you verbalize your cancelation policy. This is not something you want to copy off the internet.

Ok, now that we’ve discussed briefly you having a policy in place for your clients and customers. That you will promise yourself to uphold!!!! It’s time to discuss what happens when you have to cancel.

In your business, I hope you never have to cancel more than a session or two. This will not be that costly in the end. And, it’s super easy to own up to. Fewer people are let down. I used to have a policy with my clients that if I late canceled on them I owed them a session. This helped them see that I treated me canceling on them as highly as them canceling on me. It also allowed me to emphasize how much them coming to their session sick could cost me. While only costing them a session if they got me sick I might miss an entire week of work.

And that system y’all worked for quite some time. Because I rarely got sick. But, with travel and meetings, my schedule has become increasingly busier. So I changed it. If I can provide them a sub then I don’t owe them a free session. They don’t have to say yes but it does solve me having to ever work for free. And, I let them send a friend in their place for their sessions too. I highly recommend this option for studios where there are multiple teachers. It is great for you, the other teachers and the clients too.

But, let’s say you have to cancel a workshop or retreat. If you had a cancellation policy in place you would have ideally put in that you can do this. And, what happens if you do. This is key. You hope you never have to but what if you can’t get to where the event is? What happens if a storm tears down your retreat space? What about “an act of God?”

You cannot control everything. So, having things put in place that you can fall back on or refer to is key. And also provides you with an out.

When canceling: Apologize. It is an inconvenience to your attendees too. Yes, it’s going to cost you money. Even a lot. But, they were just as excited to attend your thing as you were. Yes, you may have spent a year planning, marketing and selling it. And, you’re losing all that time and their money and likely more with fees, flights, reservations you cannot get back. But, they too have been planning their life around your event or workshop.

Own it.

Hold space for them as you would hope they would do for you.

Be mindful of what you post on social media about it. Your emails/calls/text canceling may have been beautifully articulated but if you then go to social and moan about it people see that. You are going to be sad, frustrated and more. That’s ok. But your attendees will also. And, when you do have another event you are going to want them to want to try again. Have a friend you can cry to the old fashion way. It is important you feel your feelings.

Make sure refunds happen as timely as possible. Let people know when to expect them. Be as communicative as possible. Yes, I know you’re losing money and you’ve got tons of other things going on. But, it’s super important that you remember they only know what you tell them.

If you handle canceling with as much grace, professionalism, kindness, and humaness you will be able to rise up again. You will. It might not feel like it in the moment. And, you might not want to. But, know that people will always remember how you made them feel. And if while canceling you can make them feel loved and seen they will remember that and be more excited for your next adventure.

Go check all your cancelation policies for all your things! Don’t wait. Do it today. It’s going to save you maybe even your business.

If you need help and support at this time please contact us here. We have been collecting best-written emails for not canceling and for canceling events. And, while we hope to not cancel a single event on your calendar this year. There are no guarantees for us either. And, while it would cost us more than any event took in to cancel we have policies in place for if/when we have to ever make that decision. And we want that for you too.

xx~LL

How to Make Room For New Offerings, Opportunities and Income Streams

When your schedule already feels full it can feel impossible to work on a new goal. You want to start teaching a new class, offer a workshop or lead a retreat but you barely have time to do the admin of your business. You’re tired of saying “when I have time.” Or, “if I wasn’t so busy I’d be doing…” And, you’re feeling stuck, frustrated or anxious because you’re feeling called to grow and your schedule doesn’t have any more room for what’s next. Sound like you?

I hear ya. I too have tried to use the excuse “I’m too busy.” When it came to why I wasn’t working on one of my goals.

And, sure, I am busy. I was busy. And I’ll likely be busy tomorrow.

We are all busy. But being busy isn’t an excuse for not doing the thing you want.

It’s likely fear.

And that’s ok.

It also might be limiting beliefs that you can be the person to do what it is you want to do.

Or, maybe you’re waiting for it to be “ready.”

But, truth, if you’re wanting to add a new offering, or create a new income stream, or be able to take on a potential opportunity you will make the time.

And, creating space for what you want is the way to getting what you want.

So, how do you do that?

One of my members of AGENCY asked: “How do I make room to offer workshops when my schedule is already full?”

Here’s how to make room for new offerings, opportunities, and income streams

  1. You need to get out of your own way. Know the big picture but don’t get stuck there. You only need to know the first next step.
  2. Practice a schedule that prioritizes working on things that will move the nerd forward in your business. You can check out my blog on “Rocks, Pebbles, sand theory.”
  3. Take messy action. Don’t make it “perfect.” There is no such thing anyways. Do the thing as best ya can and learn from it. There is no such thing as failure, there is only feedback.
  4. Find accountability and support. In my coaching group AGENCY members post their goals. This helps them get support, ideas and a biggie, accountability!
  5. Set a deadline. You may miss it but a deadline forces you to take action.
  6. Do it scared. I’m scared most of the time. You can’t control anything. All you can control is what actions you take and then the rest will fall as it may.
  7. Delegate! If you know your numbers then you know how much you can pay someone to do work for you that doesn’t bring you joy, doesn’t bring you money and costs you less than what you make to pay them to do it. I do all my copy my friend but I don’t schedule any of my newsletters. I film all the tutorials but I don’t edit or schedule any of them. It costs me 1/4th of what I charge for an hour to pay someone else to do that work. More tips on hiring here.
  8. Things will take as long as you let it. If you give yourself 20 min to do something you’d be amazed at what you can get done. Give it an hour and it’ll take an hour. So, don’t wait for time. Try to do the thing in the few moments you have and see what you can get done.
  9. Done is better than perfect.

If you follow these tips I can guarantee you’ll learn more about what you want, you’ll see possibilities for the path, you’ll learn a ton about yourself and you keep doing it a year from now you’ll see those new offerings, income streams or opportunities coming to fruition.

It’s easy to look at someone else’s success and think “it was so easy for them.” Or, “they’re lucky.” But the truth is that person just started working on their thing one day at a time. One scared moment at a time. And, you can too!

So, what are you waiting for?

xx~LL

PS here is a course on creating more income streams if that idea intrigues you!