How to Hire a Team

Nowadays it’s easier than ever to get help on the tasks in your business that you don’t like doing, don’t know how to do or don’t have the time to do. Studio owners you not only have to hire teachers but you also have to hire other team members to help you keep your studio clean and running smoothly. All of us, instructors and owners alike, should be considering what we truly need to be spending our time on and what we should be delegating out. So, hiring sooner than you think is key for the growth and health of your business. But, how do you hire a team?

Well, I wish I could give you a  step by step formula that you can copy, rinse and repeat. But, like Pilates, there is the ideal and then there is your clients ideal right? So, here are my tips for hiring. Try any or all of these! If you want more of a deep dive check out my course here or contact me for a coaching call.

  1. Hire fast and fire faster. Yep, I used to say hire slow and fire fast. And, there is an art to hiring slow to make sure you’re not making an emotional hiring decision. But, if you’re clear on the jobs expectations, your needs and have a good filter in your interviewing system you will weed out a lot of people and be less likely to hire the wrong person.l But, let’s say you do. Fire them. I know you want give people the benefit of the doubt but spending more time trying to fix a bad hire will not only cost you money for paying them but your time for retraining etc.
  2. Be very clear what the job is, what your needs are and go over that in an interview. Have questions that there is no bad answer but that if they answer one way it reveals that they are not the right hire for you. For example, I’m a massive ideas person. When looking for my executive assistant I didn’t need another person with forward-thinking ideas. I needed an implementer. So, I asked her if she wants to be in on the brainstorming side of things or organizations and implementation. If she had chosen the first it doesn’t mean she’s a bad person. Just not the assistant I need.
  3. Hire sooner than you think. I find a lot of teachers building their own websites, doing their own bookkeeping, etc. You guys, unless these were jobs you had prior to becoming a teacher I promise you that you can hire someone to do these things for way less per hour than you make teaching! So, instead of “saving money” and doing it yourself hire people to do it. It’s their area of expertise and they will do it better and faster than you! Plus, the mistakes you make or the extra time it takes you will cost you money in the long run.
  4. Hiring someone to do things that do not bring you money or joy and cost you less than your hourly wage are key for creating more time in your day and growing your business.
  5. Know your strengths and hire your weaknesses! Together you will make a great team.

Behind the scenes, at my business, there are currently four other people! Four! Five if you include the bookkeepers and six if you include my CPA. Are many of them doing things I could do? Yep! But, the amount of time it takes them to do their jobs costs me way less than what I make teaching and coaching. And, they love what they are doing! Yep, I hired people who get to use their strengths to do the tasks. Without them, I couldn’t do what we do. They feel inspired at the end of their workday and I feel super good because I’m not constantly doing things that either I don’t like or that take me away from propelling my business forward.

What areas of your business are you going to finally hire out today?

Feeling like you’ve hired the wrong person? Wanting help on doing team reviews and developing your hiring or leadership goals then join me for a coaching call or bounce ideas of other studio owners and teachers in my online coaching group m

xx~LL

My Top 3 Mistakes and What They Taught Me

When I first started out as a Pilates teacher I made lots of mistakes. And, if you’re new, you will and should too! You will learn more from your mistakes then you will from the things that go the way you wanted. Especially in the beginning. Most mistakes you make in your business are great signs of things you need to work on. And rarely will derail your business. And, most mistakes are not as big a deal when you look back. However, I know that when you’re “int it” mistakes can feel like they are the worst thing that could ever happen. But, below are my top 3 mistakes that I made that I see a lot of Pilates teacher and studio owners make.

  1. Saying Yes to Every Client: When I first started out as a Pilates teacher I was also managing a high-end jewelry store in LA. I would teach Pilates 6 am, 7 am and 8 am and then race across town to open my store and work until 6:30 or 7:30 pm. And on many days I would go back across town to the studio to teach evening clients! I loved teaching and I was so excited that every new client I taught wanted at least two sessions a week that I kept saying yes. I didn’t even know I could say no! I was afraid also if I did that I would lose the client. But, in a short period of time, I found myself teaching 6 days a week and running my store 5 days a week. Which meant I didn’t have a single day off! You guys, this is not good! I know you may be reading this and be thinking “you need the money.” But, if you don’t own your schedule, get firm on your teaching times and protect your self-care time no one will! You’ll burn out faster than you think. And that would be sad because then the world would lose a great teacher.
  2. Not raising my rates sooner: I made up every excuse in the book to not raise my rates come year one. Then year two came around and my rent at both the studio and my house went up. The cost of gas was higher and I was at a point that I needed more continuing education. It was costing me money to do the exact same job. When I finally raised my rates sure a few people griped but they all stayed. If I had done it a year earlier that would have been more money in my pocket soon! I know you’re worried about this but I promise if you get on a schedule for raising your rates you will be grateful and your clients will expect it. You can learn more about how to do this on my course here.
  3. Teaching hours and clients that were not ideal for me: I know you think Pilates is for everyone so you can teach everyone. And, I am sure you can. But, the truth is we don’t all gel will everyone. There are clients out there who are best served by someone else. Not just personality-wise but time of day they prefer and personal goals or body needs. By saying “no” to clients that want times that you don’t thrive in you open up the opportunity to teach a client at a time you do! And, instead of being exhausted at the end of the day you will feel inspired, whelmed, content.

Honestly, I could go on and on about other mistakes I made. But these three at the beginning of my business all came back to bite me and caused me to have to make drastic changes in my business and life to allow me to not burn out!

You are the only person who can teach the way you teach.. You are the only person who can help the people that you help. So, get super clear on when you want to teach, who you want to teach and how often you will raise your rates and you’ll have a great foundation to grow your business on. Will you make mistakes? Yep, and me too! Sometimes I think the universe sends me clients that test my boundaries and makes sure I’m still putting my goals first.

Feeling like you’re stuck in one of these mistakes and don’t know how to get out? Check out my online group coaching called AGENCY. Members get to ask me and the other members for support and accountability so they can finally put their goals first.

xx~LL

How to Find Subs for Your Clients

One thing harder than finding clients to teach is finding subs to teach your clients when you travel! Whether you are an independent contractor or studio owner keeping your clients consistent when you leave town is key for client retention. And, for studio owners, having clients comfortable working with a sub is a great way to retain a client even if you lose a teacher. So, its a win-win for the client, teacher, and owner for clients sessions to run as usual each week. And, you will feel great going on vacation knowing that your clients are not just waiting around for you to get back. But, where do you find these subs? And, how can you set it up so you and your client can trust them?

  1. Are you an Independent Contractor or Employee? If you are not the studio owner then you want to know the answer to this question. If you are an employee check with your studio owners policies for subbing out your clients. If you are an independent contractor or a studio with independent contractors it’s important you check with the laws where you live. For me to sub my clients out when I travel I cannot pay the teacher out of the client’s package. The client and the teacher agree on the time and the client pays them directly.
  2. If you are at a studio try to partner up with other teachers in the studio. Your clients are used to seeing them in the studio and will feel comfortable with them. People don’t like change so having a teacher they can say they’ve at least said “hi” too then you’ll more likely to convince them to take a sub and not miss their sessions.
  3. Find subs who can keep the client at the same place and time. Again, people don’t like change so if the client has to go to another studio or come at a different time or day they are less likely to say yes to a sub. When clients miss their sessions they get out of the habit and then it’s easy for them to think Pilates doesn’t work for them.
  4. Go and take Pilates from other teachers! If you don’t have teachers in the space that you teach that you can turn to then go out and get in the Pilates community in your area. Take classes from other people and the ones you like ask them out for coffee. Or set up a time to talk and inquire if they are ok with subbing clients from time to time.
  5. Have client cards you can easily share with subs. Clients are more likely to take a sub if they know the teacher has their workout plans.
  6. Make sure the subs know your policies and procedures and adopt these rules. You don’t want a sub that isn’t going to charge a late cancel that you would charge. Create a expectations sheet for subs to review and even sign (contact me if you want help on this) and you may even want a contract between you and the sub as to how much they will get paid from each client and who their role is.
  7. Have the sub come and observe you teach. This way they feel comfortable taking on your clients while you travel.
  8. Don’t give up! It took me many years to get my clients to take a sub. Then, when my traveling picked up they finally gave in. Now they each have a sub they love more than another. It takes several times of suggesting a “guest teacher” to your clients to get them to say yes. But, don’t let that stop you.

If you have taken all the classes you can in your area and still haven’t found a sub you love then it’s time to get creative. How can you create a workout for your clients to do at home on your own while you or even they are away?

Which of these tips are you going to try before the next time you go away?

xx~LL

How to Make Your Goals a Reality

Goal setting for your Pilates or Fitness business is key. I know a lot of people think sometimes setting goals can be on the “woo” side or put unnecessary pressure on your business. But, if you don’t have an idea of where you want to grow it’s easy for other peoples goals to become your goals. These can be your client’s goals, another teacher, studios and more. Goal setting doesn’t mean you can’t change your mind. But, taking the time to set some and start working on them will help you refine and develop your vision.

When I first set goals for my business I thought I was thinking big! I thought it would take me 10 years to do what I wanted to do. But, as I started to do the things I will share with you below it became clear that my vision was going to happen sooner. And, it revealed opportunities that I didn’t even know were possible. Some of the goals on my sheet I ended up crossing off without achieving. That’s ok too! Sometimes goals sneak on our plate that sound good just not for us today or ever.

If you already have your goals handy you can skip the first part. But, you may want to do it anyways.

  • Take some time to go for a walk and clear your head or get away from any distractions. If you bring your phone with you put it on airplane mode.
  • Pick a date in the future and picture where you are. I often like to pick my birthday but you can pick any day. Where are you? Who are you with? What are you doing? If you are celebrating you what are people saying about you?
  • What does a week in the life of you look like?
  • write it all out! Seriously, brain dump away. Don’t let any thoughts stop you. You have endless amounts of time and money in this exercise.

Then, once you can see how you spend your time in the future and what people are celebrating you for write out all those things as a goal. For example, if in three years I am living in an airstream six months of the year traveling the states and teaching classes then I would have the deadline three years from now a) live in an airstream b) teach pop up classes. Which means that 30 months from now I probably should have purchased the air stream already. Two years from now I should have a good list of people around the country to visit and help me create pop up classes. A year from now I should be offering up opportunities that add value to people around the states. Six months from now I should try bopping around and doing road trips and making sure I like driving around and being somewhat nomadic. Next week I am planning a road trip somewhere to teach a class and try this goal on for size.

See how I did that?

Now it’s your turn! Feel free to share your goals and reverse engineered plan below. If you’re struggling to see the roadmap. Don’t worry. This is something I work on with almost every member in my online coaching group AGENCY. I’m happy to help you see if the group or a one-one-one call is what you need to take the first next step towards your personal goals!

Tips For Going Live on Social

Connecting to your audience is key in marketing online these days. And, with millions more people following Instagram stories, and Facebook stories depending on your audience and goals it could be necessary for you. Going Live on Facebook, Instagram and other platforms is not new. But, lately, I have been receiving lots of questions about this topic. So, below find my go-to tips that will not only help you go Live but feel comfortable doing it.

Choose the Platform: There are many platforms you can use for going Live. It’s important that you pick the one (or ones) that your ideal client or audience is on. Use your analytics to show you who your followers are, ie. gender, age, location etc. The one that has more of your ideal client on it is the one I would do these lives on. If you love Tik Tok but your clients are above the age of 50 going you’d be shouting from the rooftops in a deserted city.

Announce it: I don’t often have time to pre-announce my lives but when I do I always have more viewers. So, even if you do it an hour or so before on your socials it would help you feel like you are actually talking to people.

Have a Topic in Mind: What do you want to go Live about? What do you want those watching to do after they go live? Nothing feels more awkward than going live, having just a couple live viewers and not feeling ready. Even if you just want to answer peoples questions have some questions in your mind you can answer so that you’re not just hanging out there.

Ask people to comment: Tell people what to do so that they stay engaged.
Giveaway the good stuff at the beginning: Like a blog, people want to know if it’s in it for them. So, tell them the “answer” at the beginning and then go into the what and how after.

Collaborate: Go live with another teacher or client! On many platforms, you can go live with other people from different locations. I love to call into people’s IG’s and answer questions from their audience.
Look at the dot: Yeah, the dot on your phone is the eyes of your viewer.

Smile more than you think!

Capture it correctly: If going Live on IG it’s a vertical video. If you go live on FB you can do both horizontal or vertical. But, if you plan on posting your live on Youtube you’ll want to film it horizontally.
Have fun! The first time you do it will be weird. Delete it if you don’t love it. And, then try again the next day. The more you do it the easier it gets. Think about teaching for the first time.

Do you need to go live? Nope, not at all. Again, it depends on your goals for your business and your audience. But, it is a fun way to engage with your audience and hopefully, your audience is a lot of people in your community.

Where do you like to go live? I’d love to hear your favorite platforms and what you like to talk about below.

If you want more support on choosing the right platform and what to talk about then contact me here. Let’s set up a game plan for you!

xx~LL

My Best Advice For New Pilates Instructors

Recently in an interview, online a viewer asked me one of my favorite questions “What is my advice for new Pilates Instructors?” I love this question because I wish more new instructors had support, tips, and tangible advice to start their teaching career with confidence.

  1. You won’t always know what your niche is from the start. So, be open to teaching all kinds of people, even special cases (ideally have a teacher you can go to for support or advice) so that you can learn even more and find where your voice is, what clients you are drawn to and what clients are drawn to you.
  2. It’s ok to say no. As much as I want you to get out there and teach as much as you can I want you to maintain a work schedule so that you don’t hit burn out.
  3. Talk to everyone about who you are and what you do! I find most new instructors have more clients from the get-go because they are so fired up. So take advantage of your newbie months!
  4. Yes, you need to learn more but you don’t need to take EVERY workshop that comes your way. Teach more bodies don’t just collect information.
  5. Read my book!
  6. Watch this masterclass course
  7. Don’t worry about being so new. Most clients won’t care how long you’ve been teaching. They care more about how you can help them!
  8. Get a website but don’t obsess about social media
  9. Talk to your CPA about being and LLC or Scorp as independent contractors are taxed higher.
  10. Maintain your Pilates practice!!! This will keep you learning and staying inspired.

I could go on and on and on! If you’ve got a question you can contact me here or comment below.  I’m excited for you!

xx~LL

How do you Stay inspired After a Long Day?

A common question I get is “how do you stay so inspired?” Sometimes that question breaks down to “how do you stay motivated and/or energized when you are teaching 7+ hours in a day? And, because it’s coming up a lot more lately I wanted to share some of my go-to tips for staying inspired, staying strong, maintaining my sanity and motivation.

  1. Know your Teaching schedule and protect it! This doesn’t mean you cannot break your own rules but it does require you to be aware of when you are doing that. I have a set teaching schedule when I am in my studio. And, that does mean saying no to people. And that does mean I am saying no to money. But, if I were to switch my schedule whichever way the clients schedule blows I couldn’t have a life nor could I maintain an admin schedule. If you don’t stay on top of your marketing and other admin it will pile up and drain you more than anything else. Get clear on your ideal schedule with my course.
  2. Create Before You Consume. I post all my marketing, do all my content creation before I scroll, open my inbox or check my social profile notifications. If you consume before you create there’s a good chance you’ll be left feeling pretty crummy before you go to post or you’ll have someone else words on your mind. And the problem with that is we make up stories about other people based their curated account. We think they are “killing it” based off posts, not any other evidence.
  3. Know your seasons. Meaning know how many hours in a row or time of day you are at your best. There are some mornings a week I cannot teach because I need to not feel rushed a couple of mornings a week. I can work more hours in a row on Sundays than I can on Mondays. I learned all this by trying out different combos. Paying attention to how I felt after and then molding my teaching schedule to reflect my more inspired hours. This will take longer than you think to figure out and then to implement. But shorter than you think if you do the work.
  4. Know who’s opinions of you matter. Don’t waste your time worrying about what people are saying about you if you wouldn’t ask advice about your business from them. Tell the people who’s opinions that matter to you that they do. It’ll make them feel good and reinforce who’s feedback you should be paying attention to.
  5. Remember that your business is supposed to work for you. Not the other way around.
  6. Get curious. I don’t talk every cue into clients. My teacher Jay Grimes said you cannot “talk Pilates into a body.” So, instead of boring myself all day repeating the same or similar cues I use equipment to teach them what I want and I get creative with what exercises I choose to teach them what I want them to know. It takes time to get comfortable doing this but you will be more inspired at the end of the day when you figure it out.

Look, teaching does require you to give a lot of energy out all day long. But, its important that when a client leaves you let their energy go with them. You have to find some things that you implement into your daily routine that protect and energize you. And, say no more often than you think.

I’d love to hear what energizes you or what changes you make to help you stay inspired at the end of the day in the comments below.

xx~LL

Ps here’s a video I did about Self Care for Pilates Anytime! Use LLOGAN to watch for free and enjoy 30 days if you are not yet a member.

200 No’s and Why You Should Talk to Strangers

My parents drilled in my head that I should never talk to strangers. But, once you’re not a young child no one tells you that talking to strangers is a good thing. Talking to people you don’t know can help you get directions, help you meet other people you need to know, help you grow your business, help you make friends and other relationships. I mean, could you imagine if you still only talked to those who you grew up with?  If you want to grow your business you need to talk to strangers. And, you need to hear ‘no’ a lot!

The other day Brad and I were sitting in one of my favorite cafes in Siem Reap Cambodia. Two ladies were next to us and about to pay their bill. They both pulled out their wallets and it was the same wallet style as Brads. To me, this wasn’t that big a deal. But, to Brad, it was so cool. So he grabbed his wallet and went up to them and started a conversation about wallets with 2 strangers. 

What came out of that conversation was a relationship with an NGO in Siem Reap that will rent our house for their volunteers. That conversation lead to a meeting which lead to some other conversations that allowed our goals to match up with their goals.

Could we have done this via email? Maybe, but highly unlikely. People want to know you, they want a relationship. It takes more than one email to create a working relationship. And this applies to your business too.

If you’re wanting new clients but you are waiting for referral or people to email you or call you then it’s going to be some time before you have a full schedule. But, if you share who you are, what you do and how you help people you will build your business so much quicker.

Will everyone you talk to say ‘yes?’ Nope, and that’s ok! In fact, ‘no’s’ are a good thing. They help you get better at knowing who you are for. They help you refine how you talk about what you do. And, they help you see who you are not for.

In my online group coaching community AGENCY, Brad and I were talking with a few members who need new clients but have only told about a dozen people in one month-is what they do. He shared how he would go for 200 no’s. That he would find ways, sort of like a game, to talk to people and direct the conversation to what he was selling at the time. And he would count the ’no’s’ because they all got him closer to the few ‘yes’s’ he needed.

See, most of us don’t need EVERY client we come across. We need a solid group of consistent clients. And, that comes from being picky and being clear on who you are for and how they should work with you.

So, how many people can you share what you do with this week? I’d love to hear about your ‘no’s’ and how you got to have a conversation with a stranger. Because chances are you don’t know your future client yet.

xx~LL

What Should You Be Blogging About

Since blogging is far from dead (it really is) you’re probably more worried about what to blog about than anything. Because of my blogs, I have thousands of hits on my site every month. And you can have that too. But, you have to be writing blogs that answer the questions your ideal client is asking the search engines. So, how do you figure that out and then what do you blog about? Well, luckily I’ve got a list of ideas below you can use!

Personal Blog Topic Ideas

  • 10 things most people don’t know about you/your studio/your teaching
  • How you prepare for ___
  • What’s in your Pilates bag
  • Five things/exercises you can’t live without
  • What you love about teaching, Pilates, your clients
  • How you became a teacher, studio owner
  • Behind the scenes
  • Your top 10 favorite things/exercises/props
  • Go to leggings, exercises, books etc

Your Product or Service Blog Topic Ideas

  • 10 reason to fall in love with—
  • How to pick the right product or service you offer
  • 10 things think about when starting Pilates
  • Spotlight your product/service
  • 5 ways your service helps ___
  • Faqs are great blogs!!!
  • Top 10 questions you get asked
  • What clients have said
  • What to look for in a teacher/studio/class
  • What it looks like to work with you
  • Client interview
  • why are people not hiring you

Put these on a doc and start brainstorming. The ones that you can’t stop writing about are the ones you should use and toss the rest or save them for another time. Pick a blog schedule you can keep up with and get to blogging. For more tips on how blogs get your clients check out my client journey course and blogging for your business.

xx~LL

Do You Know What Your AGENCY is?

Agency has multiple definitions but one of them has to do with using your own inner strengths and abilities. But, that is not as easy to do on your own. Enter imposter syndrome, the grass is greener over there thoughts, indecision, lack of confidence, unawareness of ones owns strengths, etc. etc. It’s not easy being a confident instructor.

After all, so many people tell anyone with ears there is no money in Pilates. That one can’t make a living as a Pilates Instructor. And so, how can you own your own agency? How can you know what it is and see it’s value? How can you see that your uniqueness is what will make your business thrive?

All these worries combined with the questions that teachers and studio owners have on a daily basis is why I created AGENCY. My group coaching membership. I wanted a place where no matter what your teaching background was, if you were a new teacher, experienced teacher, studio owner or independent contractor could come together in a supportive, positive space.

My desire is to help all Pilates instructors see and believe in possibility. To not run their business the way that everyone else is. Or to market themselves the way that everyone else is. Your goals require their own path.

There is no Pilates Career Ladder.

You can have the business you want if you are willing to do the work. But, how? Well, if you know the what you want to do and they why you want to do it in AGENCY between me and others who have been in your place or are going to do be will be there to provide ideas you may not have thought of. Provide support and positivity. Agency, a community in the Pilates and fitness world that wants to see everyone succeed because we rise together.

If you are reading this and you’re wishing you could just ask the questions you have, get feedback on an idea, high fives when you get a new client then you want AGENCY.

And, AGENCY is more than just the community, you get so much more. You can check out all the member benefits here and if you are wondering if AGENCY is for you then you can contact me here. It’s almost 2 years old and when you check out the benefits you’ll see some of the most incredible things members are saying!

xx~LL

PS all my webinars have moved behind AGENCY doors. In order to continue to support instructors and studio owners after they watch the webinar, it became necessary to add the community to these webinars.

How to Attract More People to Your Website

Most people do not use their website to its full capabilities. They tend to “set it and forget it.” But, a website is truly the 24/7 assistant you want, need and could be doing more for you if you set it up for that. Imagine people searching the internet for a question and your website comes up as the answer? And then, because of the work you put into your site they go on a journey that leads them to schedule a session! Doesn’t that sound amazing?

Here’s How You Do This:

1) You have to have a website. If you don’t watch this course before you spend a dollar or your time building one.

2) Every client needs to be courted. Think about the beginning of a dating relationship. You don’t get married after you become aware of someone right? My course on the client journey breaks down how to take a person from awareness of who you are and what you do to buying your services.

3) BLOG! Its so not dead my friends. My website gets thousands of views every month because of my blogs. Your blogs should be the answer to peoples questions. Then they go to your site and then end up getting on your client journey. See how all that works for you?

4) Newsletters, also not dead! A nurture campaign aka welcome series will help your client journey happen while you sleep. And, regular, consistent newsletters to those on your list keep you top of mind. And your site should be trading emails for something of value so you can guide those people to your core service!

If this sounds like total gibberish then please start with my “what your website needs” course. Then go to the “client journey” before you do the Newsletter 101 or next level. In 4 hours you’ll be sooo ready to put your website to work for you! And, that means it’s attracting your ideal client and telling them what to do while you are sleeping, teaching or reading this blog!

xx~LL

How I Prepare for a New Client

When you get a new client in your studio there are a lot of butterflies on both ends. Your new client is wondering if this, Pilates, Yoga, Fitness with you is going to be what they need to meet their goals or take away their aches and pains. And, you’ve got butterflies because you know you need more clients in your books to help you earn more money and help more people. So, how do you feel more confident when you have a new client coming in? Here are my go-to tips for when I have a new client.

1) Know your numbers! I’m very clear on my rates, my packages, and what each package equates to when it comes to helping a client hit their goals. If they are coming in for a specific goal and they have a date they want to achieve it by I know which package to offer them in order to help them achieve it. Of course, I hope they stay longer and truth be told they will but in the beginning their why is all they care about. Beyond their why is something I can tackle while they are a client.

2) Be clear on who your ideal client is. This is soo key, my friends. Sometimes I get a new client that I am not the right teacher for. Generally, I am able to weed them out and refer them to someone else before they come in for a first-time session but occasionally it happens. And, it’s important to be able to say no to them after the session. Because, if you are not the right person for them eventually it will not work out. So better to save both your times. And, also clients who are not your ideal client will not refer you more of your ideal client.

3) Tell them what to expect. I love to make sure they know everything about how to find my studio, where to park, where not to park, what to wear, how early to show up, how long the session is! EVERYTHING! I have a pre-written letter that I send out and I even link to it in a confirmation. This helps them feel more comfortable before they even come in. The more you can communicate like you’re already in a relationship the higher the chances of them feeling confident that they can trust you and buy future sessions with you.

4) Tell them when you will follow up with them. And, then make sure you do! No matter how the session goes I always follow up with my first-time client. I remind them of their goals, how Pilates will help them and if they scheduled another session I remind them of when it is, what the cancellation policy is etc. If they didn’t and I want them as a client I offer them times to come in, how long it will take to feel the benefits and ask them a question that requires a response.

5) I have everything ready for them when they arrive. Think of a first date. If the date was late would that make you feel good about how much they value your time? If the date was disorganized would that make you feel like they were an expert? That they could keep all your needs in order? That they could take you where you want to go? Pull out the red carpet for new clients. And by red carpet, I don’t mean discount signs.

I could go on and on but I don’t want to overwhelm you! Pick one or two of these that you are not doing and give them a try. Then add in another one or two. Until they become a habit and you have your own system. And, then, write it down! Then you can review your system before every new client comes in.

Which tip will you try? Post in the comments below.

xx~LL