Strategy

Welcome to ProfitablePilates.com, your hub for everything but the exercises. These blog posts are dedicated to the more strategic side of your Pilates business, whether that is leading a team or your own personal mindset, these posts are for both Studio Owners and Pilates Teachers.

What is the Difference Between a Blog and a Newsletter?

Posted on by Lesley Logan

Blogging vs Newsletter? This is a question I get often from fitness professionals, Pilates teachers, and Studio owners all the time! The follow up to this question is “which one do I need to do?” Or, “do I need to blog and write newsletters?” So, today I am going to explain the differences between a blog and a newsletter and answer if you need one, the other or both!

What is a Blog? Let’s get real for a moment when I started blogging about four years ago (wow 4 years of biz blogs for ya) I fought my biz coach and SEO pro’s on the need to blog. I thought blogging was dead, everyone wanted to find things on Social Media and that no one would read it. But, I was so so wrong! While I may not make a living as a blogger (although some people still do) blogging is still hands down the biggest help in people like you finding me. The search engines love blogs because they read words on the internet to help find articles (pages on websites) that answer peoples questions. They want your site to be the answer to peoples searches. If they provide the best answers to what people are searching for then those people will use their search engine all the time (aka they can hit them with ads). So, your blogs are free advertising for your biz because if your blog answers peoples questions Google and other engines will promote your site! How freaking cool is that?

Blogging also allows you to attract your ideal client. Instead of blogging about a basic answer to what Pilates is you can blog about how Pilates helps a particular ache, sport, hobby, demographics etc. Blogging allows you to show how you’re the expert in your area. And, allows future clients who land on your site to see how awesome you are!

Blogging also updates your website. Yes, you want this! It tells the internet that your site is fresh and being taken care of. If you thought you could make your site once and leave it alone until you raised your rates or updated your bio I hate to break it to you but your website might be a bit “dusty.” I write a blog every week on all my sites. This keeps my websites at the top of the searches! And, I didn’t pay for that.

I could go on and on about blogging, but I already have in this course about blogging. So, if you’re ready to dive into blogging for your biz please take it here.

What is a Newsletter? A newsletter is a direct communication between you and your peeps. Anyone who opts into your list can receive this newsletter. Yes, they should opt-in vs you adding them in especially if you do business with the EU. Newsletters should add value to your clients and are great ways to create communication with your past clients, current clients and future clients. Newsletters allow you to remind people about classes, holiday schedules, events, etc. Some businesses send daily newsletters. I enjoy sending weekly newsletters. And, while a monthly newsletter is also fine it may not have the same effect as something a little more frequent and consistent.

What you put in a newsletter is more current event like. It has CTA’s (call to action) and those who are on your list want to be on your list. They put their info in and said: “Yass, please talk to me.” And, like blogs, people do think emails are dead they are still wrong. Here’s why do you remember when FB and IG went down? Almost a whole day was lost and millions of dollars were lost in ad spend. If you rely simply on social media to share updates, events, etc not only are you betting your business on the whim of other businesses but what happens if any of these platforms decide to change the rules? What happens if they get shut down? As it is if you’re lucky only 6% of your followers see your stuff. Read that again, 6% of your followers might see your stuff. But, a newsletter goes directly into your client’s inbox and if you’re good with the subject lines they get opened, read and more!

Like a blog, newsletters must add value. If you are just telling me what workshop you’re selling this month I’m unlikely to get to the end and hit “sign me up.” But, if you share info (which can feel like a blog but it’s not because a blog is on your website) then tell me how the workshop or class you’re offering goes along with that added value I’m more likely to say “take my money.” Does that make sense?

What you put in your newsletters really depends on you and your business. If you want my newsletter 101 course contact me here. For those of you already writing newsletters who want to take them to the next level join me on my next webinar here. But, keep them fun, think of them as writing to a penpal. What would you say to a friend you haven’t seen in a week, month or year? Why do they need to hear this? How can they hear more?

Do you need a blog, a newsletter or both? Great questions! I am so glad you asked. I am going to say you need both. They serve two massively different purposes. Blogging attracts people to your site but once they are there the likelihood of them coming back is slim. Unless they become a client and have to come back to sign up for sessions or classes then any updates you make to your site, your schedule, your offerings may not be seen. So, having a newsletter that shares these updates is key to getting eyes on all your good stuff! If you just do a newsletter then your website won’t be able to be the best assistant you ever had. It can’t be the answer to peoples burning internet questions if you don’t have answers. How often you blog and send newsletters is up to you. I share a TON about these things in my online coaching group. And we can dive deeper into what’s the perfect combo for your business in there.

I know you are thinking how on earth will I have the time and also what the heck am I supposed to write about? Make sure you read my blog about “not working all the time” and take my blogging and newsletter courses. The answers to all this and more are definitely in there. But, if you want to do more of what you love and make a living doing it then I would find the time to make both happen consistently.

Now, you tell me, what are you going to blog about next? What will your newsletter subscribers hear about in your next newsletter? You can share in the comments below or hit me up!

xx~LL 

How to Get Past the Objections

Posted on by Lesley Logan

It doesn’t matter if you’re teaching Pilates, Fitness, Barre or selling make-up, cars or coffee. You will hear objections to your offers. And, it’s so easy to take these objections personally isn’t it? I mean when someone tells you it’s too expensive you may feel like they are saying “you’re not worth it.” You may wonder or be tempted to offer a discount. Tell yourself, “just this once” and believe that a lower priced package will get them to fall in love and see the value of what you offer. And, that’s just one of the objections we hear. There are so many others. And, if you want to grow your business you are going to have to get really good and overcoming them. Let’s talk about how you can do that.

  1. Price objection: this one is probably the most often used. I mean, I’ve even used it places to get out of doing something or buying something. And, it’s rarely true. What is true is that I don’t really want the thing or want the thing right now but I want to end the convo so I say its the price because everyone can understand this objection and no one is going to argue with me. Right? You know you’ve done this too. So, how do you overcome this? First, be upfront with your prices. Put them on your site. Or tell people before they come in. Then you and the client both don’t waste a first time session. If they can’t afford you even if they love you they can’t afford you. Second, make sure your first time session or intro packs are aligned with your regular prices. Third, be sure you are fishing in the right pond. If you want people who can afford ___ rate then advertise at places they hang out.
  2. Time Objection: A great objection for the person who is not ready to commit. Or, never likes to commit. When setting them up for a session be sure to ask them questions that will help you get clear on their availability to add something new into their life. If they say they work 6 days a week and commute an hour each way and you tell them they have to come in 3x a week they are going to believe they don’t have time. But, if you hear all that and then ask them to come on their day off or on their way into work once or twice a week as they feel the benefits of working with you they will start to see how they can add more sessions in.
  3. “I need to think about it” objection: This also is often the one where they need to talk to their spouse or parent. Again, I find this to be an easy excuse in life to use because who is going to argue with that? Couple ways to get around this is on your intake forms on your site or in person ask them if they have ever invested in their fitness before. If they have you are less likely to hear this objection. If they haven’t then keep in mind this is not just a financial or time commitment this is a big step in their life. They’ve not spent money on something that isn’t tangible like jeans, a car etc. So, remember to help them see that you’re the guide for them, the person they can trust to help them get to their why. Do not worry about selling them Pilates. Focus on connecting them to their why with you.

What are some objections you’ve heard? Share them in the comments below and I’ll be back to check and give you some tips for overcoming them!

Remember, if you think that people will think Pilates is too expensive then they will. If you think you’re too far away or it takes too long for people to “get” Pilates all this will come true. But, if you spend more time thinking about why Pilates with you then people will have no problem saying YAAS!

xx~LL

How to Manage Teachers in Your Studio and Not Go Crazy

Posted on by Lesley Logan

Managing a retail store was never a goal of mind. It kind of just happened to me and I was really good at it. So, when I quit retail, became a Pilates instructor and within six months was managing a studio, hiring teachers and making the studio business grow it was an easy transition. Now, I’m not going to sit here and lie to you and tell you managing teachers was easy. No, it’s not. It’s so freaking hard. And you studio owners have a big glass to fill each day. But, if you’re teachers are driving you crazy I’ve got some tough love in this blog for you. It’s because of you. So, let’s make it not your fault!

  1. Be extremely clear about your studio policies. And hold teachers accountable. Yep, this means writing teachers up, giving warnings and maybe even firing them. I had to fire some epic teachers because they just couldn’t follow the rules. If you don’t have rules then you can’t get mad or frustrated that people don’t take care of your studio. And, if you do have rules but you don’t enforce them then you’re just asking for yourself to go crazy.
  2. Know your goals for your studio and know your teachers’ goals before you hire them. This is HUGE! If your goals are to have a small staff that creates a family/community vibe at your studio and all the teachers support the clients. But you bring in a teacher who only wants to work one day a week, can’t sub and just wants to come and go because their real goal is to be a writer, actor or influencer then you can’t get mad at them for not supporting your goals. People will not do things that they don’t want to do. So, their goals have to intersect with your goals. If you had the same goal above and you met a teacher who is looking for a studio where they can grow their business and only work at one studio that’s a teacher to consider hiring. Their goals align with your goals.
  3. Read the 4 agreements and practice them. I meet studio owners all the time who are upset that their teachers don’t do blah blah blah. They are frustrated that they (the owner) is the only one who can sell Pilates. And, when I ask them if they have asked the teacher why they are not converting new clients? If their staff has questions about how to get a new client to fall in love with Pilates? If they have regular (monthly to at max quarterly) meetings with their team to go over what they are doing well and where they can improve they stop complaining. Because the truth is they may have done a meeting here and there where they told the teacher what to do. But, they are assuming what they are saying makes sense. They are assuming that the teacher doesn’t see that the new clients they are being offered grow on trees and they don’t need to convert them. In the 4 agreements you one of these agreements is to make no assumptions and another is to not take anything personally. The majority of your teachers (if not all) are not trying to hurt your business or take you and your studio for granted.
  4. So meet regularly with your team. I know, you’re busy, but you actually cannot afford not to meet with your teachers on an individual basis. People want to know what they are doing well. They want to know where they can improve. They want to know how they help the studio. And, if you have a monthly 15min-30min meeting there will rarely be a surprise. Because I met with my team every month I knew when their personal goals or lives had changed. I was able to give constructive criticism and also praise. When you don’t meet with your team regularly you often only meet with them when they are in trouble. So, whenever you go to talk to them they will think they are not good. No one will thrive if they don’t feel good where they are. Also, if you are meeting regularly it will never be a shock to them if you do have to part ways. And, often, they’ll make that decision for you. And, you can still be friends.
  5. Stop doing everything for everyone. Period. Hire people to do things that don’t bring you joy and that don’t bring in money.

Ok, I could go on for hours! I could literally do a few webinars on managing your teachers and not going crazy. But, why don’t we start there? Try these ideas out. And, if you need help putting them into practice please don’t wait, let’s do a coaching call. Seriously, we can make your life and studio better even in just one call. You don’t have to do it alone.

xx~LL

Are You Doing This to Get Clients to Hear About You

Posted on by Lesley Logan

During my last workshop in Poland there was a question about how to market oneself if you are able to teach kids, pre-post natal, elderly, women, men…basically, how can they market themselves to EVERYONE! And I said you can’t market yourself to everybody at the same time. When you tell people what you do when you try to advertise your work do you try to talk to everyone? The truth is, in every business not just Pilates it’s important to know who you are for and why you are the teacher for them. And, then, you have to start with making them aware. Are you taking the time to make people aware of you?

I’m sure you think you are. You post pics of you on Instagram and Facebook. You tell your friends and family. But, are you actually taking the time to meet your future clients where they are?

Getting a new client doesn’t happen overnight or even randomly. On occasion, you’ll randomly meet someone who will hear what you do and sign up. But, I’d bet they’d done Pilates before in the past and were so stoked to hear about you because they’d been thinking they want to do Pilates. The average person needs to hear about your offering 12x. That’s what the new data says.

So, if you’re telling people about what they can buy from you or what classes they can take that’s skipping a step. You’re not starting with awareness.

Awareness is like making eye contact with someone at a party. Think about the last time you made eye contact with someone you didn’t know what happened next? I know for me the last time I did that I smiled. And then I went back to my conversation. But, about 20 min later I saw that person again. Eye contact. Smile. Back to the conversation with someone I knew. An hour later we ended up at the food table together and we said hi, introduced ourselves and a conversation started.

But, we didn’t exchange phone numbers until the end of the night.

And that is just a potential friendship! Not, a potential client. No money was being exchanged. So, think about your future client. If it took me several eye contact moments, a whole party and several texts to get a coffee date with someone. How long will your future clients need to make your eye contact, hear about you and get touch points from you to give you money and time? Well, the average is 12 x.

So, I know that sounds like a lot but you can do this. It’s all in your control. If you’re out in your community meeting other businesses owners and collaborating with other future clients will see and hear you. If you’re posting blogs, sharing testimonials that’s a touch point. If you meet someone in a line at a Starbucks and then follow up with them and they run into them again at Starbucks those are all touch points. And, even better, if their doctor tells them to do Pilates that’s a touch point. If their friends are doing Pilates and talking about it that’s a touch point.

You don’t have to be ALL the touch points but if you are taking the time to share the very basics of your teaching…make eye contact. Post to share who you are and not to sell a spot in your class. Those are all going to be little moments of eye contact.

Our clients are on a journey to get to us. There are specific stepping stones for them to be on before they will commit to you.

They have to become aware of you first, hear about who you are and what you do and why you’re for them. They then need to be able to dabble a little more without a major commitment financially. Like a first time session or assessment. Then they can be swayed to buy a membership or a package. It’s a journey. Are you skipping some stones when you are trying to get new clients? Don’t worry, so many people are.

The first step, start with knowing who you are what you do and why you’re the teacher for them. Then start with awareness. Tell a story. People love learning about people through story. Start with the awareness part. The rest of the stones are going to be more work. And I’ll be talking about them in my next webinar.

If you want more new clients if you want it to be easier to get new clients you have to take them on the journey.

Are you ready? My latest webinar will help you discover the journey you need to take your future clients on. Join me here. Until then, what are you doing to create awareness?

xx~LL 

 

6 Reasons Why They Didn’t Buy Pilates From You

Posted on by Lesley Logan

You know you’re teaching is en pointe. You have a great space. You asked them their goals, your prices are competitive (maybe even a little too low) and you and this new client had a great session. But, at the end of the session, they said: “I’ll think about it.” Which leaves you feeling bummed, worried and wondering what you could have done differently. You may even think you’re not good enough to teach. Their objections to Pilates might have you creating “intro packages” or other discounts to get people to say “yes, I am in!” But, most of the time when new clients don’t buy Pilates it’s rarely due to the price.

The new data is in and it takes 12 touch points to get a client (customer) to go from hearing about a product or service to buying that product or service. 12! It used to be 6! People are so bombarded with information we have to stand out above the noise not add to it. Most often our efforts to share our love for Pilates is more noise than information.

If you’re constantly hearing objections or worse you’re not even getting new clients in to hear objections check out some things you might be doing that hurt your efforts to grow your business:

  1. You are trying to sell Pilates- clients don’t need the history day 1 they need to know WHY YOU?
  2. You have so many package options they have to “think about it.” People make decisions when they have fewer options. Make it easy on them to decide.
  3. You’re selling before they even know who you are. People don’t get married sight unseen. When you’re selling them a package before they’ve laid on a Mat you’re asking them to commit. Would you? No, you probably want to know who they are, why they’re the right person for you, how they can help you. There is a whole journey they need to go on! I’ll be chatting about that in my next webinar! Give people time to go from “hello, I am ___ and I am a Pilates instructor who ___.” Before you say “buy this membership or this package.”
  4. You’re too available. People want a busy restaurant. I promise. The more I try to fire a client the more they move their schedule around to fit mine.
  5. You don’t tell the client what to do. People don’t often know that they are supposed to come in a certain number of times, pay ahead of time, cancel in a certain number of hours. You’re the teacher. Teach them what to do next to keep Pilates with you in their life.
  6. You think that Pilates is expensive. Scarcity mindsets and money stories hold most teachers back. If you’re thinking with your wallet then you will not be able to build your business. If you see things for how much they cost and not for how much they are worth you’ll always struggle with building your business. You help people live better lives. How much is a better life worth?

I know you want to teach more people that inspire you. I know you want to work a schedule that allows you to have a life and keep Pilates in your body. I know you are trying so hard to make your magic happen.

If you are doing any one of those 6 things it’s time to make some changes. You are the only person who can do what you do. You are the only person who can teach how you teach. It’s time you systematically share who you are, whom you are for and what you do with the right people. Take them on a journey from “hey” to weekly consistent client.

Are you ready for that?

Comment below with what you want to change in your business! Join me for a course or webinar to uplevel your work.

xx~LL 

Asking the Right Questions to Make Them a Client For Life

Posted on by Lesley Logan

I remember when I first became a Pilates instructor I was given a sheet with questions on it and told to have the first time Pilates client “fill them out.” And, the first time I did it the whole process felt so clinical. I know that for some people this form is personal and they would prefer to fill it out themselves. But, just because they gave me their emergency contact and history of injuries I still didn’t know them. And, here we are about to spend an hour together. At the end, they are hopefully going to fall in love with me and Pilates. But, it’s going to be a lot of “hope” if I don’t have some key info about them.

After that first client, I changed up how I did a first time session. I added questions to get to know them better not just their injuries or past issues. I wanted to know their goals, their plans for the future and a little bit more. But, I didn’t want to be an interrogator either. So, I had to come up with a plan for how to get to know them and their internal drives more and also allow them to move and experience Pilates.

  1. What’s their Why? Seriously, why did they come today? Why now? And, why You or Your Studio?
  2. Are you and what you offer the best for them? If so, share that with them! Brag a bit. If not, help them find the right teacher! Contact that teacher and let them know you’re sending them a client. They’ll remember you when you’re the right teacher for them
  3. You cannot sell Pilates. You can only sell yourself as a guide for them. Pilates is your tool but they are buying you and your expertise.

So, now that you know my 3 biggest things to keep in mind during your first time session you are probably wanting to know what questions I ask exactly. Well, for that you will have to join me for my webinar on “asking the right questions on Wednesday” or my course on “first-time to lifetime” and if you’re in Australia or New Zealand I will be teaching this workshop in person in November!

What questions do you know are key for converting a first time client?

xx~LL 

How Do You Know If You Are Teaching Enough?

Posted on by Lesley Logan

One of my AGENCY mastermind members recently said: “I think that if I feel busy I must be doing good numbers.” She was mistaking the fact that her schedule was full so she must be bringing in enough money. And, here’s the thing, a lot of instructors and studio owners make this error. They work so hard to fill all their classes and teaching hours because if they are busy or teach more then they’ll make more. But, what I often find when I look at their numbers is that while they are busy and some of them really busy they are not meeting the monetary goals and needs they have. And this is because they are confusing busy for successful.

Do you know your average hourly rate? If you’re a teacher this can be easier to figure out than a studio owner but either way you need this number.

Do you have a gross income goal for your business? If you’re a teacher at the end of the year what would you like to have made? Studios if all systems were working what would your gross income be?

If you don’t have these numbers then set aside some time to get super clear on these.

When I was running studios I had goals for the month and the year. Some sessions were privates, or duets etc. Every person had the option of buying single sessions vs packages. Not going to lie the first time I had to figure out how to see what the studio could do based on the schedule I thought my mind might explode. But, when I figured out some averages. Took a look at what was scheduled and compared it to the goal I could see how far away we were. I also could make a plan!

In the teaching part of my business, I have a goal each week that is a “work week” on how many sessions I need to have in my schedule. The freedom this provides is incredible. Because, if I look ahead and my schedule is “full” meaning I have hit my # then I don’t need to add more clients to the week. I have time to spend focusing on my business in other ways. But, if you don’t know this number how do you know if you’re teaching enough?

The burn out is real and it sucks whether you are making enough money or and stings, even more, when you’re not.

Homework for you:

What’s your average hourly rate?

What’s your gross money goal for this year?

How many weeks will you work this year?

I’ll do giving the tips on what to do with these numbers in my newsletter this week. My course on “raising your rates” also goes over how to use this info to help you create a plan for you to make the money you want to make and not overwork yourself doing it.

What if instead of filling every hour you could teach you just taught the amount you needed?

xx~LL 

 

How Much Online Should You Be?

Posted on by Lesley Logan

Do you have a love-hate social media? Totally cool! You don’t need to love it and most teachers don’t even need to use it. But, there is a level of web presence you need to have to make your ideal business grow and known. I know you want to teach Pilates. You only care about your clients and helping them get better, feel better and do more Pilates with you. But, let’s face it, even with referrals those future clients are going to look you up online. And while I do not believe you have to have likes and followers to make money doing what you love. I do believe you have to have some level of online presence. So, here we go!

Website! Yes, you need one. Please don’t think a yelp, facebook page or some other platforms landing page of you is going to do it. You need to own this domain. It needs to have some key things on it so that you can attract your ideal client and get them into your books asap. Check out this blog posts on websites here and my course on “What Your Website Needs.”

Dive in or Don’t: If you’re going to use social media for your business then use it. If you’re not then don’t. But trying to do a little here and there will not only annoy you it’ll frustrate you and when people go from your site to your social media they’ll be confused. If you are going to use social media for your business link it on your site. If you’re not, or are not sure then don’t link it until you are. Wondering if you should be on social check out this blog on why and this one for more tips.

Keep it Simple! If all you do in the beginning is ace a website and tell people who you are and what you do and why you rock at it I promise you’ll get clients. Why? Because I still get the most clients through my website and from personal outreach. Meeting people in real life and referrals. Your website is your 24/7 assistant. USE IT! Make sure it’s clear what you do when they land on your site. Update it regularly with blogs. Be clear on who you teach and why you’re the best for them.

If you start out with a great site and clarity on who you are the rest will follow. I know, you’re thinking, “but everyone is bouncing of facebook and I’m not even sure how to use Instagram.” Here’s the thing I can promise you. There will always be a new thing to learn. That doesn’t mean you have to. In my next webinar, I’ll be going over how to use Facebook and Instagram for your business. You’ll learn if 1) you should 2) what to do 3) what not to do.

I promise I’ll keep it simple and digestible. And, after you’ll know if you need to add either of these platforms to your business. In the meantime, how much online should you be? Website, website website! We’ll dive into the ever-changing social media beast together here.

xx~LL

Tips for Using Social Media for Your Business

Posted on by Lesley Logan

You want to fill your classes, get more clients, fill those last two spots you have, sell your workshops, teacher trainer, merchandise or even retreats. And, you’re probably wondering how Social Media can help you. You’ve been posting, going live, liking others and feeling like you know less and less every day. On top of all of that, you’re busy. Are these posts even working? Or, maybe you’re sitting there reading this “thinking I don’t even want to do social media! Are you going to make me?”

Let’s get super real and clear for a moment. I will NEVER force anyone to market in a way that doesn’t resonate with them. And, so if you prefer to use your social media to show pictures of your pup, cat or food then stick with it! But, don’t complain that social media doesn’t help you fill your classes.

While we are being frank together I cannot stress enough that you do not need tons of followers. Unless you are trying to teach people all over the world you just need to be known in your community. So, when you look at your “insights” you should see that most of your followers are from your city. If you’re living in Nashville, TN and most of your followers are in Los Angeles you’re going to have a hard time getting us into a session with you! We don’t go outside a couple of miles radius.

Now that we got those things out of the way a little bit lets dive in a bit about what you need to be clear on before using social media for your business.

What do you want to happen after you post? Are you interested in people coming to take from you in person, in a class, online? People cannot read your mind. So, you need to make sure it’s clear what you want them to do in your post. And, so that you can measure if you’re getting what you want from your posts you need to be honest with what you want.

Do you want more followers?

More likes?

Conversion from post to your website to being on your mailing list and coming to class? (I hope you said yes to this).

Engagement? Maybe you want your community to talk within a post and get excited about a new class, workshop etc.

Once you have a clear idea about what you want to happen when you post then you need to be clear about your messaging. What do you want your clients to see, hear, be reminded about?

Finally, pick a platform and go deep! I am giving you full permission to not be on EVERY platform. Pick one and learn it, have fun with it and go really deep on that platform. I was coaching someone last week and their audience is businesswomen. She needs to be on Linkedin. But, if your studio is near a college campus and your clients are primarily 25-35 maybe Instagram is your jam?

You also need to pick the one that you’ll have the most fun with. If you’re not into it people will see that in your posts. You can, of course, hire out someone to handle your accounts. And while that won’t be cheap it can be a huge load off so if you know you need to be represented on social media and you hate it outsource it!

I would love to hear your favorite platforms and what your goal is for using them for your business in the comments below.

For me, I am mostly on Facebook, Instagram and sometimes post tutorials on Linkedin. But, mostly I am an IG girl. My goals are not to be instafamous. Instead, I love engagement. Which is why I ask a lot of questions on my posts. I want to talk to you. I love to share what’s on my mind in my posts to help you. My posts are meant to serve, inspire, remind and give permission to teachers and studio owners to do more of what they love- teach Pilates. Sure, I would love to show you how fun my dog is. But, if you’re on @profitablepilates you are probably wanting to know more about how you can make your teaching profitable?!

Now, that you have a clear idea of what your goals are, what platforms you want to use and what your messaging is you probably want to know how to beat the algorithms, best posting times, etc. And, while I wish I had all that data for you I promise you it would be changed by the next week. We cannot control the algorithms, and most often only 6% of your audience is seeing your posts. So, it’s super important that social media is an extension of your business. That you don’t rely on IG to fill tonight 6 pm class. But instead, as a way to create community and drive people to your website where they get on your email list. This way no matter what the algorithm is you can still get your message to your clients.

I will be sharing the most current info on stories, IG and FB what to do and most importantly what NOT TO DO on my next webinar. So, if you are wanting to dive deep on FB and IG then join me for this webinar. I’ll be doing another one on Youtube, blogging and other platforms later this year. But, in this webinar, we are picking just FB and IG because they are owned by the same person and most of your clients are on these platforms. We’ll be breaking down and through all the stuff to help you show up on the platform you want in a way that resonates with you and helps you achieve your goals.

What do you love about social media and what do you loathe? Share it with me and the other readers in the comments below!

xx~LL 

What is a Pilates Teachers Schedule?

Posted on by Lesley Logan

When I first became a Pilates instructor I was teaching clients and classes every weekday morning from 6 am to 9 am then racing to my other job across town to manage a jewelry store. And then on most weeknights, I would race back across town and teach one or two more clients. And then I also taught clients on my day off from my store gig. I thought it would take forever to build my business up but it didn’t and so within a few months I was quickly burning the candle at both ends. But, I had no idea at the time that what I was doing wasn’t the best idea. I mean, every other teacher I knew who was building their business and even some who had grown their businesses were working the weirdest schedules. One day after working an almost 70 hr week I wondered what is a Pilates teachers schedule?

Should I be teaching mornings and evenings? Did I need to teach six days a week? And, even though people said I should teach when clients wanted it was that really the best answer?

Over the last 10+ years of teaching, I have changed my schedule almost as often as the wind changes. And, I don’t think that’s a bad thing. What it has allowed me to do is see that there is almost no hour where a client doesn’t want a session! Before you think I am wrong I have taught people at their 3:30 am, I have taught people as early as 5 am in person, and then there are the clients who have requested 8:30 pm or even 8 am on a Sunday! I love changing my schedule because every time I do it I dial it in even more to fit the nature of the life I enjoy living.

If you have ever taken a workshop with me you know that I believe your goals and life go in the schedule first. But, this is not how most people set up their teaching schedule. Instead, they put their clients in first. Admit it, how many times have you not said yes to having lunch with a good friend, going out of town for the day or not scheduling a personal session with another teacher because you had to teach?

I’m not saying just move people around willy nilly. But, I do believe that you should be super clear on your goals and what you want out of life and then create your teaching schedule.

After working with a lot of teachers I have found the ones that are super firm and clear on when they are available to teach no only are booked they also know exactly how much money they will make each week, month because it’s clear when they look at their schedule what slots are empty. And, their clients are also better trained to keep a standing appointment or cancel in the appropriate time. The teachers who let clients tell them when they want to come in typically have clients who are inconsistent. This means they are not truly getting all the benefits of Pilates and will probably disappear for portions of time if not longer. These teachers also will feel like they don’t have control over their schedule and will see a “swiss cheese” schedule. Sessions all over the place, empty slots all over but not big enough to do anything on so they are working for their business instead of the other way around.

I know, that sounds a bit harsh but teachers I love you! I am you. I have done all the mistakes of letting clients tell me when they want to take. And, that quickly lead to me not wanting to be a teacher. The moment I learned the phrase “I have this time or I have this time.” And, “I’m not available then but I do have ___.” My life-work balance became mine! It was under my control.

What is your schedule like?

Do you like it?

What would you change about it?

I was recently asked what a day or a week in my life looked like? How do I structure my days?

To be honest, since I travel I make some changes to the schedule often but the basic structure is there.

5-6 days a week I workout first thing in the morning. That is the time when no one is awake. I can run with my dog and listen to a podcast. I then often go to a fitness class around 6 am and workout with my friends. Afterward, I’ll begin my teaching day. I teach 5 mornings a week for 3-4 hours. Then I use the middle of the day for whatever I want. Sometimes I do Pilates classes other times I catch up on emails or spend a little time on social media. I take calls or watch webinars, read a book, get a facial etc. The middle of the day is mine for whatever I want it to be. Then, on Mondays, I’ll allow 2 more clients in the late afternoon. Tues-Thur I teach a couple of evening clients whom I adore and have been with me for years! The other days of the week I am either off or have called it a day before the afternoon.

As far as how much I teach I follow what I share with many other teachers. I have a goal dollar amount (gross) in mind for the whole year. I divide that number by my average hourly session rate and then by the number of weeks of the year I will teach. I will only teach that amount of clients in a week. If people ask for a session and I have hit that number they go on a waitlist for any cancellation. I promise you unless I had a couple of weeks where I didn’t teach the average amount I do not add additional hours on. It’s important you don’t do this either. Waitlists are great things to have. And, you train your clients to schedule early!

My schedule works for me, I never force how I like to work on anyone and that means you too. I would love for you to watch my course on goal setting if you haven’t yet. And also my course on client scheduling. Then get super clear on the times of days that light your fire. If you’re not a morning person don’t teach in the morning. I promise you there are enough clients to go around! We can find your clients for the afternoon or evening.

The key to a successful business is knowing why you’re doing it, who you are and what you want! So, take a look at your schedule. Is it a good reflection of the life you want to live? Not sure how to make it one? Contact me here. Let’s talk!

xx~LL 

Tips to Work Less, Make More and Options for Passive Income Streams

Posted on by group218

We are in the business of exchanging time for money – we teach a class or session and we are paid for our time. But what happens when we get sick or injured and can’t physically teach? What if we want to go on vacation? How do we save? How will we ever retire? If you’ve ever asked yourself any of these questions, you’re in good company! The most common questions my clients ask are always about money – how do I make more, how do I keep more of it, how I can work less and still earn money.

Lucky for you guys, this is my area of expertise! I’ve put together my top financial strategies and passive income earners for both studio owners and instructors. Ready to get to work? Keep reading below!

For Studio Owners

  1. Raise your rates: I recommend raising rates annually, $5-$10 for session or $15-$20/month. Inflation alone is going to drive your operations expense up 3% annually; you want to make sure you are keeping up with it. Clients expect a small annual increase and will be less likely to bat an eye over small, predictable, annual changes, than a massive increase out of the blue.
  2. Stick to the Late Cancel/No Show fees: You put these policies in place – enforce them! These fees won’t break the bank, but they will still account for a decent amount of income each month for the studio.
  3. Studio Use Fees for Inactive Times: When the studio isn’t being used for set classes or sessions, let someone else use it! Other trainers are always looking to rent space (more on that below), and brands are always looking to do photoshoots or host promotional events.

          If you’re interested in renting out studio space I recommend you 1) figure out available times for                    studio use and pricing for use, and 2) having your Rental Agreement with rates + terms ready to go                for when potential renters or partners approach you.

  1. Rent Space to Instructors: If you have space (or time) in your studio that you aren’t using, make it available for someone else to use! You can rent the space to an instructor, a massage therapist, a stretch therapist, movement specialist, the options are endless.
  2. Host Workshops: Your clients already love spending time with you and trust you; they’ll be more than thrilled to learn more from you. Each attendee will buy a ticket for admission. You can ask speakers to donate their time and brands to donate refreshments, products, and giveaways. The first workshop might take a bit of extra work to get the swing of things, but once you get the hang of scheduling, it’ll be an easy and profitable way to engage your community!
  3. Host Teacher Trainings: These are money makers for the instructors teaching the training and the studio hosting the training. If your studio has its own teaching method, put together a teacher training program. Spend 2-4 days teaching the method, and follow it up with hands-on learning opportunities such as instructor shadowing, mic practice, and mock classes. Even if you aren’t in the market to hire new instructors, many members and fitness-minded individuals will be interested in learning more about your method. The first training might take some work to put together, but once you have the formula down, it’s a repeatable, scalable and very profitable.

          If you are a studio that does NOT teach its own method, you can still be the host studio for a teacher              trainer. You might not make as much money, but you also have way less work to do. And workshop                hosts usually let you sit in on the workshop for free, so double win for you.

For Pilates Instructors:

  1. Keep track of ALL business expenses:   I mean everything – professional liability insurance, certifications, trainings, educational workshops or webinars, marketing materials, etc.  At the end of every year, you can write off these business expenses. More write-offs = less taxes!
  2. Ask for a raise or raise your rates: We can’t earn more money if we’re not willing to ask for more! Plain and simple. If you’ve been teaching at a studio or training clients for at least 6 months, it’s time to reassess your rates.

           If you teach at a studio – set a time to talk with your manager and the owner, go in with your stats                   (class attendance, reviews, client feedback) and propose a fair and reasonable raise. If they aren’t                   able to accommodate your request, where can they meet you? Additional employee perks? Can they               give you a timeline when they’d be willing to sit down again to discuss compensation?

 

           If you set your own rates as a private instructor, consider a reasonable increase ($5-$10 session), set             the price, and notify all clients in writing prior to their next sessions. And while you’re reaching out               to all of your clients you can remind them of your late cancel/no show policies and fees.

  1. Passive Income Streams Online: So many fit-pros are utilizing their online communities and social media to make extra money. I think it’s one of the easiest and accessible forms of passive income because you already have a captive audience who see you as an expert in your field.

         E-Books and Online Training Guides: If you are known for your workout posts or people are always               asking you how to workout smarter, put together an online training guide. Start small with a 4-week             guide offering workouts 3-4x week.

         Accountability Coaching: If you are organized and empathetic you would be an excellent                                  accountability coach to your clients for the other 23 hrs a day they aren’t training with you. You will              check-in daily to check their nutrition/meals for the day, prescribe workouts, and encourage them to            stay on track. Clients will retain you for a monthly fee and you will realize that you’re already doing                most of this work for them as their trainer anyways.

       Affiliate Partnerships: Brands are always looking to partner with influencers in health and wellness              field, and many pay instructors to promote their products in addition to gifting free or heavily                          discounted samples.

I approach brands that I already know, use and love and ask them if they have an affiliate program. Some brands will give me a discount, others will gift free products, others will give me a percentage of sales I drive their way. I look at my partnerships as 1) an opportunity to save money on goods I would already buy, or 2) an opportunity to make some extra cash raving about a brand I already love. However you look at it, they are wins for my wallet and my relationships!

I challenge every one of you to put ONE of these tips in action today! Start planning the conversation to get a raise. Brainstorm hosting workshops or teacher training at your studio. And join Lesley and me on April 3 as we dive deeper into these topics and answer any question you might have about financial planning, and owning your worth and value to give yourself the security and success you deserve!

Xx, D

Connect with Danielle Stead Blanton here. And, join us for this epic webinar that will help you take charge of your finances and get tips on passive income streams on April 3rd webinar replay will be available for one week. Join here.  xx~LL 

Your Busy-ness is Bad for Your Business

Posted on by Lesley Logan

It seems like whenever you ask someone how they are doing they somehow insert how “busy” they are. They use busy as why they can’t hang out with you. They are too busy for Pilates. Teachers and studio owners are too busy to do the work to get new clients but not teaching enough or making the money they want to make. Being “busy” is not just an excuse for why you’re not in contact with people. It’s now this badge of honor that somehow to make people feel proud of. I mean, if you’re busy you must be doing something right, right?

Wrong!

Being Busy is actually impacting you more than your personal life. Sure, you’re sooo busy you can’t see your friends. But, that probably means a lot of other things are falling to the way side. And, worse, you are most likely wasting time. Afterall, studies show we take as much time to do a task as we give it.

Wondering if your busy is affecting your business?

Do you find yourself do all the things all of the time? Multi-tasking is also a new badge of honor in the self-employed world. But, here’s the deal, the data is in, we cannot multi-task. It’s better for you to do one thing at a time. I know, you’re list is long. But, for one week give single tasking a try. See if you feel less stressed and more productive.

Are you trying to do too many things? We often overestimate what we can do in a day an underestimate what we can do in a year. So, give things time to do them right the first time.

Do you think that being busy equals being successful? Truth is, being a master of your own time means being truly successful!  I was listening to a podcast with the uber-successful entrepreneur Caterina Fake. She manages her time ferociously. She even has a list she calls WNO-when next online. So, instead of hopping on the internet whenever she has the urge to look something up or she remembers something she has to do. She writes it in her journal and does it during her blocked out time. This allows her to spend more time working on her ideas, growing her business and reading.

I know, you have a lot to do. You are the teacher, the accountant, the marketer, the blogger, the newsletter writer, the scheduler, a partner and/or parent and friend. You’re busy! But, I don’t want you to be busy doing busy work. I don’t want you sweating the small stuff. I don’t want you to start working on your admin and before you know it 3 hours have gone by.

My desire for you is to be the master of your schedule. To be in charge of when you teach, make the most of the time when you admin and put yourself first. When your cup is full you can pour into others. But, when you are so busy your cup is shaking and vibrating it’s spilling the goodness that is you and not actually helping anyone.

If you’re looking for tips on how to be ferociously in charge of your time and actions and implementations for self-care I’ll be sending those tips in my next newsletter. If you’re on the list you’ll be getting them. For now, I want you to take a good hard look at how busy you are. Is it working for you?

xx~LL