Pivoting: Tips for Instructors and Studio Owners

Pivoting, I am sure you have heard this word more often than you want during the Corona Virus Shut Down, Re-open, and potential re-closures. And, maybe you have even pivoted once or twice already? I know you struggle to know if you should pivot now? Is it too late? What if things “go back to normal?” And, even wondering if it’s too late and you missed the Pivot Plane. Truth is pivoting may be more than just what helps you survive this time. It might actually take your business to a level you hadn’t thought about. Or, even become more than a band-aid to the times and be the way you help people for years to come. Pivoting doesn’t have to be a last resort or a “bad thing.” It could literally be the thing that sets you free of what you thought you “should be doing.” So, whether you have already made some pivots or are just getting started here are some tips for Pivoting.

First, it’s important you recognize that pivoting is not a bad thing. It doesn’t mean you failed. When gyms and studios were forced to close ClassPass lost 95% of its revenue. OVERNIGHT. The entire fitness industry was sent into a freefall. You are not alone. And, there are tons of success stories already out there where pivots have more than saved a business. There are many that are looking at their future primary product being virtual. You can be (and I hope all reading this will be) saying something similar.

Now that you have let go of feeling like you’re “failing” by changing what you offer or how you show up. Let’s talk about some ideas.

Pre-Rona you or you studio were limited to who could get to your studio. People who lived or worked in the area. You were limited to your ideal client being “nearby.” Now, EVERYONE understands how to use their computer or device to zoom, Facetime, or Google Hangout. And, while some people weren’t as excited to workout online in March many are jumping on board now.

Virtual Classes For Always: In-real-time classes not only feel like “old times” you can easily charge your normal in-person rates. You are not limited to the walls of your studio. People are now used to buying fitness equipment so you can put together kits they can buy from you for your classes. You are also only limited to time zones issues. Your existing clients can help you promote your classes and bring their friends and family from all over the world. Which is where you should start. With people who know like and trust you. And when the time comes to move back inside you can still keep your in-real-time virtual attendees. I take a step class every week with about 28 other women from all over the country. And, the teacher is in a big warehouse with 20 in-person students. That’s 48 on a random night. Their studio could only fit 32. No longer are their profits limited by occupancy rules.

Courses: what questions does your studio or you get asked often? Nowadays creating online courses has never been easier. There are platforms like Teachable and Kajabi and others that make it easy for anyone to film a course put it up online and sell it. Now, I promise you just because you build it doesn’t mean it will be a success overnight. You still will have to promote this product. But, it is another income stream that now without having as many hours spent driving around to go from class to class or to the studio you can finally write, film and sell that course you’ve been wanting to put together. And, go ahead niche down and answer the specific question your ideal client is asking. Your ideal client has back issues do a course on things they can do at home. Maybe there is a level 1, 2 and 3? And, because they will trust you so much after doing the course maybe they join your virtual classes or in-person offerings when that happens for you.

Downsizing: this option is brilliant and I know that maybe it doesn’t feel brilliant in the beginning trust me everything is happening for you. Maybe you have a big studio, you’ve got lots of teachers or you’ve struggled to find enough “good” teachers? You opened the studio so that you could help people. You saw that most people opened with 3+ Reformers, towers, chairs etc. But, the truth is you don’t love managing people and you want to focus on other things. Maybe you want to travel, be with your family more, or simply have a business that is smaller, more manageable? What if you rented out your excess equipment, moved to a smaller studio space, or create a home studio as I did. Truth is most teachers can have a very profitable private business with 20ish clients working 46 weeks a year if they charge their worth. Your clients who are unsure about returning in-studio can rent the extra equipment from you and when they are done you can sell or re-rent it out.

Poll Your People: I’m often asked how come I moved to Vegas or decided to have a home studio? And honestly, I’ll answer the question about Why Vegas another day its a longer story than a bullet point on a blog. But, that part that helps you is I polled my clients who stuck with virtual. I asked them if when things “reopened” what they wanted? Were they going to be going back to their offices, other gyms etc. They all said they were LOVING virtual and were even doing more sessions. They didn’t have traffic, parking, or worry about a meeting running late. Because I knew that they were not planning on coming back it allowed me to explore other options.

Sell the Results, not the Process: maybe your business doesn’t need a pivot but your marketing does. I often see teachers and businesses selling the process. Meaning they sell class times or equipment classes. But they don’t sell what matters to people- how you help them. How does “Pilates Mat class tonight with LL 6 pm” solve their back pain, their lack of self-confidence, their stress level lowering or simply being part of a community? Right, it doesn’t. It sells the process. But, what if you talked about the results? What if you shared with people the big picture, the feeling they will have when they show up? Give this tip a try all week long and see if the engagement on your posts changes.

Stop wallowing: What does wallowing have to do with pivoting? A lot actually! If you add a new offering, discontinue ones you cannot offer, and even do any of the things I have mentioned above but you are still living in the “woe is me” mindset I promise you you’ll get to continue living in this place you are in. You’ve got to stop feeling like this is happening to you and that you’re the only one. And this one is a big one, You have GOT to stop believing that “no one wants to do virtual mat classes and pay for them.” Or “no one will pay for this class I offer because they are used to x, y or z.” You need to believe in yourself. You need to show up every day asking yourself how can you reach the people you were meant to help today? You need to because you are the only person who can teach who you teach the way you teach.

What pivots are you going to make? What are you going to commit to?

Couple things I need you to keep in mind as you make your changes:

  1. Insurance: you gotta make sure your insurance covers you for the on-demand aka pre-recorded content you are offering.
  2. City/County policies: I am LOVING the ideas of studios teaching in their parking lots, parks or beaches. Do you have permission?
  3. Your waivers: anytime you add something you have never done before you gotta make sure your waivers cover you! This is not something you can borrow from a friend download off the internet.
  4. Who is it for? Why do they need it? What do they get after doing it? Remember the results not the process is what they care about.
  5. You gotta market it. More often than you think. More times than you can dream up.
  6. Which is why you gotta love it, believe in it and go for it.

 

Look, I’m not gonna lie, times are WEIRD AF. But, let’s be honest, people are thriving during this time and it’s not because they are finding ways to benefit from a pandemic. No, these are Pilates teachers, Personal trainers, gyms and studios that have decided to get creative, show up and be ready to fail. Yep, failing is inevitable and it gives you Feedback! So, fail fast and you’ll actually fail forward. AKA make mistakes, learn from them, and try again tomorrow. Now is the time to get creative, try new things, and go for it.

What will you try next?

xx~LL

 

Resources for Creating an Anti-Racist and Inclusive Pilates Experience

Pilates is seen as an elitist and often even racist fitness modality. And, while most of its teachers would like to disagree I believe the past week’s protests have more than shed a light on where we can all improve in the effort for equality. And, while you might think that racism is not happening in your studio. Or that, you see all people as equal. Now is the time to take a step back and see are you creating a studio space that not only teaches Pilates safely and effectively. But also how are the studio policies inclusive of all backgrounds that might come through your doors? Is your staff or are you aware of micro-aggressions that however innocent you might think they affect the teachers and clients that come through your doors?

The problem of racism in the US and other countries may seem too big for you to fix. But, the truth is if you are doing your part in your community to create change that has a ripple effect that has no ends. And so, below please find the books, podcasts, charities, and more that you can use to educate yourself.

Side note: I’m still learning, I will always be. I am listening and educating myself as best and quickly as I can so that I can continue to use this platform for its mission-helping you do more of what you love- Teaching Pilates.

Part of being able to do more of what you love is making sure that the studio space you are in allows for any client you may attract to feel safe, welcome, and included. For you to feel strong, confident, and aware not just of learning styles but of cultural differences and needs. And, for teachers in the BIPOC community to feel safe, welcome and empowered. I know I am still making my way through these lists. But, I hope they help you on your journey to bringing more Pilates to more bodies.

Books

Podcasts

Courses/Workshops

This is in no way a complete list. And, as I find more I hope to update this. And, please feel free to post more resources in the comments below.

To my teachers out there reading this. If you see something do something. My interview guest Yunny on IG said this. And, it’s important that you stand up if you see a policy at a studio or a client whose actions are racist or micro aggression. Change happens first where we are.

To my studio owners, in these days after quarantine, it’s never been more important to make sure the culture at your studio represents the inclusivity you believe in. Now that clients are more aware of online services and follow teachers on social media you cannot afford to lose a good teacher because your policies or clients create an environment that negatively affects another person. Check out the interview I did with Kristen here.

Big thanks to those of you who sent me resource tips on Instagram and to Crooked Media who shared Sarah Sophie Flicker and Alyssa Klein’s list. You can see the full list here

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

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 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!

5 Things You Need to Make Changes In Your Businesses

Making changes to your business is never easy. How do you know what to do first? You’ve got bigger goals for your business but it can be hard to know what to do when you’re in it. And, scary when you feel like you need to make big changes to get what you want. No matter where you want to go in your business you need to have these 5 things to make your magic happen.

  1. How much do You want to make? Your goals don’t need to be only about money. But, it’s important to make sure your business is paying more than your bills so that you can stay in business. Also, find out what your hourly rate is. This will be key for #4.
  2. Get super clear about who you want to teach, when you want to teach and where.
  3. A website that shares #2 and takes clients on a journey towards choosing you. If you don’t have a mobile-friendly website then check out this course. If you do, then take yours to the next level with this course.
  4. Help! You don’t have to hire a full-time assistant straight out of the gate. But, getting clear on your strengths and hiring people to do things that do not bring you joy or money is key to creating more of you and getting more done. You don’t need to be the person to do things like grocery shop, research or make changes to your website. Yes, hiring people costs money but remember the answer from #1. Anyone that you have do work that doesn’t need to be done by you is saving you money.
  5. Support! Whether it be a business partner, family member, coach or accountability partner you can only go so far on your own. Which is why I created my online coaching group. To help teachers and studio owners get advice, ideas, unstuck, feel empowered and more. Who is in your corner?

I’d love to hear which of these things you feel you have in place and which things you need to get in place in the comments below. You don’t need to wait until you’re ready to make your moves. In fact, who knows when you will feel ready. A little secret, I never feel ready for anything I do.

xx~LL

How to Prepare for a New Client

First impressions are important. And, when it comes to a new client engaging with you or your studio it’s even more integral. When someone comes in for their first class or session 60% of the decision to start a new fitness regimen is made. All you have to do is help them decide that it is you. Here are my tips for scheduling and teaching a new client.

  1. Make it easy for them: Is it clear on your site what to do next? How to schedule? What you offer?
  2. Tell them what to do: Don’t offer them all the times in the world you have or ask them when they want to get started. Train them from the beginning to schedule their life around Pilates with you.
  3. Have a “what to expect” email: Whether they sign up over the phone, email or via text be sure to send them an email that tells them your policies, what to expect, wear, park etc..
  4. Know their why.
  5. Forget about selling Pilates. They just need to trust that you’re the person who can help them.
  6. Follow up even if they said they don’t want to do Pilates. Send them a thank you note.
  7. Remember that their first package is still the courting process. Hold them accountable to their sessions, consistency and goals.
  8. Train them how to treat you and the studio. If your policies are broken you have to uphold them. It’s not a fun convo but it’s most important in the beginning.
  9. Don’t take things personally. Whether a client loves Pilates, doesn’t, late cancels or quits it’s not personal. Read the 4 agreements. You’re not for everyone and that is ok.
  10. Know when you want to teach, where and whom. It’s your business and you’ll get more clients that inspire you when you’re clear on these things. Not everyone is for you and that’s ok.

It’s easy to get caught up on selling Pilates or the training  to the new client. But, the truth is you are the guide. Your studio is the community. If you are clear on who you are for, what you offer it makes it easier for your future clients to decide on you too. And, then help them out by making sure your site, how you schedule them and prep them makes it easy for them to know you are the expert at what you do.

For more tips on first time clients check out this blog and this course. For coaching on converting first time clients for you or your studio contact me here.

xx~LL

Tips to Owning Your Worth and Overcoming Objections

It doesn’t take long as a Pilates Instructor, Fitness Trainer or any other service provider to here the objections to their offer. In all honesty, if you are not hearing objections to your services then you are not charging enough or you’re probably not setting boundaries in your schedule. Objections to what we offer are going to happen. Learning how to overcome or get ahead of them is key. And, all of that comes down to you owning who you are, what you do and how much you are worthy!

In a recent workshop, I was co-leading one of you readers mentioned that your biggest fear in presenting is not feeling worthy. Man, that hit me in my heart. I so get that feeling. It’s pretty common to think “there are others who are better at this than I am…” or insert some other form of imposter syndrome here. But, the truth is this, you are the only person who can teach what you teach, the way you teach it to the people that hear you. And so, even if you can find a way to convince me that someone else is better suited to teach on that topic I am still going to say You should be doing it! If it’s your passion and it helps people you gotta do it.

And, here’s the thing guys, whether you want to present or just fill your schedule or classes if you don’t feel worthy you won’t be able to overcome objections. I don’t care how inexpensive you are or how many time slots you can offer it won’t work. You have to know your worth. You have to own your worth. And when you do, objections will just bounce right off of you.

1) Do not think about your wallet when setting prices.
2) Remember you are not selling Pilates (barre, personal training etc) you are showing them how you are the guide for them. That they can trust you. And, the money is just an energy exchange. They pay you for the energy you are going to give back to them.
3) Be in Demand. Do not ask them when they want to come in. You tell them. If they can schedule you anytime you won’t get in the schedule at all.
4) Fish in the right pond. If you are hearing you are too expensive all the time then where are you advertising? Where are you throwing your bait in? Switch your ponds.
5) No more discounts on your services. When you discount your time you tell people that your time is not worth the original price. Find ways to add value and keep your prices up.
6) Look for evidence of what you believe to be true. If you think you’re not worthy you will only see evidence proving that. If you think you are you will see the evidence proving you are.
7) Work backward! Whether you’re trying to figure out prices or your goals, to-do’s for tomorrow. You need to see the big picture and work backward.
8) Give yourself validation first. Seeking validation from outside yourself is risky. You never know what people are going to say. Know why you rock, own that and tell yourself it everyday.
9) Know who the 5 people whose opinions of you matter, tell them and anyone else you have to let their words slide right on by.
10) Fire clients who do not treat you right. If you’ve set boundaries, had those tough conversations and still they want to complain about your availability, price or time then find them another option that doesn’t include you. It’s ok, you will replace that income with a client who uplifts you!

My friend, objections are real. They can sting and they can get your guessing if you’re in the right place. But, remember the 4 agreements: Do the best you can, be true to your word, make no assumptions and don’t take things personally. If they are the right client for you then you can’t say the wrong thing to them. And, you’ll never say the right things to the wrong people.

Write down whose opinion of you matters and tell them
Look in the mirror and tell yourself you are awesome, you are worthy and you can do hard things.

xx~LL
PS if you need to talk more about this then lets set up a call or check out my online coaching group- AGENCY where you submerge yourself in a community that uplifts and helps you see how worthy you are.

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.

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