Do You Know What Your AGENCY is?

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

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

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

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

There is no Pilates Career Ladder.

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

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

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

xx~LL

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

How to Attract More People to Your Website

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

Here’s How You Do This:

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

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

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

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

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

xx~LL

How I Prepare for a New Client

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

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

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

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

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

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

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

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

xx~LL

Do You Know Your Businesses Seasons

Feeling the heat in more ways than one this summer? There are few guarantees in life but one of them is that when holidays, summer, spring break, and flu outbreaks are in season your business can feel the effects. But, that doesn’t mean you have to feel it in your wallet or your bottom line. Knowing your businesses seasons and working them is key for making money, and feeling in control of your business. Here are some questions I love to explore with anyone I am coaching:

Do you know your busy and slow seasons?

How much do you want/need to gross each year?

How many weeks a year do you work?

What is your average hourly wage?

When you have these answers then we can get really honest and clear. One studio might be in the suburbs where the calendar is pretty easy to follow. They are busy January-March and then spring break starts to distract people from consistency. Then April-May starts to level out. June-September is “slow.” September-mid November is consistent. And as the year winds down the cancellations wind up.

But, you may live somewhere where it’s busy 6-9 months a year and dead zone for 3 months. That shouldn’t freak you out. Instead, it makes it super easy and clear for you to know when you take your breaks, how much you need to be working those busy months. And enjoy a few months of you time. I think I would like that very much.

If you’re someone who has major seasonal influx and you’re not setting goals in your business to take advantage of the busy months then you will feel it during the slow months.

No business is the same as another. Take some time this week to look at your previous year. When were you the busiest? When were you the slowest? How many sessions a week do you need to come through your schedule/studio during the busy months vs the slow months? What weeks can you just take off?

I would love to hear what your answers are and help you create a plan to make the most of your busy seasons and live guilt free on the slow seasons. Hit me up here or post in the comments below.

xx~LL

How to Not Work ALL The Time

Everyone wants to work for themselves. The idea of being your own boss has a lot of unicorns, rainbows, and freedom around it. But, if you’re not careful, when you work for yourself it’s easy to make your own business, your dream business, be just as much a slog as working for someone else. So, my Studio Owners, Independent Contractors, Home studio owners here are my best tips to not make your dream job just like every other job.

  1. Create your ideal schedule: Grab a blank calendar and put your personal life in it first. Then your personal practice and anything else that you want to make time for before you put work in. Then your teaching hours go in. This part of the calendar is key, the tasks that propel your business forward AKA marketing, networking goes in next. Last is the admin, the daily tasks that have to be done every day but don’t bring in the money. For more help on this catch my course on it or contact me for a one-on-one call.
  2. Set a timer: I use the cube timer but you can use your phone. Set a time for how long you’ll be in your inbox, on Instagram or work on any project. When the timer goes off move on to the next task. I know that means sometimes I didn’t finish a project but it does mean I can move on to the next and keep all the plates spinning. If you work on your email until the emails are all read you will never get to your blogs, contacting businesses to collaborate etc.
  3. Say no: to anything that isn’t an F yass! Seriously, say no to more things than you think. If “no” is too much for you then say “let me get back to you later.” Take some time to filter the opportunity through your goals. It’s easy to say “yes” to clients who want extra times. But, that could mean working at times you don’t enjoy and then you will feel like you’re working all the time.
  4. Have an accountability partner: I have 2 and I love them! We have weekly check in’s and set a timer for each person to share what they are working on, what went well, what didn’t go well and what we need support on. You never want to be the person who didn’t get their sh*t done. I recommend people who have businesses that are different than your own. And, try to keep it less 2-4 people but people who will not cancel on you last minute. So, maybe not your close friends. Those who are in my coaching group get me checking on them and their goals each week!
  5. Have your own goals: Be super clear on your own goals, share them with your accountability partners, me, and anyone else who you feel will help you get your goals accomplished. If you don’t have your own goals it’ll be super easy for someone else’s goals to become yours.
  6. Make dates: seriously, make a date with your person, make it a standing date if you can. Dates with friends, put vacations in the books even if you do a staycation. If you don’t then work will just take over and a year will go by and you’ll feel bummed that you “work too much” or that “time flies” but it’s because you didn’t put breaks in your calendar.
  7. Routines: I have a morning routine and a sleep routine. These are not only vital to me sandwiching life between moments of self-care it also helps me feel grounded and in control of my day and how I feel no matter what timezone I find myself in or what is happening. Everyone has to start their day in their own way but find a routine that works for you. I prefer to create before I consume so I try not to read emails or read notifications until I have written down what my goals are for the day. I also get my workout in before I teach others. You might prefer the reverse of all of this. Especially if you are not a morning person.

I could go on and on with more tips on how to not work all the time so if you need more ask in the comments below or set up a call with me. But, please don’t work all the time. I know that there are times in your business that require more of your hours but set a date for how long that excessive work time will last.

Working for yourself is pretty freaking cool but that doesn’t mean it’s easy. In fact, I find it’s harder. I have to hold myself accountable to arbitrary deadlines and since I won’t fire myself if I miss a deadline then what’s the problem right? Well, the problem is our businesses get more stressful when we are not achieving the goals we have when we want/need them. And then we think we have to say “yes” all the time, work more, do less Pilates, fewer trips, fewer days off. And then all of a sudden you’re working ALL the time!

My weeks look different every month so I have to be really clear about my time off and then I have to put more goals/deadlines in my calendar before my clients get options. That means I have to have clarity around my schedule at least a month in advance. If I don’t I’m racing to get work done, working on my days off, skipping yoga and my own Pilates practice.

You are too good at what you do. You are the only person who can do what you do and your clients and future clients need you to be clear on your goals, firm about your schedule and taking care of you so that you can teach them.

This week, what tips will you try and implement?

xx~LL 

 

Are You Doing This to Get Clients to Hear About You

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

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 touchpoints 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!

xx~LL 

Asking the Right Questions to Make Them a Client For Life

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?

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 

 

What is a Pilates Teachers Schedule?

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

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 herexx~LL 

Your Busy-ness is Bad for Your Business

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