Are You Ready to Leap?

You will need to make leaps in your life and business often. It isn’t likely going to be easy. You are going to wonder if you are doing the right thing? Maybe even decide to not leap at all. I promise you though that when you stay where you doing the same thing over and over again you will feel like you are going crazy. Or worse, you’ll quit altogether and then we lose a great teacher. So, in this blog, I’m going to give you some blogs that will support your leap, the formula you need to know to make sure you can do the link, and also why your schedule is so important when it comes to leaping.

Know your numbers: You need to know how much money you need to make with other income streams so that you can replace the one you are wanting to give up for your leap. I talk about this a lot inside of AGENCY whenever anyone wants to talk about quitting a full-time job or starting a new project. Before I could leave my salaried job I needed to know how much money that job was paying me and the costs of any other benefits. Then I needed to know how many in my case private clients I needed in a week to make up for that annual income. So, if you are trying to give up at $60k/year job with benefits how much is that amount. Then how many private clients or units of a product, if you are selling something, do you need to make up that income? Once you know that information you can see the light at the end of the tunnel.

Your dream needs to be in your schedule: I coach people on their ideal schedule A LOT! It’s essential that you have time in your schedule to work on the things that propel your business forward. In this blog, I discuss how to set up an ideal schedule that allows you to make time for you, your goals, and still the things that you feel you have to do.

Know where you want to leap to: so this might be obvious but often times the reason people don’t leap is they haven’t spent the time thinking about the place they want to land. This is something you need to do before you leap otherwise you are likely to go back or not leap at all because your situation won’t really change.

Trust yourself: If you can’t stop thinking about doing the thing ya gotta do the thing. And the thing that gets you to leap might not be your thing in the end. But, it might be the bridge to where you are going to go. So tell yourself you can’t make the wrong decision.

I leaped during a recession from a salaried job to teaching Pilates full time. I leaped from managing studios and leading teacher trainings to working for myself. I leaped from renting space to owning my own studio and recently we leaped from having a brick and mortar to being fully virtual. All of them scared the heck out of me. All of them I was as sure as I was nervous. All of them taught me more about myself and what I was capable of. Your first leap will scare the heck out of you. But then you start to get a leaping muscle.

The truth is your heart already knows its right, it’s your head that is worried. And for many of you reading this the truth is there really is no other choice right now but to leap. It’s also the best time. No hard feelings or hurt feelings. Covid made you do it.

Where are you wanting to leap to next?

xx~LL

PS my blog on burn out is also helpful here.

Some of my Favorite Business Tips

When I first heard about podcasts I definitely didn’t know what they were, why they worked, and even that this many years later I would care so much about them. But podcasts literally are in my ears daily. I have some I listen to for laughs, some I listen to for inspiration and others for business tips. And, I have had the pleasure of being interviewed by several and their questions have allowed me to share my favorite business tips for you!

First, it might be helpful to know what a Podcast even is. Its similar to a radio show or even a talk show but pre-recorded and typically around a subject matter. You can listen to them on your phone, Spotify and some even share on YouTube.

I subscribe to several so that on my morning walks I can listen to a variety. Some that update me on the current events. A few that tell a story around a topic. Do you have a favorite podcast?

Now, before I give you a link to some of my favorite interviews I want you to consider how you can get on some Podcast, IG lives or local radio/news. You’ve heard me talk about how you need to know who your client avatar is. There was a recent blog here and our course. And while you can do social media to get your message out. It’s actually just one way to get your message out to your people. Another is to get interviewed on other people’s platforms- IG lives, podcasts, local news outlets (radio, tv, print). You can read more about collaborations and picking outlets that work for you in my recent blog post on collaborating.

Here are some of the interviews I’ve done in the past where I get to share my favorite business tips. They are free to listen to and if you like the hosts I hope you take time to listen to more of their guests.

Your Badass Journey: In this one Brad and I share tips for working together, and also how we pivoted and grew. She also did a follow-up episode (I love these that she does by the way) on giving direction to your new audience.

Net Worth It: In this episode I share a bit about my time without address and how I created the journey I am on today.

F It:  Amy Ledin had  me on her show to talk about accountability partners, support and more

Brand With Bite: I loved this interview. Allison is all about branding and she asked me how I create clarity around my brands.

Full Out: I do talk a bit about dating but mostly biz and a bit of Pilates.

I hope that you take moment to listen to any or all of these. You can even download them now and listen later. I know that some tips can hit differently when they come through a different medium. Let me know which one was your favorite in the comments below.

xx~LL

PS if you subscribe to my newsletter now only will you get links to my favorite podcasts that I am not in but also you’ll hear about the newest ones coming out this week.

 

Why You Need an Ideal Client Avatar and How to Define Yours

You’ve heard that you need to talk to your “Ideal Client Avatar” aka your ICA either from me or from other business marketing experts. But, you know that you can teach anybody. I mean, Pilates is for everybody right? And, yes, you probably have been trained well and can teach all types of people. And Pilates meets everyone where they are. But, that doesn’t mean you get to talk to everybody. In fact, you can’t. You literally cannot write a post on any social, a newsletter, blog, or journal and talk to everyone and get attention. Even big brand names like Coke, Pepsi, or think of any big brand talk specifically to one person. Why? Because people need to feel like you see them, you get them, you understand them. They need to know that no matter their pain, problem or goal you can help them specifically. So, does this mean you only get to have one ICA? How do they do it and still appeal to so many people?

A simple answer is yes you can have more than one avatar. But, you still cannot talk to all of them at the same time. So, sure, you can have 3 avatars (I would keep it to 3 tops if you really can’t narrow down) but you still have to have total clarity around each one and know which one you’re talking to when you are promoting who you are, what you do and why you rock.

How do you know who your ideal client is?

This gets more complicated but it doesn’t have to be. I find that many teachers and studio owners struggle with this because they think about all the clients they have that they like. But, if I ask them if they would want 20 of that person they quickly remember that the client they like is late all the time, doesn’t want to pay their rates and is inconsistent.

So, first, you need to not worry about what will happen to the current clients you have. You might be a lucky person and have a client who is your total ICA. But, you might now. And that’s ok. We’re going to dive into what you need to know about your ICA and how to talk to them in this blog.

  1. Think about why you got into teaching in the first place. Was it to solve a problem you had? Was it because of how Pilates made you feel? Many times our ICA (or one of them) is us before we discovered Pilates.
  2. What do you like learning more about? I see a lot of teachers take workshops on anything. But, those who dive into something more specific will find a path that leads to working with more people that light their fire and allow them to flex their muscles a bit more. Look back at some workshops at see which ones lit you up so much you wished you could take hours more on that topic? Who does that information help?
  3. What are some non-negotiables in your business? Do you prefer to teach privates or groups? Do you want to teach more people or fewer people? Are there days and times that you will teach or won’t teach?

There are a ton more questions to answer about your ICA. But before we can get to them I want you to answer the above. Because these answers will really define a lot about your ICA’s. If you don’t want to teach mornings we need to own that and keep that in mind as we define your ICA. And its easy to get in the scarcity mindset as we dive even deeper into who your ICA is and start to bend your own rules.

Now that we know what information lights your fire, why you got into what you do and what you non-negotiables are we can start to dive even deeper into your ICA. And remember, the reason we need to be specific is so that when we market who we are and what we do we are speaking directly to our clients (future and current) so they feel SEEN! Everyone needs to feel seen.

Let’s get specific:

  • where do they live
  • when do they workout
  • where do they work/do they work
  • where do they workout
  • how much money do they make
  • what do they do for a living
  • what do they do in their free time
  • where do they get their information
  • what social media (if any) do they enjoy
  • what books do they read
  • what magazines/blogs do they read
  • what groups are they part of
  • what do they like to eat/drink
  • what does a normal day in their life look like

Now, let’s talk about why they need you:

  • what are their pain points
  • what keeps them up at night
  • what would they do anything to have a solution to their problem
  • what do they wish they had more of

How do you help them (hint don’t just write “with my Pilates sessions.”):

  • what about what you do specifically helps them
  • what are your ideal client’s program/how often do they need to see you
  • what do past and current clients say you do
  • what protocol do you want your ideal client doing with you

What are their objections:

  • what will keep them from saying yes to you
  • who will stop them from saying yes to you
  • why might they not say yes to you

Ok, you ready to take all this information and put it together to talk to your ideal client and make them feel seen?

If you know how your future client wants to feel every day and you know what their objections will be then you can literally say: “Hey ___, I know you’re tired of feeling tired and you can’t fathom taking time out of your day for your self-care. But, I also know that back pain isn’t going to go away on its own. You know that too. And, I know that if I was able to work with you each week not only would your pain lessen but you would have more energy. Plus, one day a week we can do it while you’re at your office so you don’t lose time coming to see me in the studio.”

The woman I was picturing was someone who works 12 hour days, is working hard to “get ahead” and so she is sacrificing herself. But, she wants more. She wants to feel good and have more energy. So I know I can get her to come in person once a week but that won’t help her so I am going to also see her the second time online because then she can see that I believe in what I do so much that I will meet her where she is.

Notice how I didn’t write: “hey ___, you’re tired, you’re busy, you may have back pain or neck pain, or postnatal problems. And yeah, I can do posture and pt too!! I like to see my clients 3x a week but we can do once or twice or whatever you want. What do you think?”

Does the person above have pain or posture problems? I don’t know. And does this teacher sound confident in how they do what they do? Nope, they are willing to see their client whenever the client wants…

Going back to the first question: Can you have more than one avatar? Yes, as I mentioned you can. But, you have to go through all the prompts above for each avatar. And, every post or piece of marketing you do you need to make sure you know which avatar you are talking to. On OPC we have three avatars. But, lately, I have only been talking to two of them. And, I only talk to one at a time.

And, if you do this really well do you know what happens. The person you are speaking to so well, the one that feels so seen comes to you, takes from you, and tells their friends. And, there’s a high chance that some of their friends are not just like them. So, by talking super specific you still end up attracting other clients. Your business grows and its because you’re mostly teaching the clients that light your fire!

I’d love to hear who your ideal client is. You can share it with me in the comments below. And, for more support defining your ideal client and how to market to them check out my avatar course here, becoming known, and the client journey. These courses will help you go from an idea to an in-person/online client!

xx~LL

 

Tips for Becoming Known Online

When you first started teaching you may not have had the goal of being known online. In fact, it’s only pretty recent that almost ANYONE could have their own digital products and be like the fitness dvd mavens anywhere in the world without being discovered by “as seen on tv.” But, now, due to social media, the growth and demand of online platforms and CV19 putting most of us out of our studios and offices and into our home-work and workout spaces online you might be desiring to explore being known online. How do you do that though? Is it even possible to become known online since everyone is online? Is there room for you? And, should you do it? Well, let’s talk about it!

A few years ago I launched my course “Becoming Known.” It was a three-part series. The first was all about becoming known in your community. The second two had a lot to do with what you needed to do on your website to help support the in real life community work you were doing. All the tips in these courses still apply. And, much of them can be translated to becoming known online. Make sure you watch my course and check out Blogging and Vlogging as well as “The Client Journey.”  And then add in the tips below.

Let’s talk about what else you need to do to become known online.

  1. Who are you wanting to lead in the online world? I know you think you are for anyone but you’ll get lost in the social media channels and the online world if you try to be for everyone. All my online products that were not tailored to a specific audience fell on deaf ears. But, the moment I got specific about WHO the product was for they sold. I know it’s scary but in the beginning, especially you HAVE to get super clear on WHO you want to follow, like, and buy from you.
  2. What do they NEED? People buy what they need help with. They buy what helps them escape “pain.” Pain can be physical and literal or it can be something that makes them feel better about who they are and what they do. People buy what they need or what they feel they need. You need to know this answer so you can create products and offerings that help solve what’s on their mind.
  3. How do you help them? If you can’t articulate this then it’ll be pretty hard to get known. Because how you help your people is literally what you are going to get known for. And, you want to get as CLEAR as you can on this. Super specific. I know, it’s going to be hard. Truthfully you might not have the answer to this right now. When I first started AGENCY I didn’t have the full clarity about how we help people. But as I kept talking about it and building it the clarity came. So don’t be afraid to get started and try things out to get the words out of your head and online.
  4. Patience and Consistency. You are going to have to practice both of these because you won’t likely go “viral” overnight. And, if you did (yay) but sustaining that is tricky. It’s better to start where you are, get the clarity and consistency going so that your people help you become known because they are superfans and not lukewarm followers.
  5. Read Story Brand.
  6. Yes, you need a website.
  7. Pick a social platform and go all in! I’m often asked which one. Do the one you love and be consistent on it. People need to hear about you at least 7-17x before they will buy from you. So, consistency wins always.
  8. Be a whole human. I know you just want to talk about what you LOVE to talk about. But, your people nowadays want to know ALL about you. So be honest with them. Share your favorite foods, your family, and your routine.
  9. Pick your lane. Sure every idea has pretty much been done. But not by you. So, what uniqueness do you bring to the idea? And how can you show up in that space as you? What do you bring to the room? Go all in on that and then as you grow your products and offerings can grow.
  10. Time management. This is key! Most of us don’t have all the time in the world. Even during quarantine to spend on all the things to launch your online products. So, grab a timer. And time block how much you’ll spend on social, content creation, your life, your other job etc. When the timer goes off its time to move on.
  11. Remember your WHY. There are going to be days or weeks when you doubt what you are doing. If anyone likes it, wants it, cares about it. And, the motivation behind you wanting to become known online will be key to keeping you going when the “going gets tough.”
  12. Start where you are. I know you want to be known online but the people who know like and trust you in your community are not in a bubble. They have friends in far and away places. So, take those local superfans and have them help you get to where you want to go.

I can go on and on and I will in my coaching calls and AGENCY group and someday another course. But, until then please remember that everything that brought you to here will be a great foundation for where you want to grow. So, take what people say they LOVE about you, take your purpose for being on this planet and show people how its the key to what they are looking for. Be bold. Be brave. Show up! Consistently. And, try to have fun! It’s a journey my friends.

xx~LL

PS we are kicking off our AGENCY MINI program on July 29th AEST and in this 7-day program we can help you get your online knowness questions answered. Snag your spot here.

How to Quit a Client, Studio, Schedule and Make Your Leap

Feeling like you should downsize your studio, schedule or client list is normal. Desiring to work on your business instead of in your business should always be your goal. I get asked often “How did you go out on your own?” “How did you open your own studio?” “Why did you move your studio?” All these questions have one topic in common. “How do you make the leap?

The leap in your business is going to be scary. Let’s get that out of the way. But, the longer you avoid taking the leap that you need to make the harder it will be, and the worse it will feel. And also, the more likely you are to burn out and think about quitting teaching altogether.

So, if you are a teacher thinking about going out on your own keep reading. If you’re a studio owner wondering if you should downsize, upsize, go from having independent contractors to employees or moving your studio at home keep reading.

A leap can also be a switch, a shift, a change of plans. And yes people will wonder if you’re a bit crazy. Some people will not be shocked at all. And others will be inspired. Why? Because only you will know what is right for you. And you must teach the way you are called to teach. Oh, and that might change as you grow along the way. But, if you’re charging based on your goals and clear on your vision I promise that more leaps will be in your future and it gets easier to leap.

First ask yourself what you want for your future? Who is in it? Where do you live? What do you do each day? Pick a date in the future and get clarity around your day to day. This will be your filter. And, you’ll want to do this often. Because you’ll reach the date of the vision and you’ll need another future one.

Second, what in your business are you wanting to stop doing?

How much money does that bring you?

How much time is that?

Third, what is it that you want to be doing with that time? How much will you need to charge/work to replace the income of the thing you’re wanting to stop?

When you know how much you need to do/have to make the switch it becomes more real, more possible, and more tangible.

When I wanted to leave managing studios I figured out how much money I would be giving up when I let go of that job. I figured out how many hours of private clients that would be and the amount of time that would equal. I could replace that income I was getting in 30+ hours a week of work with 17 hours of privates. I figured I could add 8 hours to my current schedule but once those were full I would have to make the leap. Make the leap 9 hours shy of what I needed to replace the income. Yes, that was scary but I was about to gain 30 hours of time to go and find those other 9 hours of clients.

When I wanted to open my own personal studio I looked at how much I was paying in rent and then searched for a space that was close to my average rent. Yes, I had to buy my own equipment and take on the other bills for owning my own space. But, I saved on time spent figuring out if I could teach at this time or that time. I didn’t have to ask when I could film anymore and I could have days off instead of filming on days off because that was the only time that was available. Leap!

When CV19 happened and I lost all my workshops for 2020, my elderly clients passed on virtual I did what I told you above. I figured out how much money that was. I wrote down all the things I LOVE to do when I am working. I figured in how much of the things I loved doing I needed to remake that revenue. And then I leapt.

If you are wanting to quit teaching mornings, classes, running a studio or want to open your own you can! Wherever you are in this world, whatever your dream you will have to make a leap. And, it won’t be easy. But, you can do it smartly and have more confidence when you go and do it. Even if there are those people that question the leap you are making.

So, whatever you are thinking of doing there is a way to build a bridge to allow you space to successfully leap. What leap are you wanting to make?

xx~LL

Short Cuts to Getting Clients, Getting Paid and Getting Known

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

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

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

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

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

But seriously, seriously, you need a website!

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

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

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

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

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

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

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

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

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

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

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

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

Which one of these areas will you be starting with?

xx~LL

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

8 Questions to Answer Before Creating a New Offering or Service

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

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

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

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

And, then, if we answered the questions above-

Were people asking us for this? Yes.

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

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

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

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

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

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

Is this in our future? hmmm. maybe.

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

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

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

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

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

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

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

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

xx~LL

How Much Should You Charge For Virtual Sessions?

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

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

How much do you want to gross in a year?

How many weeks a year will you realistically work?

How many days a week will you work?

How many hours in a day?

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

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

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

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

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

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

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

 

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

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

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

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

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

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

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

xx~LL

Tips for Navigating a Virtual Teaching Business

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

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

Teaching Virtually

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

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

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

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

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

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

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

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

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

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

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

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

So, what times do you want to teach?

Who do you want to attend these offerings?

How will they sign up?

Pay?

How will you market it?

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

You can do this!

And, you are not alone.

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

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

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

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

xx~LL

 

When Your Business Goals Go Out the Window

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

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

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

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

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

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

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

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

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

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

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

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

xx~LL

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!

Tips for Using Social Media to Market Your Business

Social Media has made it clear it’s here to stay! It’s also done a very good job keeping our potential and existing client’s attention. And, its omnipresence in our lives can make you feel like you need to have thousands of followers (to get the swipe up feature) or the blue checkmark. Or, if you just find the perfect caption or hashtag then your classes will be full! Maybe you’ve considered boosting a post because it could reach 31,000 people and that would be epic…it’s only $12.00….stop! If you’re a small studio, home studio or solo instructor you likely will never need or benefit from a boosted post. And, for all Pilates teachers, social media can be super helpful. But, is it the means to the vision you desire? Probably not. So, here are some tips for using social media for your business without wasting your time.

  1. You need to have a place to send people back to. aka a website. If you don’t have this yet then all the followers and likes in the world will not be able to actually give you money, know how to work with you. And, if the platform you’re using goes down one day you SLO.
  2. Social media is about being social. Posting and ghosting is sooo 2015. But, scrolling, “like pods” and 30 hashtags a post does not give you the ego boost…I mean..post algorithm boost you’re looking for anymore. Engagement is what matters. So, when you post create content that people want to engage with. Then go be engaging in other’s posts. Read- People who you want to see why you rock. Which is hard if you don’t know who your future client is on IG or FB then finding them and commenting on their posts can be tricky. But, that would be the more strategic way to get people to find you and see why you rock.
  3. Search engines don’t read your posts so be sure to put all your expertise on your website (which the search engines do read) and then share that awesomeness on your social where people might click through from your website.
  4. Go find your peeps and engage with them. Yep, I said that in #2. It’s that important.
  5. FB ads are super great if you can afford to “pay to play.” But, since most of us really only need 20 good consistent clients and studios about 100 give or take. The amount of money you’ll spend A/B testing which ads of awareness work and then getting those to come in to actually use your space it’s likely at best a wash if not a loss leader. I’m not saying it doesn’t work for some. But, if you don’t have pixels to do retargeting campaigns (which you can’t do for boosted posts) then that money is mostly going down the drain.
  6. Think about how you use social media as a human. What do you click on? How often do you need to see an ad of something before you click? Do you buy workouts through ads? If so what did the ad say, promise? Look like? What posts get you to like, comment or even follow?
  7. Are you hanging out where your client is? Many of you are all over IG but your client might be loving living in FB and in its groups. You don’t need to use social media for your business but if you’re gonna you want to use it where your people are.
  8. What do you help people with? Yep, people don’t care what time your class is as much as they care how you help them. It sounds rude but it’s true.
  9. Set a time limit on yourself. Social media posts creations, scrolling aka consumption is a total time suck. And, the ROI is not as good as referrals from the clients you have, organic searches online (must have good SEO which means you must have a website) and in-person interaction. Yes, you can get a client to meet you while you’re walking down the street.
  10. Know your goal! I have tons of clients I coach who do not use social media at all for their business or even their life. I have other friends who dominate their goals because of it. If you’re unsure if you should be using social media share your goals below or contact me here and let’s talk about it.

I’m a fan of social media! Yep, I so am. But, I rarely post on my personal FB profile. I mostly use it for connecting with you, and other Pilates lovers and teachers around the world. I have met some of the best friends in my life because of it. And, yes, workshop and online clients too! But, Social Media can also cause insecurities, loss of time towards doing what you love for the clients you love. And, I also think makes people think they need to have all these followers that truly don’t mean anything for most of us.

When you post on social if you’re lucky 1% of your followers see your posts. And, if those random less than 1% comment enough soon enough then the algorithms deem it “viral” and then they send it to about 6%. Yep, that’s right. So, think about it. How many people is that? I bet you could email, call, text, personally dm or go meet outside as many people in less than a day and actually get responses back from those in your community who could actually take a class or session from you.

My ask of you is to focus first on your website. How does it tell those you are trying to serve that you’re the best for them. And then, how can you use social media to drive traffic to your site and ideal into your schedule?

xx~LL

PS: I go over social media tips and the newest things you need to know daily in my online coaching group AGENCY as well as in coaching calls. If you want more support in this area then check out the only community that supports teachers on their business from apprenticeship to 30+years of teaching.