Hey guys. Pete Tansley here. I am here with a client of mine, Nathan Lennan. Nathan shares his story of growing a $10,000 per month PT business.
Pete: 00:03 Hey guys. Pete Tansley here. And I’m here with a client of mine, Nathan Lennon. Nathan’s a personal trainer with a ton of experience out of Sydney, Australia.
Pete: 00:13 Nath, thanks for joining us, and welcome.
Nathan: 00:15 Hi, thanks for having me mate.
Pete: 00:17 Love it. No problems, man. So why don’t you just give us a little insight about what you do, who you help, how long you been doing this for.
Nathan: 00:29 Sure. So I generally work with corporate people, doesn’t matter whether it’s male or females, but, people that are pretty much living with pain. So I just try to get them having more concern with their bodies so I’ve been heavily influenced through, uh, you know, Portal’s stuff, and recently been getting into a bit of, um, Chris Kresser’s “Unconventional Medicine,” and his paleo books. So, just, getting people to take more control over their bodies and let them get better at a healthy life, really.
Pete: 01:03 Love it.
Nathan: 01:04 I’ve been doing this now, for, this is my sixth year in the industry, so. No no spring chicken. I’ve been around a bit, so. (laughs)
Pete: 01:12 Yeah. Six years is probably, it’s almost dog equivalent to dog years when you’re working the fitness industry cause it’s such like it’s fast turnaround so six is like fifty in other industries, I feel.
Nathan: 01:22 Yeah. Big top.
Pete: 01:25 So then we’ve been working together for just over a month now and I think we first chatted uh properly about five or six weeks ago.
Nathan: 01:32 Yeah.
Pete: 01:33 But if we rewind and if you can remember things back then are quite different but what sort of problems were you having then before you reached out?
Nathan: 01:42 Um. I guess… I guess.. yeah. I was stuck. In a rut. Wasn’t getting quality leads booked in. I was yes getting quite frustrated at myself that I was I guess drowning it felt like I wasn’t moving anywhere forward that’s not plateaued a bit instead of my business like I – I had a bit of help previously and I was able to get to myself in a better stage, but I had sort of hit that ceiling I wasn’t sure what was going wrong, uh, and pretty much yeah, that’s when I decided to reach out to you and ask for help.
Pete: 02:20 Yeah. So I think you saw an add I was running at the time…
Nathan: 02:27 Mm-hmm.
Pete: 02:27 For proof, we’d never met or spoken in person, right?
Nathan: 02:31 No. Never. So. Yeah. Just um, something for fresh air I guess uh like I’ve I’ve had the privilege I guess uh having a nice start in the industry working on the under the correct PT of [inaudible 00:02:42] with Brad Sheppard. Um, like he was running his PT company back in Brisbane. And then also working from like Carson. It also worked for him as well for a few years, so, I’ll guess for me that moving down to Sydney as well uh working under Shane Da Costa so learnt lots from him but wanting a different take on the whole business aspect that’s uh sort of booming at the moment I guess in the PT industry so everyone’s sort of now a business coach so just looking for a different take on I guess how to build and grow and sort of have my own spin on things. That’s what made me want to reach out to you in the past.
Pete: 03:23 Yeah. Totally. So, when you were having those problems, sort of, two months ago, six weeks ago, what impact did it make on you by by by chasing your tail, sort of drowning but doing lots of things, and getting nowhere. What was the impact of that?
Nathan: 03:40 Guess the biggest thing was the confidence killer. So, you – I’m sure people can relate going into their own sales consults and what not, but constantly getting rejected, hearing “no” all the time, it – certainly tends to make you think though, what’s wrong with me, why does no one want to buy from me, what am I doing wrong?
“Like, am I a failure? Should I really be a PT anymore?”
That was starting to have a bit of a play with me that maybe I’m not good enough. Maybe I should consider something else. Um. Yeah. I’m generally quite optimistic but not being able to get through those ceilings that I was currently at was really starting to frustrate the hell out of me. So.
Pete: 04:26 Yeah.
Nathan: 04:28 That’s probably the biggest [inaudible 00:04:29] of that.
Pete: 04:32 Awesome. So… we do a lot of things and I think more than anything we didn’t like necessarily add a lot things for you to do. I feel like we took – like we stripped a lot back.
Nathan: 04:42 Yeah.
Pete: 04:42 And I don’t feel like again you more stuff I felt like we just simplified a lot of things. Like what-what fr- what frameworks did we use or what frameworks, I guess, did you find helpful of what we did and to get you to where you are now.
Nathan: 04:56 Um. The biggest one, for me, that that d-didn’t think was something that was going to have mass effect was actually the mindset. So… doing my daily mindset stuff was massive for me, I feel. But, then just simplifying my processes and everything like that.
Nathan: 05:17 So, you know, not beating myself up, um, sticking around the gym for, you know, 60/70 hour weeks or whatever, something stupid like that, but. Just making sure I’m hitting for daily targets so not, what I was doing was focusing on the outcome goals but not focusing on what needed – what I needed to do on a daily basis to actually make those come to fruition.
Nathan: 05:43 So, making sure I was doing that, and, just making sure as well my mindset was being under control, I wasn’t getting down in the dumps, I was starting my mornings right. Finding the time to sort of service myself first before coming in to work, you know, with a – being frustrated or anything like that that’s hitting the reset switch everyday. It’s okay I think.
Pete: 06:09 Yeah. Totally. Like, I- I feel like y-you know a lot of the stuff. Like, you’ve been doing this for six years in a highly competitive commercial gym. So like you weren’t going – you know, you knew what to do. But yeah I think we simplify that entire process with the –
Nathan: 06:22 Mm-hmm (affirmative)
Pete: 06:23 – morning formula stuff we do.
Nathan: 06:24 Yup.
Pete: 06:24 We get – from the outcomes. So what was some of the – so we got the mindset right – what about in terms of legion and sales. What did you find helpful? Or what worked for you for that?
Nathan: 06:34 Um. I guess… the Five Star Prospects Theory. That was a game changer for me.
“Five Star Prospects Theory. That was a game changer for me.”
So, you know, instead of like prospecting every single person on the gym floor, you know, I’d only be looking for people that were willing to speak to me, that are friendly, that kind of stuff. So it was very easy for me to, sort of, put the filter on and sift through all those quality of people, so I wasn’t sitting down time wasting, I was – I was able to, yeah, the majority of people that did come and sit down with me I’m more than happy to buy then and there.
Nathan: 07:09 So that was massive for me. Instead of trying to turn, I guess, uh two or three on the deck of cards into an ace, yeah, everyone that was coming out I was getting more and more aces I guess as an aspect to it.
Nathan: 07:23 Sort of, using that sense. (laughs)
Nathan: 07:25 That was massive, really.
Pete: 07:27 Yeah. So for those listening, the Five Star Prospect is a term I’ve borrowed / used / stolen from a guy called Dean Jackson. And the whole premise is instead of trying to look for people who are C grade people not ready to buy, where you’re really looking for Five Star Prospects, meaning they’re ready to engage with you, they know they need help, they’re friendly and cooperative.
Pete: 07:50 You know, a lot of PTs go into this game of calling people and they have to like, chase them up twenty-seven times.
Nathan: 07:56 Yep.
Pete: 07:57 People ghost them. People see them in shopping centers and turn the other way. (laughs) Like. It’s just this bad culture. So, I guess we went through that framework to find people who are ready. And –
Nathan: 08:06 Yes.
Pete: 08:06 – it wasn’t about finding fifty people a week. It’s like, let’s chat to a couple of people per day, every single day.
“Let’s chat to a couple of people per day, every single day.”
Nathan: 08:10 Mm-hmm (affirmative) Yep. I think what you said to me sort of really hit home in that sense that uh treat it like a weight loss spot. You know, you don’t want to give them the million and one things to focus on, it’s more just, let’s do what you can maintain over the course of a longer period of time, like. I’m not going to be able to smash out and get a hundred names and numbers every week. Let’s focus on getting five a day.
Pete: 08:36 Yeah.
Nathan: 08:37 Or like, just five approaches. Go speak to five people. Would five people speak to me in the day and give me their details? Probably not, but. They. Over the course of the week, the people that are coming in, they’re those quality leads that we’ve been speaking about. And… it was a lot better for the mindset. Because like, I’m again, selling to them nine times out of ten. Right?
Pete: 08:59 Yeah, a hundred percent. And this is something we teach a lot on impact is like, what’s daily or weekly… what’s your best maintainable number?
Nathan: 09:07 Mmm.
Pete: 09:08 You know, fitness, you’re not going to work out three a day for this week and then have ten weeks off. It’s like, let’s just do the three a week or whatever consistently for a year. And it’s a similar thing.
Pete: 09:17 Why don’t we have a bit of a – a bit of a goal when you first joined. Um… but do you wanna share like what’s the result of taking this action with these frameworks been for you?
Nathan: 09:30 Okay, so I think when I started I was sort of plateaued around the 6k mark a month gross, so, as of last Friday I finally hit a massive milestone for me, using all of the frameworks and systems from uh impact which was I finally had my first 10k month.
“I had my first $10,000 month!”
So, that was pretty stellar for me. Something I didn’t think I’d be able to do and I did it. Yeah. Having that conversation with you. Six weeks ago, saying, uh, these are the goals I wanna hit. But being unsure about the – yeah – like I said, finally being able to achieve it. So, a massive massive moment for me, so. Been awesome, so far.
Pete: 10:11 Yeah, such a – dude, congrats to you. Such an epic milestone. 10k month. Um, you hit it on, I mean, the month finished on Sunday, but Friday was the last day of the week and – [crosstalk 00:10:21]
Pete: 10:25 So if we look back over those, um, I guess even way back before you started, would have been spoken a week or two before you joined –
Nathan: 10:32 Mm-hmm (affirmative)
Pete: 10:33 – but what are some of the lessons you’ve learned along the way?
Nathan: 10:38 Um, so, I was – I’ll use a bit of an analogy here. Something I think you might be able to relate to. So I was speaking to another PT, he had a shoulder injury. He was telling me he was carrying that around for a good eight months trying to figure out what was wrong with it, you know, doing all… whatever exercises we think we know to help fix all our problems. And then, he went and saw an osteo – two appointments, fixed it, completely pain-free. And he reckons he was going home and he was banging his head against the wall, if that’s all it took was two appointments he – really should’ve [inaudible 00:11:15] eight months of his life. With – living with pain that he didn’t need to.
Nathan: 11:19 So, putting your hand up and actually taking the action to get help is massive. So if myself, like, I just had a 10k month after six weeks of help, from yourself, by being four weeks in the academy now. I would dare say it would be a very similar case if I didn’t kind of get help I would still be floundering around that like, 6k mark.
“Putting your hand up and actually taking the action to get help is massive.”
Nathan: 11:42 So. Don’t hesitate or delay, like, you know you need help. Just do it. Like. The… the return is so much better than trying to figure it out on your own. It’s a waste of time. You wanna condense that so, just ask for help. Find a mentor, reach out, and grab a goal.
Pete: 12:01 I love that. Dude. That. You nailed it. And I think with the shoulder thing because not only are you eight weeks behind, but you could’ve progressed even further, so you could be like six to eight months behind, right, because you’ve delayed that progress.
Nathan: 12:15 Exactly.
Pete: 12:15 Love that. Love that. Let’s talk mindset… and the mindset work we implemented.
Nathan: 12:21 Everyone thinks, “yeah mindset, that’s just another thing I feel everyone’s like “oh yeah, no, mindset, yeah, you’ve got to be able to mindset.” But, actually having a daily thing to follow… I was thinking about taking the piss, like, you’re not going to get up two hours before your first client and go through all these bloody things that are out there these days. It’s like, finding something that works for you, with it, it only takes half an hour, if that.
Nathan: 12:56 To get ready, get your flow on, just getting in a great mental state to attack the day and be able to hit that reset button and just start fresh, like this daily, putting in… laying down a brick for your house. Like, one brick in a day. Just keeping going and going and going. And then, the results will take care of themselves.
Pete: 13:17 Yeah. Love that analogy. It’s funny, I’ve chatted to trainers who, yeah, I think everyone’s like “oh yeah, I do mindset work.”
Nathan: 13:23 Yeah.
Pete: 13:23 But I just think that means thinking positively or being optimistic.
Mindset doesn’t mean “thinking positively”
Nathan: 13:26 Mm-hmm (affirmative)
Pete: 13:27 That can be dangerous as well. So I think, yeah, having some structure and some simple, some simple habits.
Nathan: 13:32 Mm-hmm (affirmative). Big time.
Pete: 13:35 Alright, so if we go back, uh, six weeks, what would you tell others to do if they were in the same position as you were back then?
Nathan: 13:44 Join Impact. Straight away. Just do it.
Just do it
Pete: 13:48 Just do it.
Nathan: 13:48 Uh… just do it, like. You know, why would you, well, exact same analogy before, why would you bother kidding yourself with thinking you know what to do. You clearly don’t. If you did know what to do, you wouldn’t be in that situation. So, I think it’s… like, removing the ego and everything like that, but also having a good hard look at yourself in the mirror and just think, honest, like, is this actually what I want to be doing? Am I doing w – you know, hitting these targets and that kind of stuff, but. Yeah. Just be honest with yourself. Like. If you know what to – need to do, then go do it. But if you’re not, then go get help. Don’t delay. Yeah. There’s nothing worse than –
If you did know what to do, you wouldn’t be in that situation.
Pete: 14:30 (chuckles)
Nathan: 14:30 I forget the analogy, um… What was it again? Insanity. Doing the same thing over and over, like, sh –
Pete: 14:44 Yup.
Nathan: 14:44 Get – get rid of that. Condense the time. Ask for help. It’s gonna – you’re gonna be a lot better off for it in the long run.
Nathan: 14:51 You’re going to be kicking yourself that you didn’t do it sooner.
Pete: 14:54 Totally. Yeah. Dude. That is insanity. I think so many people try to do it on their own and feel asking for help is a weakness, or –
Nathan: 15:02 Mm-hmm (affirmative)
Pete: 15:03 Yeah, they can do it but it – you know, what might take you three years would take you six weeks.
Nathan: 15:07 Exactly.
Pete: 15:09 Did you, was there any thought, um, having not… that I know of, having to find me for a while. I think you saw the ad and sort of booked a call pretty soon. Was there any skepticism or did you think, like, who is this guy? Could be full of crap. Like, did you do any research or anything other than – [crosstalk 00:15:26]
Nathan: 15:26 Um. I did a little bit. But, I guess with me… yeah, I did sort of watch, uh, my [inaudible 00:15:35] a little bit there. After having that conversation with you, I did get that genuine sense, you know, that you have my best interests at heart. And being able to, you know, solve my problems I was definitely confident that you were having to do that. So, I had been burned in the past having the previous mentor, I told you that, so I was definitely, not skeptical that you wouldn’t do that, but it’s more you don’t want to make the same mistake twice.
I had been burned in the past with a mentor.
Pete: 16:04 Yeah.
Nathan: 16:06 So, I was able to sit back, sort of see what you were doing, having the results and, um, yeah. Just. I think that you – you’ve placed a blog article on it. So that actually is a help me as well, making sure, you know, you do your due diligence for hiring someone and seeing the results of their clients, not them. But their clients and stuff like that. So that helped me out a lot.
Pete: 16:30 Yeah.
Nathan: 16:35 But. Um… so I’ve ran with a little bit forgot what the question was.
Pete: 16:38 (laughs) Were you a skeptic about seeing my ad, basically?
Nathan: 16:43 No. Not after I had the call. Like I knew I needed the help, um, the webinar was, yeah, I had – I hadn’t really seen anything like that before, and I wanted to go in the direction of the way about to getting into going online. And having a structure and advice and a system to follow. That was, I guess, a big aspect of it for me.
I wanted a system to follow
Nathan: 17:06 Being able to do it without slaving away 100 hour weeks. Which is what I liked. (chuckles)
Pete: 17:12 Totally. Yeah. That’s the – that became the – the norm. I – I think something that we sort of, I think, both agreed on very early, was w-wanting to go online, which is where we’ll go to next. And build that online business. But I think a lot of trainers are trying to do face-to-face, they’re trying to be a social media influence star, they’re to put an online business.
Nathan: 17:31 Yeah.
Pete: 17:31 It’s just, it’s split focus. So I really think, like, the big thing that – that I’ve witnessed you do so well, is just like, singular focus, one thing at a time. Now, we can grow a 10k, 20k, 60k per month online business.
Nathan: 17:44 Exactly. Do one thing, do it until it’s done. Next on the mark. Boom boom boom.
Pete: 17:52 Love that. Alright man, um, you can – I’m going to put you on the spot now and ask, is there anything we can do to improve, could we add anything, could we change anything, just like just full transparency. Is there anything we can do better?
Nathan: 18:04 Um. To be – to be honest, I’m… I haven’t really been out of on…think of you’ll find faults, where I feel, needs to be any improvement. Everything that I’ve done so far has worked fantastic for me and uh, the regular check-ins, you know, you’re only twenty-four or forty-eight hours away from checking in with the team or rest of the group, see how they’re going. The… the online great being able it share your wins and get feedback from everyone is great.
“The online community and being able to share your wins is great.”
Nathan: 18:38 I haven’t really, I’m sort of new to it, but everything’s been awesome so far. I don’t had really any customers haven’t turned up. The guards. So. No. Nothing to improve on.
Pete: 18:46 Saved. I always get a bit nervous asking that question. But that’s good to know.
Nathan: 18:55 (laughs)
Pete: 18:57 Well guys, um, no, thanks so much for sharing your story. It’s been – it’s only early – you know, a month in, and it’s cool to see where it’s gone so quickly.
Nathan: 19:04 Yep.
Pete: 19:04 But thanks. Sharing some great tips and great lessons.
Nathan: 19:07 Alright. Thanks, uh, believing in me and giving me the guidance. It’s been really handy to have someone actually backing you in your corner, with your own best interests, so. It’s refreshing.
Pete: 19:19 Of course. Thanks man. Appreciate it. Hey guys, Nate’s first step after he saw my ad and watched my webinar was to book in a free, fifteen minute call. There’s no pitch, there’s nothing to sell, it’s purely to see if and how I can help.
Pete: 19:31 So, if you haven’t had that yet, why not? There’d be a button below this – where you’re watching this video, you can book a time slot in. It’s a no pitch phone call, so leave your wallet at home. It’s pure to see if I can help, and how I can help.
Pete: 19:44 So you should book that right now. But as for now, Nath and I are out. Thanks again. Thanks again Nate.
Nathan: 19:51 Bye mate. Cheers.