This document outlines Jon Goodman's presentation on building a successful personal training business. It discusses five keys to success: 1) creating a niche, 2) communicating value and understanding clients, 3) creating referral velocity through testimonials, 4) using an excitement system to motivate clients, and 5) employing a block system to work more efficiently. Goodman offers to work one-on-one with attendees to help them apply these principles to their own businesses for free.

1. IGNITE THE FIRE
THE SECRETS TO BUILDING A SUCCESSFUL
PERSONAL TRAINING CAREER
WITH JON GOODMAN

2. “EVERYONE ENJOYS THE KIND OF WORK
FOR WHICH THEY ARE BEST SUITED”
-NAPOLEON HILL

3. TONIGHT
THE 5 KEYS TO BUILDING A SUCCESSFUL
PERSONAL TRAINING BUSINESS

4. LET’S START OFF BY THINKING
ABOUT YOUR BUSINESS

5. WORRY ABOUT HOW TO KEEP
YOUR GYM FILLED?

6. HAVING A HARD TIME MAINTAINING
A STEADY STREAM OF CLIENTS?

7. HATE FEELING LIKE THIS GUY WHEN YOU
TRY TO ‘SELL’ YOUR SERVICES?

8. OVERWHELMED BY
ALL THE NEW EXERCISE FADS
AND CELEBRITY ROUTINES?

9. DO YOU STRUGGLE TO
KEEP CLIENTS MOTIVATED AND
PROGRESSING TOWARD THEIR GOALS?

10. WHY SHOULD YOU
LISTEN TO ME?

11. JON GOODMAN
PERSONAL TRAINER, AUTHOR, ENTREPRENEUR

12. HEAD COACH

13. WORK WITH WORLD-CLASS
TRAINERS

14. READ BY OVER
15,000 PERSONAL TRAINERS

15. WHAT PEOPLE ARE SAYING ABOUT
IGNITE THE FIRE

16. WHAT PEOPLE ARE SAYING ABOUT
IGNITE THE FIRE

17. READY TO GET STARTED?

18. THE 5 KEYS TO SUCCESS
AS A PERSONAL TRAINER

19. SUCCESS KEY #1
CREATE YOUR
PERSONAL
TRAINING NICHE

20. SUCCESS KEY #1
CREATE YOUR OWN TRAINING NICHE
WHAT CAN YOU DO THAT NOBODY ELSE CAN?

21. WHAT DO YOU WANT
TO B E KNOWN FOR?

22. QUESTIONS TO ASK YOURSELF ABOUT
YOUR POSSIBLE NICHE
• ARE YOU KNOWLEDGEABLE ABOUT THE
NICHE?
• ARE YOU EXPERIENCED I N THE NICHE?
• ARE YOU WELL CONNECTED TO THE
NICHE?
• ARE YOU PASSIONATE ABOUT THE
NICHE?

23. THE IDEAL NICHE IS BIG;
NOT WELL SERVED BY COMPETITION;
THE PEOPLE IN IT HAVE TIME AND
DISPOSABLE INCOME; AND THEY FEEL A
REAL NEED FOR YOUR SERVICE.

24. MAKE SURE EVERYONE
KNOWS ABOUT YOU!
• TWO-SENTENCE PITCH
• WRITE
• SPEAK
• GET ON SOCIAL MEDIA
• DO A GREAT JOB

25. SETTING YOURSELF APART: A CASE STUDY
• BODY + SOUL OPENED A SECOND LOCATION
• 3 BIG-BOX GYMS NEARBY
• IDENTIFIED OUR COMPETITIVE ADVANTAGE
• WE CONTACTED MAVENS & OFFERED FREE
MEMBERSHIP
• INSTEAD OF COMPETING, WE STOOD APART

26. SUCCESS KEY #2
COMMUNICATE
YOUR VALUE AND
UNDERSTAND
CLIENTS

27. 80% OF YOUR VALUE IS
CREATED BEFORE MEETING
THE CLIENT
20% OF YOUR VALUE IS IN
HOW YOU COMMUNICAT E I T

28. BEFORE YOU CAN HELP, YOU
NEED TO KNOW WHAT THEIR
STRUGGLES ARE

29. THE 5 STEP SELLING PROCESS
1) ASK ‘WHAT IS IT YOU WANT TO
ACHIEVE?’
2) SELL RESULTS, NOT PACKAGES
3) ADDRESS OBJECTIONS
4) GET THE BUY- I N
5) BE CREATIVE

30. SUCCESS KEY #3
CREATE REFERRAL
VELOCITY:
GET AND USE
TESTIMONIALS

31. BEFORE GATHERING REFERRALS, CREATE
LASTING LOYALTY WITH YOUR CLIENTS
1) EDUCATE YOUR CLIENTS
2) THE ‘CHEERS’ EFFECT
3) SURPRISE BY GOING AN EXTRA 10%
4) CELEBRATE WITH AWARDS
5) EMPOWER BY SHOWING THEM HOW
TO SPREAD THE WORD

32. TESTIMONIALS PROVIDE
SOCIAL PROOF
WHICH GIVES YOU VALIDATION

33. CREATE A SERIES OF CLIENT AVATARS
AND HAVE TESTIMONIALS FOR EACH

34. EXAMPLE TESTIMONIAL
“WHEN I STARTED TO TRAIN
WITH JON I WASN'T OBESE,
BUT DEFINITELY HAD SOME
WEIGHT TO LOSE. IT'S FUNNY,
YOU KNOW, I ' D B E E N I N T H E
GYM ON AND OFF FOR A FEW
YEARS WITHOUT MUCH TO
SHOW FOR IT. I D I D N ' T
BELIEVE THAT A TRAINER
WOULD REALLY BE ABLE TO
HELP ME UNTIL I HAD
"WORKED MY WA Y U P T O I T " . I
ALSO WORK SHIFTS—
SOMETIMES NIGHTS—AND
DON’T SLEEP WELL…”

35. EXAMPLE TESTIMONIAL
“…WHAT I PARTICULARLY LIKED ABOUT
JON WAS THAT HE LOOKED AT ME AS A
WHOLE AS OPPOSED TO GIVING ME
SOME EXERCISES AND COUNTING THE
SETS AND REPS. IT TOOK A BIT OF TIME
BUT HE FIRST HELPED ME ESTABLISH
BETTER SLEEP HABITS. NOT ONE TO
DIET, JON TOOK A LOOK AT WHAT I ATE
AND HELPED ME IDENTIFY WHAT FOODS
I REALLY LOVED, AND WHICH ONES THAT
I COULD LIVE WITHOUT. THE RESULT WAS
AN ALMOST IMMEDIATE WEIGHT LOSS
THAT I’VE KEPT OFF. I'D RECOMMEND
JON TO ANYBODY. ”

36. SUCCESS KEY #4
EXCITATION
SYSTEM

37. SUCCESS KEY #4
THE EXCITATION SYSTEM: HOW TO
MOTIVATE YOUR CLIENTS
CREATE ENTHUSIASM, DEVELOP MOTIVATION,
AMPLIFYING RESULTS…FOR ANY WORKOUT

38. THE 5 STEP PROCESS
1) PARAPHRASE THEIR GOALS
2) GIVE AN OVERVIEW OF THE WORKOUT
3) GO OVER THE PRIMARY EXERCISES
4) ADDRESS ANY POTENTIAL LIMITATIONS
5) REMIND YOUR CLIENT ABOUT PROPER
WARM-UP AND ‘PREHAB'

39. TROUBLESHOOTING
• YOU ARE A FACILITATOR; YOU
CANNOT WORK OUT FOR THEM
• UNDERSTAND YOUR CLIENTS GOALS
• KEEP THE BIG PICTURE IN MIND
• EXPLAIN HOW EACH WORKOUT FITS
INTO THEIR GOALS

40. POINTS TO REMEMBER
• YOUR REAL JOB IS TO MOTIVATE
• CLIENT GOALS DETERMINE
WORKOUTS AND THEY SHOULD
UNDERSTAND THAT
• ‘AHA!’ MOMENTS ARE KEY

41. SUCCESS KEY #5
THE BLOCK
SYSTEM

42. SUCCESS KEY #5
MORE ISN’T ALWAYS BETTER:
THE BLOCK SYSTEM
WORKING LONGER HOURS IS NOT THE KEY TO
SUCCESS, WORKING MORE EFFECTIVELY I S

43. THIS SYSTEM ALLOWS YOU TO BE
MOST EFFECTIVE WITH YOUR TIME
• SET BLOCKS OF TIME FOR TRAINING
• BATCH YOUR TRAINING DURING
THESE BLOCKS
• GIVE OPTIONS TO THE CLIENTS THAT
FALL OUTSIDE THESE BLOCKS

44. POINTS TO REMEMBER
• EDUCATE YOURSELF TO
INCREASE YOUR VALUE AND
COMMAND A HIGHER SALARY
• ALWAYS GO THE EXTRA 10 PERCENT
• CONSIDER OTHER WAYS TO BOOST
YOUR INCOME
• USE THE BLOCK SYSTEM TO WORK
MORE EFFICIENTLY AND LEAVE TIME
FOR PERSONAL DEVELOPMENT,
EDUCATION, FAMILY, FRIENDS, AND
HOBBIES

45. WHAT WE LEARNED TONIGHT
1. CREATE YOUR PERSONAL TRAINING NICHE
2. COMMUNICATE YOUR VALUE AND
UNDERSTAND YOUR CLIENTS
3. CREATE REFERRAL VELOCITY
4. THE EXCITATION SYSTEM
5. THE BLOCK SYSTEM

46. HOW TO SUCCEED
WITH THESE PRINCIPLES
• YOU NEED TO PUT THIS INFORMATION INTO
THE HANDS OF YOUR TRAINERS
• HAVING QUALITY TRAINERS INCREASES
REVENUE, REFERRALS, AND CLIENT
RETENTION
• BEING GOOD IS NO LONGER ENOUGH, YOU
NEED TO GO ABOVE AND BEYOND TO REACH
THE CLIENTS YOU WANT

47. WANT TO WORK WITH ME
ONE-ON-ONE?
• I’LL SHOW YOU HOW TO APPLY THESE
PRINCIPLES TO YOUR BUSINESS…FOR FREE!
• ON A CALL WE’LL FIGURE OUT THE BEST
SOLUTIONS FOR YOU AND YOUR TRAINERS

48. WHO IS THIS FOR?
• PEOPLE COMMITTED
TO ACHIEVING THEIR
PERSONAL AND
BUSINESS GOALS
• PEOPLE WHO HAVE
GENUINE CONCERN
FOR THEIR CLIENTS

49. IF WE WORK TOGETHER…
WHAT TO EXPECT FROM ME
INDIVIDUALIZED PLAN
WEEKLY CALLS
STEP BY STEP ACTION ITEMS
WHAT I’LL EXPECT FROM YOU
COMMITMENT TO THE PROCESS
WILLINGNESS TO LEARN
READY TO CRUSH IT!

50. SIGN UP NOW TO IGNITE YOUR FIRE!
• GO TO THIS LINK NOW:
[INSERT L I N K ]
• SPACE IS EXTREMELY
LIMITED
• OFFER ONLY AVAILABLE
UNTIL MIDNIGHT TOMORROW