Episode 7 – Jason Urbanowicz asks Brett Campbell The Tough Questions

Jason Urbanowicz asks Brett Campbell The Tough Questions

Transcript of EPISODE 7:

Introduction:
Okay welcome to another addition of a personal trainers guide to wealth creation that is all based around our book our best selling number one book A Personal Trainers Guide to Wealth Creation. What we have really wanted to do is get inside the minds, the heads, the psyche of the people in the book to get I guess a more elaborate view of these trainers that have really made it successfully in the industry. Today we are fortune enough to have Brett Campbell join us and before I formally introduce Brett a bit of background is that I first met Brett four maybe even going on five years ago. Brett attended one of our two day workshops and the thing that really stood out to me with Brett is like, in the front row engaging us and questions and participating at a high level, and funny enough after presenting, coaching, and mentoring people for the last fourteen odd years you know it doesn’t take me long to identify someone who’s really going to be successful – not only the personal training industry, but every area of their lives.

Here I am engaging with this guy in the front row even though we had about fifty sixty people there Brett just stood out, and I’m not surprised at all to be talking to Brett today on another whole level, so from four or five years ago from Brett attending our two day workshop to becoming a student, coach, mentor and speaker with us to then go on and really create his own empire it doesn’t surprise me in one slight bit. To introduce Brett formally Brett is the Director of Fit International which is Australia’s fastest growing fitness life business model for personal trainers, and Brett will expand more on exactly what that is when we chat. Fit International flagship is called Fit Chicks and just under fourteen months Brett has built one of the largest female only communities with over a hundred and forty thousand facebook fans I believe, and Brett can correct me if that’s wrong.

But, even more importantly he’s been able to reach over two hundred thousand people via the free giveaways, education, and products etc., so it’s really been a massive and rapid growth for Brett and Fit Chick International. Brett is also a speaker, coach, and mentor to fitness professionals, but he also runs the first of its kind free podcast for fitness professionals around the world. When he interviews the industry leading experts on all things and how to run a successful business, and I was fortunate enough to just do an interview with Brett last week where he interviewed me. Brett on the side of you know the business side of it loves riding his motorbike, and I definitely get to experience that with Brett we go on many rides together, hanging-out with his friends, and his pug Pugsley the cute and adorable little puppy he’s got there, and also like, cuddles in the winter time, so very soft and affectionate kind of guy as well especially on those cold nights. Without any further ado, I’d like to welcome Brett Campbell along to our interview today.

Brett: Thank you very much Jason and thanks for having me mate, and thanks for that wonderful bio there. You know it’s quite funny and I just want to clear something up now in case people out there are thinking – you know I like riding my motorbike, because you get to come along on rides and we go all around Australia, but when it comes to the cuddles in the winter the only reason you know about that is because I told you.

Jason: That is exactly how I know yeah; we will wear on that at the moment like to clear that up.

Brett: But, if it came down to it you know and there was a bit of man up I wouldn’t be worried about giving you a cuddle.

Jason: Yeah, I don’t know about the man love that made the man cuddle would be sufficient for me.

Brett: Yeah, okay, maybe we should word it differently.

Jason: So, romance and man love to the side let’s get into…

Brett: Yep, that’s what I’m here for.

Jason: Yeah, I’m not sure now, but let’s give the listeners something that is really going to inspire and help them. Let’ start by kicking off and giving the people listening at home a bit of an introduction to Brett Campbell. One of the things I like to paint a picture for people in their minds is I guess is how long have you been a personal trainer for? Why did you decide to start your own business in the first place?

Brett: Sure, I mean I will try and give you the quickest possible version, because I guess it extends back many, many years ago when I guess I got booted out of high school. Not because I was a bad student, but more so along the lines of I just really didn’t listen. What that was known that I look back at it I go well it was just an accumulation of ADD, and my entrepreneurial wisdom that I had that is what I put it down to.

Jason: Yeah.

Brett: You know I’ve always been that person that wanted to do ten things at once I could never sit still for long enough to concentrate on something, but you know everything that I really put my hand to I always sort of seemed to get a really good start, and it would blast off, that I had a guess – if I use the word disorder…I have a disorder called following the truth disorder I’m not sure if that’s there, but I’ve created one and basically got kicked out of high school. Then after became a cabinet maker you know I did the old thing that most parent’s say is  get a trade behind because you never know down the tracks if you ever need a job you can always fall back to it. It’s quite funny just thinking about that advice that I was given by my parent’s you know, and I don’t totally blame my parent’s at all, because that was just the advice that they were given from their parents. For some reason I couldn’t get it upon myself and thought you know well that is not the smartest advice I personally believe, but at times I didn’t have any other thing to do, and I didn’t know what to do, so I thought bugger it I’ll just go and be a cabinet maker.

I became a cabinet maker and did my trade, and I guess if I look back – I’m big on looking at lessons about everything, and the biggest lesson I got from been a cabinet maker was sticking at it. I don’t know if anyone is out there listening to it and have actually been through a trade I know you have as well Jason, so you’d be able to relate to this. There was probably three hundred nights out of three hundred and sixty out of the year that I’d come home and be, “I hate this job. This is just not me I’m not built for this.” But, you know when you’re an apprentice you can get fatigued and you get treated like, the boy I guess and you get all the crap jobs. My mind back then was why I should be doing the crap job I’m not that type of person around you know, and I didn’t understand philosophy of you know you have to walk before you can run. But, fast forward four years of finishing all that, actually three years I finished my trade early and basically went to the owner and I said, “Look I’m going to leave I’m going to finish you know I’m sick of getting paid about twelve bucks an hour building kitchens,” and you know the top tradesman were on about seventeen bucks an hour at that time, and I why can’t I get that amount of money when I’m doing exactly the same job if not better than some of them.

I think that was the first lesson for me in asking for what you want I firmly believe that I was worth something greater so really took it upon myself to go after it, and I did choose that as my first ever preference in negotiation in the business world. I took that lesson on and basically you know I started managing the factory, so I was managing a team of about fifteen guys and that, and for me it was at that stage where I wanted something bigger and I wanted something better. I knew my skill set was better than managing a team of cabinet makers, so it had been about a year and a half I finally pulled the trigger after thinking about leaving. When I pulled the trigger I decided you know what I’m going to University and study to become a personal trainer. You know I left my full time job – I was getting paid decent money at that time compared to New Zealand standards, but again, I just took the leap and became a trainer. I went to University for one year…I personally believe that University is a waste of time you know there was more free time than there was actually work time, so coming from a background of working fifty hours a week to then go to Uni for six or seven hours a week just wasn’t really juicing my boat, so at the end of the first year of Uni I jumped on a plane and came over to my sisters in Australia, and funny enough I got to stay with her for free, and as long as I built there decking around there new swimming pool, so a bit of battering there that was my first communication in battering, and contra deal. I did that and then I just searched over there how to become a personal trainer, and I looked on the internet I’ve seen it before so I thought you I got some correspondence to do that, and because of the first year I spent at Uni it was all things that I had already done, so I became a personal trainer and that was five years ago when I embarked on that endeavor. I told you it was quite a long story wasn’t it, but I embarked on that endeavor and then basically – at that time I had enough evidence to  want to be good at something you need to be around people who are good or who are displaying quality you want to achieve yourself.

Jason: Yeah.

Brett: I basically received a letter in the mail…it was funny because I was thinking about it the other day like, the evolution of our relationship and it started from a sales copy written letter that got delivered to my mail at my home address at the time, so I must of opted in I believe to a name and email field. I got a letter in the mail and it was of these two blokes running an event in Brisbane which was only an hour away, so I was like you know what do I have to lose there is some guy on their claiming he charges four hundred and forty bucks an hour and I thought it was a load of [expletive] I better check him out. I went up to this event and funny enough I sat in the front row, and started asking questions and it just, so happened that you were standing up the front as well answering the questions, so that’s basically where it started. Did you want me to continue on mate?

PM: No that’s fine, and I’ve got a saying I’d share because as you were talking my phone fell over and it actually hung up

Brett: I’ve done that.

Jason: I was pretty quickly trying to get back on and I was like, well he’s still going that’s great.

Brett: Yeah, well funny enough mate I was the idiot because I’m recording this I actually knew that you dropped out.

Jason: Yeah, yeah, that’s great.

Brett: Listen I could talk another twelve hours about myself you know it’s not hard.

Jason: Well it’s good I think it’s good to give people some background story on where everyone started, because from my experience that is how people really relate and there is some really key you know parts to that. Just to lead on from that what was the defining moment that made you realize that developing your business skills was essential, so say you’ve come through and you realize that cabinet making wasn’t for you and embarked upon the PT side of it – obviously the technical part of it like, so many trainers do get really good or skilled to some degree and go out there and join a fitness first you know pay your rent, go out to the studio you know whatever it is I need to be. I guess you put your reality that people don’t necessarily just start knocking on your door just because you’re a trainer, so I guess my question just to recap is, was there a defining moment that made you realize that developing your business skills was essential as the technical side of it, and so what was it and what did you do about it?

Brett: Sure, so again, I’m massive on you know there are certain moments that actually changed the way I look at things or feel about something, and I have gotten really two key ones. I know you asked for one, but I’m going to share two because I’m a bit of a rebel. The first key moment for me was…actually I was walking out of my garage one day and I was with a flat mate at that time and she was on her computer, and she was scrolling through what was called a PDF. I didn’t know what a PDF was back then either and I was like, “What are you doing?” and she goes, “I’m just reading this PDF” and I’m like, “What is that?” and I looked over, because what caught my eye was I’d seen photos of like, someone doing a squat and I was like, “Okay what’s that person doing?”and she told me she just purchased an eBook and it cost her thirty-seven dollars. I was like, “What you just purchased that on the computer” which is not real right, it’s just fake that looks like something you just purchased for thirty-seven dollars and know your reading it, and I said, “Where is the person from” thinking you know there is someone down the road or a friend of theirs, and she goes the persons from Canada.

I was like, that right there for me was a defining moment of this world believe it or not is bigger than your community, and bigger than your stake in your actual country. There are a whole lot of people out there that we can reach versus just our initial internal realm, and I looked at that and I thought you know what, “ I am going to sell those type of products, but better, “ because I looked at it and thought this was pretty crap it was just an exercise with some writing on it, and I was like, “Wow I could do that easily” and that was my big defining moment of what was opening the world wide web and what sort of lead me onto my internet marketing and marketing path.

The second part really guess kicked started and made me decide I want to build this multi-million dollar company whilst – my partner Emily she wanted to become a personal trainer she hated her full time job, she was working in retail, and me been someone who always just wanted to try and follow, “Oh, why don’t you do this. Why don’t you do that,” and then I basically just stopped and asked her, “Well what do you want to do?” and she goes, “I’d like to be a trainer” I said, “Oh, okay if you want to be a trainer then you will have to find a course and learn” and she learned. In that time there was a period where I guess my personal training business was put to the side, so I had my clients and was getting my money each week, but my main goal passion was to work on internet marketing, and sell my first ever eBook. Basically Emily got qualified and then I was going to use my skill set that I had acquired over the time with marketing to be able to get her some clients. What happened was that was quite amazing because we filled Emily out with clients in the first couple of weeks she was booked out. Then something extremely amazing happened which to me to this day I’ve never seen anyone ever have results like, this in the internet marketing world, and I actually know some really big hitters in the internet marketing world and some of the leading internet marketers.

It was over a twenty-four hour period I’d done something that no one had done before, and it was all to do with facebook. Basically we generated in a twenty-four hour period it was twelve thousand five hundred and sixty-four new leads come through our opt-in that we created, so to repeat that it twelve thousand five hundred and sixty four new leads in a twenty-four hour period and that to me was just you know what this thing has legs I’m going to now put my energy into creating a business. I didn’t want to have a big company I just wanted to create eBooks, sell eBooks and then just live a nice cool lifestyle, but myself been the entrepreneur and the you know person I found and asked myself, “I would be doing a disservice to this country and the world if I could not create this company, because there are so many people out there who can utilize our help” so those are the two moments mate.

Jason: Yeah, and it’s a good point and for people listening at home what you understand is Brett is a really big thinker and the other thing I really took away from that point there is when you say I tried something and I haven’t done before the key components that I learned when I first started learning marketing was that you know if anything be different, standout, and be courageous. You learn the actual psychology of marketing and sales, but don’t just follow the rest of the pack which is I guess is what you did Brett, so…I mean to take away points that I’d rehash to people is that you need to think big, and Brett was exposed to the idea it’s not just his circle of influence in his local area that – even if you were starting to build a data base up of a product or service or some type of training method, or something you have got to offer that not just people that come up to you and pay money for exchange for a session can benefit, but some kind of information product worldwide, so you might not even have that at this point.

But what you might want to start doing is looking at doing a large list in a data base, so yeah; some very key points in there. Mate, what do you believe was your biggest break in getting your business of the ground? It’s cool if you want to talk about your own PT business it’s probably what more people are going to relate to here now. I guess you can also then transfer onto Fit Chicks, but first with your own PT business what was the biggest break in getting your business off the ground I guess from when you first started to when it was really going great guns for you?

Brett: Sure, so I think if I look at it you know to step out of the actual story and look at it from the outside I see it broken up into two or three different categories, because there was the first category where I knew – I played sport all my life competitive sport and I was like, to be good you have to have a good coach. I guess it would be good for me to actually not say you know I came to one of your guys events and look I guess what I got from that day I guess just light the fire underneath me that was the big key thing attending an event, and actually knowing that it’s possible, because when you enter an industry you can go into it with the unknown of, what is actually achievable in this industry? I guess a big trigger to me was when I had seen Brad you know a great of mine, yours, your business partner saying, that he charges four-hundred and forty dollars for a PT session like that that actually stopped me in my tracks, and I was how can a guy be doing that. My mind set at the time was like;“This is a load of [expletive]” he must be either like a ninja and just milks of people like that or he must do something differently. I knew there was no such thing as ninja’s after watching the American ninja movie with Walter Berkoff

Jason:  Golden oldie.

Brett: Yeah, I was talking about that with someone the other day, but it’s not his top movie, but I wanted to see what this was all about. I liked you guys when I first meet you and I made it a pact from then to stick to you guys like flu, and I’ve certainly done that even though you know sometimes you’re trying to peel that glue off yourself, but you know it comes back on. There are so many lessons that I take out of that and one of them got massively was perseverance you know don’t give up. Like I remember our first ever meeting you know I sat in front of you and I said, “Well look you know I want to be a coach to you guys one day” and I even had in my mind you know, and you trust the before saying you know I’m a quick thinker. I was already thinking in my head, “How can I own this business? How can I be partners with you guys?” like that’s type of mind set that I had.

The great thing about it mate was that you were able to smack me down on my face almost and mostly put some reality into my mind, because I had never really had that reality check when it came to my big thinking, “I want to do this and I want to do that” because I’ve known for a long time that whatever I put my mind to I will achieve if I want to enough, but what I was lacking was a lot of discipline, and I’m sure your testify to that, but that was one of the biggest things for me is been around people who were doing it and been able to advise me in the right way.

Jason: Yep.

Brett: You know so pointing me in the direction if I come of the track a little bit maybe your just want to get me back on it, because you know again, I put my hand up and I know that you know a lot of the times I can be all over the place sometimes that can be a great thing, but sometimes it can be very limited to the outcome I’m trying to achieve.

Jason: Yeah, it’s always too much of one side you know that’s never going to be a great thing, and you know to your credit your right. You did what I probably did pretty much with my first mentor and that was I just travelled went everywhere that he went to learn the skill, because there is nothing else like it. The reality in this day and age you don’t always get that opportunity, so as you know yourself Brett whenever we were coaching or teaching we’d use that expression that opportunities come and then they go, and it’s a real shame if someone has that opportunity and they don’t grab a hold of it. That was one of the things I really admired about you, you did that pit bull approach that you were going to make it work and you were going to do whatever it took to get it, and I totally agree to.

In terms of strictly business because I’d say that’s on the emotional intelligence and almost the personal development side of it to be able to recognize what you need to get and get around the right people. From a business perspective what do you think was the biggest breakthrough in getting your business off the ground? It doesn’t have to be one, but what was the combination for you going, “That’s been the missing component of my business that I didn’t know that I should have had in place” what was that for you?

Brett: I think mate if it comes to the vicinity between one of my own emotional intelligence because I was – everything I know I knew already if that makes sense, but the problem is; not knowing how to think about that. My biggest issue you know and if we go back to the emotional intelligence and my personal development was – that’s really the catalyst to what opened my eyes to what is achievable. If we go into it from a business perspective what enabled me to then do is to understand that I need to become an expert in the area. I didn’t have to be the expert in everything okay that’s why you have great team members for and people who can do tasks for you. I knew that my expertise and I’ll use the term unique-ability which a great entrepreneurial coach and tolerance coach that everyone has a unique-ability and I never knew what my unique ability was because I was – without trying to blow my trumpet of I was always good at a lot of things, but I never really fully excelled at the one thing, because I was too busy trying to be good at everything.

Jason: Yeah.

Brett: For me the biggest thing was I believe I feel I love with marketing I just loved what marketing does and what it can do. If I knew if I mentioned marketing back when I was in the dating game you know honestly the amount of people you can talk to and, you know, because your marketing yourself to people your marketing your service your products you know I could have been…my teenage years would have been a lot fitter if fact it’s,  probably a good thing that I didn’t need it, but marketing to me was the thing that was the catalyst of my business and all my success I believe because there are, so many off shoots in marketing, and world systems. For me another unique ability of mine is I can see a big picture like, I can see a massive project where a lot of entrepreneurs see these big projects, but they don’t know the incremental steps to get to it, where I feel something that I’ve been blessed with is my natural ability is to see a massive job, task, or product that I will know how to break down each little step systematically to get to that. That is where I believe the biggest business shift for me is under-standing marketing and business.

Jason: Yeah, I couldn’t agree more you know it’s what we…

Brett: It would be rude for you not to agree, because I’m the guest remember.

Jason: Say again.

Brett: It would be rude for you to not agree, because I’m the guest remember.

Jason: Well that’s probably true yeah, yeah you know that’s just how it works I was like yeah, Brett that’s great man fantastic in fact.

Brett: Yeah, mate it is.

Jason: Superstar, the reason I agree is because we say at our workshops that you’re not in the personal training business you’re in a marketing and sales business and you know you can be the best technically what you do, but if your unable to promote yourself effectively and get your message out there that your be the brokest with the best kept secret, so I agree the two key things are marketing and sales.  At the end of the day you need to be really good at it, so I couldn’t agree more on that. Though in your opinion and I know these can be generalizations, but you’ve been around the game long enough to see what would you think holds most trainers back from getting their business of the ground? What would you say it was? I know we have covered your elements of it, but in your experience because you have coached for us for a long time and you have coached a lot of people and your also presented to a lot trainers what do you see out there that holds most trainers back? I guess once we get through that we can talk about really what they need to be looking at and doing instead?

Brett: Sure, mate I think like, you said after coaching hundreds of trainers and speaking to thousands of trainers as well, I personally believe – we could talk about this topic for at least a week and we will use the headline as, “Mind Set” right, so it’s the mind set of people, but underneath the mind set we want to start categorizing things. I personally feel that the biggest thing holding trainers back is the scarcity, so the scarcity mind set of going, “There are already people out there doing it you know how am I going to break into the market” or also I guess there self belief like, not believing that they can actually do it, because I think a lot can come from both those categories.

If we go back to that whole scarcity mind set of – especially in the gym scenario, so when I first became a trainer I worked in the big boss-chairman you know there was like, thirty-five trainers and all I would hear all day from trainers, “Oh, I’m not getting enough leads you know I can’t believe you gave three leads to that person I’ve been here for a year, and you didn’t get me any” you know it was just that I personally felt you know maybe if they had thought about it a bit differently you know, because at the end of the day what are you doing yourself to get leads. I would be out there literally on the gym floor talking to people doing what I was good at you know and I never had a scarcity mind at all about, “Oh, know are they going to train with that person or me” because at the end of the day I believe there is enough fish in the ocean for everyone to have a good feed. If I can help you get a good fish so you can help feed your family then for me that is a bread winner’s loss, so I believe that scarcity versus abundance attitude is the key.

Jason: You know I couldn’t agree more and you know in your head like it’s not just about this, and your learning about more marketing and sales that stuff definitely has to happen, but your right if the mind set does not change you know ultimately you will have that bunch of information and you won’t be able to put it into play if you don’t have the right mind set if your thinking that’s the case.

Brett: It’s like yesterday when we had done our podcast right, so we did an interview together and on that interview we shared some really valuable information and we are going to do that again today. We are going to share exactly how everyone achieves something. If you ask me a question my minds going to go, “Oh Jason look I don’t really want to get a trainer because they might go out there and steal clients” you know you just need to have that – if you haven’t read the book Influence from Robert Cialdini I highly recommend that you do that. Last night I actually watched a video of that and he talks about the six rules of  human psychology and how to get people to say, “yes” and one of those laws, his first law reciprocation for the law of repository you know that whole thing is give first to receive. I’m a massive, massive believer in that so whatever happens from any interview podcast, any article I write out there someone is going to be there and they are going to go, “You know what that’s amazing stuff thank you so much” and they can implement it. At the end of the day we are all here for a reason and we are all here to just do the best we can do with the information we have and I’m a massive believer in that.

Jason: That leads me onto then we talk about sharing information and I guess you know access some blue print as I call it because the thing that I really – obviously we are in the coaching, and mentoring organization and talk to anybody that is successful they all have mentors from top athletes, forty players you know business people that…they all have someone for that reason. Brett you know you have a coach I have a coach, and I have a coach in a couple of different fields also, not just business, but financial coach and someone knows that little bit more than me or a lot more than me in some cases, and I seek out these people. I guess my question is now can you tell us your secret to building a successful personal training business, so maybe there are a few different key components of that in your mind? If a trainers sitting in front of you your saying, “Hey look at the end of the day if you want to be successful these are the most haves” secrets if you want to call them that to make sure your business is going to do as well as it possibly could.

Brett: Sure, mate I think with anything a blue print is always something that you want to have. I guess one of my first episodes I did on my podcast was talk about five keys to successful fitness business. Now, we could sit here and talk about bloodly maybe twenty, thirty, forty or a hundred different of these methods, but you know my five keys first of all is, one is that you obviously need to be in the right mind that just goes without saying, so you need to know what you’re actually doing, and in no particular order another one is you need to build a rating community, so you need to – whatever your product or service be you need to make sure that your going to create a rating community.

If you want to create a product on how to feed your pet pug now you need to create a ratings community to people that love pugs, so an example of that is if I see a photo on facebook and I see a pug I’m going to automatically gravitate towards that, because I have a pug myself you know actually the Men In Black movie because these dogs are awesome to my eyes. Now, someone else may look at a pug and go, “Geez there ugly dogs” and you know I have to agree with you they are a bit, but in the same token you need to build a rated community of people. Whatever that is, so if you wanted to train old people or young people, athletes, and the general public you know then you really need to build that community and you grow that by using the term I like to use “Education Based Marketing” so you need to educate and motivate these prospects to want to engage in your products and services whether it be immediately or six or eighteen months down the track you need to adapt that mind set.

Now, secondly I think you need to produce results so you can go and create the best product for service out there in your eyes, but if it’s not producing results you’re going to get found out and a lot of that particular product or service just won’t be worth it to anyone. I’m a massive believer in other keys so to the third key is providing multiple services. Now, you could look at this as your products with another famous entrepreneurs coach a friend of yours who talks about creating a product client sweep, and if you just want to look at like, I’ll give you some examples of our products sweep that we’ve created with International, so we have Fit-International as say head of the company out of that we have our Fit-Transformations which is our licensed program professional trainers who want to run their very own Fit-Chick location, on that we have also got Fit Kids, Fit Mums, so off shoots of that particular program. We have got our Fit Online which is all online products, nutrition products, and workout assistance. What else do we have we have recipes, and a whole heap of products just there that people can purchase online they may not be in our community, but anywhere around the world people can purchase it. We have got Fit Supplement, so you can purchase supplements, we have got Apps which is an iTunes and Android App you know we have got the Fit Foundation which we are currently creating which is really exciting for me, because as our company grows we want to be able to give back to the community and charities as well.

We are running a Fit Chick Retreat and in actually four days we are actually heading over to Bali, and taking thirty girls with us on our retreat, so that’s the product sweep, so we have multiple different products and services that we can offer to the clients that we currently have. If you’re listening there going well, “Geez I can’t retreats and I can’t do this can’t do that” I totally understand just start with something simple such as your doing one-on-one training, or maybe have group training option. Have an option liaison method and service where if they want to get a massage they can go through you you know liaison Supplement Company if you can and get and the supplements for your client you know there are a heap of different ways that you can build this on a smaller scale as well.

Then the next one I have is been genuine you know at the end of the day the key component one of the key components is to by genuine you need to look at it as though it’s not all about the money. You also need to have a reality check and realize that money does make the world go around, and for me in order for me to achieve my purpose of actually helping millions of people I need a lot of money to do that however; in the same token you need to be genuine. People know if you’re not genuine and they will be able to get that vibe from you that you just did it for a quick buck, but you need to be totally genuine about that and of course having a real purpose.

Jason: Hum.

Brett:    I’m a massive believer in you need to have a real purpose in and what I talk about in that aspect is I’ve created a Fit Foundation, so my purpose is for me when this company is running to its…where I would like it to be I see eighty percent of my week spent with working in the Fit Foundation going around to places and been a part of something that is just bigger than me, so that is something I’m really, really passionate about and I can’t wait to be able to do that, that really gets me excited. Again, we need to just have a reality check on that going well, in order for me to be able to do that and have the Fit Foundation you know the company initially is making money you know or else I’m not going to be able to do the things I want to do. Finally mate, actually well that’s five, so those are the five key components I believe, so what are your thoughts on any of those that stuck out for you bud?

Jason: You know really at the end of the day the best part is you have really have expressed what made your success and your business successful, and for me I couldn’t agree once again, more with those things. The thing that stands out for me out of everything you said was that having a real purpose and passion. What I’ve personally found over the years is that when it was just about the money when I was I guess in my early twenties I was just thinking I want to have more money you know it really didn’t get me out bed for who I am or it didn’t really drive me. It’s not a clear direction about why you’re doing everything, but for some people maybe money will be able to do it, but I can pretty much access after many years of been in it and seeing other people it will run its course if it’s just about the money. The thing in it what you said for me was having a really clear purpose of what you’re doing like, in our business we are very clear we have a target of educating you know by the fifth year in four thousand trainers that was just a goal we set you know it was more or less great, but you know we wanted to provide as many education material that we could not just in Australia, but around the world. For me that’s exactly it, having a very clear vision for what your business goal is, so you can work back so every year you do have some structure, so you know every month this is our target, this is what we are trying to achieve, this is what we want to head towards and then you can break that down to the daily tasks. In our workshops the biggest thing we hear is time management, and when we look at it what resolves time management is having a very clear purpose as you said, and the people I ask, “Well what’s your end goal for your business?” and really the next question is they don’t know, because if you did know what it was you wanted t achieve, you know it’s not about been better time management it’s about really going and getting stuck into the activities that excite you to fill your own goal. Procrastination only comes in when you really don’t have a clear purpose and you know desire, drive, and having goals.

Brett: I think just on that as well mate is that home that point of purpose it really only dawned upon me probably a couple of weeks ago…I had this realization since I started the podcast and doing interviews you know like the other day when we were chatting on all things and how to have a successful business and stuff what really dawned on me was I asked myself the question, and asked myself really like, “Am I enjoying my role currently in the business I’m in, and what do I enjoy the most about the role?” what stuck out for me was I’m actually enjoying right now at this moment in business and time I enjoy sitting here and talking to you on the phone right now. We are not getting paid for this we are just simply sitting here talking about business and on how we can help other people and to me that’s weight in gold. You know, so it always does you know and I guess it triggers me sometimes in regard – usually we are on a constant search to generate more income for the company, but the thing of it is it’s just a vehicle to be able to help you do what you want. If we weren’t making any money I would not be able to sit here and talk to you on the phone and do something that I really, really enjoy.

Jason: No, but you’d be busy out there trying to do it you’d be out there exchanging time for money.

Brett: That’s exactly right I’ll be training clients again, trying to get paid for my services yeah, it’s I just think it’s a really valuable couple of points in that for people listening is that…you know check in with yourself and ask yourself are you actually enjoying what you’re doing, and if you don’t get out of that stop putting yourself under all that pressure when you can go and find something that you enjoy you know.

Jason: Yeah, you know things from my personal and once again, having the opportunity to work with thousands of trainers you know I think I also liked the idea of a passive income and I think I liked the idea of working less then there is that middle you know the part in between of going, “Can I really do this? Have I got a track record of not doing what I said I would do? I don’t know even how to do it. It’s a little bit scary” you know, so they get stuck in the rat race or the treadmill where it’s not really ultimately what they want t do, but I’m not sure what else I would do. Not sure whether I would be able to make it, so you know what I’ll do is more of the same.

I guess my question to you is we have all been through the process of going from a single self-employed person bringing in a hundred percent of the income to then what you’re saying know is, which I personally love as well is I can be sitting here doing this my businesses run themselves, and I’m not required to be actively in it doing all the delivery of the work although I have a part to play in it. I can go away on holidays and you can go on holidays and the business is not going to stop. So, that’s the pay of the picture of the excitement of what’s on the other end, but how you get through that middle bit, how did you go from going…maybe you’re not the best person to ask because your that person who thinks big and just has that drive and motivation to go through, but let’s run with it anyway.

What was that middle experience like for you from going single employee to where you are now to – you don’t do any PT of course you haven’t for a long time and you have this massive multi-million dollar organization called Fit Chicks was the process and what was some of the main pivotal steps in between?

Brett: Well mate I think again, like there is that part of me that just wants to say just do it, just do it and take a leap and jump, but we could be realistic about this. You know I’m a guy that thinks big, but like everyone I’ve had struggles, “Should I do this? Should I do that?” and I think mate it really comes back to looking at laying out the situation, and one of things going, “Look what is the worst case scenario if I was to take this next step?” so, if I looked at it and go, “What is the worst case scenario of me not wanting to get more clients when I discovered internet marketing?” so I was like, “Well the worst case scenario is all my clients drop off and I have no money” so then I ask myself, “Well do I have the skills to go get that back again” and I said, “Yes” well okay no worries. Then I went on the flipside and I go, “What is the best case scenario if I concentrate and spend that extra heap of my time” and I literally spent over six hundred hours sitting learning internet marketing, looking a website etc., doing all the technical stuff which I probably recommend not everyone do, but I just said well, “What’s the case” and I said, “You know what’s the best case is I get to live the dream. I get to make money while everyone else sleeps” and I’d way rather have that than you know not have clients, and have to go back to getting new clients on the gym floor.

I just weighed out my pros and cons and looked at worst case and best case, and I just liked the best case so much more that it was worth having a shot, so that’s probably one way that I really look at it. I guess if we looked at it from a more of a technical point, let’s say you’re already in business and you’re doing okay, and you’re at the amount of clients that you like, but you don’t know how to take the next step. Look at return on investment is, so for example we have some sales team now who work for us and they are responsible for liasoning with the personal trainers who are looking to take on a Fit Chick location, so I looked at them and said, “What is the worst case scenario for bringing this person on?” because at the end of the day I need to look at it and go, “If I bring someone on I have to pay them a wage” so there is an expense there. Then I’m like, “Can we afford that extra expense?” where is that money going to come from. But, I look at this mate and I think this is a really powerful thing for people to look at, and am I willing to give this person – like I look and go, “How long do you think it would take to train this person up until you feel they would be good at their job and your getting your return on investment?” I looked and I said you know, “I’ll be happy to pay someone for a month” so if someone wants to work for a month full time doing our sales role that we currently have, and if they were to produce – worst case scenario if they produce no results and we just had to pay them then all that means is we would be out X-amount of dollars because we just had to pay them in my time and energy for them to get into it. Then I thought, “What are the best case scenario?” well the best cases were if a person turns into a gun and just is a sales machine and brings on dozens of new trainers every month. Those were the two passionate scenarios and I went back to the…you know we did the max on that, “Would I rather lose a fair bit of money investing in someone’s time or would I rather have hundreds of new licenses come on board” and it was such an indecision, but you just need to weigh out what your worst case, and you’re willing to do.

I will give you one more example of that which I think is imperative for personal trainers is investing into your marketing and looking at what where your marketing dollars go to. For myself I spent more money on marketing in the last twelve months than the average person would earn in five or six years. Now, a lot of people go, “Wow why are you spending that much?” and I go, “Well I know what my return on investment is. I know every dollar I spend I can get back, and I know for every hour I invest my time into something I know what I can get back” so you know you just have to know your math, and for me math in school with the algebra and all that I finally realized why math is important, because when you want to count your dollars your meant to be able to count.

Jason: Yeah, I failed math terribly at school, but I definitely love it know from exactly what you just said then.

Brett: Yeah, I meet an example and this is something that totally does my head in because I’ve got multiple websites and we are really big on, and this is something I definitely took away a great lesson from you and Brad is, the whole thing in testing and measuring. I was always good at implementing stuff, but I never really tested and measured and got a result. I have a squeeze page and I was like, “I’m actually going to do a split test on that,” so I have two squeeze pages offering the exact same result the only thing different was the image. What I’ve been interested in putting up for three days, and I found out that one page was out converting the other page by six percent, and that six percent meant an extra…it worked out about two hundred and thirty leads a week you know difference between the two pages. Now, I know what each lead is worth to us and I know that two hundred and thirty times that money ends up been quite a lot of income.

Jason: Yeah.

Brett: The thing about mate I would never have known that if I didn’t fish or just have a crack at it you know because I’m sitting there going, “Well I don’t actually even know about Split Disc or how would you start a Split Disc?” But, I knew what it was, but I’d never really implemented it properly until this stage, so that is really something valuable testing what your done, and see what works, and doesn’t work and then you know where to spend your money. It’s the same thing with hiring someone if you have someone who works for you catch them, and make sure they are doing their job if they don’t find someone else to compare, and see who the best is.

Jason: Yeah, and something that is really important that popped up to me when you were speaking about testing and measuring you know I guess from where you where to where you are now with the success you have had it’s important for people to understand as well that – I can remember a good break through it was definitely closer to two odd years you know you just back to that persistence you learn you went over to the states, you flew yourself to Las Vegas, you’re in our program, but you didn’t stop there and you went over and invested more of your hard earned money to get over there and get around experts in the stuff you were just talking about the online stuff to  come back and persist and persist.

I’ve seen many people over the years get the same information that you did and you know I guess you have to look for those of you who have read the book, Think And Grow Rich she talks about stopping three feet from the gold, so you dig, and dig, and dig, and go, “I’ve had enough of this, this is too hard this is rubbish it’s not going to work” and then they stop, you’ve just persisted and I think that is the message I want to get through to the listeners is that we have got to make sure we understand that you know it just does not happen overnight for me and didn’t happen overnight for you Brett. You know it took five years to be an overnight success, but what I really want people to understand is that regardless if you build a massive business or in between business whatever always just think about your lifestyle, and what people like, Brett and myself Brad, and other successful people they design their lifestyle first, and what they want to do.

Do they want to go away on holidays for six weeks of the year, how do I want to give back to society, what do I want to retire on you know, what kind of cars do I want to drive you know how much will I donate back to charity and stuff like that. The clearer you are on that then the business will then develop behind that and not the other way around, so I think it’s really important for people to hone and get that part clear and the rest will fall into place. Plus to really emphasize it I personally have witnessed Brett try, try, try, again, to nail it, and I tell you what when you get that one that works you know if your saw the inside of Brett’s business and what it turns over, and what it does, and not only the money, but how many of the people are helping now and how many people it’s had on a big impact around the world. Not just here you know a lot of the green buttons can go off, but it’s that classic thing again, people say Michael Jordan was a freak, but they didn’t see the extra five hours of training he did when everyone else on the team had left, so that is the part I really want to put across. If you really want it bad enough you have to persist.

Brett: I guess mate just on that I hundred percent agree with everything you said there because persistence is the key, and what people don’t see is, what goes in and right a quick story on that which I think will relate.  When I first started internet marketing I created my first product and I was like, “Yeah, this is going to go great I’m going to make thousands of dollars just like guys that I follow do and it’s going to be awesome and it will just create my lifestyle.” With the first information product I created I did what you would call a product launch it wasn’t that good of course, because I didn’t really follow too much of the method because I didn’t really know it. But, I had a crack right and got my first product out – I did all the backing and setup myself literally hundreds of hours of time spent on this hoping for that big payday I’m going to get paid. I did the launch…the first person who ever bought my information product was my mum because you know which for me – my first information product I was under the feeling you know I can’t wait for that first sale it’s just going to be the first of many, and I actually felt quite saddened by it because I was like, “Oh [expletive] now I have to pay my mum back the money I don’t want her buying my stuff I’ll give it to her for free you know” and that little product launch I sold about twenty units or something nothing at all glamorous you know twenty unit, and I think I only sold it for nineteen to and that was my first ever product launch. Most people would stop at that and go, “This internet marketing does not work it’s crap” you know, but I persevered then our second product launch we did about six hundred sales and then on our third product launch we did over a thousand sales, and this is like within a three day format, so in three days we sold over a thousand units. Now, people think oh, man you had overnight success and I go, “Yeah, my overnight success of hard work and hours and hours of learning stuff that’s what it took mate” you know for me it’s really for me it’s…I’m really product to talk about that because you always hear these stories of persons doing well and they killed it they’ve done great, but there is always a back story thing and I think it’s really important to be able to relate to that. I’m not anyone special although I like to think I’m a special type of person, but there is not too much difference between me and everyone else. Maybe I think a little bit differently, but you know to create an information rating community anyone can do that you just have to want to do it you just have to want it.

Jason:   Yeah, and I think you know in terms of the whole…not been special yeah, it’s a good point you know two arms, two legs, you know the same as everybody else. Well, the thing that’s really important is you know a lot of people go, “Oh yeah, but that’s so and so, and they have the look or they come from this background or they have come from this background” and you have to be very careful I guess if not limiting ourselves and making excuses or you know putting those limitations. It’s really powerful what you said there it’s exactly right everything that you’ve learned can be learned by others. Everything that I have learned can be learnt by others, and if your open and have a desire.

Mate I guess you want to start to wrap up you know you did a really cool thing with me last week, but I’ve just got a few questions. I guess a bit of fun a bit of heart in this before we begin…I do want to finish with I guess a snapshot of your current business though and what Fit Chicks is doing and if anybody is interested to find out more about it, and where they can go and explore that kind of stuff. I guess firstly mate the first one, – and I don’t mean an disrespect to anybody listening to this it is purely just for fun, so I’ll appreciate it, but your straight we know your straight you have a beautiful partner in Emily, but I want to know who would you turn gay for?

Brett: That’s an easy one mate definitely has to be Ricky Martin that dude I think is quite funny we were watching the voice just recently and Emily and I just kept looking and going, “Man does this dude do anything wrong” watch he speaks in a seductive way, he’s a great looking bloke you know it would definitely have to be Ricky Martin if I was in love with him.

Jason: Well what got me how easy it came out how you said that’s the easiest, so I kept thinking he’s thought about this before.

Brett: Yeah, I constantly think about him I guess it’s quite easy to roll off.

Jason:   Well now that we are all comfortable with our own sexuality I’d agree.

Brett: Yeah, yep.

Jason: The next one is mate…

Brett: I’m thinking about going to his concert to mate.

Jason: Say again…

Brett: I’m thinking about going to his concert. Do you want to go?

Jason: Mate I would be happy to go.

Brett:    Okay, that’s cool.

Jason: Well what’s been your most embarrassing moment I know you probably had a million, but what jumps out when I first say is you’re most embarrassing moment and why?

Brett:   That’s a good one mate because it takes a lot for me to get embarrassed, because if you know me well enough I’m pretty much black and white, but my most embarrassing moment…can you break it down into a context, because like you said there is probably many things I can say.

Jason: Well, like it could be a conversation with someone you just meet and you said something that was you know…silly or stupid in my view, and you know I said something that you know could have been a bit embarrassing a bit like, you know, “Congratulations” like that or, “Your pregnant” well not I’m not.

Brett: Okay, yeah well I probably haven’t said that because I was probably quite introvert, but something that pops up to me that was quite embarrassing was – I’ll give a little bit of a back story. I only ever used to drive manual cars and moved to Australia and bought an automatic, and because I always heard automatics break down and this type of thing. I parked at Movie World on the Gold Coast, I can’t remember what – I didn’t go to Movie World, but actually I went to a casting audition at Movie World and I got back to my car and I went to start it and it wouldn’t work, and I went, “Geez this is not good” so I rang up the RACQ, rang them up, and got the dude out. The car was parked in reverse like; I didn’t have the car in park so it wouldn’t start, so that was quite embarrassing from what I just remembered.

Jason: I had a classic one I’ve got plenty more, but when you said that I just remembered been at the coast once and I was at the sunnies up there and I’d just bought these new  sunnyies and I’d had a stock, and track record with loosing and breaking them, and I got in the car and went, “[Expletive] my sunnies” and I’m racing back to the restaurant thinking I left them on the table and I said to the chick, “I just want to check to see if my glasses are there,” and the poor thing she kind of subtle looked on the top of my head and I discovered that my glasses were sitting there, so that was one of those moments to mate. If you have the opportunity to just meet one person famous whatever if you got that opportunity if there was just one you had to pick who would it be and why would that person be important to meet?

Brett: It would probably be Ricky Martin first, but I would have to say mate because it’s quite funny I talked about that the other day with another mate about who would you have around for dinner if you had five people, and it’s a really, really hard question to ask, but I think what pops up to me the most right now would be Steve Jobs for the reason been you know I’ve heard a bit of his back stories, and you know I think that would just be amazing to be able to just in the head of – any ambition to iPhone back in the ‘80s when no one thought it possible, so that type of visionary thinking is where I’m with that. I like to always think what you know what’s the impossible, but really possible, so probably Steve Jobs mate.

Jason: Yeah, what’s a bad habit that you have that you know you might not absolutely want even break, but you just probably deem to be a bad habit?

Brett: Yeah, so I probably have a few bad habits.

Jason: Yeah, my wife points those out to me.

Brett: Yeah, yeah, so does Emily she’s really good at that. I think probably one of my worst bad habits would be cleaning up like, ninety-nine percent. What I mean by that is I will do the dishes, I will clean up stuff, but for some reason I will leave a glass or the chopping board there and I go, “Why do I do that why don’t I just do and complete it” so that’s probably a bad habit.

Jason: There will be a bunch of people pissing on sales laughing because I got that trait I’ve it’s a certain personality to some degree that you kind of go, “Mate you’ve come this far you might as well just knock the rest on the head” and she’d be like, “I checked and I’ve done my part” you know, but leave two or three dishes there.

Brett: It’s not like I left the last piece of bacon in the frying pan well I cleaned up everything, so  I left the stuff in there and I was like wait a minute Brett,  so I actually went back to do it because I caught myself out, so I guess it’s a habit that I’m looking to break. I’m not crazy I promise.

Jason: Okay, that’s great thanks for sharing that always good get an inside and other perspectives. Just to finish up mate you have Fit Chicks International going gang busters you know if people listening haven’t heard of it you know I would be very surprised if not when they go and check it out I think they would be very amazed. The things you and I have been speaking about it definitely a lot of great morals out there and some people may not be totally clear on what they could use and you know we absolutely are big advocates of the coaching and mentoring and business opportunities, so for people that want to go and find out a little bit more about Fit Chicks and what it’s all about and a bit more about yourself Brett Campbell, and your vision and passion behind it where can people do mate?

Brett: Sure, so I guess probably the easiest place would be to go to FiitInternational.comau and that’s spelt with two I’s F-I-I-T, so FiitInternational.comau or they can see the prices I guess of what we have. Even from a learning perspective even if you’re not interested in looking at anything we have just have a look at how I do it, it’s the way you learn. On the website you can click on a tab which says podcast you know I really suggest you get on and register for the podcast, and listen to – like last week I interviewed Jason, and I also interviewed Arnold Schwarzenegger he’s a fitness advisor, so you know we have great people, and we have some awesome information to share. Definitely go and check out episode number six with myself and Jason which I believe is extremely…it’s probably my most sellable one to date.

Jason:  Yeah, awesome heaps of fun I agree it’s one of those rare I, don’t know if it’s rare, but it’s definitely…I was talking about it yesterday going and doing some interviews, and after doing it for a long, long time as we have we really identify if you advise anyone to listen to it’s definitely that one, so I would agree although it shows we really are pumping our tyres up you know we know a thing or too. Mate it’s been great having you on the interview today and for those of you listening if you are thinking, “I don’t have these people in my life and I don’t have mentors or people to be able to connect with that want to go ramble” my message is that you know around a least two of them, and not two you know Brett’s company and our company we work closely hand-in-hand and we have a very much a great relationship, and our main aim is the same which is why we connect so well and are such great friends.

We want to pass on what’s been such a great blessing for us to those who are driven and want more from their life and I couldn’t recommend getting yourself around more of what we have to offer on a regular basis. Those would be my parting words and once again, it’s both our missions to make a difference out there, because the industry and business has rewarded us handsomely and there is nothing like, passing that on to other people and seeing and denying the income they could make, but just a different quality of lifestyle and providing employment for others it really is a really great reward.

Brett: Look mate again, I just want to hone that one home to people listening to this you know whether you’ve found about this interview via myself or Jason or someone else I’d highly recommend I can’t recommend enough coming along to the two day events that you guys run where you educate and motivate trainers on systems and procedure, and how to run a successful fitness business. If you’re listening and you’re like, “Uhhms and Arrhs” about getting along and you going, “Well I don’t want to have to pay the two hundred or four or five hundred dollars” whatever the ticket cost now to go there take that money aside it’s going to be the best investment you have ever made whether you do anything with it or not just getting along to these events will just make such a massive business in your business, so I highly recommend. Hey you know if you’re listening to this I’m going to go out on a limb here because I like this kind of stuff, because I reckon if you email Jason privately, and let him know you listen to this podcast I’m sure he will give you a free ticket. So, I will leave you with the rest of that Jason I’m sure you will follow through on our deal.

Jason: Yeah, yeah, well we will see how we go maybe we will just limit that to the first five people that listen to it and email me.

Brett: Yeah, that’s probably a good idea actually.

Jason: Yeah.

Brett:   The first five people who contact Jason will give your rewards.

Jason: You know what Brett we were saying if you really, really want it and you want to negotiate and sell me on the idea of giving you a free ticket to come along that is my challenge to you don’t just say, “Hey it’s me I heard the podcast I want a free ticket” because you probably won’t get a response from me at all, but if you’re going to respond make sure you put everything into as to why that would be so important to you and why we should be giving you that ticket as someone else having pay for it, so that would be my feedback on that.

Brett:  Cheers mate.

Jason: All right Brett I’m going to get off this call before you cost me any more money mate.

Brett: All right I’ll go and, so what am I going to do…actually I have a massage booked just to let you know, so I’m looking forward to that.

Jason: Good, great I’m getting a haircut, so now everyone knows what where doing now we can split, and let them get on with the rest of their day.

Brett: All right mate.

Jason:  Good on your’ mate thanks for that.

Brett: Bye.

Jason: See yah.