Episode 7 – Jason Urbanowicz asks Brett Campbell The Tough Questions

This episode you are about to listen to is a little different to our regular Fiit Professional Podcast Series.

WHY?

brett campbell

Brett & His BFF – Puggsly – Soaking up the rays

Well for one, I am not the interviewer. My good friend Jason Urbanowicz takes the time to turn the tables and interviews me.

So if you have wanted to know my back story, where i started, what i have learnt, discovered on my was to running a SUCCESSFUL fitness business, then i would suggest having a listen.

  • You will also learn the 2 ah ha moments that literally turned my way of thinking upside down. That everyone will be able to relate to.
  • You will see how i was able to generate 12,564 new leads in only 24 hours, but more importantly how this unfolded.
  • You will see how i was able to go from a 1 man band to a company with several employees. (the big shift)
  • Jason also asks me who i would turn GAY for – I know, not very business like, haha, but i was happy to answer.
  • He also asks my worst habit – i know i am not alone on this.

Asides from getting to know me, my story and what it takes to be successful, you will take away points, strategies that you can implement into your BUSINESS TODAY! in fact in less than 1 hours time – after you have listened of course.

Enjoy

WARNING: the strategies you are about to learn, WILL change YOUR Business and YOUR life.

 

DO YOU USE FACEBOOK IN YOUR BUSINESS?

 

Here is how you can listen to this podcast on your iPod or iPhone.
Follow these steps:


– Once this is downloaded on your device, click podcasts then search for
FiiT Professional.

– Every time a new podcast is ready it will now automatically load to your device.

Enjoy.

We would love to hear what you thought of this episode? so be so kind and leave a message below.

If you think this episode will benefit anyone you know – please share this page with them.

Do NOT Miss Out On ANY Future Episodes

Enter Your Details Below To Stay Up To Date
and To Also Receive EXTRA Business Building TOOLS

 

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.

 

Episode 6 – The One With Jason Urbanowicz

In todays episode Brett interviews Jason Urbanowicz from Create Pt Wealth.

Jason was a struggling Personal Trainer getting frustrated with earning a measly $17,000 per year! Then something amazing happened… he was introduced to some strategies and Jason_HRmindsets which turned his business and life around.

In less than 12 months he had earned over $120,000 AND only worked 20 hours per week.

The following year he had more than doubled that again and it hasn’t stopped.

He is the Co Founder of Australia’s Largest Coaching program for Personal Trainers called Create Pt Wealth.

As a FREE GIFT You can get his FREE chapter of his best selling book right HERE

In this Fiit Professional episode you will learn:

  • A strategy you can practice immediately, that will help you break the procrastination nightmare
  • The back up plan strategy (we discovered this on the call)
  • How to avoid the client drop of phase (this will happen if it hasn’t already)
  • And our new segment – SHOOT _ SHAG_ MARRY

This is a episode that you will want a note taking device handy.

WARNING: the strategies you are about to learn, WILL change YOUR Business and YOUR life.

 

DO YOU USE FACEBOOK IN YOUR BUSINESS?

 

Here is how you can listen to this podcast on your iPod or iPhone.
Follow these steps:


– Once this is downloaded on your device, click podcasts then search for
FiiT Professional.

– Every time a new podcast is ready it will now automatically load to your device.

Enjoy.

We would love to hear what you thought of this episode? so be so kind and leave a message below.

If you think this episode will benefit anyone you know – please share this page with them.

Do NOT Miss Out On ANY Future Episodes

Enter Your Details Below To Stay Up To Date
and To Also Receive EXTRA Business Building TOOLS

 

The One With Jason Urbanowicz

Transcript of EPISODE 6:

Hello and welcome to the Fiit Professional podcast I am Brett Campbell and you are tuning in to today to another fantastic episode. I have got another special guest today, the special guest is someone that I know very well and personally so I am very excited to have this person on board with us today. But again as always if you haven’t listened any episodes prior make sure you head to podcast.fiitprofessional.com.au so that fiitprofessionals with two II’s bit of mouthful there and we might have to change that url I think to make it a little bit easier but head over there put your details in so that you won’t miss out on any of these upcoming episodes. So without further ado I am going to give you a brief overview about tonight’s guests and then we are going to start straight into another conversation and I have got some pretty cool questions that I want to be asking today and we’ll actually surprise the guest as well even though I had given him a bit of a heads up about what we are going to talk about but nothing beats beyond the spot of the moment.

So the guest that I have today is not only a great friend of mine, a business mentor and a coach also to myself. Actually the last 5 years I believe we have known each other and his name is Jason Urbanowicz. Jason Urbanowicz he was a struggling personal trainer like many of us when we started, he was getting frustrated with earning and paying over 20,000 dollars a year and then something amazing happened, he was introduced to some strategy that helped him break free from his limitation which hopefully turned his business and his whole luck around and in less than 12 months Jason went over to earn 120,000 dollars and basically he was only working 20 hours per week.

The following year he doubled his income again and that basically hasn’t stopped since then and Jason also witnesses other trainer’s frustrations with limitation to the business side of things and he has dedicated to take action and provide them with assistance to success. It was around this time that Jason joined forces with a good friend and Australia’s highest paid personal trainer, Brad Sheppard and they formed Create PT in December 2007, and since then they have educated thousands of trainers on the methods on how to boost the profitability for their business, whilst living their dreams. So quite PT well Jason was a partner with a multimillion dollar personal development company so he definitely knows firsthand what it takes mentally, emotionally and intellectually to go from struggling and then running a multimillion dollar company. Today Jason is one of the directors of Create PT Wealth and continues to teach workshops to thousands of trainers around Australia and the world.  He is also a co-author of two bestselling books and also international speaker so I think that wraps up the interview and we could probably call it a day, what do you reckon? Is that everything about you?

Jason: Yeah great thanks for having me.

Brett: No problem. So Jason, let’s just give the audience a little bit of a background on how we met. I will paint the picture so you can elaborate from there. It was about 5 years ago, I had moved over from New Zealand to Australia and I have decided to become a personal trainer myself, and then I always knew, there was someone who wanted to take action and make sure I was doing the best I could do in the industry. Actually what I did I shipped out people in the industry who were doing well, that’s where I basically came across Jason and Brad who are the co-owners of Create PT Wealth and I came to the workshop with these guys and learnt what they were all about and with teaching I basically joined forces with the boys and fast forward to 5 years, we are best mates and I hand it over to you, you can fill in all the exciting parts.

Jason: About you?

Brett: We have just spoken about me and what they want to listen to I suppose.

Jason: I guess in relation to how we met you are exactly right, you attended our business training boot camps with personal trainers which is all about increasing lead generations and profitability structure and systems and having some people meet there for long term success in the business so yeah you attended that work shop as he has explained backed upon what we call our internship program which is full of services and from there, educate in the process of lead generation and online marketing which I might say you well and truly exceeded way beyond what I have ever done online, you know just really grasp the concept of running a successful business and from that your business went from strength to strength identify the online service where you are really passionate about. We set you up as a coach and I think it was 3 years hoping to educate and mentor other trainers from the success you have had and the systems we were teaching so all I can see it’s an interview about yourself but I guess the main thing is that we were fortunate enough to meet and I am a big fun of training myself with people that, have that drive, have that ability to see opportunities and jump on them which is exactly I saw on yourself and no doubt you saw on us, it was great opportunity to meet and work, and see we are there talking about how we can inspire other trainers to do the same and look beyond just the fact they are a personal trainer.

Brett: I totally agree with everything there especially the part how we, I guess if we run the clock 5 years ago we would never have thought I’d be sitting here in my headquarters giving you a call and you would talk about how we can help other trainers and increase the profits and basically for me it’s all about living that cost I know you are definitely an advocate of. Let’s get started and start giving some great interview out here. I have seen a few questions and like every person that I interview in this podcast and I am a big believer in follow the lessons that we can learn in business and so I am interested in finding out not only with Create PT Wealth your personal development company what is one of your biggest business lessons that you have learnt?

Jason: I have seen these questions come through, when you have been in this business for long than I have been, there has been a time if you ask me 5 years ago it would have been narrowed down, I mean it always come back to the basics the biggest lesson I learnt from this for myself personally and it can be different to different people, for me I had no problems taking actions, but also I have had a lot of a mess, we are doing that so I could get out there and get things happen. But really I didn’t have a clear vision and clear structure of why I was doing that , I would get to the end of the financial year and I would be hoping it was all in my favor, so the main business lesson that I learnt in my opinion, if you are going to be in business, you don’t have this really in place, you are running your business on luck, you need exactly to know why you are in business, what is the purpose of it, is it to give you a retirement or to spend time with your family why you are getting up every morning, to do what you do and I didn’t know that from the start and so once it became clear it made a lot of things decisions in my business a lot easier so I am amazed, I look back at myself when I have educated over 4,000 trainers now people hadn’t made a tax return in over 3 years, people that really didn’t know what they want their business to earn in 12 months. I guess the biggest lesson I have learnt you have to be clear, you have to spend the time and energy to sit down sharpen that sword before you start coming down the forest, make sure every week every day you are doing exactly the activity daily that is going to take you in the right direction and then you have got to measure everything. I am a big fan I never used to do it for many years of really stopping and saying hey, do we have a clear plan, doing what we do daily why are we doing it and can we get the feedback to test and measure that. So if I am going to do marketing or sales, come up with steps on that, do I know exactly what I am spending and what am I getting on return so for me by biggest business decision was making sure that I could explain to someone clearly that you are somebody else in every area of my business, why we are doing it and what is the result and what is the return on investment.

Brett: That’s a valuable lesson and I put up my hand as well and I am sure everyone listening does that. For myself I used to struggle with that being an entrepreneur and an action taker. It’s really fun and exciting to be able to start new ventures but then it comes back to them. Is that venture worthwhile pursuing? Let’s comment on that for a moment.  Do you have specific examples that we can break down just to hammer home the point of being able to track and measure your investments because I know personally that I struggle with it and I also know through coaching hundreds of other personal trainers as well that it is certainly an area that certainly gets overlooked. Just to elaborate on that as well maybe you could even with all your personal general knowledge maybe you could touch upon why we do that why you think we probably steer away from the tracking and measuring side of things.

Jason: Just to be clear to answer your first question an example would be some of you track and measure?

Brett: Yes.

Jason: Yes I mean, ultimately it depends where somebody is at. If I look at my business for example what I would do and if I was a personal trainer and to make it really simple, look at the fact that I might be paying rent, I would really sit down and I would work out exactly what does it cost me to run my business, if I am paying insurance 50 bucks a week, rent 1000 bucks a month I know predictably I have 1000 dollars a month, 12000 dollars a year that I have in order to run my business. Now for me if my business would only cost 12000 dollars to run I’d be high and everybody pass me in the streets but I would look at it and so the basic level I know I need to be able to look at that is my expense and now what am I making so if the business grows to 60000 I could clearly define that I have invested 12000 dollars to get a gross return of 60000 dollars that is for the really basic level and I find most people not just trainers but people in business couldn’t tell what does it cost you to make that return they would be able to tell us. Any business in my training or experience, any business that’s returning a 30% return is a really good successful business, other thing you should look at is that you are spending money on lead generation so play some ads on Facebook, I am spending 100 bucks a week I would really want to know at the end of the week a couple of things. Ok how many leads did I get through in that week, if you are good you get 50 leads a week we can work out what that equates to per lead and then the next question I ask is how many of those people are you converting so out of those 50 maybe I have only got 5 people that become actual clients of yours and for me you can work the average spend and that persons income is 5 and you have worked out and the average spend of those people to keep it simple is 60 dollars per week and you can start to get a sense of is that a good return on your investment. Now unless you can demonstrate those figures once again it just gets work and once again it is a simple level and then you go into sales process. So you have 10 points a week and you have only converted 3 so I would say something seriously wrong with yourself maybe you don’t have one and each time you are doing it is different and you don’t have an unpredictable method for doing sales and that is reflecting in your results, so you go and to be able to follow to the very end to the bottom line which is how much profit is coming into your business and if you can’t do that like I said you are really guessing and that’s gambling to me and all I can see you are putting 50 bucks on luck and hopefully it is going to turn into your favor so that answers your question.

Brett: Yes. I just want to talk about that a little bit more and its quite funny you bring that up because today alone I have been doing some split testing so we have got different web pages that all we have done is split tested different images on one of our screen pages and today I have noted that one page outdone the other by 12% and I know by seeing 12% that’s an extra 80 to another 120 leads that we could actually generate ourselves per day so you know I can look at that and what’s that extra 80 to120 leads mean to us on the bottom dollar. Just the tracking and measuring and moving to my second part of the question which is more psychology behind it because I have heard personally used to hate numbers never really wanted to look at that them I didn’t want to track how much I was earning I just wanted to put the money in my back pocket and spend it, now I guess I go to the other side of that and I get used by the numbers now and talk about 12% and show a lot of people even at that was a 5% increase its still an extra 40 to 100 leads per day. Let’s talk about the psychology of why people probably resist that.

Jason: Maybe you should answer that you have got the big break through. I may not know your personal story that well and change for you and partly the answer is in what you just said to that is hard it’s a generalization because I could take six people in a row after being in the psychology counseling and sports performance and all that side of things for a lot of years. Out of six people could vary their responses so to give you some examples one can be the simple fact that someone doesn’t know or they don’t know and the unknown can be quite daunting so when we don’t know something it is out of easier a comfort zone because everyone can relate to that term, it will produces an emotional response in your body so okay here I am sitting at my office and my desk and I am presented with an activity or task that I don’t feel comfortable with but I don’t feel I have the skills to any version I don’t like it because it reminds me of being back at school and here I am back in the math class, feeling like am the dumbest kid in class feel like I am 3 weeks behind everybody else so it produces to the feeling for me that I am not comfortable with and now unless you have got some emotional level of intelligence in that area, there are a couple of things that you are going to do, one you can make that feeling go away and maybe we can introduce the word procrastination or avoidance and what we’ll do is check emails go for a run or mow the lawn anything to get us ourselves out of that particular state or emotion or feeling uncomfortable most don’t like feeling that way because it brings up a feeling from the past it can be totally unrelated but here I am Jason feel like a ten year old boy and in the math class about to do the exam oh great this is more evidence that I am stupid or I am not good enough so the bottom line for most people is that I want to avoid more evidence of that happening so this is not something you will read in a business school or this is not something you will read in any workshop but obvious I can guarantee anyone listening to this will be able to relate to it

Brett: Like I mean, procrastination is a subject I was a top student and definitely had to work at overcoming that and am happy to say that probably it is one of my worst subjects moving forward but the key thing I guess is that it doesn’t matter how intelligent you are or how much work you are still doing, there is always in my opinion there is still that element of you can feel yourself just starting to procrastinate the good thing about it is that you are able to identify hold on a second you are doing the same thing you used to do again, do you have any tips or any strategies that you think you will be able to pass on to listeners that next time they feel that procrastination is coming and they feel resistance to an actual activity and what can they do about it?

Jason: Yes there are some immediate simple things like in reality I have spent three days teaching a course gear and break through sabotaging road blocks which is what you talk about it there. A really good technique you have mentioned number one is just to be aware of it and start to be honest with ourselves because we like bull shitting ourselves and just go and do that. The moment we go, you said is that feeling again where I start to feel uncomfortable and easy, the first step you actually do is to focus on your breathing so the more that happens when you get in a stressed state, the more the brain accelerates and the more the emotional response happens so if you can sit long enough and take some really deep breaths slowly breathing down and sit there long enough it will start to pass and if you start to identify like you said there is that feeling again and what I actually feel like doing is anything else like I want to go and wash some dishes you can just go and do that. You can just start get yourself managed and say could I just for the next 5 minutes make a star a small start and if that brings up I am not sure what that is, then it asking the question and if you really know is good in this area, and maybe at the moment am not actually sure where the make start and I don’t like that feeling with what it brings up. A better question is who could I ask? Who do I know? Surely somebody in my circle of influence or people I know has a skill set that I can call upon to find out and maybe that’s my first step because I need to chat with him. The more that you do that the more you can break from what I call getting hijacked by your thoughts and emotions and you can start to curve a new pathway to your brain the better that will be and you can start really small once again the problem is we get hijacked and we just don’t take a moment to just pause and there is a thing called the gap, a simple concept called the gap if you can stop there and breath through this experience and slow yourself down, it will pass and you can really ask some solid questions, that is the basic levels that I can’t explain on the phone here and now

Brett: That’s great, that’s fantastic. You totally and you know the gap is definitely something that you want to learn whether you are in business or even in your personal relationships. If someone in your family pisses you off. Pause for that moment start breathing and if you feel you want to say something turn around and leave through the front door because you will regret it.

Jason: Yes we all have different personality traits and personalities is not who we are it’s a collection of habits and behavior some are key that helps us get through life without getting more wounding so it is not really who we are and under pressure, and when you are under pressure and stress that’s the easiest place to find and what I call default behaviors. My biggest step to people is that people tend to have a new forum so I stop talking and getting in shape and get a new job. Just turn a new leaf and for the last 10 years what I have done is just if I could work on 2 habits or beliefs or programs that I can spend 12 months being disciplined to do that, in 10 years I am going to have 20 new empowering habits or traits than get to 20 years down the track and still running the same old way of doing life and getting the same limited results at a basic level if I just focused on more being relaxed under pressure, you can ask yourself how will that serve you, what results will that be? will it better in sales, better in conflict, better in arguments maybe getting a car and giving a speech so people I think don’t understand the power of one and then under estimate it and thirdly and discipline to focus on one particular area for 12 month to perfect it but if I would say someone to come and pay it would really be helpful to practice meditations daily for the rest of your life. It can be hard for people to comprehend and one thing I have got to do, if I said I can teach you a process which you will relax in 10 seconds so you can increase the conversion of your sales to make better decisions and stop having arguments and stop giving threats at the wrong time, when you are in arguments you pan out and you said the bit you knew shouldn’t have and all those bits are going to make a big difference in your life.

Brett: Yes that’s fantastic words of wisdom right there, so I guess some one seated somewhere and you had to find out about other things and what do you recommend?

Jason: Read a book called mark you see, mark you don’t.

[0:23:57]Brett: Yes I was going to say that there is a book called mark you see, mark you don’t. it has been a running joke for some time. I am a big fan of the book myself whenever I am feeling tired at night just put to straight to sleep. On the flip mark you see and you don’t there is a book mark worte with another gentleman who taught you the craft..I would highly recommend it and what I would do, I will talk to Jason and we might be able to work something out. Maybe you guys can read it it’s a fantastic book to get your hands on.

Jason: Maybe the downloadable version

Brett: What I will do is to get on our website here and people can get their hands on it because I would definitely recommend whether your struggles are in business or in personal life. Whether it is just yourself it is definitely a book that you are going to break through and belief because like I said it is not always just about business so if you don’t get yourself right and the first instance and the business is not going to get to the success that you want it to be and I am a firsthand advocate to that. My biggest road block if I could call it that was myself, I never lacked any business struggles, skills etc for me once I think for me is once I could identify my own behavior and it totally transformed me so that’s awesome.

Jason: To answer your question about where people start, my tip to people is start down the journey on the path of understanding yourself better your limitations, your strengths and weakness is that means finding someone who has a personality profiling just taking note of some of your behaviors that you find are limiting, write them down, recall them and ask yourself, how would I rather be and the first step is always about trying to be aware and wanting to be aware and a bit like you, the day I actually took the responsibility for my life was a big shock and you know they say ignorance is bliss, on the flip side when you realize it you are responsible for who you are and you stop blaming other people, you start being a victim I certainly did I put myself back in the driver’s seat and was in the control, people would say to me Jason, I would like to stop smoking but I can’t, I said you change one word and you are half way there to have a breakthrough on this area, I said you should just change the word I can’t to I won’t and if you are listening to this podcast, there are two kinds of different things when you say I can’t you are saying the power is out of your control, there is some mystical power that shoving that cigarette in your mouth and lighting up that’s really what we are saying you are a victim of this process and when you say I won’t, really what you are you are saying I’m just choosing to smoke. So I saw the people instead of beating yourself up with I can’t and all the rest of it being, just say at the moment I am choosing to smoke because that’s what happening that will give you the power to when you want to stop smoking and that’s the everything in your life, the moment I said you are responsible for who I am that means I have the power to change it. If I am blaming my boss, I am blaming clients and other people basically it is convenient way for me not to take any actions to doing about it. So we just have to be responsible for where we are at, so we can do something about change like I said start with being aware with some of your behaviors, be brave be honest and say these are the things I need to improve on and then it is your job to go and change them and it is my job and to do the things that I wanted to improve about myself if that is really like I couldn’t tell the amount of books, audio courses in this area, I would rather become accessible like Brett said the biggest road block between me is getting the thing I want and so it was up to me to say a thing about it so learning to mediate, relax under pressure and all the things is very powerful and very healing to people and it’s the quickest way to move forward in my opinion.

Brett: Awesome. I guess the question I have is once you are obviously able to grapple yourself and put yourself into submission, what were some of your biggest business lessons.

Jason: One of these lessons, I guess it is the start of the interview and that is keeping track of everything, but you need the biggest lesson I realized is that I couldn’t do it alone when I said I couldn’t, I could do it alone but when I realized is that I could do it alone but I could train myself with very influential people and the time I wanted to move forward, I looked at the top 5 people I spend my time with I realized they weren’t really headed to where I wanted to be I am not saying I ditched them those people but I realized hang on, I had a saying if you add the sum of people that you hanging around top 5 people that’s probably an average of what you earn, it stun me because I thought it was spot on I had to get myself around people that are further down the track than me or at least heading in the same direction because I think they have paved the way for me to follow and that was a big step for me I had a big ego to let go off and need help before I found these people I got myself a business mentor, I realized that was something I needed to do as a trainer I saw people were beginning to paying me to be their coach and I though here I am wanting to be better in business and I don’t have a coach. I know myself there are things I could get there but it could be a struggle for the road, and actually I got to the point where I professionally lonely as well because its just you and you have got inside your head and you have got no one to bounce off it was a struggle and for me to meet people like Paul on the side of it. Those people were pivotal for me moving forward and to answer your question actually get the right support and get yourself around people that have been there and done it.

Brett: Perfect, I couldn’t agree more, let’s change tact a little bit and you started working with thousands of trainers over the years and speaking to those trainers. Now there has to be some common similarities that can generally pop up with regards to frustrations and lets pick one of those issues and have a chat about it. I am going to put you on the spot.

Jason: Once again there are a number of key issues if you ask me to pick one the one that jumped out of me when you said, the biggest the baddest that jump out of the covers is when trainers get their business upto their capacity I am doing as many sessions as I can and then very next week or within next week they have 3 or 4 clients leads and those particular clients could be doing 3 or 4 sessions each it can be a dramatic drop in income so I have lost amount of time trainers coming and going, everything was going great until these people dropped off and it can mean 3,4,500 dollars decrease in income that’s never again especially without warning so it is one of the key frustrations, so you get into a business, we get ourselves busy its all going sweet and then we arrive at what we call a yoyo effect where 100% of that is income and lifestyle is been depending on one person and that is them, there is a difference of having a business or being self employed and it can be stressful, I have been there myself and you kind of hoping all your clients turn up for the week they all do the sessions at Christmas time and people are going away and ultimately if your only source of income relies on you getting money then it is going to be an issue, it is going to continue unless you are touched by an angel and for some strange reason to 20 year solid without an experience is never going to happen, it is a real concern for trainers.

Brett: Let’s talk a little bit about and look at some strategies for those trainers who are actually experiencing or even haven’t experienced it or it is a matter of time before it does happen, because I know myself I am just a quick back story I was going all well when I started training and I had my clients and all of a sudden I had four key clients drop off which was more than half my income so I dropped off that. So let’s talk some strategy trainers can do and maybe not stop it from happening but being able to ride the wave a lot when it comes.

Jason: My foremost thing that I put in place when it happened to me was getting upset by or getting stressed by it and once again it happened once and you weren’t aware of it that’s different but if it happens again you have no one to blame really but ourselves. What I designed was a 21 day cancellation policy I am not saying it needs to be indoor but however it needs to be enforced and it needs to be spoken about maybe upfront, so counsel whatever you want to call it, and make it to the client very clear and the way I portray to clients is that I have limited spots  in my business and you are taking one of those spots for 2 dollars a week. If at some stage you feel there is something that concerns the training I will appreciate you tell me straight away so we can resolve that. Secondly I do have a 24 hour cancellation policy in addition to that I have a 21 day cancellation policy if that is something that you are going to decided to do just move or whatever just didn’t want to continue the training so I would talk about that paints the picture in the clients mind that is the reason being they have got a spot. Im just going to be honest with all my stuff in business and I would say in reality it is going to take less than 3 weeks to replace your position so what I will appreciate if you could let me know as soon as possible what that will incur and what they will give me, it did take me 2 or 3 weeks to replace a client. It also doesn’t stress my time feeding my family or the rest of it because I worked out I could get a new client for my I felt confident in that process and it also meant that the dramatic drop of income was not going to fall away that very same week.

Brett: That’s a good input that I know will definitely be useful to people and especially trainers whom I have with them and trainers who have been in the industry for many years longer than myself even and one of the first things is trying to find hidden money in their business and you just need to look at that and go imagine in that 12 month training you actually had 21 day cancellation policy and lets a client was paying you 100, 200 dollars a week for training fees that extra 21 days is another 3 weeks’ worth of income another 600 dollars per person and you put to 10 people, you are looking to close to 6000 dollars of extra income that you could have and that is not by going out to get more clients, it’s about how you can get more out of your current clients and if you can rewind back and listen to what Jason said and its a very very very very valuable information and especially in the upfront concentration that’s where it is handed down you can’t all of a sudden surprise them and say oh I didn’t tell about it but we do have a 21 day cancellation policy so they are very valuable thank you.

Jason: When you sit down there and say I don’t know about that, this is back to the development side of it and that is something you need to resolve for yourself because there is a block around that or having the conversation they’ll bring up what they may say my experience and if you allow me to be your coach in this moment and just stay open to accept this advice, you have to bring up this up at the front like Brett said so you can deal with any issues someone said I don’t know about that 21 day thing I would ask the obvious next question and argue about it be curious about it and ask what about the 21 day that you have an issue with, you may need some more information my experience is that 9 times out of 10 its never an issue and something else that I realize if someone did have an issue with that because they have an issue or with something like that there is also room to negotiate I am prepared to go the 21 days prepared for the two weeks so its 14 days and that really then helps this process but the reason I’m telling you this is because I didn’t make it up on the spot last night its not because it sounded really cool and there was a struggle and I found a solution all you need to do was to struggle and apply it and get the results from it and if you don’t well I will give my favorite quote which reinforces this from Brett put it as a reminder ask me what my favorite quote makes perfect sense here about not using something.

Brett: So what is your favorite quote Jason?

Jason: Funny you should ask my favorite quote is from Mark Twain this one in this area was a big highlight to me Mark Twain said it’s a person who can read but wont is no better off than the person who can’t read. So if you have been given a bit of information and you don’t apply and don’t use it, you are not going better than the person who hasn’t come across it or have a privileged to get that information given to him because believe me it’s a simple technique maybe from the end there is a lot of blood, sweat and tears and money, time and investment to work that out, so if you get like a free book and put on the shelf and don’t use it, potentially can cost you a lot of money and you definitely cannot make a lot of money.

Brett: Excellent. Thanks for sharing that I guess the question that I have and I am always curious to see what would be the answer to this, where do you see this industry getting in the next 5 years? Where do you see it?

Jason: Brad and I sit on the council of fitness Australia so We are heavily involved with what is going on as much as we tackle the personal development business side of it. I can only go by the stats I have seen and it has hit the double, at the current stage it is right about 40-50 thousand dds trainers at the moment, it will hit the double for the next 5 years. One thing from a trainers point of view, the reality if you look at the test of time and fitness it is only evolved and developed. In my opinion it is going to be bigger and better I don’t really have a clear picture of what I think and where I think it is going to head but in terms of our industry being strong in the next 5 years that’s a big thumbs up for me and the time now is to act in terms of being a profitable business the other thing I look at is you never know what is going to happen. I have seen a big move online, people purchasing online products but that’s has been around and to answer your question our industry from the stats I have seen some people joining gyms in across the board it’s one the fast growing industries there is at the moment.

Brett: I guess we just need to look at the academic there is because there will never be a shortage of people to train and so I guess it just comes back to in 2 or 3 years it will take a turn for the worst because initially it had a good 3 years. So I guess in regards to that moving forward what’s in store for yourself?

Jason: We still have goals to educate more trainers, we were down in America this year and we made some conferences and made some really key connections so we gamble global and that’s the family car for us, we will be places like the United States, England, South Africa and some other places so we are going to expand and go global and we are at this point specialized in the last 5 years being in Australia I guess helping our back yard first. Now we are going to become global and our ultimate goal is just to be the number one educational providers for trainers who are serious about doing a successful business and we have got some really good online programs and developments as well and we would right a series of bestselling books and the key is to keep impacting people and the thing that excites myself Brad is the relationship that we have developed with you but you see the impact it has on your lifestyle it’s not so much about the business its about what we have survived in. our goal is we were sitting at the end of the day and we were looking at some of the stats and for people we have educated throughout our coaching and internship programs and then we were doing some quick and the people they have employed and I guess what makes me proud talking to you now in this call is something I haven’t thought about until recently we have actually played a massive part by providing more jobs and more opportunities in this country. You yourself have employed multiple amounts of people and so far we are getting hundreds of people that we have had a part to create more job opportunities because not every kind is going to be a business owner and we played a part and we want to continue with that and make this industry strive and be strong which been so good to us.

Brett: True. That’s awesome man. And also congratulations for that and you guys for putting all that effort, it’s not about the people you directly touch and the people indirectly as well that’s a massive opportunity as well. Moving on I guess we are going to have a bit of a question interrupt here and spice things up a little bit. I have heard this on the radio and I have actually liked it, and I am going to be adding this segment to the podcast, its called shoot, shag or marry.

Jason: Am I the first one?

Brett: You need to tell us what comes out of your mind either shoot, shag or marry, for people with me who may get upset that he may shoot someone is not real. So first person shoot or marry Madonna?

Jason:  Shag

Brett: Nicki Minaj.

Jason: Shag

Brett: The Queen of England

Jason: I’d marry her

Brett: Yeah that’s a good call you can’t be shooting her that’s for sure. And last one Mirrelle your wife?

Jason: Ok so I have already done that so I would go with marry. She would want to shoot me some times.

Brett: Yeah she would probably do that. Thanks for being a sport on that. Something that I am always interested in when am talking a lot for myself I am always thinking if I was given 1000 dollars and only the education that I have what would I do? To build a business or a company what would I do? I would be interested in what you would say about that. If I interest you in 1000 dollars and all you had was just your knowledge, what would you do to start your business?

Jason: You have given me a 1000 bucks and I know what I know now?

Brett: Yes sure. Which is not much s good luck? I will be a sport and give you a 600 dollar dell computer. You are mac man so I will give you a Macbook.

Jason: That’s fantastic. If I knew what I know now I am just thinking when we started we had a title spin when we started in 2000 so we are not so far off. I guess if I knew what I know now I would definitely spend the money on lead generating marketing and if I had the business concept in my mind and I guess what I have learnt successfully is how to market and I just doing the figures in my head and the lead I can get from a 1000 dollars. At the moment in my business, I can get a lead for about a dollar. So I would have 1000 leads coming in and that would be my avenue I would definitely get a website without paying for it no question about it.

Brett: Are you soliciting your body

Jason: To answer your question because I understand marketing and lead generation and copywriting I would be able to sort a website and lead within an amount and if I could expand on that..you know with us we know what a personal training is, you are in a marketing business so two key areas you have to understand systems and spreadsheets but you can get somebody to do that for you. The thing you need to understand is how to market and position yourself in sales and based on my analogy if I could teach anybody you need to understand how to do marketing beyond using the right key words and position yourself that would something I would get myself involve in to stand up one of my self alignment, one of my first online mentors said he was just talking about it and I will offer if you have 10000 people on the database and build a good  relationship with them they have great information and they are following you so they are like a tribe of followers and just one day you need 10000 dollars for whatever can kidney transplant a date with the queen and you could ask that list for a dollar each provide something with value and then 10000 dollar and the power for me is in having database and having the leads.

Brett: I couldn’t agree more. I guess tactical over there and we look at lessons that we learnt, if there is something that you could do differently or could have done differently that could have a different result what could that be? Do you have any of that story for us?

Jason: If there is one thing if I really run the clock?

Brett: Yes if you could something differently or change something slightly.

Jason: Yeah, sure I think there are lot many stuffs, yes there are something and thinking about it makes me cringe ..I guess the first thing that pops to my head I wouldn’t have got myself around the right person or people. There wasn’t education stuff out there if you look at training specifically, I would have done that, I wouldn’t have waited for so long and back then I didn’t know what I know so I would have definitely got help sooner I would have not tired to granted out and, I would probably my pride and get some help for me I would initially have a look at the investment I would have to pay and..my..i would have just pull, I would have attended seminars or go around the right people a lot sooner.

Brett: Sure. So if you were given 60 seconds to speak and to address the nature of the person trainer..what would you say in 60 seconds, I am going to set a stop watch here.

Jason: I just missed that, Sorry…

Brett: If you had 60 seconds to address every personal trainer in Australia and the world and you were given the stage and every personal trainer will be listening and you had 60 seconds I would be setting the stop watch right now.

Jason: I address them on what I think would be of value to them.

Brett: Yes, you give 60 seconds of you. Ready and go.

Jason: What I would say is design your life first. You are trainers but design your life first, figure out what you want to learn and figure out what you want for your family and make the business that you don’t go out there and show your time for money, make sure you get a mentor and coach who is going to assist you with that and understand you are in marketing business and sales and understand you are not in a personal trainers business become a trainer second and become a business owner first.

Brett: You have another 30 seconds you are on a roll.

Jason: What I learnt is not the measure of time and I am happy with that, that would be what I would say and that probably sums up today and putting a business owner on and designing a business in lifestyle first and make the business fit what you want make sure you have a clear vision of what you want to do. That’s a nice exchange of money for you and what you have got out there.

Brett: I will stop you there and that felt like a long 60 seconds that goes to show how much can be said in 60 seconds and this makes me think I should make this podcasts 60 seconds.

Jason: I wouldn’t say am a big fan of Donald Trump in terms of person but I can definitely admire him and I think he is an amazing entrepreneur. He does 60 minute meetings and 45 is just a waste of BS waste of time and 60 minutes is just straight to the point I could imagine him not having a lot of patience.

Brett: Its funny I remember reading something about Donald trump and he is obviously an amazing entrepreneur with what he does and he was talking about how he has an entourage following him around and people are asking who are those people and the person telling the story was like that’s plan B, that’s plan C, plan D and plan E. what do you mean? Well he goes that person there covers plan A and if plan A doesn’t work he implements plan B and plan C so lets talk about that and having those back up strategy we talked a little bit about earlier and I guess it took some synergy with it. The fact that personal trainers have some cancellation policy, that’s a plan B right? Lets look at plan A, plan B options that we can provide our listeners today. That’s another on the spot question.

Jason: I want to make sure to understand is that an example, inflation policy.

Brett: We are not recommending people to carry an entourage for people who have back ups unless you have got a billion dollars in the bank then you cant do that. I think it is very important if you are one of those listeners who have personal trainers. I think back up plans and rainy day plans are always good things to have.

Jason: That makes sense…I could use a back up plan as a strategy like a business and if you are a businessman, you can choose 6 o’clock on a Monday, Tuesday or Thursday make 5 times over and definitely you have got a premium ..that’s why you can increase your profit without doing any more work..that’s definitely one if it is being one of a trainer maybe they are the reason they cannot afford your service by cutting through out the week they can get there and maybe you can get 2 or 3 together for a cheaper rate but a high rate as you. You can make that work, I have had a session with one of our students and he switched totally off for that reason, you can offer additional training programs and we can get on a different for the moment. You can have a program that they can purchase as a game 29 dollars a month and they can get a training regime video and they have to follow it and that went really well. We all are going to be mindful of not being limited by circumstances and a back up plan over Christmas. There are a couple of things you can try I believe in different strategies.  To get a cash injection before Christmas and also trying to have a team of trainers and the whole income from them, you have to think about..to make money if you are so independent, probably like 10 months, I would say Christmas and the holidays Adjusting based on being more realistic definitely wait until the start of December to start thinking about how you can over come an issue. In Christmas I used to like when I was a trainer I would go to a client as fast as I could who is going away for Christmas and how long are the going away for Christmas and then I can think about some potential income decreases and had to figure out what I can actually make sure I wasn’t sitting at a corner somewhere on Christmas night hating because am stressing about money that would definitely another back up I would say. Have some offers and some ways you can boost some income over Christmas and that would definitely a back up plan that trying to throw but don’t think ahead, its Christmas again and we get caught up accepting Christmas should be a bad  time ..every year for the last 5 years, you have to stop and think about there is another way to do it or when you start thinking about it they go along to around 15th of December and then you left a little bit late. Is that what you were meaning?

Brett: I wasn’t meaning too much too be honest, the thing I love about this conversation we are talking about..Donald trump in the story and the next thing you have just given away some really valuable information and if you are out there you really want to be taking notes and writing stuff down. We are not holding back anything its just taking strategies and just about implementing them and it is quite funny that you talk about Christmas and so forth and being a personal project of the day and I was asking what is the hardest time of the year and two obvious answers were Christmas and winter. If you look at winter for example you can give us a strategy for example of operates when it comes to that, if you are running an outdoor bootcamp or training, you need to be prepared when that’s a response people get when if you are not lucky enough to live in Queensland and other areas and mind it still get cold out there, I would highly recommend you take on the strategy, if you are an outdoor trainer and you do your one on one groups then what you need to be looking at is finding another avenue where you can train people. Go to schools halls, scout halls, we used to run our first boot camps in a scout halls we had fishing trophies around the wall, planks of peoples name and, it was a quite a weird environment but and to that area again is another that I highly recommend and I remember talking to Brad and he suggest to run some of the boot camp under ground cover. So I started getting creative and think how you can implement these things into your particular situations.

Jason: People don’t accept things trying buying into whether they are here or there and I think partly it is convenient and people don’t try to because they are not sure what else to do, so if you are accepting something like that that’s limiting your income, putting stress in your family or lifestyle, at some level its going to be crazy right. I am just going to accept the fact that we are going to struggle to winter and stress about it again and logically and it doesn’t make sense and subconsiously I get why it happens but logically am I really prepared to let it happen again I met a guy in the States who is from Canada he is killing it and they are training in minus 20 degrees doing bootcamp style and he is packed up and he is absolutely smashing it and you have to say about the weather and the way he had motivated him to make that work and making it unique and I was watching the promo video I was going to do it. I guess if you buy the limitations of what people are thinking then you are going to get the results of ..on the flip side this is an amazing opportunity for a lot of people out there who would want to do my stuff then you are going to end finding them it’s a bit like you want to buy the new car but you have net got it..so you have got to be really mindful that you don’t buy into these limitations on Christmas and winter

Brett: I would definitely agree with that and I guess on that note I will get you on the podcast more regularly and get on with the discussion because this has been a valuable session today and everyone is going to take.

Jason: Unlike you I can speak for 3 hours straight

Brett: I guess I can be recording this but definitely I can get you on the podcast more regularly and get on with the discussion because this has been a very valuable session today and I know everyone is going to take a lot of great things out of it.

Jason: I’ll be the best one you will ever have again. A little 10 year old boy coming here just telling how he is.

Brett: One last question to wrap it up. If you were a super hero which super hero would you be?

Jason: Bat man, I know he is not a super human but I just like batman with all the cool toys.

Brett: Have you seen the new superman. That might change your thoughts but lets leave it at that bat man Jason. Before we go where can the listeners find out more about you and what you guys offer at Create PT Wealth and how they can fast track their business success.

Jason: What I really recommend is that you get a free chapter of our book if you haven’t already its www.personaltrainersguidetowealthcreation.com.au and that would be my recommendation if for some reason .au doesn’t come up then just .com but you can get the free chapter its on how to stand out from the pack, market yourself and the ever increasing. Market yourself out there that will be my recommendation. If you don’t like the chapter then I will urge you to do and grab the book.

Brett: What I will do is I will put that link on the website as well and when you get to this particular podcast you will see the link to the personal trainer wealth creation if you are on itunes, you will be able to see that link and you will be able to get this recording but Jason thanks buddy for having us on call today. Looking forward to the next episode and I will talk to you later today or tomorrow and we’ll go from there.

Jason: Thanks for having me on I wish everyone listening all the best success to their business and personal life.