Personal Trainer Comprehensive Business Planning Template

Step One: Clarity.

Your business plan must describe exactly what your business will be. The more crystal clear the better. Tasks: Perfect diary (creating time clarity) Complete the weekly diary task Total time to complete - 15 minutes Perfect client niches (creating client clarity) Complete the client niche task Total time to complete - 15 minutes Perfect financial result (creating financial clarity) Complete the financial planning spread sheet task Total time to complete - 15 minutes.

Step Two:
Tasks:

Energy.
Pay-offs and pains Complete the pay-offs and pains worksheet Total time to complete - 20 minutes

Your business plan must define ALL pay-offs and pains that can result from your efforts.

Step Three: Immediate Action.

Your business building action plan must quantify and schedule actions you will take to start building your business over a maximum of eight weeks. It must also identify any barriers (personal or execution) that may prevent you from achieving exactly what you want. Your business building action plan is made up of the following items. Tasks: Business building action plan Complete the lead, conversion and yield portions of the action plan in line with your objectives in Step One 25 minutes

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Step One:

Creating the perfect Personal Training weekly diary

This weekly diary task steps you through what your Personal Training diary would look like when your business was bang on. Creating this perfect week now as part of your business plan is vital so you can aim carefully at building this exact shape to your diary. It will allow you to avoid booking sessions in times where you never really wanted to work, it will help you organise your time effectively and it will make you more productive because work that is suited to a particular time of day is slotted in that time. Make this weekly diary truly represent your perfect week and then go after that week and the lifestyle it represents. Instructions: Next to each day below block in the following: Personal Training with Clients (cl) Own Training (ot) Business administration (ba) Business communications (pc) Tips: 1. Put in the EXACT hours you want to be working do not compromise. You will get what you aim for so focus on the exact diary you want and create the lifestyle you deserve at the same time. 2. Wherever you have cl if you dont have a client you will be completing lead generating activities (after all that is the first step in getting new clients) 3. Own training is the first thing to go with most trainers as the opportunities to earn pile up. Be sure to put this ot in where it wont greatly impact revenue but still where you will definitely enjoy and adhere to your own advice! 4. Business administration is dog biscuit dry but absolutely necessary. Get organised once or twice a week and youll have a lot less stress. Make sure you book ba when youll be in a situation where you will be uninterrupted and you have all you need at your fingertips. 5. Business communications means phone calls, emails, texts. There is a good time and bad time to call. For your client niche(s) workout when you can easily get hold of them and put that time in your diary. Its often not the time of day they (and many others) will train so it suits your diary and theirs. Communicating with structure, consistently, creates new business and retains current business very effectively. 6. Put other weekly commitments in too so you get a full and realistic view of your week. 7. If you want to calculate the earning potential of your week to check youre going to have a perfect week and wealth to boot, pop your half hour rate in brackets next to each cl client entry.

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Perfect Weekly Diary

Mon 6:00 6:30 7:00 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00 11:30 12:00 12:30 1:00 1:30 2:00 2:30 3:00 3:30 4:00 4:30 5:00 5:30 6:00 6:30 7:00 7:30 8:00 8:30 Key: Personal Training with Clients (cl), Own Training (ot), Business administration (ba), Business communications (pc)
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Tue

Wed

Thu

Fri

Sat

Sun

Perfect Weekly Diary Example (earnings of $2240, 28 contact hours)

Mon 6:00 6:30 7:00 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00 11:30 12:00 12:30 1:00 1:30 2:00 2:30 3:00 3:30 4:00 4:30 5:00 5:30 6:00 6:30 7:00 7:30 8:00 8:30
Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Second bfast Read paper, coffee Clients ($40) Clients ($40) Bc (client txt, emails) Lunch Clients ($40) Clients ($40) Clients ($40) Clients ($40) Ot Ot Shower Snack Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Home

Tue
Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Second bfast Read paper, coffee Clients ($40) Clients ($40) Bc (client txt, emails) Lunch Clients ($40) Clients ($40) Clients ($40) Clients ($40) Ot Ot Pick up kids Take kids swimming Take kids swimming Home

Wed

Thu
Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Second bfast Read paper, coffee Clients ($40) Clients ($40) Bc (client txt, emails) Lunch Clients ($40) Clients ($40) Clients ($40) Clients ($40) Golfing Golfing Golfing Golfing Golfing Golfing Golfing Home

Fri
Rebooks only / progs Rebooks only / progs Rebooks only / progs Rebooks only / progs Rebooks only / progs Rebooks only / progs Second bfast Read paper, coffee Ba (weekly accounts) Bc (client letters) Ot Ot Ba (weekly banking, post) Home Programme writing Programme writing Programme writing Programme writing Pick up kids Goof off with family

Sat

Sun

Drop off kids Breakfast Read paper, coffee Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Ot Ot Shower Snack Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Clients ($40) Home

Key: Personal Training with Clients (cl), Own Training (ot), Business administration (ba), Business communications (pc)

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Step One:

Identifying the perfect Personal Training Clients for you

There is no doubt that targeting particular types of clients that you will be best suited to training and that you will enjoy working with is the most effective way to develop your business. After all, the reverse means youd be doing a poor job for people you didnt even like hanging out with! The challenge then is to clearly identify who those clients or groups of clients (niches) are. Its also far more effective generating leads from a defined pool of prospects than trying to generate leads from anywhere in the club. The saying is be a specific something rather than a general nothing. In order to do this you have to work out who you want to train, how (what types of training), how often and where. The when has already been defined by your perfect weekly diary task. Instructions: 1. Answer the questions on the following niche profile sheet. 2. Whenever you feel you want to write about a different group of people start a fresh sheet for that group (its likely its an entirely new niche). 3. Answer as carefully and as fully as you can as this document will not only tell you what you will be doing and for whom, but it will inform your lead generating (marketing) plan and your personal development plan. 4. Final point. Make sure the group of people you are identifying is likely to exist in sufficient numbers in the club. Elite athletes or surgical rehabilitation clients are likely to be very few (if any). Tips: 1. Its sometimes a bit tricky to get started on visualising your niches particularly if youre very new to Personal Training. To help you get started and get at least a few questions answered for each of your niches try the following approach: a. Picture your perfect client in your mind; then answer the first 4-5 questions. b. Then picture a different client that you would also love to train; then answer the first 4-5 questions on a separate sheet. c. Then picture someone different again who youve seen training in the club; then answer the first 4-5 questions. d. Once you have 2-3 niches started get on and answer the remaining questions. 2. If a particular question gets you a bit stuck, move on and come back to it. When you come back look at what you answered for another one of your niches and see if that helps you more clearly define this niche and answer the question. 3. Sometimes it helps to have someone else read your answers and ask you questions about the niche because they will see things differently or require more detail to truly understand the niche, this questioning will help you. They may also have some new ideas about that niche or know someone who really fits the bill. You can discuss this person more and 4. Because this takes a bit of mental energy be sure to take a break and daydream a little about the type of client youve written about often new details and answers will pop into your head.

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Niche (target market) Profile: ______________________________ (name profile)

Client demographics (what are their physical characteristics and situation) Describing them and their family situation What gender are they? What age or age range are they? What relationship are they in (single, engaged, married, divorced, bigamist -lol)? Do they have dependents (kids)? If they have kids how many and what age are they likely to be?

Describing their income and assets What is their vocation/job? What is their income bracket? What home ownership do they fall into (rent, own, mortgage free)? Do they have investments (rental property, savings, shares, forestry)? What form of transport do they use primarily? Do they have a second form of transport?

Describing their appearance and nutrition How would you describe them physically? Fitness, body shape? What would they likely eat and drink for breakfast? What would they likely eat and drink for morning tea? What would they likely eat and drink for lunch? What would they likely eat and drink for afternoon tea?

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What would they likely eat and drink for dinner?

Describing their interests Where would they holiday usually and how often? Are they technology enabled? (online and computer skills) What are their interests and hobbies (this may relate to relaxation or entertainment eg they may watch Formula1 or relax by restoring old cars in their garage)? What would be the three most watched programmes by these people?

Client geographics (where do they do stuff) Where do they live? Where do they work / study / spend the day time? Where would you find them on weekends Saturday/Sunday morning, afternoon, evening? How long are they likely to have lived within the city boundaries? Why? What do they travel for within the city regularly (drop off kids, pick-ups, groceries)?

Client psychographics (what do they think about stuff) Time How much time do they have/perceive they have? How flexible is their time (can they dictate when they do things easily or not?

Motivations Why did they start exercising (goal, likely painful experiences)? Why would they keep exercising (results, timeframes, experiences, relationships)?

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Recreation, relaxation, social How do they relax (watch TV, watch sport, read, music, family time etc)? What would be their top 2-3 ways of socialising in what setting, with whom, why? When relaxing what are they looking for time away, time by themselves, excitement, education, recognition (eg being seen in the right place relaxing), calm / recharging? Would they go on holiday? If so, how often and where? Why do they choose those places? What are their top 5 service preferences (fast, slow, predictable, reliable, friendly, no non-sense, professional looking)? Why? What would cause their significant others to worry about them the most? Are their significant others (workmates, friends, family) supportive of their exercise? Why?

Emotional What would stress them the most what top 2-3 things in their lives? What areas (health, wealth, relationships, spiritual) of their life must be under control and why? What would excite them a lot? How could most easily and rapidly annoy them if you wanted to? How could you most easily and rapidly be-friend them what helps them know you, like you, trust you? What would be most noteworthy for these people from a PT session How do they dress for work, casually, for exercise? Why what are they saying with their appearance? What might they be fearful of, what would keep them awake at night? What could they achieve through exercise that would make them very proud?

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Niche Profile (example): oversized female office workers

Client demographics (what are their physical characteristics and situation) Describing them and their family situation What gender are they? Female What age or age range are they? 25-35 What relationship are they in (single, engaged, married, divorced, bigamist -lol)? Single or engaged Do they have dependents (kids)? No If they have kids how many and what age are they likely to be? Not applicable Describing their income and assets What is their vocation/job? Office worker manager, supervisor, consultant/professional What is their income bracket? $55-$85,000 What home ownership do they fall into (rent, own, mortgage free)? Rent or just own with flatmates in or partner in Do they have investments (rental property, savings, shares, forestry)? Maybe savings unless its tied up in the home What form of transport do they use primarily? $10-$25k car Do they have a second form of transport? Bike / Mountain bike that is not used Describing their appearance and nutrition How would you describe them physically? Fitness, body shape, weight? Why are they this way? Carrying between 10-15kg more than their ideal (18yr old body) due to sit down job What would they likely eat and drink for breakfast? Cereal or toast or nothing What would they likely eat and drink for morning tea? Coffee from a Caf What would they likely eat and drink for lunch? Sandwich, pastry, sushi, burger, Panini, anything they can buy near work What would they likely eat and drink for afternoon tea? Coffee and cake or tea and muffin

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What would they likely eat and drink for dinner? 50% of the time theyll eat out or use take outs the remainder will be basic meals cooked from canned or convenience ingredients due to time limitations and ease (theyll be shattered from a big day) Describing their interests Where would they holiday usually and how often? In winter theyd escape to the sun for a week or so or go skiing on long weekends In summer theyd holiday in nice spots in this country Are they technology enabled? (online and computer skills) Yes. Facebook, IPhone or Droid, Email, Internet connections home and work What are their interests and hobbies (this may relate to relaxation or entertainment eg they may watch Formula1 or relax by restoring old cars in their garage)? Likely varied mostly what is cool or topical What would be the three most watched programmes by these people? The three most popular comedies or dramas - real mainstream fun stuff pure entertainment Client geographics (where do they do stuff) Where do they live? As close to the city as they can afford or in a modest suburb Where do they work / study / spend the day time? In the city (my club is city based) Where would you find them on weekends Saturday/Sunday morning, afternoon, evening? Cafes, movies, bars, shopping malls How long are they likely to have lived within the city boundaries? Why? 2-3 years because of their latest job What do they travel for within the city regularly (drop off kids, pick-ups, groceries)? Mainly shopping, excursions to social stuff, work commute Client psychographics (what do they think about stuff) Time How much time do they have/perceive they have? They have time, but feel busy enough How flexible is their time (can they dictate when they do things easily or not? Not super flexible during the day due to the corporate timetable but pretty good before, after and in weekends. Motivations Why did they start exercising (goal, likely painful experiences)?

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Weight started to show a lot, believe its affecting their relationships or lack there of, clothes feeling uncomfortable, wardrobe options are shrinking, friends may have had success or be starting up, upcoming season shift or returning to family gatherings later in the year that they want to presentable at (ideally celebrated / admired). For their mother their physique may represent whether they are looking after themselves. Goal is to drop fat, shape up/tone.
Why would they keep exercising (results, timeframes, experiences, relationships)?

Feel its working, connect with me and feel welcome/comfortable, confidence, see its working in their clothes within six weeks.
Recreation, relaxation, social How do they relax (watch TV, watch sport, read, music, family time etc)?

TV mainly, listen to radio and read a bit mainly topical magazines!

What would be their top 2-3 ways of socialising in what setting, with whom, why? Getting to the bar, movies/videos, parties, dinners with friends. When relaxing what are they looking for time away, time by themselves, excitement, education, recognition (eg being seen in the right place relaxing), calm / recharging?

Fun, social excitement, recognition

What are their top 5 service preferences (fast, slow, predictable, reliable, friendly, no non-sense, professional looking)? Why? Friendly, reliable, focused, professional looking What would cause their significant others to worry about them the most? If they thought they were stressed at work, relationship worries, and their health / weight Are their significant others (workmates, friends, family) supportive of their exercise? Why? Yes, workmates may rib them but thats about it Emotional What would stress them the most what top 2-3 things in their lives? People having a poor perception of them, bad relationship stuff, finances if they were over-stretched by a mortgage What areas (health, wealth, relationships, spiritual) of their life must be under control and why? Relationships #1, wealth #2, health #3 spirituality would depend on their background and upbringing What would excite them a lot? Achieving their goals and going on display having them celebrated and having new levels of confidence about their appearance the feeling of control that goes with that. How could most easily and rapidly annoy them if you wanted to? Be dis-organised or late and show little interest in them or their results. Talk about them to others breaking their trust and confidence. How could you most easily and rapidly be-friend them what helps them know you, like you, trust you? Show them you understand the situation, ask questions so they can describe exactly what they want, cite who else youve helped like them and project that success on to them, give them the feeling they are in safe hands by being organised, confident in the club environment, social and fun. What would be most noteworthy for these people from a PT session

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Feedback on their progress and measurable change. The euphoria of doing something that they didnt think they could do in the first few months but now can. How do they dress for work, casually, for exercise? Why what are they saying with their appearance? Work is business type dress which they enjoy and have a done a bit of work / spending around. For exercise they dress modestly, with clothes that hide the lumps for now but their kit is modern, clean and relatively unused! What might they be fearful of, what would keep them awake at night? Failing at their attempt and slipping back into the old habits gaining more weight, bulking up. What could they achieve through exercise that would make them very proud?

The ability to put on a bathing suit without freaking out and to go out at night and feel attractive / desirable.

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Step One:

Creating the perfect Financial Result

Its not enough to just say earn lots or be able to pay all my bills and still go out. To get exactly what you want financially requires a little bit of planning too. The most effective business plans have clear financial goals that allow a laser like focus. No, the money isnt usually the be all and end all but it certainly needs to be a first up consideration and this spread sheet makes defining your financial aims super simple. Instructions: 1. Go here and download the spread sheet the PT financial calculator. 2. Watch this video. It will step you through how to use the spread sheet to create your financial result. Tips: 1. Be realistic but dont skimp. Youll see tax and expenses takes a chunk so focus on what a reasonable profit is given your needs and the perfect diary youve planned. 2. Its a destination so define it clearly and then realise youll build toward it over time. Too many trainers try to hit their financial goals by promoting their pants off, dropping their price, filling their diary and selling sessions. You can do this but it usually leads to tears. You must truly understand your clients and the unique experiences they are looking for before your business will grow sustainably. Bottom line is you will need to get great at providing your client niches exactly what they want before you achieve all of your financial goals. 3. Play around. Thats right. Most of us havent seen a spread sheet like this before so play around with your expenses, pricing, contact hours, weeks worked etc and youll learn a thing or two about the financial framework that sits behind a PT business. Take a close look at what high expenses and price discounting does to profits have a piece of notepaper at hand and jot down the profits that result as you play.

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Step Two:

Identifying pay-offs and pains

Achieving your business plan has rewards. Not achieving your business plan can have painful consequences. Identifying these now helps to give you the energy and motivation you need to make sure you execute the action plans that come in step 3. Answer the following questions to identify your personal pay-offs and pains relating to your business plan. Instructions: 1. Answer the questions on the following worksheet. 2. When you complete the pay-offs and pains for each section write fully and as detailed as possible so that you can truly feel what it will be like. The key is to project yourself forward into that situation before you need to. 3. Warning; if you find there isnt much pain if you fail or not a lot of pay-offs to succeeding this particular business may not be for you. Reality is, you need to want to succeed and not to fail enough to do the work in front of you. Tips: 1. Be completely honest with yourself, visualise yourself achieving the plans you have, write down a full description of how youd feel, who youd talk to about your achievements, whod be excited for you, where youd go and what youd do. 2. Visualise yourself falling short of your plans. Write about where youd be, what youd feel, how youd feel when a friend asked you what happened, what you couldnt do or have, how it would affect your future from there. 3. The better you do this section the more energy you will have to follow through. This is the section you will re-visit if your motivation is lagging in any way or if you feel youre slipping with your action plans. Make sure you write directly to yourself so when you re-read it the words will get you moving again.

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Perfect diary pay-offs When I achieve my perfect diary and Im working and relaxing just as Ive planned I will feel:

With the free time Ive created I will be able to:

My friends, family and colleagues will likely say/comment:

In response to successfully building my perfect diary I would most likely go on to try:

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Perfect diary pains If I didnt achieve my perfect diary because of a lack of focus and effort on my part I would feel:

The free time I was supposed to have would instead be spent:

My friends, family and colleagues might say (out of earshot) some of the following things:

In response to failing to build my perfect diary I would most likely go on or back to:

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Perfect client niche pay-offs When Im turning up to the club to train clients I enjoy helping I will feel:

When I satisfy these clients needs I will feel:

When satisfied clients talk about me to others they will most likely say:

In response to successfully building my business around these client niches I could get the opportunity to:

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Client niche pains If I was turning up to the club to train clients I hated being around I would feel:

If I had to train clients I couldnt achieve results with I would feel:

When dis-satisfied clients talk about me to others they will most likely say:

In response to building a business centred on just any client or poor clients I would likely end up:

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Perfect financial pay-offs When I achieve my financial goals I will feel:

With the profits Ive created I will be able to:

If I told someone about my profits and how Id achieved them they would likely say/comment:

Because I had proven I could build and run a profitable business I will most likely go on to:

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Financial pains If I didnt achieve my financial goals because of a lack of focus and effort on my part I would feel:

If I didnt have the money I had aimed for then I would have to:

If I had to ask to borrow money from friends, family or colleagues I would feel:

In response to failing to achieve my financial goals I would most likely need to:

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Pay-offs and pains (example)

Perfect diary pay-offs When I achieve my perfect diary and Im working and relaxing just as Ive planned I will feel: Fantastic! Proud, confident Ill know I have control of my business life and itll just be a dream. The diary and routines in there are exactly what I want and when I live like that I know Ill be even happier than I am now! Everything will be in perfect balance with a diary like this.

With the free time Ive created I will be able to: Ive locked in time with friends, family and Ive worked on a 44 week year which means 8 weeks holiday which is going to be a month and then 2 x 2 weeks away. A month off is just astounding and I can really fit some travel in with the money Ill have and the time.

My friends, family and colleagues will likely say/comment: I hate you!!! They will be jealous but really pleased for me and other than ribbing me about how little I work or how cruisy my lifestyle is I think theyll be very happy to see me living the way I want to I know I will be!

In response to successfully building my perfect diary I would most likely go on to try: Oh, where do I start. I think once I get this diary in place Ill just live it for 3-4 years and see what interests me next. I definitely would be happy to buy or build a bigger business once I had proven to myself I can create what I aim at. With this diary created I have no doubt the next opportunity will pop out of my lifestyle and Ill be confident enough to capitalise on it.

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Perfect diary pains If I didnt achieve my perfect diary because of a lack of focus and effort on my part I would feel: I would be devastated. Totally bummed. I see this as a once-in-a-lifetime opportunity to knuckle down and achieve exactly what I want. Many of my friends are very unhappy in their jobs and I dont want that so if I didnt get this done because I was slack or too scared Id be unbelievably unhappy with myself. Failure at this is really not an option

The free time I was supposed to have would instead be spent: I guess Id be going through a mix of spending that time worrying, trying to work out what I wasnt doing or wasnt doing right, and worst case doing some painting / roofing contract work like I used to. Terrible thought really.

My friends, family and colleagues might say (out of earshot) some of the following things: I think the most likely thing theyd say is either I told you so or poor guy, I think hes really struggling. Id hate to be talked about like that by my closest. I wont let that happen.

In response to failing to build my perfect diary I would most likely go on or back to: Painting or roofing which I hate and wilfully got out of. I could end up there for years just stuck doing what I can to earn a buck.

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Perfect client niche pay-offs When Im turning up to the club to train clients I enjoy helping I will feel: Happy and privileged. Ill be buzzing to see them and hear what theyve been up to. Ill enjoy putting them through their paces and I know Ill build a lot of friendships as well as clients.

When I satisfy these clients needs I will feel: Totally stoked for them. Ill be so enthusiastic and also Ill feel like its my job to keep them moving on to their next goal. Ill secretly be damn proud of my contribution too but realistically they do most the work so Ill be excited for them.

When satisfied clients talk about me to others they will most likely say: That Im a nice guy, great trainer who knows what hes doing and that Im 100% committed to my clients through thick and thin. Thats exactly what I want them to be saying and feeling about me and my PT services.

In response to successfully building my business around these client niches I could get the opportunity to: I suspect train more of them, or train them in groups, or provide additional services (like nutrition support / information). My niches are also well connected so I might get the opportunity to open up a club or a studio or be recruited into one of their larger businesses to help with staff fitness and health. Who knows they are a pretty significant bunch.

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Client niche pains If I was turning up to the club to train clients I hated being around I would feel: I think it might be like turning up to my old job where the work was unpleasant and the hours just seemed to drag and drag. Theres no point in that Im here to leave that type of experience behind.

If I had to train clients I couldnt achieve results with I would feel: Despair. Id hate to be working with people who just wouldnt train well at all and who I couldnt help properly. My reputation would suffer and theyd be better off with another trainer who got them.

When dis-satisfied clients talk about me to others they will most likely say: Bad things that would hurt my business and not help me grow at all. Enough said there!

In response to building a business centred on just any client or poor clients I would likely end up: Chasing sessions and delivering a lot of training that didnt stimulate me or them and I think Id end up in a rut feeling like a salesman chasing the next sale and not liking the customers I got but needing to train them anyway to make ends meet.

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Perfect financial pay-offs When I achieve my financial goals I will feel: Yeeehah. Ive never had a lot of money and having a bit more will be very nice indeed. Ill feel a lot more confident and happy, more relaxed about spending and man, I really am looking forward to getting rid of my student debt and overdraft. It will be a relief.

With the profits Ive created I will be able to: Pay off debt is number 1. Then live a little by getting a nicer apartment and a reliable car. Then Ill be saving hand over fist for my holidays and travels each year.

If I told someone about my profits and how Id achieved them they would likely say/comment: My folks would be proud and my sisters would be positive and encouraging. Although we dont talk about money much in our family we do know when someone is doing well and I think the fact that Id done it on my terms by building my own business my family and friends would really respect that.

Because I had proven I could build and run a profitable business I will most likely go on to: Take a few more calculated risks and build some wealth / get some money behind me. One day Ill have a family of my own and having these business and financial skills will be vital to help me provide for them.

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Financial pains If I didnt achieve my financial goals because of a lack of focus and effort on my part I would feel: Gutted. I have to get these finances in order and to do that I can either focus on them or they will simply haunt me until I do. I will feel immense pressure and worry if I dont get this financial stuff sorted and soon.

If I didnt have the money I had aimed for then I would have to: I really would have to go back to roofing within six weeks if I didnt track well against my projections. My options are limited because of my debt so its now or never really. In the shorter term I may have to take a night job and PT in the day if things were going okay but not bang on over the first few months. That would be fine as long as it was temporary.

If I had to ask to borrow money from friends, family or colleagues I would feel: I dont think I could do that. Im too in debt elsewhere to tie my family etc in to my problems. Ill just go back to roofing rather than borrowing off family etc. If I was a few hundred short and things were really going well I might borrow that but only if the finances were tracking exactly to my plan.

In response to failing to achieve my financial goals I would most likely need to: Ground hog day for me living pay check to pay check and slowly reducing my debt.

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Step Three: Business building action plan

Your business building action plan must identify the steps you need to take in each of the following key results areas (KRAs) to achieve your business goals; lead generation a lead is a person for whom you know their; goal (what they want to achieve), pain (why they started exercising), barriers (why they havent achieved their goal yet), timeframe (when is their next milestone) consult conversion this is the percentage of people who sign up for on-going training from all those who sit down and complete a consultation with you client yield this is how much income per client you receive. It is influenced by the number of sessions your clients take (frequency) and the price of your sessions (which creates the average spend/yield for a client) For each action in an area you also need to write down any barriers (personal or execution) that may prevent you from achieving that action. Instructions: 1. Look at the average lead generation requirements from your financial plan for the next 12 weeks (this is under the graph on your financial planning spread sheet). 2. Review the lead generating options you use and estimate how many leads per week each could achieve (on the second tab of the financial calculator we have put estimates for a number of lead generating activities provided on ptdirect.com. We use some of these in the video as examples). 3. Fill out the lead generating section of the business building action plan tool as per this video example. 4. Review your conversion rate against the conversion rate you used in your financial projections (its the number in blue that you can change in the lead generation requirements section under the graph). 5. Fill out the conversion actions section of the business building action plan tool. Tips: 1. If you are not sure how to generate leads consistently and effectively you need to consider getting support immediately the life blood of any business is customers and without good quality, targeted leads you are dead in the water. Ptdirect.com contains over 75 tried and trusted lead generating tools and templates with complete online instruction for the use of each. 2. Break the actions down into small enough bites that you could do one of them in a few hours. If you leave actions too big you are much more likely to procrastinate. This way you can make progress every day. 3. Track your follow through aggressively. Business rewards consistent, informed action. As we mention in the video making the plan and then tracking your execution is the best way to maximise your progress and returns. If you are not following through then identify the barrier(s), and take the next natural step to

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overcome it and if you cant then adapt the plan (ie change what you are requiring of yourself or your resources by changing the lead and/or conversion actions) immediately. 4. Your business building action plan should focus on conversion (the sale) and client yield (the spend) activities first (hence the focus on perfecting consultation techniques at ptdirect.com where we have over 27 hours of tuition on this exact science). This gives you the best bang for your time because each client gets better results, buys more PT and refers more friends. Once your consultation is rock solid then its time to open up the lead pipeline even more. If you do it the other way around you can burn a lot of leads or end up with a lot of clients doing far too little training with you to get results. Neither of those options are any good in the long-run!

Congratulations
Congratulations on creating your results focused business plan. We know youll understand a lot more about business planning now. Now get to it and thanks again for making your business about other peoples health and wellness!

The Team ptdirect.com

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