In the last few years, I have shifted a big part of my business to residual income.  It certainly doesn’t mean that I don’t work!  My work with my clients is what get’s me going!  I would never change that.  But let’s face it, I’m only one person, my time is limited and that = topping off quickly!  Do you live there? in that place where there just isn’t any more room to grow your income?

I’d like to take a moment a share with you… the secret to continued income growth is all about what you are doing on the side!  I don’t mean another job!  Sustainable income will come from

1)  expansion, which comes complete with growing pains!

2) residual income

I chose to the both!  My business model has grown and changed, and so has my residual income.  I found a product line that suits all of my concerns.  In the wellness and fitness industry!  It’s what I do!  I didn’t go looking for a side product that I cannot endorse, I did not look for a product line that doesn’t work in my present business.. i chose a product line that I have researched, I chose a product line where I have access to the experts, the doctors and the researchers.  I chose a product line that works with what I do!  The selling of the product is a no-brainer in the sense that I truly believe in it, I can endorse it and I can stand behind the product.  My clients trust me and trust my judgement because I have always worked with integrity.  They can rely on the information I give them because I do my research.  They can believe that if I am endorsing the product, it’s because it will work for them.

The benefits to all this?  steady income on which I can rely on a monthly basis.  It doesn’t take away from what I do on a daily basis, it just serves to add value to the service.

When looking for residual income, look for something that works in conjunction with what you do!

For me, i chose the Qivana product line.  It’s easy, it’s natural, it’s high end and it’s been proven to work.  If you’re in the health and wellness industry, if you’re in the fitness industry, this is the number one product out there!

Are you looking for residual income? are you interested in learning more?  leave me a comment, contact me.. I would love to help you grow!

It’s all about being seen!  It’s all about participating!  Let’s get our business at the forefront!!!

In the business of health, wellness and fitness, we are one small fish in a great big sea!  Getting my name out there, sharing my vision and my passion, letting the masses know that I do make a difference, that I can change their life, that I promise to be there for them… well… lots of words that nobody can hear unless I get myself out there.  I’ve tried many, many ways to do this.. today, I’m sharing the 3 best tactics that has positioned my business at the top of my industry…

Get To Know Your Community

Take a good look at the community!  What’s happening, what are the demographics, the socio-economic situation.. ask yourself the question:  What can I answer to?  Every community, every city and even every neighborhood has something special or unique about it.  I have found that when I take a look at what’s going on, when I’ve taken the time to chat and get to know my neighbors, when I’ve helped out at the local rink and met with parents and coaches… the problem was easy to identify.  Once that problem is clear, it’s then easy for me to create a program that will be helpful, accessible to them and most of all… EASY TO SELL

Here’s an example of how I was able to grow my business through my community!

I’ve just moved into a neighborhood where there are mostly young families with children.  BONUS!!!

The Problem?
Overworked Parents with very little time to take care of themselves
The freedom to just pick up and go to the gym
Disposable Income

How Can I answer To Those Obstacles?
Create a time slot that will work in their daily lives -
Create  a format where the children can either join in or are taken care of
Create a program where the costs are at a minimum, work the masses as opposed to the individual.  This will keep the cost down per capita, but will increase your hourly rate.

The Solution
I’ve created a program in the community where parents and children can play and work together.  I’ve hired young trainers to work with the children and more mature trainers to work with the adults.  Why?  the young trainers are typically very high energy,  more able to handle a mass of children through play.  The more mature trainer has more insight on the emotional needs of the adult.  I’m generalizing, but it works!

Volunteer – getting to know people who know people

If you’re looking to get your business out of your community and into a bigger forum, it can be quite the obstacle creating a space for yourself.  The city is a forum where people commute, they are in a hurry.. go fast, go strong.. go home!  Cities also have people who live and play there.  In my own experience, I have found that helping out with volunteer work has helped grow my business.  Giving a little bit of time where my heart lives has given me the opportunity to meet the leaders of those cities.  For example, I am on the board of the Silver Moon Foundation, an organization who’s mission is to raise funds for children’s charities.  The contacts that I have made through a genuine love of helping has opened many, many doors.  I now know people who know people!

Networking – Like minded business people

Last week, I spoke on networking and the importance of meeting business people who can help you grow your business.  This is one of the key aspects of business growth.  It’s not about knowing people who do what you do, it’s about knowing people who’s specialty will change the scope of your business.  Through these networking groups, I have met professionals in all aspects of business.  From accountants, to branding experts, to social media experts to travel agents!  They all have a specialty that I have tapped into at one time or another to guide me through my business growth.  I bodies, for sure… I always need help from professionals who know what they do!  and yes, though not a selling event, it has brought business!  Helping each other, guiding each other… now that’s networking!

It really is about getting ourselves out there!  Being seen, participating… I am more successful when I play a bigger part!

How do you get yourself out there?  How do you position your business amongst the leaders of the community?  Share your story, I’d love to learn from you too!

• Look for networking groups that include professionals that can help you grow your business.. in other words, it’s not about networking with your peers in the industry, it’s about networking with other professionals.
• Brand yourself.  Get business cards, have a logo designed, make your tagline clear and precise about what you do.
• Dress appropriately.  It’s not just about wearing the best suit, it’s about representing yourself.  For example, I sometimes will wear my branded clothes, especially if I have a table set up.
• Get a table if one is available… having a table means people will browse and take a peak, even if they are not looking for the services you offer.  It’s also a wonderful opportunity to get to know your business peers, take an interest in them.  If you are already branded, do this!  the visuals are key to attracting people to you… and please.. SMILE!!!  another fun trick is to bring modalities that people can try or manipulate.  For example, I try to bing a stability cushion and get them to try standing on it.. they have fun and before I know it, they are asking for my card and I never once tried to sell them on ANYTHING!!!
• Wear your best smile and put your best foot forward… Yes, that means TALK with people!!
  It’s not about selling!! It’s about being interested in what THEY do.  If you are genuinely interested in them, they will take an interest in you!
• Give first and share always.  That means be helpful.  We know that in our industry, as soon as people know what we do, we get the usual problem stories.  It’s just the nature of the beast!  The trick here is to be helpful without giving up the farm!  In other words, offer a solution to their problem, give information, send them to appropriate professionals..  the selling happens by being helpful not with a list of your prices!!!
• Get involved!  networking is not just about the organized groups, it’s also about the community!  Help build a stronger community, get involved in organizations around your neighborhood, around your city.  They are all run by PEOPLE!  sometimes, it’s not about being strategic, sometimes, it’s just about being where you love to be, working and helping at something that speaks to your heart.
  It’s not about who YOU know.. it’s about who THEY know!
• Networking is all about business growth, it’s all about talking with people, showing a genuine interest, it’s about being available and getting yourself out there without the sell…

Ok, so now that we’ve got this pegged!  Let do it!  get out there! Have fun!  meet people.. you never know who you will amazed by you!!!

Let’s start at the beginning…. When i first started on my own in the industry, I was working word of mouth, small business cards (they were bland and ugly really)… I was doing my thing on a very small scale, not really going anywhere.  I tried different tactics to get out there but really, nothing was working.

One day, I tried my hand at networking… I had no material to speak of, only me and a few gym modalities, a few clinic tools and well… bad business cards.  I worked the room anyway, because I can do that.. but… That evening, I met a young lady who’s specialty was branding small businesses… I asked the question:  why is it so important?  her answer was clear and precise:  It’s what you need to do to place yourself in your industry, clients cannot identify with you if they can’t associate a picture, a mission and a face to your business… well, that makes sense!!!

We spoke long and hard about what tool to use to brand my business, on a budget of course.  I didn’t have the monies to invest on a big scale at that time.  Yet that small investment went a long way to help me position my business, and also my face to my business.

To make a long story short, this is how we did it…

• We began by identifying my credentials (what sets me apart from the rest)
  We looked at the services I offered and which ones would bring in the most income
  We explored with my perfect client, who I wanted to reach, who would use these services and who could afford the services

Then we went to work….

• She hired a professional photographer to capture the essence of who I am (what an experience!).  We then chose one picture that would really depict who I am and then used that photo in all of my branding.  ALL of it.. same picture for every piece.  Why?  So that the face was constant, without change, so that potential clients could recognize and begin identifying with it…
• We designed a logo that reflects my mission statement
• We then began looking at the website.  That was quite the procedure.  It’s not enough to tell people about the services, it’s all about the delivery!  So we hired a writer to help us make it work!  We placed key words that would capture attention and played with different design formats that were easy to follow links.
• Then we looked at how to direct traffic via newsletter, social media… we didn’t explore the strategies so much, her expertise is branding.  All strategies pertaining to marketing is a whole other arm that I couldn’t afford at the time.  I had to learn slowly but was well equipped since all my material was already branded!
• She designed all pieces with the same look, the same colors, the same feel… before I knew it, I was getting calls… I know!! really?? it was because i was using the brand to the best of my abilities by getting out there!  Showing the pieces, using the pieces… It’s not use having all the glitz if no one will see it!!!
• Sure there are strategies to explore when marketing, but a good marketing firm will always tell you to brand yourself first, BEFORE you get out there!!  As my business evolves and grows, I know that the initial branding pieces will continue to work for me.  Sure, every once in a while, a new picture to update the look as my own looks change, but not very often…

The initial investment was well worth it, the R.O.I. (Return On Investment) was felt from the onset, not to mention what it did for my own confidence at getting out myself and my business out there!  It added credibility to my small business, it added a pofessional feel to my business… it gave me what I needed to explore the future growth of my business.

Branding can be the most important investment you make in your business.  Let your business shine by showing off who you are and what you do.  Place yourself amongst the best and the brightest by showing potential clients that you are all that!!!  You’ll be amazed and how one small investment can change the way you grow…

Do you have a start up experience to share with me?  I would love to hear from you!  Leave me a comment, let’s talk!

Here’s how I now see it… I am grateful for the outflow, it means I still have my business and that I am still solvent!  It means that my clients are still happy with the service, it means that I am taking the right steps in growing my business… It means that the hard work I put IN my business, my genius work, is paying off… It means that the time spent working ON my business is paying off…   There was a time when paying those bills meant a day of stress and worry.  A delicate balancing act between staying solvent and meeting my obligations.  It was a constant worry and a constant stress.. When asking peers in my industry, I found that most were in the same boat.

The health industry is quirky, season driven, disposable income driven… and yes, to be sure.. status driven… It’s a status symbol to tell people you have a personal trainer, a coach.. it means you are successful enough to own that… in essence, in many cases, it’s just not our genius work.  And let’s face it, in this economy, finding the clients that can afford the prices can be challenge.  So yes, paying the bills was a huge stress.  Until…

I began looking at my ACCOUNTS RECEIVABLE instead.

• Was I on with my invoicing?
• what exactly was I invoicing?
• were my clients getting more out of me that the cost implied?
• Were my contracts clear and precise?
• Did some clients get more out of me than the other?  Am I clear in the cost breakdowns?
• Was I on with my schedule? Did I overlap their timeslot?
• What is my time worth exactly?
• What does it cost to run the physical space? the equipment?  the products needed?
• What was happening out there in the industry?
• why were most of us starving?

I went to my peers and asked the questions and what we found was that we were not ON with our accounts receivables?

What were doing was surviving the economy by giving more than what was being paid…  I took out

• ALL of my paper work
• ALL of my print material
• ALL of my source deductions
• ALL of my bills..

I put down prices on everything and anything that I could possibly think of that costs me money to run my business… I put down every minute spent with each client and what they were getting from me (time, effort, knowledge, research, products, equipment…).. EVERYTHING!!!!  and then I started tabbing things out.  Guess what I found?  yep!!  It’s not that I was undercharging my actual service, it’s what I was giving them for free that cost me money... extra time, extra emails, extra research, … I know what I know, and I what I do… when special needs occur, I love the challenge but it costs precious time… I want to be that professional that can answer to it, we all do… It shouldn’t be at a financial cost.. if it costs their should be a return on investment… R.O.I…

Ok, but how do I change what I am charging my clients and still retain them as a client?  Good question, we’ve all asked ourselves that question!  I detached myself from the heart piece. I kept to my hours of operation, to their paid time with me.  They got the best of me when they were with me.  I billed accordingly.  What I did was that everytime some extra work would come up, I would simply tell them that it was my pleasure to do that work, that I’m grateful for their confidence in me and that I would add the extra on their invoice at a cost of XXXX…  most didn’t even blink… really they didn’t!!!  I wasn’t charging them for the extra and they never blinked when i began adding the extra charges!!  What an eye opener!!!!

The next step was being absolutely ON with billing time and to create a procedure where the clients were NOT surprised when the invoice came up.  I began asking them to sign off after every session with me.  This sign off sheet also included the extra charges.   Basically, it became a contract of used services.  Now some of my clients were long term clients we had already built a strong relationship, i trusted them to pay every month when the invoice was due, usually once a month.  What I changed was the process with my new clients.  I began charging them BEFORE the service began.  In other words, book your appointment with me, I’ll send you the invoice via email (I used an accounting program like quickbooks for this) … they would pay the invoice at the beginning of each sessions.  If extra services were involved I  would simply tell them to take another appointment where we could focus on the problem at hand... it worked!!

All of a sudden, the flow of income became much more consistent.. I could plan.. I could forecast… I could take a steady income from my business… Now not only is business thriving, so am I… I live my dream every day… I have disposable income to play…

My life rocks!!!  All that because I began focusing my efforts on the accounts receivables instead of the accounts payable…

Take the stress out of your business…. Charge your clients!!!  if they are not willing to pay for your time, they are not the clients you want!!!  I know this for sure!!!

Tell me your story, share with me.. have you grown your business from the inside out??? would love to hear from  you, share with you…

A few years ago, it was all work and no play!  why?  because i was giving away the farm in the hopes of keeping my clients!!!  until I learned:  R.O.I.  = Return On Investment

I went thru a process where I began taking notice of what I was being paid for.. but mostly.. what I wasn’t being paid for… I began to track my monies spent, where they were spent and what it was bringing me in return… uh… not a pretty picture!!!   I’m into shaping healthy bodies.. but being in the business of shaping bodies was a whole other outlook… …

MISTAKE!!!  I’m in business first and my business is about healthy bodies

Ok.. when that finally set in I had to learn how to spend more effectively, where to place my money so that I can see a clear return.. In other words, what will those spent monies bring back to my business????  Yep, you know it!!  I was spending far too much money on things that I was giving away for free!!!  I’m not kidding here!  and I could justify everyone!  mmmhmmm….

• Bottled Water (it’s just a little extra for my client, keeps them coming back)
  Branded towels (well, it’s much prettier and it re-inforces a presence)
  Print material (they like seeing their work on paper, and branding it is all about being seen right?)
  Branded invoices  (well, it only makes sense to give them a branded invoice for goodness sakes!)
  Elite Massage Oils for clinic (well, they deserve the best!)

To name but a few…  really… I was trying to make their experience with me exclusive!  ok, but… let’s take a look at this… really.. do those things make a difference?  of course they do!  But do they bring any income back into the business?  well.. no they don’t!!!  they don’t even keep the clients coming back!! It’s not why you’ve been hired, you’ve been hired for your expertise in the field!!!  Does it enhance their experience?  well, maybe just a little, but really, not enough to keep them coming back!

So instead, I began focusing on spending monies where it would bring back…

• extra courses and knowledge based acreditations
• new equipment
• coaching for myself and my personal growth
• Branded water bottles to SELL
• Branded Towels to SELL
• Elite oils to SELL
• Branded invoices on line, they can print themselves

What i got from making those changes are  monies IN my business… TENFOLD!  When spending hard earned monies, I now think first:  What will my business make from that?  Can I capitalize on the outflow?  How do I incorporate that expenditure in my business model?  At the end of the day, the experience they share with me is one where I am there for my clients, is one where they can count on me, is one where the information I give them is theirs to own… It’s about making their experience exclusive… with ME!  not the towels or the water bottles..

Building a 6 figure income when others are starving takes know how… it takes coaching… it takes hard work and it takes taking notice of what we are doing right and building from that platform… Tell me, what are you doing right in your business?  I’m sure i could learn from you, leave me a comment and share with me….

Have you ever just sat back and taken a good look at where you are?  I mean a detached look.  A look form an outsider’s perspective…  a look from your client’s perspective…  It took a long time before I could do this.  I was so busy working in my business that I wasn’t taking the time to work on my business….

Working in your business are the hours that you spend doing what you do.  For me, that meant gym time and clinic time… break em up, then fix em up!!  A production line of work hours… working in my business meant paying the bills, researching new products, new courses… I sincerely thought that growing my business meant growing the numbers… I became exhausted with it.  To tell you the truth, I became bored and stifled and well… I just wanted to give it up… and so I did… no really!!  I did!!  what i gave up was the old model in favor of working on the new model!  What i mean to say is that I knew in my heart that I love the industry, I love the work.. what I didn’t love was the environment I had chosen for myself (which made sense at the time but…)… and the hours I was keeping to keep it all afloat …

One morning I was sipping coffee going over invoices and bills, I sat back and asked myself why?  why am I doing this?  why am I so darned worked up about all this???  and then it hit me.. I was working!  I know!!  WORKING!!!!  I have a very strong play drive and this was work!!  It dawned on me that perhaps i had to look at it all and make stronger decisions for myself.. but how?

Ok, first, i just sat back.  No thinking… just sat back… slowly I had to admit to myself that this model wasn’t it for me… actually, i already knew that… I had to ACCEPT that this wasn’t who I am.  The industry is who I am, but the work wasn’t it… I loved each and everyone of my clients.. for real… I felt responsible and loyal to each and everyone of them.. for real… no question there.. then why??

I stopped asking the questions after a few days and began making a plan.. where do I want to be.. how will I get there… what about the bills?  what about my clients?  what will happen? will i ever eat steak again???  Come on, these are questions that we ask ourselves everytime there is a change… we all do it…

I knew how I wanted to work, I knew with whom I wanted to work, and I knew how I wanted to play!  So instead of shutting everything down in one shot, I began making a plan… seeing it.. creating the content of what I wanted to teach.. i began cutting out pictures and pasting them on my vision board, i began speaking with people who have done or are doing what I want to do.. i asked the questions, what is that client’s predominant problem, what is my client’s predominant concern… how would I answer to the call… .. and when my plan was clear, so was my path… this is what i started to do..

I started looking where i would find those clients

• I inserted myself into their world
• I volunteered in associations where they live
• I began speaking with them and at events
• I listened carefully before answering
• I gave them just enough to peak their curiosity while giving them an answer to the question
• I asked their opinion, their thoughts…
• I spoke with them everyday, not about selling my services, rather, I spoke with them about them, their concerns, their fears, their challenges…. I identified with them and took it all to heart…

and slowly, things started happening… I used that momentum to build the model i was craving… They started doing the p.r. work for me… they began following me, they began looking for me and then.. they bought the services because I had already created a relationship with them… my business grew from the inside out and my niche clientele is now the niche i’ve always wanted, where my mojo lives!  and the work model I’ve created is the one I had been striving to achieve.

I work with the perfect client for me, I work in a model that answers to all of my needs including precious playtime..

In my humble opinion, I love what I do so much that I know I will never have a workday again!!!

Have you ever tried to change your model?  what was the outcome?  I’d love to hear your story, let’s share stories, i bet i can learn from you!  Want to know more about my business model?  I invite you to http://myoprecision.com/power-circle.html

A niche clientele is one where the same type of client comes through the door, asks and buys the services that you offer.  Usually, it’s because you’re either great at that work, or that you have positioned yourself in that line of work.  Social media, advertising, word of mouth marketing, testimonials all contribute to a niche clientele.  What we should be thinking about is how to build that preferred client base…

The good in that…

The positive side to a niche clientele is that you become the local expert, the local hero in that community.  Clients talk about you, they refer people to you because they’ve enjoyed or benefited from your product or service.  In other words, you can easily tap into your clients to grow your client base.  If you love that nice but feel somewhat stifled you may want to expand your knowledge base with extra courses for example…

The downfall…

It can be a difficult situation if your niche is NOT where you want to live!  For example, if my dream is to work with athletes, why is my niche the business woman?  It can be a long and tedious career if you’re not doing what I call your genius work.  That place where your mojo gets revving to the next degree just thinking of the work ahead.  Think it doesn’t exist???  let’s take a look …

When we first open our business, we take whatever comes thru the door.  We all do it, we’ve all done it.  With time, this is where the niche clientele begins to grow.  If you’re not attracting the client you want to work with, you’re building the wrong niche.  We service these clients to the 10th degree because we are afraid to fall into starve mode.. you know, that place where you are worried about paying the rent!  Take what comes and make it work, the business has to work!  mmhmmm… so how do we do it differently?  how do we go get those clients we really want to work with?

1)  before you even think of changing or growing that client base into a niche that works for YOU, you first have to identify that client…the more you know about that client, the easier he/she is to find…

• who is he/she
  where do they live
  what do they do
  what’s their income base
  where do they play
  where do they network

2) once you’ve identified that client, once you know in your heart not only the way you want to work, the work you want to do but also whom you want to work with, then…. get moving!  go where they are!  In other words, if I want to work with athletes, go the athletic centres, training centres, speak with coaches, go see the homegame, speak with the parents…make the effort to get yourself where they are… it all starts with letting them know you’re there and want to be working with them…

These are just a few tactics that exist to change your work environment from humdrum to blast off!  Know what you want, know who you are, know you’re strengths… it all takes off from your effort, no one can make it happen but you!!  Do it!!

If you love what you do, you’ll never work another day in your life.. that’s my promise!  and I know because I’m doing it!

It turns out, she has a dislocated shoulder and was trying to get disability insurance compensation.  So how does that affect me?  Well it doesn’t because I have the file!  In no way could she come back to me with claims that the problem started in the gym.  At no point was there a mention of discomfort or pain, nor was there a pre-existing pathology that I had ignored.  There was no point in sending her the information from the file, but it’s her file and I had no reservations about sending off a pdf version for her insurance company.

This could have been a problem if I didn’t keep accurate, up to date files on each and every client.  Here’s what you should always have in file:

• a physical assessment report
• a medical assessment report
• a complete detail of her workout regimen, including weight load, number of reps and then a quick note on her performance – these should be signed at every workout both by her and by you
• a weight tracking chart
• a nutritional log

It seems like alot of information, but this will ensure that you are insured!  It will keep the client on track and on task, it will allow you to move forward without repetition and will allow you to be as creative as you can while keeping your client informed at all times.  If she can see her chart every time she comes in, if she has to sign off on every workout, make notes and make comments in writing, she will take ownership of her work.  The insurance companies cannot possibly work without your files, you are at risk every time she comes in to see you.

Be prepared by staying on top of your game, on top of your work and on top of the information.  Without it, you are just another trainer out there.  Dare to be different by being the professional you want to be seen as.  Position yourself amongst the best and the brightest by keeping accurate and up to date files.

If you want to know more about client files and how to work them, I have developed a complete module on this subject.  I’d love to help you be the best at what you do.  Here we go!  www.myoprecision.com

Do you have that client who prefers to pay cash so she can avoid the taxes?  I had those and for a while, it worked.  Until the day came when i wanted to expand my business and then I finally understood.  A business without the proper paper trail is like digging a tunnel without a search light.  There are NO safety measures in place, no light at the end of the tunnel and absolutely no way out.

The underground economy is business model that may end up costing you more in the long run.  The short term instant gratification of having the money free and clear and in your pocket is short lived.  Here are the reasons why invoicing and keeping upfront with your government can bring more rewards in the long run.

I had plans to open my own facility.  It was all planned out!  The business plan was done, the location was chosen, the equipment was found… All ready to go!  True to form, i went to the bank for a business loan and my plans fell through.  Not because I wasn’t solvent, but because I wasn’t showing enough yearly sales to support the loan.  I knew I had the sales but I couldn’t show for it.  I was ill-counseled on that one!  In my humble opinion, I was in the business of shaping bodies, of uplifting spirits…. The rest would just follow…

The problems with the underground economy are huge!  Here’s what I found out by my lack of knowing…

1 – No paper trail, not insured… the end!

2 – No sales, no buying power.. the end!

3 – No registered income, no benefits.. the end!

4 – No Invoices, no database… the end!

The repercussions to your business is one that may leave your business stunted.  Growth in your business is based on numbers and that means a paper trail that is true and filed!

My suggestion to all those of us who are in business for ourselves is this:  Be honest with your paper trail, it will be the platform from which you can leap to a stronger position.

Tell me your story, have you had those experiences? what did you learn from it?  How does the underground economy impact your sales?  I’d love to share with you.