Fitness money episode 2 tyler bramlett

Fitness Money Podcast Episode 2
Tyler Bramlett
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Welcome to the Fitness Money Podcast brought to you by Fitness Money.com. In this podcast, Logan
Christopher and Tyler Bramlett teach you the step by step ways to make more money in your Fitness
Business. Let’s take it on a word for this episode of the Fitness Money Podcast.

Tyler: Hey guys, this is Tyler and Logan from the Fitness Money Podcast. Today we have Episode number
2 of the Fitness Money Podcast. How’s it going, Logan?

Logan: It’s going good. I’m happy to get to Episode 2.

Tyler: Yes, Episode 2. We’re moving forward in the world, right?

Logan: It’s almost feeling solid at this point.

Tyler: Yes, like it’s an actual thing that we’ll be doing for the future, right?

Logan: Yes. We have our set time to do each week and so far so good.

Copyright © 2013 FitnessMoney.com All Rights Reserved

Tyler: So far so good, yes. So if you guys missed Episode 1, we’re going to be teaching you tons of stuff
throughout this podcast. Our main objective is to really take people out there, frustrated personal
trainers who are living paycheck to paycheck and can’t find a way to make more money at of their jobs,
we’re trying to teach them to make more money as a personal trainer, maybe upgrade to run a boot
camp, or maybe get their ideas on programs online so that they can make some money while they sleep
as well.

Logan: Yes. One of the most important things besides the training Information, and we talked about this
at length on the last one, you need to understand marketing or else you’re going to continue to struggle.
That’s the way it is.

Tyler: It’s what we see over and over again. People paying for the next certification thinking that’s going
to bring them clients and money but it just never happens. Like you said, it’s about that sales, that
marketing, and building systems. We talked a lot about that and kind of your experience with the
internet marketing side last time around.

Logan: Yes. Now what we’d like to do is me having given really an introduction to myself, we’re going to
go delve into Tyler’s back story, how he got started. Tyler has quite a bit more experience with me in the
offline world so here we’re going to focus on that. I think maybe in the next one, we’ll get into what
you’ve been doing recently with the online stuff but just focusing on that offline stuff.

You were working still as a construction worker while you’re seeing me build this massive online
business and you got inspired by me. What really led to you starting your program? I guess you’ll go into
details of what you started, how you started, and all that.

Tyler: Well, I don’t even think I need to say anything. You pretty much told the story. The whole thing
was an inspiration from Logan himself. Me and Logan have known each other for a long time and we’ve
been interested in fitness for a really long time as well. Both of us were kind of exposed to the concept
of making a living online probably, Jesus, it’s almost been nearly a decade by now. I think both of us
have been kind of bitten by that bug early on and that kind of stuck with each of us in terms of wanting
to make money in the fitness industry.

Logan, however, got started much quicker with the internet stuff than I did. I’ll kind of touch on that a
little bit towards the end here, how many struggles it took for me to get online and why you guys should
really avoid those struggles. But I made the cardinal mistake that a lot of people do these days and that
is getting comfortable.

Getting comfortable is a big mistake. If you guys are listening to this podcast right now and you’re
comfortable, I really urge you to think about doing something that will take you out of your comfort
zone. Because even right now, today, as I’m talking to you, I am way outside my comfort zone with this
new project that I’m working on. I’m doing 12 to 14-hour days, seven days a week, to get this thing done
and guess what? I’ll do the work it takes to get it done.

Let’s take it back to kind of what I was talking about in the beginning. I got comfortable working a job in
construction. It doesn’t sound that sexy really. The whole time I was working that job in construction, I
continued reading books about people in the fitness industry and brushing up all those fitness stuff. So I
was exercising regularly and really, really, really getting my knowledge base from the fitness industry but
I wasn’t making a freaking dime on training clients or anything. This is years after I had gone to the RKC


with Logan in 2005 and expected to make kettlebell training a career of mine. I went to the RKC, I came
back, and I got a job as a construction worker because I needed to make money for me and my girlfriend
at the time to live in a house. I worked my butt off in construction all day and all night and got
comfortable in that job.

Now I was gifted with the biggest blessing ever. I got laid off. I got laid off from my job. When you throw
a stick in the spokes of comfort, you really got to do something to make it happen. So what was my first
reaction? It was…

Logan: Oh, shit.

Tyler: Yes it was oh, shit. I lost my job. I lost my income. I need to make money somewhere else. That
was kind of a start of me having to learn how to make money by myself and not depend on other people
to make money. Now again I’ll admit I didn’t go straight to the fitness industry for this. What I ended up
doing was taking a bunch of private jobs as a construction worker, basically like a handyman.

The good news is I’m good enough at getting stuff done that I actually made more money as a
handyman than I did working for a big contractor. That was cool because I got to make my own hours
and things like that but before I go any further I want to impart on you guys, you’ve got to get stuff
done. You’ve got to get shit done. Right, Logan? What is any entrepreneur who doesn’t know how to get
stuff done?

Logan: They’re not an entrepreneur.

Tyler: They’re not an entrepreneur.

Logan: They’re going to go out of business. I could just list the different things I’ve done today. I’ve shot
a video. I’m uploading it right now for a product I just launched earlier this month. I completely finished
editing, producing, and mastering the DVDs needed for a previous workshop we had that are going to be
into a big launch later on. I did a coaching call with a client and now I’m doing a podcast with you. So
yes, getting shit done is an important skill to learn. We’ll definitely be talking about to actually do that a
lot in the future.

Tyler: Yes, because you can get a lot done fast. I’ve got the same kind of laundry list as Logan does and I
still got a good seven hours before I’m done with my work day. So anyway, my point is you guys have
got to get stuff done. If you’re lazy, if you’re not getting stuff done, well then wait for these next
episodes where we’re going to teach you how to get more done in less time. Throughout the whole
podcast, we’re going to show you those tricks and tips that me and Logan both use.

Back to the story. So I’m making money. I’m doing my handyman stuff and lo and behold, an
opportunity kind of comes to me. My wife at the time was working as a manager of a Child Care Center
of a gym and I heard the owner say he was trying to start a group training program. So with virtually
with no experience whatsoever other than understanding what it takes to get someone fit, I jumped in
and I said I’ll do it.

He asked me what I wanted to make and here was my answer. I said I don’t want you to pay me
anything per hour. All I want is a percentage of the profits. I want to basically be a partner with you on
this group training program. So I started out. I trained several trainers on how to teach this system that I
wanted them to use.


Logan: Let’s pause you right there because that’s really important. If you’re in a situation where you
don’t have a lot of money—you said you were doing the construction yourself and that was working—
and you saw the opportunity, took advantage of it, that’s one thing that a lot of people wouldn’t do
either. But you made the opportunity something that would allow it really to become your own
business, although you’re partnered with this guy, to have it really grow so that by investing your time,
it’s not another job that you’re building for yourself which is really what most personal training is.

Tyler: Yes. We’ll talk about that a lot, whether or not you’re building a good business and making money
on autopilot or if you’re just building another job for yourself. You’re right, man. Taking the opportunity
is huge. Taking your time and just saying, “I’m going to commit to this and I’m going to do the best job I
can.” That’s what I did.

You know what the whole funny thing was? Like I said, I’d train these trainers. I got this equipment all
set up in the gym. I created the system. I created an outline. I really thought about how I could create a
Boot Camp Program that was different than what other people were seeing and by different, I meant
not CrossFit. So I created this program and I did presales by advertising in this gym and just really getting
people on the phone, trying to get them out to our first day where we do a free intro class, and lo and
behold I signed up 19 people for my first month.

Nowadays, I can do much better than that and I have done much better than that in opening more
locations but that was a pretty good first start. Long story short, the first two months of me basically
training people, opening this thing, and getting this thing all set up, I do all the accounting and we
square up and my first check comes: $402!

I’m still doing construction full time and then some at this point just to keep getting by. $402, I got to tell
you guys, this was for 200 hours of work. Okay? So I did my average there. I’m sure you guys have, too.
That’s about two dollars and a few cents per hour. When you’re starting up a business like this, you have
to be willing to kind of do the ground work.

Logan: Yes, that’s an important thing. $2.02 per hour, is that what you just said?

Tyler: Yes. I think it’s $2.05 or something like that.

Logan: That’s the important thing though. I mean calculating that’s kind of fun but really you can’t be
thinking in terms of dollars per hour so much when you’re trying to become an entrepreneur. It’s really
when you’re creating a product or really putting something together, yes, you may spend tons and tons
of time doing that but that 200 hours you spent, that’s just the base and then it grew from there. The
time you spend, it doesn’t turn over.

The first book I ever put out online, I spent—I don’t even know how many hours it took me to edit and
get that all ready—it was literally months. It’s kind of amazing for me to look back at that but that book
has been selling since that day five years ago and it continually brings in money. So all that time back
then, yes, it took a while to pay off but it’s been paying off ever since. I don’t have to do anything else.

Tyler: Yes. You probably made $50,000 off that book over the last five years.

Logan: Well, that’s a possibility, definitely in the tens of thousands of dollars off one book.


Tyler: Absolutely, so that’s a great point. That’s kind of the same way. I started this program and by
putting in the footwork to create a system from the start, granted the system has changed dramatically
over the last several years—

Logan: You’re saying it wasn’t perfect from the get go?

Tyler: That’s a good point. I’ll jump in right there. I’ll just say something really quick. If you guys are
sitting at home and you have a product that you want to launch, or you want to start a boot camp, or
you have a promotion and you’re sitting there and you’re doing what somebody I know affectionately
refers to as polishing a turd—I learned that in the construction industry. If you’ve ever done concrete
before, you’ll take a concrete trail, you’ll swipe over the concrete, you’ll look at it and you’ll say, “It’s
perfect. Oh, wait. If I just had one more swipe, it would be even more perfect” and you’ll do it again and
then a rock will come up—so if you’re polishing a turd and you’re wasting your damn time doing that,
then get over yourself. Just shoot. Ready, fire, aim and afterwards adjust the course.

So I opened the first boot camp program and it’s starting to go pretty successful. I kind of start phasing
myself out from teaching it already and started focusing primarily on the marketing and the intro, kind
of the intake process, and it started to grow. It started to grow pretty dramatically. I think by the first six
months, it was making I think probably about S5,000 a month. Some of that had to go towards paying
some trainers but I was pretty happy to be having a fitness business that was making me money, putting
a few thousand dollars in my pocket rather than just burning a hole in my pocket having to invest in the
next greatest certifications program. That was pretty cool. I’d spent a lot of time reading books by some
of these great marketers, you know Dan Kennedy.I love Frank Kern’s stuff.

Logan: I just heard Zig Ziglar just passed away. Did you see that? That’s unfortunate.

Tyler: No, I didn’t see that. Zig’s a great salesman, too. He’s got some really good courses and great
energy. So you’ve got to make sure to educate yourself as you go through this process, just as much in
marketing and sales as you would in your fitness endeavors as well. That being said, we’re going to teach
you the things that you need to know so that you don’t have to wade through all the kind of direct
response stuff and you can kind of get the exact steps you need to take to make more money in the
fitness industry.

Anyway, I made that first program. It’s successful. Six months down the road, I get a kind of hankering. I
go, “Hey, I’m going to open another one.” So I open another one only this time, I kind of refine the
process and I kind of make a better killing in the beginning. We do a bigger promotion and we do
discounts on the first ten people, discounts in the next ten people, and it starts to move forward much
faster than the first program.

Those to this day, those two programs I opened, are the strongest programs I have. They make up
probably about 65% of the monthly revenue I get from group training programs. If I could just make a
long story short, and we’ll kind of go into the details on some of the stuff, I ended up opening four
programs over the next three years.

So now I have four boot camp programs and the amount of time that I spend teaching those boot camp
programs is almost zero. I still do the marketing and the sales for them. I still do the program writing for
them, which I also have a system I built to autopilot a lot of that stuff, but now I have 15 trainers
working for me and well over 200 members. It is dang close to a multiple six-figure business.


I’ll be totally candid and frank with you guys. I spend probably 20 hours a month at this point on this
program. It’s pretty minimal and I’m looking for more ways to spend less time on it and perhaps open
more programs around the area as well. I’m also looking towards the future, teaching other people how
to partner with gyms or how to open their own boot camp programs, and show you guys how to make
several thousand dollars a month in the first couple of months and get to a six-figure income probably
within the first 90 to 120 days. That’s kind of generally my story for the boot camp side of things.

Logan: Multiple six-figures, some people may be saying, just looking for an excuse, okay, you had this
opportunity to partner with a gym. Well, if I don’t have that available, how am I going to do this?

Tyler: That’s a great question. Let me jump back to a few different things. Another thing I do right now is
I still take on private clients, of which I charge a premium for. The reason why I do this is because I feel
like it keeps me connected with the industry. It allows me to test my ideas and it’s been the kind of the
platform for me to come up with more systems and programs that I’m currently kind of leaking into the
online field.

I do enjoy taking on private clients. I only keep a few of them right now but one of the most simple
things you can do as a personal trainer to make more money isn’t partner with gyms and start some
boot camp, create systems, and have this huge entrepreneurial brain fart. It’s to do one of three things,
three ways to make more money right now.

Charge more. If you’re doing hour-long sessions and you’re giving people breaks at $40 an hour, grow a
pair, and just tell all your clients, “Hey guess what? You guys can go see other personal trainers if you
want to but I’m raising my rates by five bucks.” Let’s say you see somebody twice a week for a month,
that five dollars just made you forty more bucks that month. Let’s say you have ten clients. That’s $400
you just gave yourself a raise for.

Way number two: Quit doing hour-long sessions. You don’t need an hour to work anybody up. You can
do it in a half hour if you want to. If you’re afraid to move to a half hour, keep your rates the same at an
hour and just cut it to 45 minutes. Now you’ve added more income into your pocket because you can
see more people throughout the day. At bare minimum, you added more free time to your day. I always
see people in 30 or 45-minute intervals because you can get the work done that fast. If you see
someone for an hour it’s like, ”Go run on the treadmill and then stretch for 20 minutes and then...”

Logan: Yeah. An hour feels is just a little too long. I found that myself.

Tyler: It’s long. Unless you’re going to train somebody like an athlete and you’re going to work on their
skill and you’re only going to work on all the different facets, the technical stuff. But if you’re just doing
some, “Hey, I want to build muscle and burn fat,” which is 99.99% of your clients most likely, just spend
30 or 45 minutes with them. If you spend 30 minutes with them rather than an hour, you’ve just
doubled your income right there, provided you can see more clients.

The third and obvious way is to get more clients. How do you get more clients? Well, we’re going to
teach you a pile of different ways to get more clients here over the next few weeks. Here’s a simple one.
Write an email right now to all of your clients that you currently have—I’m hoping you have their email
address. If not, then make that the first thing you need to do, collect your clients’ email addresses—
write them an email right now and say, “I really appreciate your patronage to my business. I look
forward to the years to come, helping you get more fit, helping you achieve the body composition results


you want. I want to offer your friends a special one-time offer. They can come in and get three personal
training sessions with me for the unbelievably low price of just $99.”

When you’re getting new clients, it’s not about charging an upfront fee. It’s about that low-end front
barrier. I will see somebody one-on-one for free because I know if they come and sit down across me for
free, that 93% of them are going to sign up and pay more money per month. That’s the simplest thing.
Email your people. Ask for their referrals.

Then if somebody comes in and pays that $99, tell your client you’re going to give them $99 for their
client so you’re not going to make any money during those three training sessions but guess what? If
you’re a good trainer, and I’m sure you are if you’re listening to this podcast, all you’ve got to do is be
cool, deliver the best results you can, and at the end of the three days, you need to deliver a high-quality
sales pitch to get them to join your program. We’re going to talk about my magic sales pitch that we’re
going to teach you guys in the next few podcasts. It converts extremely high for both personal training
clients as well as boot camp clients.

Sure, an opportunity did present itself to me. However I’ll tell you right now there’s another gym that’s
being started in my local town. I called them and said, “Hey, I’d like to make an appointment. I’d like to
show you guys how you can make an additional six figures at your gym.” All I’m going to do is step in
there, show them how to do it, and take a finder’s fee. You guys can do this to any gym in town,
provided it’s not a big uber chain gym that they have to call corporate headquarters in order to get
permission. If you guys have a local gym, you can go in there and you can start your own program in that
gym. All you have to learn how to do is do proper negotiating skills if you’re looking to open a boot
camp.

But the easiest way, if you’re listening to this, to make more money, is those three things: Charge more,
do shorter workout times with your clients, and get more clients. Just ask your clients to refer their
friends. I’m sure they’ll refer their friends. I’ve seen it, I’ve done it, it works.

Logan: As far as a boot camp program, those can be done outside of gyms, in a lot places. You have
parks and different things available. That may not be available everywhere depending on the weather
and whatnot, but that is a free way. If you have the marketing skills and place, you can get people paying
you when you actually have no overhead of the gym or no partner or anything.

Tyler: Zero. People are onto this functional training wagon these days. Get yourself a couple of good
books that teach you a variety of different bodyweight exercises, go over to the dump, ask if you can
have five tires, then go to a hardware store and buy yourself a couple hundred feet of rope. Tie it
around the tire and have them do burpies, tire drags, box jumps on the tires, and everything. They’re
having new partner drills and everything. People just want to get a good workout. If you provide that for
them in a fun and exciting atmosphere, they’re going to stay with your program. It’s not a price issue.

Don’t be the low-priced guy. If you want to be the low-priced guy, you’re going to work from morning till
night. You’re going to go home at night, you’re going to look at your bank account, and you’re going to
say, “Fuck me. What am I going to do next to make more money?” and then you’re going to go get
another certification.

Logan: Yup. It’s true, trying to battle on price. When you’re starting that out, it’s one thing. You have
these certain sort of deals, like you were talking about, so you’re not even making much money on the


front end. I had a gym myself for a brief amount of time. My offer was I think I did the first session free,
something like that. From there, I’d set them up on a short three sessions like you were saying for a
hundred bucks, something along those lines. After that, I would then sell them into a weekly training
program.

It’s really stepping them through because few people, unless they are already convinced from some
other reason, are going to just come into your gym and say, “I want to sign up for a year of training”
right of the bat. You have to get them in there, get them started seeing the results, and from there you
go into that thing. You can’t really do it easily right from the beginning.

Tyler: Yeah. It’s not easy right from the beginning. That’s why we want to share with you these kind of
tips and tricks to get you moving forward, if all you take from this call is you get your damn clients’
emails, you write them an email, and you say, “Thank you so much. I’ve got to charge $5 more” or, “I’m
going to do 45-minute sessions instead of an hour because the research just came out that 45 minutes
was more effective than an hour” or you email them.

Just one of those three things. Email them and either raise your rates but you’re going to get this free
nutrition program—make it sweet so they kind of join into the program—or you reduce the amount of
time you spend with them and you give them some scientific credibility as to why they’re going to get
better results with 45 minutes than an hour, or you email them and ask for a referral. Say, “Hey, will you
send this email to three of your good friends and have them contact me? I’d be glad to give them a super
low-end offer so they can get the same results that you are getting.” Just take those things and do them.
Logan, if you had my client closing system back when you were running your gym, you would have been
killing it man. You’d still have that place running strong.

Logan: I closed it because I left. That was a different matter there. Well, you said earlier 93% closing rate
and I know from talking to you earlier, it wasn’t always that strong though. From the beginning, you
were doing pretty well with it and it was the whole try a new thing and just gradually improve it till you
get to 93%. I’m sure we’ll cover that in detail in the future. But do you want to just mention a little detail
on how you can close 93% of people?

Tyler: Well, my favorites are months when I close 100%. I’m not joking.

Logan: How many clients are you signing up in an average month?

Tyler: An average month we’re looking at between probably 9 and 15 people per month, which I’m
happy with. That’s like 100 to 180 per year so that’s pretty cool.

Logan: So 93% so that’s 14 out of those 15.

Tyler: If I’m not closing 9 out of 10 people, I’m crying in bed at night. I’ll kind of touch on that because
here’s the deal. When I first got started, I didn’t track my closing rates. What gets measured gets
improved. That’s something you’ve got to realize if you’re really looking to improve your fitness game or
any business game for that matter.

When I started tracking, I was doing kind of group signup stuff. One of the things that you have to realize
about group signups is although you can pump more people through your system, it is much more
challenging to close a group than it is to close one on one. I tried to close from a group from the start.
Plain and simple, if I had not done the group closing and I had done one on one closing where you really


develop a relationship with somebody for an hour while you talk to them about their woes and you
show them your program, whether it’s personal training or a boot camp program, I would have done
much better from the start.

My starting closing rate was fifty. It crept its way up to about 65% to 70%. I really owe one of my
business mentors, a guy named Bedros Keuilian. I really owe the 90% to him because he really helped
show me how to do the 90% closing. I took a system that he created and I tweaked it more for a
functional fitness boot camp program and increased the closing rate even higher. That was pretty cool.

Here’s what Bedros said to me. He said, “Hey, what percentage rate do you close?” I said, “It’s 66%,
about two-thirds.” I was all proud of that. Then he goes, “You know what happens? If you close one third
of the people, you’re a shitty salesman. You might as well get out of the field.” If you guys only sign up 3
out of 10 people, you really need to work on your sales or you need to think about a new business. “If
you’re closing 6 out of 10 people or two-thirds, you’re an order taker.” He told me I was an order taker. I
said, “No, I’m a salesman.” He says, “No, you’re an order taker.” I couldn’t believe that. I was just an
order taker. I had 66%. I thought I was a baller. Boy, was I wrong.

I wasn’t satisfied with that. He told me, “You’ve got to get up to 90% or above if you want to be called a
heavy hitter, if you really want to be signing people up.” So I kind of changed my system up from doing
the group training to doing one on one. I created a really, well-done sales pitch that was masked as an
educational piece, which is an educational piece. I really just kind of highlight my system with people
and I sign them on.

The other thing I do too that kind of helps improve your closing rate—you guys will improve your closing
rate instantly if you do this if you’re running a boot camp—is offer a 30-day money-back guarantee. You
will instantly boost your client retention rate. I already hear you guys at home. I can hear you whining
from all the way over here. What if I have to give the money back? Then they get a free month of my
training. Who cares? From my experience, you might get 4% of the people asking for their money back.
4% is nothing.

Check this out: With personal training, here’s my guarantee. I have high-end clients. They’re paying good
money. Between four clients, I make about $4,000 a month just running personal training and that’s not
that much of my time. What you’ve got to do at the personal training clients is this: Offer them a 100%
money-back guarantee and then put an additional 75 bucks on the line just in case they want to go try a
different personal trainer. So sign them up. Say they get the whole month 30-day money-back
guarantee and if you don’t like it I’m going to give you all your money back and I’m also going to pay for
your next personal training session. Guess how many people I’ve had taken me up on that?

Logan: Zero?

Tyler: Zero. We started this call talking about getting out of your comfort zone right? That’s out of most
people’s comfort zone. Not only do I have to train you for a month and hold onto the money that you
gave me or spend it and cross my fingers, but I’ve got to put 75 bucks of my own money on the line.
That’s going to make me a better trainer because I’m going to be looking at ways for me to get better
results for you.

Logan: You mentioned with the boot camp, they get a 4% refund rate so some people will take you up
on it, especially if you’re not high quality stuff but what it will do just by offering that guarantee, it’s


likely to bump sales, I’d say at the bare minimum 10%. I’d say 30% up to even 50%, it can do that if you
really place the emphasis on how you’re going to get results with this or your money back.

Tyler: Right. That’s absolutely true. People always leave at price when they’re trying to sign something
up. One of the things that any good salesman or any good system likes to do is sit somebody down
across from them and talk to them about their needs before they ever speak a word about price just so
we can address their concerns and stuff. But every once in a while, I get somebody who calls me on the
phone and they leave with, “I need to know the price.”

I want to be an ethical person. I’m not going to be like, “Well, just come in and sit down with me. I’ll talk
to you about the price.” I’ll tell them what the prices are for my programs. I immediately follow that up
with, “It’s X amount of dollars if you sign up for these many months or X amount of dollars if you sign up
for these many months, but you get a 100% risk-free 30-day money-back guarantee.” That is what brings
them in to sit down across from me. If I just said the price and said, “So what do you think? Do you want
to do an appointment?” they wouldn’t come in, especially if it was out of their comfort zone, if they
were looking at it, “Oh, maybe this is too much money for me to spend on training or on fitness.”

So offer that money-back guarantee. That’s huge. That changed my business more than almost anything,
other than the client closing script that I’ve created for my functional training programs.

Logan: I’ll say I’ve offered a guarantee from the very beginning, a three-month guarantee for every
single one of my products. I haven’t actually ever calculated the statistics but I’d say it’s probably in like
the 3% range of refunds I have to give and I’m happy to do it. If the product for whatever reason wasn’t
right for them then I shouldn’t be keeping their money. Some people will rip you off. There are a few
people that will do that especially if you have refunds on digital programs where they can download
everything and say, “Hey, it’s not for me.” So what? It’s part of doing business. That’s going to bring in
more people than you’re actually going to be paying for.

Tyler: It’s just part of the whole game. The people who I do give refunds to, several of them have come
back and signed up again. Maybe it just wasn’t the right time for them to come into that group training
program. It wasn’t the right time for them to join something like this but you know what? I kept their
email. They got another offer at some point and they took it.

Logan: I’ve had the same thing with products. Some people just didn’t like that product or it wasn’t good
for them but they turned around. I had one guy that just refunded on a book then signed up for a
workshop that cost ten times as much after that. If I just did bad customer service and tried to convince
them not to get the refund, would that have happened?

Tyler: Sure. There are a lot of different ways to kind of string this whole thing. There are so many ways
to make money in the fitness industry. I really hope on this call you guys have gotten some golden
nuggets, just at looking at those three big keys to getting more money instantly: getting that email list
and then picking whether you want to charge more, maybe offering up a free ebook or something that
you can write; reducing the amount of time you spend with each client so you kind of effectively
increase your worth per hour; or just ask them for their referrals, offer a low-end, low-barrier offer, and
then offer that person the full upfront amount of money they earn if they refer their friends.

Why the heck not? I ask people this all the time. I‘ve trained trainers how to get more clients before and
I ask them this question: If I were to give you $250 and a prospect, how much would you give me back


for that? They say, “I don’t know. Fifty bucks?” I say, “No, wrong answer. You’d give me 250 plus
whatever you deem the lifetime value of your customer.” You have to understand that. Just getting the
people in the door and running them through your system is the key to this whole thing. You’ve got to
establish your good system but you’ve got to get people in the door to come into you and talk to you
and it’s not through your next certification.

Logan: We’ll discuss lifetime value more. It’s a very important thing for people to understand that the
majority of people do not understand. That allows you to really make these mafia offers, offers they
can’t refuse in the beginning in order to take you up so you can get them in there because you recognize
just how much they’re worth for you as they continue to be clients and customers.

Tyler: I had one trainer I’ve worked me ask me like, “Well, I don’t want to do the money-back
guarantee.” I said, “Great, don’t do the money-back guarantee. Tell them that they get an entire first
month without paying and you’ll charge them at the end of the month rather than the beginning. We
don’t have to hold onto their money and this and that and they can get in touch.” The trainer didn’t want
to do it. There’s too much fear.

We’re probably going to talk a lot about that. People are losing out because they’re afraid to take steps.
They’re afraid to be uncomfortable. We should call this one the “uncomfort” podcast. You’ve got to get
out of your comfort zone. You’ve got to get in and just try something different, even if it’s just one baby
step forward. I encourage you not to look at the big picture. Just take that one baby step forward
because that’s what it takes. A million baby steps is going to get you way farther than one failed leap.

Logan: Yup. That’s true. You’ve got to start small. You can try to start big but for most people, start small
just as long as you get there and you’ve developed that forward momentum. Soon you can’t be stopped.

Tyler: Yeah, you can’t be stopped. Once you get a taste of this, once you guys see the results—I’m
hoping you see that by the next podcast, take action on those three things that we talked about and
you’ll be making more money in a week, in seven days--once you see the results, you’re never going to
stop. It’s too much fun.

In the fitness industry, we help people. I’m not a shifty guy. I’m not sitting out there and being like,
“Hey, do this bullshit program, eat this bullshit diet, and you’re going to get great results. Just give me
cash.” I’m selling what I know works and I get emails from people thanking me for selling them on what
works. I’m going to continue to do that because it feels good. You know what else feels good? Watching
my bank account grow because of it.

Logan: I think we said this last time but the more people you help, the more money you get. The more
money you have coming in is just a sign of the more people you’re helping in different ways.

Tyler: Absolutely. That’s totally true.

Logan: That’s probably a good note to end this podcast on.

Tyler: Awesome. Well, thank you guys so much for listening to Episode 2 of the Fitness Money Podcast.
Next week we’re going to start digging in. We’re going to come up with a concept and we’re going to
start teaching you guys the exact steps you need to take to make more money as a fitness professional.
Thanks for listening.


Thank you guys so much for listening to the Fitness Money Podcast. For more information on how you
can make more money in your fitness business today, go to FitnessMoney.com or go to
Facebook.com/FitnessMoneyPodcast. Thanks so much for listening. We’ll see you next time.


Fitness money episode 2 tyler bramlett

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