- Business plans are important, but you also need a certain mindset to be successful
- You are in charge, your business is a reflection of your thinking
- Make your business all about your clients
- Try to think through their perspective when you are coaching, programming, etc
- Treat prospects the same way you treat clients
- If you can deliver results BEFORE people pay, you stand out in a crowded market
- Take ownership and responsibility of decisions and outcomes
- Look in the mirror instead of pointing fingers
- Embrace the work and earn the rewards
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Hey, Pat Rigsby here and in today’s episode I want to talk with you about the four must have mindsets. If you want to be successful as a fitness business owner, most people search around for tactics or strategies, but they overlook the foundational component of mindsets. So we’re going to dive into that today.
Welcome to the fitness business school with Pat Rigsby, the podcast for fitness entrepreneurs who want to make more income, have greater impact, and enjoy more freedom in their ideal business. If you’d like an accelerated route to these goals, email me at [email protected] and put BGA in the subject line and I’ll get you all the details about our business growth accelerator program.
When it comes to building a successful business, there are so many things that go into it. Sure. We need to think about things strategically. Like, you know, our business plan. We need to think about the tactics. We’re going to employ to do everything from client attraction to service delivery. But the thing that often gets overlooked is the mindset that you need, or maybe more appropriately the mindsets that you need to be successful, because this is very much an inside out job.
Being an entrepreneur really begins with you. It, it is all about you having to come into, you know, each and every day into your role as a business owner, into your role as a leader, into your role as a coach with an appropriate mindset, that’s going to allow you to not only succeed, but it’s going to allow you to lead in a way that allows others to succeed too. So really I think there are four mindsets and they’re kind of all intertwined that you need to have in place. If you’re going to be successful.
The first mindset is making it all about the client. Everything that you do, if you think client first, if you are client centric and think about what they want and how they’re going to achieve it, you’re going to be so much better off because let’s face it. You may love what you do. You may love designing programs. You may love the tools that you have in the gym. The, the types of things that you learn to become better at programming, but really the only way that this can turn into a successful business is if you have clients that have problems that they need solved or goals they’re aspiring to achieve, and the things that you’re learning, the knowledge that you have, the experiences you bring to the table, the skills that you have, you can use those to help this person go from where they are, to where they want to go. And, you know, if you start with client centric mindset, this, this mentality that, you know, what all of my marketing is going to be about the perspective client, all of my, my sales approach is going to be about helping them, see how I can be the guide. I can be the mentor, the coach that really allows them to maybe go places. They haven’t gone before to, to cross that bridge from where they are, to where they want to be.
And if you look at it from that perspective, if you look at your programming, the, the experience your clients have, the, the things that happen between training sessions, and you think about it through the, the lens by which they view the world and or business, you’re going to be so much better off. And the interesting thing about it is, is probably going to allow you to really kind of stick out from the crowd. You’re going to be the needle in the haystack because most businesses are focused. Internally. Most businesses are focused on, Hey, this is what we do. This is how we do it. And just kind of leave it to the client, to self-select whether or not that’s a fit for them. So if you make this about the client and you shine the spotlight on them, you’re going to be so much better off. So that’s mindset, number one. Making it all about the client and being client centric.
Mindset number two is very much intertwined with that. And that is treating prospects like clients. And this is just a mentality that I don’t think too many people really employ or, or align with in our industry, or frankly, in about any industry. And it’s delivering results in advance of somebody actually coming on board and paying you for service. It’s about really giving as a means of building a relationship because let’s face it. Most we provide is kind of a scary thing for people. They’ve, they’ve probably not had a great experience with the whole fitness weight loss health world, or they might not be seeking out help. We’re more specifically new help. You know, it can be an emotional thing. It can be something that really kind of erode somebody’s self-esteem. They try things and they fail and they think, you know what? This is all my fault. This is my doing. And so they have a negative connotation associated with anybody, buddy that does something related to what we do for a living. They may, I have gone into a gym and felt pressured into buying something and had buyer’s remorse. They even walked out the door. They may have joined a program and, you know, been promised the world and not really received nearly what they paying for. I mean, how many people go out and they sell weight loss and they say, look, we’re going to coach you to achieve all your goals. And then, you know, you walk through the door and it’s nothing but hosting workouts and nobody ever talks about their goals anymore. Nobody ever talks about what they need to do to make progress. Well, we have to overcome that it as business owners is people trying to bring clients in to serve them and to, to really help them maybe accomplish what they couldn’t do on their own or what they’ve not been able to do in the past.
So we can do that by, I really treating people as clients, before they ever come on board, coach them before they pay you to coach them. And if you do that, if you answer the questions that they have, if you start providing solutions in advance of payment, you may be worried that, Hey, you know what, then they’re not going to need me. They’re never going to pay. Well, the opposite is 100% true. In every case that I’ve witnessed this, it’s grown the business faster than this. Hey, you know what all the good stuff’s behind door, number one approach that frankly doesn’t work because there’s no reason for somebody to trust that business. There’s no reason for somebody to believe that they can help, but what’s the easiest way for you to convince somebody that you can have by helping. So make sense sure. That you approach the way that you market, the way that you connect with prospective clients with this service first mindset, this results in advanced mentality, where you’re treating every prospect, like you would a client. If you do that, you’re not going to have any shortage of clients. Okay? So that’s the first two.
The third mindset that you need to have to be successful is really taking ownership of everything. Taking personal responsibility. Let’s face it. Being a business owner is hard. We’ve all seen the statistics. We know that being a business owner has a high fail rate. I mean, you see things like, Hey, 80% of businesses fail within five years. Look, it is hard. It is challenging. But the reality is most people get into business for the wrong reasons. They’re running from being an employee, because maybe they didn’t like that. Or maybe they saw that their employer was doing well. And they said, well, Hey, I’m over here doing the work. I can do what they do and keep all the money. Well, I think once you’ve been into this role as a business owner, like we are, you learn that there’s definitely more to the story. So the easiest way, the most simple way that I know for you to be successful as a business owner is really embraced this mindset of personal responsibility of taking ownership for everything.
So what does that mean in a practical sense? Well, the first thing that it means is everything is your responsibility. The buck stops with you. So if there aren’t enough sales, it’s you, if there aren’t enough prospects to sell to, if clients aren’t getting results, even if you are employing other coaches, or I believe that clients aren’t maybe doing what they need to do outside of training sessions, ultimately your going to be judged on that. Your business is your business’s success is going to really hinge on that. So it all comes back to you. Now I’m not going to be, be naive about this and say, Hey, outside variables don’t impact us. Of course they do. Let’s face it. I mean, we saw the pandemic and all the things associated with it impact our business, but the people who’ve done the best throughout this. And in fact, some people have actually grown and improved and been the ones to take responsibility for controlling what they can control instead of focusing all their time and effort and energy on the things that they can’t control on the things that others are doing.
So if you want to succeed, if you want to thrive, look at you first, look in the mirror and say, okay, how can I make this situation better? How can I play my role better? Instead of saying, Hey, I’m going to point the finger and look at what this person could do until I’ve batted a thousand. So to speak in the areas that I can influence the areas that I can control. Then I shouldn’t worry about that person other than the way that I’m impacting them as a leader, as a coach, as a business owner, as a manager, because you can impact people in that way. You can’t control what other people do, but you can certainly influence it, but it all starts again with you taking personal responsibility and understanding that ultimately the business’s success or failure, isn’t nearly as much about the economy or the location or the, you know, the outside variables like the pandemic is it’s about you and your approach. And your mindset is you go to work each and every day. So that’s mindset number three.
Number four is you have, I have to embrace the fact that you’re going to need to do the work. There is no shortcut. There is no magic bullet. You’re going to have to show up and stack days one together, day after day, you’re going to have to make progress each and every day, nobody’s going to deliver you clients day after day, nobody’s going to just give you kind of business success on a platter. I don’t care what Facebook ads are, are being shown to you. I don’t care what guru’s promise to you. You’re going to have to do the work. If you’re going to in a lot of people, man, they, they spend so much time and energy trying to avoid the work and get the result. If they would have spent half that much effort, embracing the work and doing it, they’d get results probably greater than they could have ever hoped for. So really embrace this. Find a way to, to love the work. People will tell you, Hey, follow your passion. I’m not going to be that person. I’m going to tell you, follow the opportunity, follow the things that you believe that you can go have an impact and really pursue and build a meaningful career around. And my experience is, you know what? The passion will follow. You’ll be excited about what you do, because it will be fun because you’ll see your ability to move the needle. You’ll see the impact you can have on other people’s lives. And frankly, you’ll see some of the rewards coming back to you. I mean, let’s face it. No guidance counselor could have ever told me about the career that I have now, because it didn’t really exist. But you know what? I’ve become very passionate about helping fitness business owners succeed and build their ideal business. Bring in more clients, play the role they want, but it came from doing the work and stacking up day after day of making progress, taking small steps towards a bigger goal. So if you want to succeed, you’re going to have to lean into doing the work. And if not being a business owner, isn’t for you.
All right. So we have our four mindset. We have to really about pointing the spotlight at the client, making things about the client, treating prospects like clients. And then we have two that are more about you saying, you know what? This is my responsibility. And I’m going to do the work to reach my goals. If you embrace both sides of this equation, if you embrace those four mindsets, it’s not whether or not you will have success as a business owner, it’s pretty much inevitable. It’s just how long it’s going to take and what that business is going to look like. So embrace those four mindsets and success is yours.
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