by: Yuri Elkaim

 

What’s up Healthpreneurs!  Today we’re going to talk about how to get more committed clients.  The one thing that we all want more of are people who are committed, they’re committed to the process, right?

If you want more committed clients, you need to live your life in a more committed fashion.

Listen in as I share with you what you need to do personally in order to attract committed clients who do the work, who are fun to be around.

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Click here to subscribe to the Healthpreneur™ Podcast on iTunes

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In This Episode I discuss:

01:24 – 02:52 – A Rock Bottom Moment

02:52 – 06:21 – Getting Accountability To Push Harder

06:21 – 07:24 – You Have To Be A Committed Client

07:24 – 10:45 – Keeping Your Word

10:45 – 14:30 – Broken Promises

14:30 – 17:12 – Taking Responsibility

17:12 – 20:12 – Wrap Up With Yuri

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What You Missed:

Our last episode was a deep dive episode with Matt Schifferle who has  developed a different approach when it comes to health and fitness using bodyweight training along with a very flexible approach to eating and weight management.

Over the past 10 years or so, Matt has been broadcasting his ideas writing books, making YouTube videos, etc. and from that, has created a community called The Red Delta Project which been growing steadily and gaining some traction.

Matt is looking to take his Red Delta Project to the next level, but he is having trouble getting attention to his ideas and videos and is lacking clarity in his messaging.

During my conversation with Matt, I discovered that he was using a publishing model to make money.  To build Matt’s income,  we decided to use his publishing content on the front end to bring clients in on the back end for high end coaching.

Tune in to find out how we helped Matt gain clarity by creating a “category of one” in the highly competitive fitness industry and show him how to get his first clients without an email list or website.

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Transcription

Hey. What’s going on, crew? Hope you’re doing great. Yuri here, decked out in blue today. Had an amazing workout this morning. If you guys don’t know, I’ll just share a quick little story with you. Before that, I want to remind you what we’re talking about today. It’s how to get more committed clients, how to get more committed clients because out of all the people that we’ve spoken to, the one thing that we all want more of are people who are committed, they’re committed to the process.

A Rock Bottom Moment

Quick little story with you. Two weeks ago, I was playing a tennis match at the National Tennis Center in Toronto. It was amazing. Awesome opportunity where the pros play. I was like, “This is going to be great.” My first match, beautiful day. Get on to the courts. I look at the guy who I’m about to play against, and I’m thinking to myself, “I’m going to take this one. This should be okay, even though I don’t have necessarily the best-winning record. He’s 50 pounds overweight. Doesn’t look like tennis is his main sport.” I didn’t want to get over-cocky, but I said, “Dude, you can do this one. This is for you.”

First set I’m up, 5-nothing, and then things start to unravel. I don’t know what happened. I think I was… I made two big mistakes. Number one is I had caffeine in the morning, which I don’t normally do, and I had that pretty much on an empty stomach, so I came into the game, and my energy was just so low. It felt like my glycogen was leaving my body, and I ran out of steam very early.

The second thing was that I was super out of shape. I couldn’t believe how out-of-shape I felt. It wasn’t super hot, maybe 21, 22 Celsius, and I was just totally toast.  I was like, “What is going on here?”

Anyways, comes back, first set gets to a tie-break. I won the first set on a tie-break. Then I lost the second two sets. Then I lost on three sets. I was super pissed off. I was extremely pissed with myself. This was a rock-bottom moment where I said, “This is never going to happen again, and this is 100% your fault, dude, so let’s get your ass in shape.”

Getting Accountability To Push Harder

What I did is I said, “I have a gym in my house, but here’s the thing, I’m never going to push myself as much as a coach is going to push me,” so what did I do? I knew there was an F45, which is a functional training, kind of group training dynamic, really cool stuff, at least from what I’ve seen. I’m like, “You know what? This is what I need. It’s going to remind me of when I used to play soccer, high-intensity training with a team environment. I think this is going to be great.”

That’s what I did, so I signed up literally the next day. Wow. That first workout nearly killed me. But I said, “Listen, that’s what I need to do.” I need to push myself to these limits if I want to get in better shape, not just for tennis, but the tennis match was a rock-bottom moment that was representative of what was going on in my physical fitness level. It was just a rude awakening. Anyways, I’ve been doing that a couple times a week, feeling really good. Had a great workout this morning. Let’s talk about how to get more committed clients.

One of the things that I’ve really appreciated about these F45 workouts is as I mentioned, they push me a lot harder than I would push myself. I’m okay doing deadlifts and squats and pull-ups. Obviously, I was doing gymnastics training as I mentioned before. Still doing that, really working my mobility and flexibility, and that stuff is fine because I can take my time. There’s no go, go, go. But I also know that that’s not how I’m going to last three, four, five sets on a tennis court, so I need something to push myself.

I remember the first workout. The first workout I did with F45, I thought to myself, “I’m good after one set, thank you very much. I got to do three more of these!  Holy cow. If I was at home, I would’ve been done.” What that environment allowed me to do is push myself further than I would ever, ever, ever do on my own. Something really cool that was happening is not only are you accountable to the coaches for walking around, and they’re encouraging you, they’re challenging you, they’re like, “Hey, man. You can lift a couple more pounds than that. Don’t give up so soon. One more rep.” Those are little nudges that make all the difference because, left to our own devices, we seek comfort all the time. That was the first thing.

The second thing is now I’m accountable to the group. I don’t want to look like the weakest or the least-fit guy out of 20-30 people, so I’m going to push myself, obviously, within reason. I check my ego at the door. I’m not one of those guys who lifts the heaviest weights because I want to lift heavy weights and look cool. I know my limits, but I also know when to push beyond my comfort zone. It’s been really, really good.

I think when we look at how to get more committed clients, number one is we have to create an environment that is going to attract those type of clients, so creating a coaching program where a big piece of the sell is accountability and better results because we know, as coaches, no one is going to get a better result by themselves than they will with your help, and you have to believe that. Even if you’re working virtually with people and you’re not in the gym with them, for instance, pushing them like I’m talking about here, just the fact that they’re paying you and they now have this engagement with you, they know they’re accountable to you and to the investment that they’ve made. They don’t want to spend $3,000 and just have it go to waste, so they’re going to do the work.

You Have To Be A Committed Client

I want to share one idea with you that I think is really important. If you want to get more committed clients, you have to be a committed client. You are going to attract who you are. If you want better clients, become a better version of yourself. Really great book, The Four Agreements, one of the agreements… I think it’s Don Miguel Ruiz who wrote the book, or… I think. Don’t quote me on that. I can’t remember, but it’s in my kid’s room, and I should know this. A lot of times, I know the names of the books. I don’t even know the names of the authors. That’s so weird.

One of the agreements is be impeccable with your word. I shared a video in our Healthpreneur Group about this a couple days ago about a bit of a client’s issue that we had who had finished the program with us, was basically crying the blues because he didn’t do the work and wanted a full refund, and we said, “That’s not happening.”

Keeping Your Word

Anyways, if you want to get more committed clients, you have to start off being a more committed individual, and that starts by keeping your word. Being impeccable with your word means whether or not you sign a contract, just the fact that you have said the words, “I’m going to do this,” should be good enough. That is something that I have tried to do my very best of, and maybe I’m not perfect, but it’s something I’m very aware of where, for me, I don’t need a legal contract if I’m on the receiving end of an agreement because I’m not thinking to myself, “Oh, I don’t want to sign this so I can get out of this at some point,” because if I shake someone’s hand or if I agree that I’m part of this engagement, this program, I am in because my word is law in the universe, and your word is law in the universe as well.

One of my biggest pet peeves, and I don’t know if this happens to you, is when you’re with a friend or an acquaintance, and you part ways, and they’re like, “Yeah, we should totally do lunch,” or, “Yeah, I’ll give you a shout tomorrow,” and it never happens. I know a few people in my life, one of them very close to me, who does that all the time. Here’s what happens there is, number one, I lose trust in that person, like, “Oh, here we go again. I’m never going to hear from them,” but second, and the worst, the second piece, which is actually the more troublesome piece, is that they lose trust in themselves.

If you can’t keep your word, you can’t even trust yourself, assuming you’re even aware of that in the first place. The most important reason for you to keep your commitments and keep to your word is to build your own self-esteem because what happens is you know that when you say something, it gets done. Watch how this happens.

Tomorrow morning, when I wake up, I’m going to empty the dishwasher, even though I don’t do that anymore. I get my kids to do that. But if I say, “I’m going to empty the dishwasher,” I’m going to empty the dishwasher. It starts there. I get an email, and whatever the request might be, I’ll say, “Listen. Give me a second to think about this. I’ll email you back tomorrow.” If I don’t email that person back tomorrow, now I’ve lost some integrity, but if I email that person back, boom, in my head, it’s a mental check-off, “Yes. I got this done. I kept my word. I did what I said I’m going to do.” If you just start to think about how this starts to stack on, it becomes really encouraging.

I worked out in the morning at 6:30. I typically get up at 5:30. This morning, I’m lying in bed, and our little baby Julien, he’s lying beside us. He’s so cute. I mean, these cheeks, you just want to eat them. I’m looking at the clock. It’s 5:45, 5:50, 5:55. In my head, I have that little voice, you probably have this too, “I’ll just sleep in. I’ll just stay in bed with him today. It’s no big deal.” But it is a big deal because not only did I press the button on my phone saying, “I’m coming to the class,” but I told myself, “I’m coming to the class,” and so I got out of bed, and I did this.

Broken Promises

Now, I’ll tell you, one of the biggest areas for internal strife in my life, personally, is that time of the morning where I’ve told myself the night before I’m getting up at 5:30, and I don’t. That really, honestly, at the end of the day, those are some of the worst feelings because I’ve broken a promise to myself. I’ll just be super transparent with you. That’s the one area in my life where I probably struggle the most is when I don’t have to be somewhere or with someone at a specific time, especially early in the morning, I get comfortable. I say to myself, “It’s no big deal. You can just get to work at 9:00 in the morning. Who cares?” That’s something I’ve worked on. That’s something I continue to work on to this day is finding ways for me to get out of my own way to do what it is I know I want to do.

If you’re having a tough time keeping your word, I’ll just make a suggestion, is make a commitment to someone else. State publicly what it is you want to do, and be committed or be accountable to someone or some group of people.

Now, I could of, because F45 has an app, but it says you can book different classes, so I booked 6:30. I could easily roll out of bed at 5:30 in the morning and just hit cancel on my phone. But here’s the thing is that there’s two pains. There’s the pain of discipline and the pain of regret. I could tell you, that 45-minute workout, even though it was challenging, paled in comparison to the pain of regret I would’ve felt had I hit cancel on the phone.

That’s what I told our client who is trying to pull a fast one to get a refund after being in a program for six months and really not doing anything and saying, like blaming his attention deficit, which we all have as an excuse, which is complete bullshit.

It’s about just being responsible and being the type of person who commits to something and understanding that if you don’t do the work, if you don’t keep your end of the bargain, that is your fault. If I didn’t get up this morning, it’s not their fault that the class was at 6:30 or that a trainer didn’t knock on my door to pull me out of bed. That’s my fault. I think we live in a world where it’s so easy to blame and point fingers, and quite honestly, I think that most adults are children in big bodies because what children do, and I know this because I’ve got four of them, is the message I get my kids to think about is I tell them this repeatedly: Never ever start a sentence with someone else’s name unless you’ve got something good to say.

“Hey, who peed all over the toilet seat?” “Wasn’t me.” “It wasn’t me.” “Oh, all of you guys are saying the same thing, or you’re pointing fingers, that is your brother?” “Well, no, it was… ” “Well, all of you guys are going to be punished because of that.” I tell my kids, “Listen, I’m never going to get mad at you if you tell me the truth, but I’ll lose my shit on you if you lie to me.”

Taking Responsibility

This goes back to taking responsibility for the things that you do good or bad. If my son is like, “Hey, Luca did this.” Don’t try to get him in trouble. Just ignore it and move on. Or if you’re trying to… if I’m asking you a question, and you’re pointing the finger at, “Well, Luca didn’t do that.” “I don’t care if Luca didn’t do it. That’s not the conversation here. The conversation is I’m asking you… or you decided to do this, and it didn’t happen, so take responsibility for your thing.”

Imagine this, and this is one of my biggest, hopefully my biggest pieces of parenting with my kids is to grow into adults who understand that everything in their life is their fault. They have control over everything to a certain degree. It’s really important because I come from a family where my dad is the youngest of seven kids, and he’s been a victim his whole life, so nothing, even the terrible things he did when I was young and growing up, he has never taken responsibility for, even though to the outside eye, it’s like, “Are you crazy? Do you not understand what just happened?” That’s really, really challenging to spend a lot of time with people like that. That’s why I want to get my kids understanding they have to take responsibility for their wins and their failures and their losses. It’s no one’s fault.

Yes, there’s circumstances that happen. It’s not about the circumstance. It’s what you do about it. If you come from a position of, “Listen, I put myself in this situation. It’s my bad. Okay, cool. I was in a car accident, I was hit from behind… ” Here’s an example. I was T-boned a couple years ago ironically from a lady who’s frantically trying to find parking going to yoga. How funny is that?

If you’ve ever been in a car accident, it’s not even the car accident that’s the issue. It’s the massive inconvenience that it creates. You’ve got to take time out of your day, you got to go through insurance, all this stuff. It’s like that’s what pisses me off more than anything. I could’ve blamed her, which I kind of did because she was a bit of a ridiculous driver, but at the same time, if I’m taking this game to the highest possible level, I’ll say to myself, “Hey, man, you could’ve driven faster, you could’ve driven slower, you could’ve left at a different time.” Think about that. Those are things I could control.

When you take that part of personal responsibility, it puts you in a position of power because now you understand it’s your life, you control what happens in certain situations, obviously, but it’s a much better position to be in than being a victim.

Wrap Up With Yuri

Going back to the premise of this episode here, it’s if you want more committed clients, live your life in a more committed fashion. Don’t renege. Don’t over-commit, and then underperform or under-deliver. Start with small commitments, and keep those, and then over time, you’re going to build that muscle, and you’ll be able to be more confident when it comes to keeping your commitments.

But if you’re engaging in a coaching program, for instance, you’re in it for the length of the program. Do what you need to do for the six, 12, however many months, do the work because I promise you, if you’re looking at ways to get out, that’s exactly the type of client that you’re going to attract into your business. I want you to think about that, is am I being the client I want to attract, because if you’re trying to pull a fast one or you’re looking for sneaky ways out of situations or you’re looking to con the system, that’s exactly the type of person you are going to attract into your life. If you want that, hey, that’s great, but I don’t think you do. You want committed clients who do the work, who are fun to be around. Be that person yourself.

That’s my little message for you today. Hope that finds you well. Hope you’re doing great. One little announcement, if you’re not currently in our Facebook group… I don’t even know if I’ve even talked about this on the podcast yet. Healthpreneurgroup.com/tribe.

It’s our free community on Facebook. I’m in there sharing great stuff. We got a great community of other health professionals inspiring and encouraging each other, helping each other grow their businesses. I would encourage you to join us inside if you’re not there already. Obviously, if you’re inside watching this video, then you’re inside, and welcome. That’s all for today, guys. Look forward to seeing you in our next episode. Have an amazing day, and I’ll talk to you soon.

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