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4 Key Components Of A Performance Evaluation

April 1, 2007
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

  

Former Chairman and CEO of GE Jack Welch wrote in his autobiography that he spent about half of his time on people: recruiting talent, selecting the right people, mentoring, developing managers, dealing with under performers, and reviewing/evaluating the talent pool. Welch recognized the significance of having good employees.  "Having the most talented people in each of our businesses is the most important thing. If we don’t, we lose." 

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Proven Advice On How To Develop An Affiliate Marketing Program

March 1, 2007
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

   

Affiliate marketing is a cost effective way to create a sales force network rather than an expensive advertising campaign.  An added bonus is that this sales force is motivated to sell your products and/or services because they will share in the revenue generated by sales or sales leads.  In short, they have a vested interest in your success. 

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Tips To Inspire Your Team

February 1, 2007
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

As a manager or supervisor, your staff looks to you for leadership and guidance.  Typically, you can provide that leadership in one of two ways.  You can dictate to your staff to do what they need to do or you can inspire them to perform.  Which do you think will prove to be the most productive?     

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Startling Facts About How Blogging Can Improve Business Growth

January 2, 2007
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   
 

 

According to blog website Technorati, there are over 55 million blogs. That is a lot of people that have something to say, and more and more people are reading them too.  According to 2005 estimates, some 30 percent of the 55 million internet users are blog readers.  While many individuals have embraced the power of the blog, many businesses have hesitated to jump in to the blogging game because they do not see the advantages.  There are however several to note.  

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5 Great Employer Interview Tips

December 1, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer 

  

Finding and hiring the right people is always hard.  There’s a lot riding on that initial interview – for both the person doing the hiring and the applicant.  As a manager or owner, preparation and self-awareness can go along way in making that first meeting a productive one. 

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Elements Of A Partnership Agreement 

November 1, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

Forming a partnership in business definitely has its pros and its cons.  One way to ensure that you and your partner(s) experience more of the pros than the cons is to make sure you set up your partnership the right way from the get-go.  Even if you are starting a business with one of your oldest and dearest friends that you would entrust with your life, you should still put your agreement down in writing. 

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4 Easy Tips To Advertise Inexpensively 

October 1, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer 

  

Every business, now and then, has felt the need to pinch their pennies to make ends meet.  Usually, one of the first things on the cutting board is the advertising budget.  Yet, even if faced with the prospect of having to cut or limit your advertising budget, there are still several ways to promote your personal training business or fitness club.  It just takes a little creativity.

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Define Your Target Market To Increase Profits

September 24, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

Can you accurately describe your target market?  Do you know what your clients will want and need?  If you cannot, you need to start.  Detailed and specific answers to these questions are pivotal to your ability to effectively design your marketing strategy, and draft a successful sales and marketing plan. 

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What Everybody Should Know... About Buying A Fitness Franchise   

September 17, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

Tired of marching to someone else’s drum?  Dream of opening your own fitness club?  If so, you are one of many who have been bitten by the “own your own business” bug.  When starting your own business, you can either go it alone or choose to operate a franchise.  There are pros and cons to each.  Here are just a few to consider before choosing the opportunity that works best for you. 

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What You Should Know About Hiring An Independent Contractor

Jul 3, 2005
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 
 

 

Hiring Independent Contractors (ICs) in the fitness industry is a common occurrence.  There are definite advantages to hiring ICs including the potential to save money, greater flexibility in meeting your staffing needs, and reducing your exposure to certain lawsuits (i.e., alleged job discrimination or wrongful termination).  When handled correctly, an IC can be a great addition to your business. 

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Steps To Prevent Workplace Violence   

June 17, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer 

  

Workplace violence is becoming more and more common. According to the Bureau of Labor Statistics Census of Fatal Occupational Injuries (CFOI), there were 551 workplace homicides in 2004 in the United States, out of a total of 5,703 fatal work injuries.  These are just the statistics for the most violent workplace injuries. They might not seem like a lot, but consider the numbers associated with violence claims. 

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The Truth About How To Delegate  

June 6, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

Andrew Carneige once said “no person will make a great business who wants to do it all himself or get all the credit.” I firmly believe that this is true.  If you want your business to grow and you want to have the opportunity to enjoy it, you have to learn to delegate responsibility and authority.  True, for some of us, this is a difficult thing to master.  After all, who truly feels comfortable with standing back and allowing someone else to take the wheel? 

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Information Product Ideas 

May 29, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

Ben Franklin was right when he said, “time is money”.  

For entrepreneurs and small business owners, this cold harsh reality holds even more truth because if you aren’t working and producing, you aren’t making money.  Therefore, it’s important that you make the most of your time and energy.  One way to do that is by finding multiple uses for the products you create.  You may need to think creatively as to how you can do that, but you will be pleasantly surprised at the mileage you can get out of one idea and/or product.    

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5 Tips to Becoming a Leader 

May 22, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer   

 

Leadership and management are concepts that are often used interchangeably.  However, the reality is that these are two completely separate ideas.  It is true to say that one of the many traits a successful manager should posses is leadership, but regrettably simply being a manager doesn’t imply leadership.  

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Find Out How Much You Need To Spend To Acquire A Client

May 8, 2006
Author: Tom Perkins - Business Solutions Coach and Certified Personal Trainer
 

 

To determine how much you can spend to acquire each customer, you need to calculate the Lifetime Profit (LTP) you receive from an average client. To do this, multiply your average profit per sale by the estimated number of times your client will renew their membership. 

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Here's A Quick Way To Find Out How Much A Client Is Worth To You

Apr 30, 2006
Author: Tom Perkins - Business Solutions Coach and Certified Personal Trainer
 
 

 

Do you know how much a client is worth to you?  Do you know how to calculate their Lifetime Value (LV)?  If you don’t know then you need to find out.  Why?  As marketing wizard Jay Abraham explains in his book, Getting Everything You Can Out of All You've Got:, “Until you identify and understand exactly how much combined profit a client represents to your business for the life of that relationship, you can't begin to know how much time, effort, and, most importantly, expense you can afford to invest to acquire that client in the first place."  

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3 Special Tips To Retain Your Loyal Clients

Apr 10, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

It is an indisputable fact that loyal, repeat clients are the backbone of every fitness business.  Yet, for whatever reason, fitness professionals tend to place more emphasis on courting new clients then they do in retaining repeat clients.  This could lead to a very costly mistake.  By simply paying more attention to your repeat clients, you are likely to increase your profitability.  How?  Plainly put, repeat customers are open to your suggestions to try other services and aren’t probably going to need those deep discounts you offer new clients to motivate them to try your services.

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Dare To Define If You Are A Business Or A Hobby?

Apr 3, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

For whatever reason, it’s not uncommon to find personal trainers who tend to treat their business more like a hobby than a business.  Reasons could range from fear of failure to a lack of experience in running a business.  Maybe, it’s just psychologically easier to ultimately accept the failure of a hobby than it would be a full-blown business.   

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Proven Techniques Help You Market Youth Fitness Programs

Mar 29, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

We have all heard the startling statistics regarding kids and obesity.  Experts estimate that 15% of kids are overweight and another 15% are at risk of becoming overweight.  More shockingly, two thirds of these overweight kids will become overweight adults.  Therefore, it should come as no surprise that many fitness facilities are effectively developing and marketing programs designed for kids.  And, kids appear to be responding.  In 2003, there were over 4.5 million fitness facility members under the age of 18.  This represented an astounding 223% increase since 1987.  All indications point to this trend continuing in the near future.

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6 Secrets To Effective Leadership

Mar 21, 2005
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

Effective leadership abilities are a must for a personal trainer.  After all, you need to motivate your clients to achieve a healthier lifestyle and to eat well for the long term.  You are expected to inspire trust, guarantee knowledge and experience, and demonstrate self-discipline and self-control.     

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What Every Manager Ought To Know - About How To Increase Personal Trainer Sales

Mar 13, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

Without a team of individuals who can effectively chase leads, nurture customer relationships, and close a sale, most fitness businesses would fail to survive for the long term.  Therefore, there is no question that developing a high performance sales oriented personal training team that will support your growth should be at the top of your list.  As a manager or club owner, there are several steps you can take to develop such a team. 

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The Interview Process

Mar 6, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

When it comes to hiring health and fitness personnel, fitness professionals, clubs and facilities usually fit into one of two categories: Those which carefully hire and train their personnel and those which do so inadequately. Not surprisingly, it is the latter category that is most often looking for advice in how to approve their interviewing process.  To that end, we’ve outlined the steps in the interview process which should prove beneficial to hiring a qualified candidate for your organization.

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The Family Medical Leave Act

Feb 27, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

After more than 13 years since passage of the Family and Medical Leave Act (FMLA), employers are still asking questions about workers' rights under FMLA and how to effectively implement the law.   We have provided a concise overview to the current law and what employers effected by the law should know. 

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How to Reduce the Potential for Employee Discrimination

Feb 20, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

Employment discrimination laws seek to prevent discrimination based on race, sex, religion, national origin, physical disability, and age by employers.  Discriminatory practices include exhibiting a bias in hiring, promotion, job assignment, termination, compensation, and various forms of harassment.

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The Power of the Fax

Feb 13, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 
 

 

In July 2005, another curious law went into effect.  This one, called the Junk Fax Prevention Act of 2005 (JFPA) has several surprises for business owners in terms of sending routine faxes to their customers.  This new law just doesn’t impact the sending of what we would think of as “junk” faxes.  It addresses several other areas that will impact how you do business via fax.

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Top 10 Mistakes Personal Trainers Should Avoid
Feb 6, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
   

 

Whether you work as a personal trainer in a health club or own your own private training studio, finding and maintaining clients can be a big challenge.  Find out if you’re inadvertently making these top 10 mistakes and how to correct them.   

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Top Reasons to Hire a Fitness Business Coach
Jan 30, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
   

 

It is a common business adage – sink or swim. As a manager or business owner, you are constantly being presented with new situations in which you must either learn to adapt or learn to change in order to grow your business.  It’s not uncommon that many business owners become frustrated with trying to determine what the best course of action is.  Engaging the services of a business coach/consultant can provide you with the additional experience, knowledge and perspective that an unbiased professional can bring. 

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The Employer’s Role in Verifying Employment
Jan 23, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
   

 

Paperwork.  Nobody likes it, but everyone has to do it.  Documentation on a new hire can be the most cumbersome, but is an absolute must.  Detailed paperwork not only allows the new employee to collect a paycheck and be eligible for fringe benefits, it protects you, the employer.

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How To Prevent Personal Trainer Burn Out
Jan 16, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
   

 

Why did you decide to become a personal trainer?  Was it your love of exercise?  The rush you felt when you lifted a new max weight or beat your best time on the track?  Maybe it was the thrill of being able to do what you love each day and help others to follow suite.  Most likely it was your passion for fitness, and your passion for helping others, combined.    

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Learn How to Create Marketing Opportunities From Health Fairs and Trade Shows
Jan 9, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer
 

 

No one will argue that building your client base is an easy thing to accomplish.  According to statistics provided by the National Sales Executive Association, 80% of sales are not closed until between the 5th and 12th contact with a potential client.  This means that you need to be seen, heard, and read about on numerous occasions before someone will commit to using your services.   

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Narrow Your Focus to Expand Your Business
Jan 2, 2006
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

You’ve made countless cold-calls, posted flyers in every health food store, on bulletin boards, gyms around town, and passed out business cards to every person you’ve met. You’ve signed a few new clients, some who train hard and some who hardly train. You spend morning, noon, and night in the gym putting everything you’ve got into becoming a great personal trainer. 

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How To Choose The Proper Business Entity?
Dec 26, 2005
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

Choosing your business structure is just as important - if not more important - than marketing. You should consult with your accountant or your attorney in forming your business. The process in setting up your company is as follows; these are just the key points that need to be done, but not necessarily in the exact order listed.

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10 Ways to Retain Quality Employees
Dec 19, 2005
Author: Tom Perkins - Business Development Coach and Certified Personal Trainer

 

There is no question that employee turnover has a significant impact on the financial performance of an organization. It is estimated that, on average, a company will spend up to one-third of a new employee’s salary to replace a departing employee. 

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