PFP News June 2019

Opti-Life Wichita, KS opti-life.com . In this edition you'll find: President's Message - The 5 Most Important Documents To Manage Your PT Department That Aren't In PFP Track It's Here - The New PFP Website! Al's Snapshot - Latitude Sports Clubs Spotlight on Opti-Life, Wichita KS Employee Spotlight - Elissa Knolla, FD, Opti-Life Preferred Vendor - SusanArruda.com - Proper Core Periodization & Development Welcome - The Wembley Club Q & A On The Move - Anthony Janicas In The News Upcoming Events Welcome to the 2nd edition of the 'new' PFP News! It is our intention to provide educational content for Club Owners, Managers, Fitness Directors, Fitness Consultants and Personal Trainers in addition to information about new developments in our industry and exciting things that both our PFP client clubs and PFP Consultants are doing! We want to be your 'go to' for on-going education and training in addition to learning best practices from one another! Issue No. 2 June 2019 PFP NEWS Jeff & David Barr, Owner of The Wembley Club Chagrin Falls, OH Ex dolor dolores delicata vis, per munere inimicus omittantur no, cum cu dicunt efficiendi. Attention: Fitness Directors & Club Managers (and all other fitness staff)! Whether you are new to PFP or are a PFP veteran, please review and make sure you are making the most of the following 5 PT Department management tools which are essential to the success of your PT Department. 1. Pay Structure Documents You should have received remuneration documents for your Fitness Consultants, Personal Trainers and Fitness Directors when you launched the PFP. These documents should have been signed by all staff working in the PT Department so that staff are clearly aware of how they get paid and just as importantly, how they advance. Employees should have a copy and the club should scan in these agreements and have them easily available for reference. Unfortunately, we have come across several cases recently in which new managers cannot find any employee records and are unsure of the remuneration for existing staff or individuals who have left their position. For example, does a Trainer or FC receive compensation on residual income if they quit their position or are terminated? Please check your files immediately to ensure you have signed pay structures for all positions and that your staff have a copy. 2. KPIs (Key Performance Indicators) KPIs are the single best management tool I've ever encountered to ensure that job expectations are being fulfilled. They also help employees understand precisely what their job expectations are and how they can advance to the next level. You should have KPIs for FCs, Trainers and your Fitness Manager and they must be conducted every month. Copies should be kept in employee files and given to the individual. 30 minute in person reviews must be scheduled at the beginning of every month to complete KPIs. 3. Individual Business Planners Each Fitness Consultant and Personal Trainer is required to fill out a business planner at the start of every month. These one page documents track performance from the previous month while setting new goals for the upcoming month in key areas of performance including: consultation appointments, PT Demos, retests, number of renewals and closing percentages. These documents should be handed in to and reviewed by the Fitness Director or Club Manager when KPIs are conducted. 4. PT Department Monthly Goal Planner The newly designed excel version of the PT Department Goal Planner is the number one management tool for Fitness Directors to set goals in every area of the PFP business system. Those areas include consultation sales, PT Demos, MAS, retests, renewals and referrals. A department meeting should be conducted at the very end or beginning of the month to complete this document with the entire PT Department team. At this time, bonuses and awards can be given out for outstanding performance for the previous month. 5. 8 Week Member Experience Audit This excel document is used by each Fitness Consultant to update a new member's PFP experience over their first 8 weeks of membership. Each FC is responsible for updating this document every week by reviewing the client profiles in PFP Track and completing the necessary columns in the excel form. The club should upload this document, which includes tabs for each FC , to Google Docs so that it can be reviewed by management and their PFP Consultant. This process ensures that management is able to quickly identify their team's areas of strength and weakness in the PFP system and address weaknesses immediately. This process also ensures that every member has a predictable experience and has multiple opportunities to understand the value of PT and make a decision for personal training. We will be adding a digital client survey to PFP Track to evaluate how well we have done and to obtain referrals. If you do not have one or more of these forms or are not sure if you have the most recent versions of these forms, contact your PFP Consultant. As of the end of June, the most recent versions of all of our PFP forms will be available under the login section of our new profitnessprogram.com website for download at any time. | June 2019 | Pro Fitness President The 5 Most Important Documents to Manage Your PT Department That Aren't In PFP Track Jeff russo "This process ensures that management is able to quickly identify their team's areas of strength and weakness in the PFP system and rectify weaknesses immediately." president's message While doing in club consulting during the first week of May at The Wembley Club in Chagrin Falls, OH, and training their new Fitness Consultant, Tino Catalano, on the PT Department documents, I thought this would be a good time for everyone to review The 5 Most Important Documents to Manage Your PT Department That Aren't In PFP Track. "Every member has a predictable experience and has multiple opportunities to understand the value of PT and make a decision for personal training." At PFP, we are extremely excited to launch our new Pro Fitness Program website. Just launched, the new PFP site will reflect the quality of our PT business system. In addition to being a great place for our prospects to land, it will be an valuable resource for our PFP clubs. It's About Time! it's here! | New PFP Website! It's about time that PFP update its website. For quite some time, we have had to put off making our website more current because we've been so busy servicing new and existing clients and creating ongoing updates to PFP Track - a good problem to have. With PFP co-owner Stacy Russo taking on a more active role in PFP branding and communications in recent months, however, we have been able to tackle a number of desired projects including the new website and this newly formatted PFP News. In addition to providing propsective PFP clubs with a website that reflects the quality of PFP, the new website will be extremely valuable to our existing PFP clubs. It will include the following: ProFitness Members: The existing profitnessmember.com website is now replaced with a section for club members in our new website (see Fitness Club Member button on our landing page image above). Not to worry if you have temporary membership cards or flyers with the profitnessmember.com website. Members trying to go to the profitnessmember site are automatically pointed to the new site. This section provides all of the content currently available but in a more pleasing layout. We will be adding video testimonials from members who have completed the consultation as well as further educational material. PFP Club Password Protected Area: The new site will also contain a password protected area for our PFP clubs. This area will contain the following: PFP Library: containing the most recent versions of all PFP documents available for download; Educational Videos; Recorded webinars conducted by our Consultants; PFP News newsletters; PFP Blogs; and Preferred vendors This password protected area will be available by the end of June. Careers in PFP Anyone interested in a position within a PFP club is now able to submit their resume through our Careers portal. We anticipate that this gathering of resumes for potential Fitness Directors, Fitness Consultants and Personal Trainers will aid us greatly in being able to hire great personalities with outstanding qualifications to not only launch new PFP programs but also to replace these key positions when there is employee turnover in our PFP client clubs. Coming soon profitnessprogram.com MA Sports Club Exceeds 82K in March PT Sales | Al Tassel, PFP Consultant al's snapshot Every month, Al writes a blog to highlight outstanding achievements from clubs that utilize the Pro Fitness Program for their new member on-boarding process and 1 to 1 PT program. We include one of Al's blogs in each issue of the PFP News. Latitude Sports Clubs (formerly Gold's Gym, Salisbury, MA) is a multi-purpose facility that has been servicing Massachusetts and New Hampshire fitness enthusiasts for 30 years. Because the club offers numerous fee based training options they decided they needed a structured on-boarding consultation and assessment program that would funnel new and existing members towards the appropriate programs. Their goal was to provide their fitness staff with as many clients as they could service, improve member retention and distinguish their club from competitors. Since implementing the Pro Fitness Program in 2016, the fitness staff have experienced many months similar to what they just produced in March: - $ 80,500 1 to 1 PT sales - $ 2,475 avg. sale price - 35 % conversions Fitness Director Stephanie Bearse attributes their success to the following: "We always had a solid team of trainers but never had a structured process to follow and the PFP gave us that missing ingredient. Our trainers believe in the program because they have far more clients than ever before." "The feeder system eliminates the anxiety of trainers having to obtain their own clients so it is easier to recruit new trainers because they can just focus on training." "The in-club training provided by the PFP company has proven invaluable on many levels. Our consultant was a long time club owner who excelled with the PFP in his clubs so his credentials when working with our staff go a long way." "Because the software is specifically for training it provides us with all the information we need to be more efficient. Performance, purchases, scheduling and payroll are easily accessible and allows me to spend more time working with my staff." Latitude Sports Clubs - Salisbury, MA. Now a Boston Sports Club as of Apr 2019. Opti-U Tribes optilifefitness SPOTLIGHT ON What Opti-Life is doing extremely well, in fact better than many PFP clubs, is PT Demos! In 2018, while growing their membership to 1200 by the end of the year, they completed 516 PT Demos - that is 43% of their total membership. Opti-Life's fitness coaches were able to convert 18% of those 516 PT Demos to PT packages for a total gross PT sales generated from PT Demos of $89,000. That represents 15.4% of their total 2018 gross PT revenue. It also represents incredible team work between the Fitness Consultant and Coaches to provide outstanding service, knowledge and instruction to members. Although many PFP clubs do a great job with consultation and PT sales from the consultation office, PT Demos are an area of weakness for PFP clubs across the board. It is the step of the program (along with MAS) at which we see the greatest drop off. Opti-LIfe demonstrates the importance of following through and ensuring that those members who do not sign up for a PT package after the consultation experience a PT Demo. Text OPTI-U Space Opti-Life believes living a healthy lifestyle comes from much more than being physically fit. According to Knolla, "we strive to help our members transform their lives from the inside out. This includes not only exercise, but proper nutrition, being a part of a community with like-minded individuals, and taking care of your mental well-being." Opti-Life aims to achieve an experience based on their five core values: INSPIRE members to discover a healthier version of themselves, fueling their desire for personal improvement. EMPOWER members by equipping them with resources to enhance their personal journeys. TRANSFORM lives by continually supporting members on their journeys while exceeding goals and achieving personal victories. ENGAGE members by encouraging healthy living in all aspects of their health and well-being. COMMUNITY is the foundation for an optimal experience where members connect with the like-minded individuals who share a passion for living a healthy lifestyle. social / class room equipped with a kitchen, they are able to deliver a host of workshops and social events that both equip and connect their members. A survey of their May calendar found the following programs: Make-It Take It (crockpot meal prep) Breath. Laugh. Be Happy: An Introduction to Laughter Yoga Nutrition 101 Sound, Alchemy & Your Divine Blueprint What's The Deal with CBD? A Brain Doctor's Perspective. Murph Challenge Fundraiser Their May event calendar also offered the following fitness events: Jumpstart (monthly sessions to help members get acquainted with other members and staff and all that Opti-Life has to offer; Intro to Fitness Basics; and Pilates for Performance Enhancement workshops. In addition, in May they held: May The Fourth Be With You Open House - including a dj, bloody marys, mimosas, food and Darth Vader who walked around ready to battle with his light saber; and Parent's Night Out - child minding for busy parents while they go out for dinner, shop &/or just have some adult time. As part of their wellness model, Opti-Life brings together people who are like minded or have similar interests in groups they call Tribes. There are tribes of art lovers, wine lovers, gardeners, travelers, runners and people 50+ in addition to many other interests. These Tribes meet regularly in and beyond their Opti-U space for social meetings and activities, seeking to address their members' social and emotional well-being. Look out for an extremely successful marketing campaign run by Opti-Life in our next edition of the PFP News. | Wichita, KS. What Opti-Life Does Better Than Most: PT Demos! PFP Fits This Unique Approach Opti-LIfe's Unique Approach Opti-Life, operating in Wichita Kansas, is less a fitness club and more a lifestyle club of which fitness is a part. Devoted to total health and happiness, Fitness Director Elissa Knolla explains that "members find as much community as they will find fitness." Opti-Life is a relatively new club. Opened in December 2017, Opti-Life is a 35,000 square foot independent facility with approximately 1400 members. They have a membership base comprised of approximately 70% female and 30% male members, largely in the 45+ age category. Although there are several big club chains operating in their market, their area is not saturated and their unique services and community-based approach allows Opti-Life to fill the need for something more than a fitness centre. PFP dovetails with Opti-Life's commitment to their members well being by inspiring members through helping them to realize that optimal health is within reach, empowering them by providing them with the knowledge and instruction that will help them achieve their desired results and maintain them in the future, and help to transform their lives as a result. At the same time, PFP helps to boost Opti-Life's and its staff's financial success through ensuring the health of its PT Department. Knolla explains that "marketing a results based program during our pre-sale (and once opened) certainly helped generate more sales as it showed potential members we are focused on their well-being and not on membership volume. Without a structured program and onsite training there is no way a new club can do over $143,000 in PT revenue in the first 60 days." While Opti-Life did not pre-sell personal training, they did have a successful membership presale and PFP allowed them to schedule consultations prior to opening. In March 2019, Opti-Life's PT Department trained 157 clients for a total of 848 PT sessions completed. In 2018, their first year of operation, they successfully sold $577,308 in gross PT Department sales. Opti-Life currently employs 16 Fitness Coaches (personal trainers) of which 5 are full time. | Wichita, KS. Opti-Life www.opti-life.com Opti-Life text Text One other thing that Opti-Life does extremely well is connect members and create community through both their Opti-U program and their Tribes. Opti-Life is proud of its Opti-U program - a program designed to improve the quality of their member's lives through lessons on nutrition, fitness, relationships, time, communication, rejuvenation, celebration, finance and purpose. With a dedicated Click right arrow to scroll through photos. Opti-Life Wichita, KA.. | Opti-Life, Wichita, KA Q. How did you get started in the Fitness Industry? A. Midway through my husband's 30 year military career, I decided fitness was a great way to maintain a portable occupation with all the moving we did. Prior to fitness, I was involved in working with adults and children with disabilities and community service organizations. I became interested in CossFit over 12 years ago and that facilitated a journey of learning and certifications in CrossFit, Strongman, rowing, gymnastics, olympic lifting, Russian powerlifting, and then earning my ACE CPT shortly after. At Opti-Life I'm the Fitness Director. I have a great team of Fitness Coaches and a Fitness Consultant who serve several hundred members in our department. Q. Your PFP Consultant, MaryBeth Bradley, has indicted that you have a real knack for hiring quality Fitness Coaches. Would you tell us a bit about what is important to you when assessing potential fitness coaches and what your hiring process looks like? A. Most important to me is, will this person be a good cultural fit? Do they embody our values at Opti-Life? After an initial interview with me, potential coaches are asked to come in for a session where they will train someone - either a member or a staff member. Following that is usually a second interview and then a decision is made. I'm not so impressed by how someone looks on paper, but rather the way they present themselves in an interview and during the training session. I've hired very experienced coaches and coaches brand new to the field. Eye contact is super important to me! And can that person connect with people? I would trade all the experience and education in the world for someone who can simply connect with members on a deeper level. Q. What else can you tell us about yourself and what you like to do in your spare time? A. I've lived all over the world with my amazing husband and two incredible children. I've learned so much from different cultures. I've competed at the regional level in CrossFit world and I also love to fish. "I would trade all the experience and education in the world for someone who can simply connect with members on a deeper level." Elissa has served as Fitness Director with Opti-Life since it's opening in Dec 2017 and has had great success growing her PT Department. We are proud to feature Elissa in our very first Employee Spotlight. Every month, our Employee Spotlight will give us the opportunity to recognize exceptional team members in our PFP clubs and learn from their successes. If you have or work with an outstanding team member, please let us know by contacting Stacy at stacyc@profitnessprogram.com. Q & A with Elissa Elissa knolla Employee Spotlight | Elissa Knolla, Opti-Life Fitness Director Exercise Set Up - TVA Co-Contraction PREFERRED VENDOR Core Stabilization. The Safest Position For The Lower Back Of Note: Are you training a client who is wearing baggy clothing? Have you properly developed your client's core for results & renewals? | 6 Time Fitness Champion A 6 time Fitness / Figure champion who holds PRO status in 2 organizations, Susan Arruda has been training for over 35 years and is passionate about fitness and living a healthy lifestyle. She is a personal training specialist, fitness model, swimming and fitness instructor, author, certified lifeguard and creator of many elite fitness workout programs that inspire women, help them get stronger, leaner and reach their fitness goals. Susan is owner of SusanArruda.com. She just turned 50 and is a mom of 2. The Bottom Line What Works For Me Trainers: Click HERE to purchase Susan's "Proper Core Periodization and Development" video training series at our PFP Preferred Vendor Rate. Periodize and Prioritize Core Training The strengthening and building of core strength should be the number one focus in any fitness program, given the fact that it is involved in every single movement we perform. Research shows that the deep transversus abdominis is the first muscle recruited when almost any limb movement occurs. (*Australian researchers Richardson, Jull, Hodges and Hides have reported)* It is crucial in the exercise set up and should be constantly cued to eventually become second nature. Would you even consider putting a 5’1 woman under the squat rack with 45 Lb. plates on either side if you haven’t conditioned the core? How about someone who intermittently experiences low back trauma due to a herniated disc? Well, I’ve worked with both these types of individuals and core engagement and deep abdominal engagement is the key to making this happen safely! Learning how to activate your deep core is one thing and definitely the place to start, but learning how to keep that transversus abdominal engagement throughout all exercise, especially as intensity increases and when fatigue hits, is quite another practice altogether. Practice is the key. You need to begin with deep core activation and then maintain that engagement, also known as the co-contraction, throughout all exercises. This gives the spine and lower back a natural protection like a weight belt would provide, only far more effectively. Learning how to breathe through this core contraction is initially a difficult process that takes a lot of practice. Constant cueing is required. Knowing when to breathe and how forceful exhalation aids in a stronger abdominal contraction and safeguards the lower back is another teaching piece that is paramount to staying safe. This most concentrated contraction in conjunction with forceful exhalation (and in some cases, briefly holding your breath) creates intra-abdominal pressure which in turn, offers the ultimate protection for the lower back. This is why exercise protocol calls for exhaling on the ‘hard part’ of the exercise. Knowing how to properly position the abs and pelvis to offer the greatest core support and stability for the lower back is mega-important, especially for those clients who may already have weak backs and disc injuries. This is referred to as core stabilization and must become part of all training. Many clients are totally uneducated about how to perform a basic pelvic tilt, something crucial for not only isolation and body awareness, but essential for core stabilization. If you are at the point where your client is making gains and you’re starting to progressively increase loads for your client, you must make sure they are schooled in deep core abdominal engagement and have mastered that fundamental technique. Ensure that you have spent some time doing some extensive work on strengthening their core to be able to safely handle the progression of the added weight loads. This is an overlooked common mistake made by trainers. How can you possibly correct a person’s alignment during exercise if their body is obscured by loose fitting clothing? I certainly can’t and the fact is, It’s impossible to accurately correct and cue a body in exercise alignment unless you can see their body structure. You need to monitor how the body is positioned in order to offer correction throughout the exercises and especially when fatigue sets in. Form is usually compromised with the onset of muscle fatigue and if you’re allowing your client to continue the exercise with incorrect alignment, the probability of injury increases substantially. Add a prerequisite to your training sessions by emphasizing the importance of wearing something that is relatively form fitting for the reason of assessing body alignment during exercise and ditch the potato sack attire. What I have found works well in my over 35 years of training experience is variety. Doing 10 minutes of the same ab exercises at the end of a session will likely not give you results beyond the first few weeks. Adaptation prevents continued progress. If your client is bored, then you have an opportunity to become indispensable through adding variety in training in order to help keep them motivated and stimulated, both mentally and physically. This month, thanks to the Pro Fitness Program, I am excited to introduce you to my "Proper Core Periodization and Development" program at a discounted price as an exclusive offer for you, as Trainers! This program is a series of videos that you can use (a foundational overlooked teaching piece) to periodize core training for your clients while keeping the training dynamic and engaging. This is a complete core strengthening protocol I have used and developed in my over 35 years of extensive training. Abs of steel, here they come! This package includes: My discussion piece on the TVA, its' importance, function and how to recruit it. A practice exercise piece that brings the practical element to the previously discussed material. 3 core workouts that are periodized and designed in 3 phases from least advanced to most proficient. A general cardio warmup for any of the workouts. A cooldown and stretch video A BONUS video using my popular and Fab Foam Roller Workout for targeting the core. This is highly effective and creative. ANOTHER BONUS video - "3 Challenging AB Exercises - Mega Core!" This is a fun way for the client to challenge themselves as they strive to complete each move. They will really fell the deep core working, which is motivating! Proper Breathing Trainers: Click here to purchase Susan's "Proper Core Periodization and Development" video training series. TVA (also known as TA) Proper Core Periodization and Development susan arruda "Learning how to keep that transversus abdominal engagement throughout all exercises, especially as intensity increases and when fatigue hits, is quite another practice altogether." My offer to PFP Trainers | SusanArruda.com Susan Arruda SusanArruda.com welcome A Little Background | Chagrin Falls, OH Located on 10 secluded acres just minutes from the village of Chagrin Falls (our Canadian readers may recognize the town from The Tragically Hip song by the same name), The Wembley Club opened in 1989. Current owners David and Kelly Barr purchased the club in 2014. Wembley has got tennis figured out. It is primarily a tennis club offering lessons, recreational leagues and tournaments throughout the year as well as the associated social events hosted in the Wembley Tavern. In addition, The Wembley Club has an enormous outdoor pool which is bubbled in the winter allowing them to run a year-round swim program including lessons and swim team events. Paddle ball is also very popular year-round with their Fall and Summer leagues being especially busy. Unique to Wembley is their tutoring and SAT prep services provided by Kelly. Since acquiring ownership of The Wembley Club, David and Kelly have remodeled throughout and changed their staff completely, adding a huge dose of positivity, with only one employee remaining from previous ownership. In addition, they have grown their membership from 124 memberships to 430, the vast majority being tennis memberships. This month, David is very excited to for the opening of their 38 000 square foot indoor tennis arena which will be in addition to their existing outdoor courts (seen at left). At Wembley, the focus has been tennis. In recent years, David has made some great decisions in hiring some key individuals to build their group exercise program, however, with the exception of a trainer who has been training her own clients, personal training has not been on their radar. David has only recently become aware of the tremendous potential of PT to add to Wembley's bottom line. As a result of this awareness, David re-equipped his gym floor with a brand new line of Techno Gym equipment and is in the process of adding to his gym floor area to increase the potential for training clients. Around the same time, David was referred to PFP. PFP Consultant Jeff Russo hired Tino Catalano to be Wembley's Fitness Consultant and a part-time trainer. He also hired 2 more trainers. Jeff and Stacy completed the in club consulting in May and at present, Tino and his PT staff are role playing, conducting consultations for staff and contacting existing members to book them in for assessments. Wembley to date has done very little marketing so David and Tino are working on raising awareness in the community that Wembley now has a strong PT and consultation program in addition to a strong Racquet and swim program. We look forward to great things for Wembley with PFP in the near future! | The Wembley Club The Wembley club We would like to welcome The Wembley Club in Chagrin Falls, Ohio as the newest member of our PFP community! In early May, PFP Consultants Jeff & Stacy Russo completed in club training with owner David Barr and Fitness Consultant / Trainer Tino Catalano. wembleyclub.com Recent Additions New to PFP (and fitness programing) Jeff Russo & Tino Catalano The Wembley Club Chagrin Fallls, OH wembleyclub.com Q. What should the mindset of an FC be before they start work each day to be successful? A. For a Fitness Consultant to maintain a peak mindset and performance throughout the day, you need to have the posture and attitude that expects that people will be buying training form you today. If your standard is less than that, it will manifest. You must expect that people will be buying from you today - don't be complacent with yesterday's performance. Every day and every single consultation is a potentially life changing opportunity for the client sitting in your office. Treat each appointment with reverence, like that client is the most important person in the world to you. Successful FCs also have the mindset that 98% of people don't have a clue how to train, eat, and adapt their programs cyclically to bring about their desired health, performance, and body composition goals. Further, 100% of people can benefit from working with a Personal Trainer - every human being on the planet can be pushed harder and challenged more objectively by a Personal Trainer than they could ever be by themselves. Of course, this is why professional athletes work with trainers - even the elite athletes of the wold get the best results when they're accountable to a professional trainer. Lastly, successful FCs practice a mindset of arriving at work each day with a purpose. They purposefully striving to crush sales numbers and change lives, by effectively persuading clients to buy Personal Training and have a truly transformative experience. Q. How should a Personal Training Business Manager / Fitness Director be compensated and what should their focus be to maximize the success of the department? A. If I had to characterize the qualities required for this position, I would first start by saying that this individual must be a business manager and sales professional. They must have the ability to understand and dissect numbers and set goals for the department and it's individuals. They must be able to motivate and encourage staff and provide the required tools and support to help them attain professional and personal goals. Without question, they must lead by example and demonstrate integrity both in their personal and professional lives. The PFP Business Manager / Fitness Director should have the courage to confront both poor behavior and under performance, and not be afraid to make responsive changes in terms of staffing and direction if performance is lacking. They should have the ability and confidence to step into any position in the system, and be effective in hitting targets, until the right person is hired for the role. The only way you will ever get buy in from your team, is if you can get into the trenches, do a fitness consultation and sell, do a PT Demo and convert it into a PT package or help a Trainer close a renewal. That also means that Managers must be in the club during evening hours and peak times to interact with members and help staff close business! In order to ensure that the PFP Manager remains close to the foundations of the program, I recommend that they do no more than 5-10 hours of personal traiming per week. I would also have them complete 5-10 consultations per month. They should book themselves to help FCs and Trainers close a certain number of consultations and PT demos each month, and have their own individual sales targets for the month. There is no reason why a Business Manager / FD cannot add $5,000 - $10,000 to the bottom line each month. When I managed PT Departments, I would close a couple of deals, and let the staff know that these contracts would be given out as a bonus to the individual who hit a certain sales target for the day. As a result, part of the remuneration package should still be based on some service and commissions, with the balance being related to the overall performance of the Department. The management bonus level could be set based on profit sharing or gross sales target goals related to increasing the business over the previous year. The best way to destroy your club's ability to generate sales is to have your staff on guaranteed base pay structures. This position is no different and requires someone who is motivated to continually grow the department and share in the rewards by tying their compensation to performance. Q & A Every newsletter, one of our PFP Consultants will answer your questions. If you have a question, please submit it to stacyc@profitnessprogram.com with the subject line 'Q & A'. | with Jeff Russo "When I managed PT Departments, I would close a couple of deals and let the staff know that these contracts would be given out as a bonus to the individual who hit a certain sales target for the day.." "Every single consultation is a potentially life changing opportunity for the client sitting in your office." While working with Western Racquet & Fitness in Green Bay, Wisconsin, Anthony took a break long to stock up on some Green Bay Packer merch. et, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et | Green Bay, WI A letter from PFP Consultant, Anthony Janicas, as he transitions to his new position with Altea Active in Winnipeg, Manitoba. on the move As many of you may have heard, I have accepted an offer with a new fitness club brand: Altea Active (Winnipeg, MB). As the Learning & Development Manager of this new brand, my role is focused on training staff on all systems, procedures, and operations, with a focus on sales and business development. I'm excited about all that lies ahead, and I can say with conviction, none of this would be possible without the past 5 years with Pro Fitness Program. I am so grateful for the experiences I've enjoyed over the past 5 years, and for the precious mentorship and development from PFP's Senior Leadership - Jeff and Stacy Russo. Their intentional focus on developing me over the years has left an enduring influence on my life, and I am eager for the opportunity to pour into others in the same manner. I have come to miss working in a fitness club in the day-to-day rhythm, as engaging with Members and Staff is not only well aligned with how I'm wired, but also provides a unique opportunity for me to fulfill my purpose in this life. Although I won't be operating with PFP in the same capacity day-to-day anymore, our relationship will certainly continue, because I'm pretty sure I have PFP imprinted on my heart. This is not hyperbole - this company (which is made up by its people), leaves a lasting impression on everyone they encounter, and I am so grateful for the precious past 5 years, and for the way our bond will continue to grow in this new dynamic. I want to also say a special thanks to all the Staff in the various PFP Clubs I've been so blessed to work with over the years. I am so grateful for the privilege of consulting for your clubs, and coming alongside you to hopefully leave a lasting, positive impression, increased organizational effectiveness, and increase profitability. The show must go on! I will be keeping tabs on all your continued success over the next phase of things... and may even see you soon! - Anthony | Anthony Janicas, PFP Consultant Up to this point, Anthony has been the longest running full time business consultant in PFP history. He has left an indelible imprint on the individuals he has worked with as well as the business. You don't have to look far to see the legacy and impact. He was a proponent of the video training library and worked extremely hard to create so many outstanding sales and training videos that we will continue to use and benefit from in years to come. I worked closely with Anthony to design and launch the new assessment software platform that has been one of the most valuable upgrades and tools in PFP history. Anthony's rare ability to be proficient in both communication and sales as well as the technical side of assessing in training made him an effective teacher and business consultant. I believe his greatest asset was his ability to identify, hire and train new Fitness Consultants. He raised the bar in terms of setting the standard for the process and demonstrated to all of us that hard work, attention to detail, and constant follow up and support are the best ways to achieve results. It was uncanny that no matter the market, size of the club, or even lack of operating procedures or support from management or the membership department, Anthony was able to get his or her FC to produce results and outperform the PFP averages each and every time. That consistency is extremely rare. One of his final demonstrations of setting a new standard for expectations and performance was his work with Western Racquet and Fitness in Wisconsin, where he was able to inspire and motivate the trainers and team to conduct and convert Member Assistance Sessions into personal training sales at record levels. It was this breakthrough that inspired me and allowed me to believe that the long term 8 week experience is, not only possible, but the way to go moving forward. So as you can see, Anthony is irreplaceable but his legacy and impact is going to live on with the company. Even more importantly, he and his wife Lindsey are family to us and we will continue to invest in and grow that relationship. We are so happy for this amazing opportunity for their family and are overjoyed that they will be welcoming a new addition to the Janicas family in Novemeber with their first child on the way. I want to personally thank Anthony for all of his years of service and support and mostly for his friendship, loyalty, integrity and excellence. As iron sharpens iron and one person sharpens another, Anthony has made us all that much better as business consultants, and more importantly as people. - Jeff Russo "As iron sharpens iron and one person sharpens another, Anthony has made us all that much better as business consultants, and more importantly, as people.." Anthony Jeff's Thought's On Anthony's Contribution... Altea Active Winnipeg, Manitoba. In the news Trip to Boston for the Stanley cup final PFP President Jeff Russo drove to Boston with his son Connor to attend the first game of the Stanley Cup final between the Boston Bruins and the St. Louis Blues. Jeff took advantage of the trip and met up for lunch at Stephanie's on Newbury with PFP Consultants Al and Sharon Tassel who are based in Boston. Al gave Connor a history lesson on the 1970's Bruins and the year Bobby Orr scored THE memorable overtime goal. Connor was excited to hear that Al was a graduate of Northeastern University and that Sharon was a 2 sport Division One player. Connor dreams of playing Division One hockey at one of the top Boston Colleges. From left, Jeff Russo, PFP President & Consultant; Stacy Russo, PFP Owner & Consultant; Mike Peshko, Owner of RPM Total Fitness in Toronto; Brian Bahm, Owner of Bao Fitness in Georgetown; Dave Miller, Owner of Performance 360 in Chatham; and Ed Alvarez, Owner of Unionville Athletic Club in Markham. Populo reprimique eloquentiam usu ei, pertinax platonem eu sed, quaeque dolores splendide at sed. Per novum decore at, ut usu malis harum fuisset. Pri in mazim utinam, ne virtute officiis tractatos usu, pri at accusam omnesque atomorum. Nec laoreet eligendi in. Ad exerci viderer nominati mel, in ceteros assentior vis. Cu facete mollis vim, simul animal scriptorem qui ei. On May 10, RPM Total Fitness in the Junction neighborhood of Toronto hosted the spring Ontario Region PFP Mastermind Meeting. Attended by 4 of our Ontario PFP club owners, the meeting dedicated half an hour to each club owner, putting them on the hot seat and allowing them to discuss what they did last quarter in term of marketing, sales and programming. Each owner was also able to put questions to the other owners and PFP Consultants. Topics of interest this past meeting included membership rate structure, marketing initiatives, remuneration, staffing and HR issues in addition to PFP. . | May 27, 2019 | May 10, 2019 Al Tassel, Jeff Russo & Sharon Tassel Boston, MA. ontario pfp mastermind meeting While at game 1 at the TD Garden, Jeff represented his son Connor's hockey YouTube channel Connor's Corner. Aside from Boston taking the win, a highlight of the night was meeting these local Boston Bruin celebrities including Ultimate Warrior representing the Boston World Order. Connor's Corner Meets Local Celebrities Jeff Russo with Hogan, Macho man, Nature Boy and Ultimate Warrior. Boston, MA. Connor (at far right) at TD Garden. Ph: 416.252.5700 Webinars June 27 @ What is Your Problem? (Jeff Russo) 2:00 pm EST Target Audience: FCs & Trainers An in depth sales seminar on the principles of Spin Selling teaching FCs and Trainers how to uncover client problems and turn implied needs into explicit needs to acquire the sale. August Topic for Trainers (TBD) with Chris Poljacik October Topic TBD with Jeff Russo Conferences: Fitlife Summer Conference Bend, OR) - Jul 11 - 13, 2019 MaryBeth will be in attendance Mastermind Meeting: ON Region Sept 21st @ The Centre (Collingwood) www.profitnessprogram.com stacyc@profitnessprogram.com UPCOMING EVENTS Toronto, ON.