Wanna see the one little ole email that generated $100,000 in revenue for my fitness and mind body business ?

Thought so.
The best part… Clicking send to your clients won’t cost you a dime {but could bring you some serious profits}

Podcast Episode 149: Intro Packages 101- 4 Ways to Double, Triple or Quadruple Your Intro Package Conversion Starting Today

The biggest problem most studios think they have?

Not enough marketing.

One of the biggest problems we see that they have when we look at the numbers?

Introductory packages that are failing to convert to long term clients.

Why is that a big deal?

Over the last two years, we’ve kept track of intro package conversion rates.

In yoga and large scale group studios {such as cycling or barre}, an average intro package conversion is 5-15%.

That means that out of every 100 people you sell intro packages to, only 5-15 will actually become long term clients.

And, 1:1 studios don’t fare much better with conversions hovering between 25-35%.

These numbers can certainly make you FEEL like you have nowhere near enough leads, but…

The REAL PROBLEM is that…

The leads you already have just aren’t becoming long term clients.

There are four ways to dramatically change this and quickly as our client Katy Katzmann is proof of.

Katy owns a Bikram yoga studio in Temecula, CA and came to us with a high average intro package conversion rate of 15%.

Just 8 months later, that same intro package is now selling at just under 50%.

That means nearly half of the people to purchase Katy’s package are committing to truly reaching their long terms goals, in this case on 12 month packages. And, her business, it’s thriving, in ways it’s never done.

Step 1: Track every lead coming in: Yes, every single lead. There are always more than you think and with average lead acquisition costs between $10-100, those emails and phone calls are worth a pretty penny.

Step 2: Forgo the industry standard. Those one month unlimited and no expiration 5 packs aren’t just a pain to keep track of.

They’re literally strangling our industry and at the root of why clients aren’t taking leaps ahead.

It’s time to shorten the standard and enforce expiration dates, so people can make decisions while momentum runs high.

Step 3: Don’t ask people to move from bargain basement to Bergdorf’s.

Extreme discounts don’t entice people to move long term. In fact they devalue your full-priced services and make people wonder if they’re really worth it.

Step 4: Take the time to set them on a path.

It’s not enough to just sell a package. It takes understanding your client’s basic needs, schedule and personality, so you can give them a path.

And, that path, that’s the key to their long term success.

In this episode you’ll learn:

  • The truth behind post-introduction conversion rates
  • Why introduction packages aren’t serving clients to the fullest
  • The biggest cost associated with marketing…
  • Why it is important to track all inquiries that come through to your business
  • AND have a two-week follow-up process with them
  • Why you should stop following the “industry standard”
  • How damaging heavily discounting can be to your business

With grit + gratitude,

Lisé

Podcast Episode 148: Meet Annie Trotta, Owner of Surya Yoga, and Hear How She Took Her Studio From Crickets to Doubled Revenue With a Go-To Marketing Plan

When Annie opened the doors to her studio, Surya Yoga, she did it the way many studio owners do…

Without a single student, not a single Facebook ad, and with a website barely up and running.

Now I don’t knock starting small and scrappy, but Annie eventually realized this approach didn’t make for sustainable success.

After nearly two years of scrambling and not being able to pay herself reliably, she knew something had to give. And she needed help… and fast.

And here’s what I love about Annie…

She’s a DOER.

No, she’s not a marketing person, and she freely admits she doesn’t love it, and heck, doesn’t really get it either.

But she kept the faith, followed the steps, and did exactly what we said to do through The Client Cure program.

Now she’s doubled her revenue in one of the notoriously “slow” months of the year. Along with some other significant markers of success…

She’s also packing her studio with participants, successfully converting all of her previous pass buyers into annual members, and fulfilling her true mission…

Providing a home for wholeness in her community… a place that before her opening didn’t have a yoga studio.

Annie is the embodiment of small changes paving the way to massive impact. I dare you not to be inspired!

Listen in as Annie and I chat about:

  • Annie’s biggest struggles in the first two years of opening her business…
  • How her marketing has evolved since she first started
  • How she’s doubled her revenue in a month that is known for being “slow”!
  • The transition from a class-based model to a 12-month membership model
  • Why revisiting her introduction package changed the way Annie does business
  • There’s freedom to be gained when your business is in a place where you can take a step back when needed!

With grit + gratitude,

Lisé

Podcast Episode 147: The 10% Rule- Here’s How We’re Giving 10% Back To These Charities {and why it’s an indispensable part of our business model}

Do you ever start to share something so precious to you that tears start to flow midway through because it’s just so important, so powerful that you can’t even disconnect emotionally at any level?

That’s what corporate philanthropy, the opportunity to use my profits to financially empower change, is to me.

I’ve always seen my businesses as a vehicle for change, a chance to truly transform the greater world around me in a way I could have never done as someone else’s employee.

And, the best part is that it doesn’t take much to get started on that path.

In our businesses, we viewed corporate philanthropy on 3 levels.

1. Giving back to your team: As the owner of a business how you build and nurture those who work alongside you, to build your dream, is one of the most powerful ways to impact direct change.

The key to every example, I give is simple: EMPOWER.

Allow your team to have an active voice in where you give back, offer time for them to step into roles in their community and to support organizations that matter to them.

2. Giving back to your community: What’s the second biggest reason, my clients tell me that they’re not ready to raise their prices?

They don’t want to exclude anyone who’s struggling to afford their services and desperately needs them.

That’s a pretty important reason.

But, what I’ve learned after working with thousands of clients is that, to someone who’s sitting at the poverty line, ANY self-care expense, no matter how inexpensive is a struggle.

So, I’ve chosen to eliminate the finances for those people, and thanks to my high profit margins, we’ve been able to give scholarships that lifted the financial burden completely and offer free programming to every senior over the age of 80.

3. Giving back to the world: My parents instilled one very simple core belief in me growing up:

“You are blessed… therefore, you are called to bless.”

With that in mind, since I was a ten year old with an envelope system allowance, I’ve always aimed to give back 10% of my earnings, my tithe, to those who needed it most.

And, my businesses, well, they’ve just opened the doors up financially to give a little more, whether I’m working with local charities or individuals we see who just need a leg up.

It’s without a doubt what I am most proud of in my business. Cause even when we start small, we can really change the world, one baby step at a time.

On today’s episode you’ll learn:

  • How I treat my business like a non-profit by giving back to my team
  • Steps that you can take to give back now!
  • What we do to allow our employees to give back to their communities
  • Why you have to solidify your business before taking these actions
  • Ways to build your prices to allow your profit margins the room to give back

With grit + gratitude,
Lisé

Podcast Episode 146: Meet Rachel Saligari, Founder of Active Health Solutions Physiotherapy, a Total Body Wellness Center That’s Now Booming After Switching to a Membership-Based Business Model

Expert skill set. Check.

Strong business mindset. Check.

Sporadic seasons and continuously dipping revenue. Also, check. Except this last one isn’t so stellar.

When Rachel and her husband initially opened their doors to Active Health Solutions Physiotherapy, they did it without a single client, staff member, or social media account…

Simply because, well, social media wasn’t a thing.

They started as many business owners do, juggling all the balls and wearing all the hats, including receptionists and toilet cleaners, in addition to being physical therapists.

And through the power of word-of-mouth and a strategic move to couple together complementary services that would benefit their discharged physical therapy clients, they saw success.

However, as their family grew (they have three boys under four, two of them twins… yes, Rachel is Wonder Woman), she needed seasons of time off from the business, which was repeatedly followed by dips in attendance and revenue.

Despite having a stellar business mindset of being “removed” from the day-to-day operations of the company (read The E-Myth by Michael E. Gerber if you haven’t, he explains why this mindset is critical for business success), it was their systems that were lacking.

So, she dug deep, crunched numbers and flipped her profit plan on its head…

The results?

A 40% revenue increase compared to this time last year.

And with her sights set on taking Active Health Solutions Physiotherapy to a second, third, and fourth location and beyond, hearing Rachel’s story and how she adopted a membership-based methodology is a sure-fire way to get your gears turning on how to grow smart, strategic, and maintain your sanity in the process.

On today’s episode, you’ll learn:

  • Why Rachel branched out from solely offering physical therapy services
  • Her mindset for making herself “replaceable” in her business
  • Learning to bring in revenue without sacrificing time with family
  • How Rachel has increased her revenue by 40% through switching to a membership-based model

With grit + gratitude,

Lisé