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Workbook

JUMP START MODULE | ADVANCED MODULE

PAGE 1
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

LE T T H I S
BE YOUR
GUI D E
Welcome to a select family of passionate,
forward-thinking trainers. If youre reading this then
I dont need to tell you that online training is a great
way to make training a career. The systems in the 1K
Extra course have been designed and tested to work
both for people who want to keep online training as
a side business, or for those who want to make 100k
or more a year doing it (which has happened already
countless times).
As with any new venture, you have the opportunity to
direct its development. Ive given you all of the tools in
this course but ultimately how you build your business
will be dictated by you. This book is your guide. Stepby-step youll be filling in checklists and worksheets
and transferring the important information onto master
documents to create a snapshot of your business.

given you all of the


Ive
tools in this course but

ultimately how you build


your business will be
dictated by you. This book
is your guide.

I know how daunting a task like this is for some.


Theres a lot to do and a lot to consider. Allow me
to take a minute to explain how this workbook is set
up to enable you to focus on the task at hand while
systematically building your business from the ground
up and offset the dreaded analysis paralysis.
Just like the course, this book is split up into two
sections: Jumpstart and Advanced. Each lesson has a
section in this book associated with it.

As you watch the videos, youre meant to have two


things handy: the binder and this workbook. In the
binder are all slides from the lessons with spaces to
write notes as you listen to me explain the systems
involved just like you would in school.
Each lessons section in this workbook is a bit
different. All of them have the length of the video,
point(s) of interest, and a summarizing quote. Beyond
that, some have sections for you to write ideas and
begin to develop your business. Others have notes
and lists that I felt were important enough to include
for easy reference. In addition, Ive included every
script that youll ever need for getting clients and sales
calls.
Multiple times throughout the workbook Ill prompt
you to write your conclusions from the lesson onto the
checklist. These checklists will become a snapshot
of your business for easy reference.
Ive also included a number of worksheets for
reference in this book. Some documents you will need
multiple copies of because youll be filling one out
with each potential client while others will be a single
document that grows with your business and is meant
to be kept on your computer. You can download these
files directly onto your computer from www.1kextra.
com/extras (Im original huh?).
Congratulations on deciding to take the plunge and
begin your journey into creating more freedom in your
business, your life, and your mind. Im honored that
you chose me to help show you the way.
-Jonathan Goodman CSCS (Creator and Head
Coach of the Personal Trainer Development Center
thePTDC)

PAGE 2
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

TABLE OF CONTENTS
JUMP S TA RT M OD U L E
- What Does Your Freedom Number Look Like
- Building Your Packages
- What To Name Your Services
- Legalities
- Calendars
- Software
- Offering Support
- The Sales Call (The 12 Steps To A Sales Call)
- Getting Clients Via Email
- Meshing Online And Offline Training
- Getting Your Client To Renew
- Jumpstart Checklist

A DVA N C E D M O DU LE
- The Two Ways To Offer Your Training
- Building Your Video Library
- Web Form
- Templating
- Passive Client Getting Systems
- Active Client Getting Techniques
- Building A Squeeze Page

PAGE 5
PAGE 6
PAGE 7
PAGE 8
PAGE 9
PAGE 10
PAGE 11
PAGE 12
PAGE 16
PAGE 40
PAGE 41
PAGE 42

PAGE 47
PAGE 48
PAGE 49
PAGE 50
PAGE 51
PAGE 56
PAGE 57

D I SC L AI M E R
All information in this book and the entire 1K Extra course is property of
J. Goodman Consulting Inc. The information is meant to be used for
educational purposes only. Jonathan Goodman, thePTDC, and J. Goodman
Consulting Inc.will not assume any liability or be responsible for anything
caused by the utilization of this information"

PAGE 3
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

t
r
a
t
s
p
m
Ju
Module
What Does Your Freedom Number Look Like | Building Your Packages | What To
Name Your Services | Legalities | Calendars | Software | Offering Support |
The Sales Call (The 12 Steps To A Sales Call) | Getting Clients Via Email | Meshing
Online And Offline Training | Getting Your Client To Renew

PAGE 4
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expressed written consent of J. Goodman Consulting Inc.

W H AT D O E S Y O U R F R E E D O M
NUMBER LOOK LIKE?
Video Time 15:16

Point of Interest

Write down your essential expenses (Rent, food, funds to care for others, occasional treat + special outing.)

Write down your continued funds (what youre already making either passively or doing what you love to do
and want to continue doing)

Calculate your freedom number based on the following equation:

FREEDOM
NUMBER

ESSENTIAL
EXPENSES

CONTINUED
FUNDS

Freedom is providing yourself the opportunity to fail


PAGE 5
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

B U I L D I N G Y O U R PA C K A G E S
POINTS OF INTEREST
3:28 Your service offerings
13:37 3 service levels

Video Time 22:43

List all of the services


that you could offer with
a value below:

Potential services

Mindset training presentation


Monthly design
Monthly nutrition design
Daily tips
Weekly, bi-weekly, or monthly
phone consultations
Email support
Skype movement screen
A membership program
Positive messages / affirmations

Write down your 3 packages and the services offered for each on the Jumpstart Checklist on
page 42

Complete the section for how many clients you need for each package on the Jumpstart Checklist
on page 42

More isnt better Just enough is better


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expressed written consent of J. Goodman Consulting Inc.

W H AT T O N A M E Y O U R S E R V I C E S
Video Time 14:36

POINTS OF INTEREST
8:35 Examples of names

Choose 10-15 possible names. Write them below.

Yo u r e n o t a p e r s o n a l t r a i n e r a n y m o r e .
PAGE 7
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expressed written consent of J. Goodman Consulting Inc.

LEGALITIES
POINTS OF INTEREST
1:03 Waivers / Forms to Include

Video Time 4:20

Below is an example waiver. This is meant for information purposes only and J. Goodman
Consulting Inc. is not responsible if you choose to use it in your business.
Training / Coaching Waiver and Release
Name: _______________________________________________________________________________
_______________________
Address: _____________________________________________________________________________
_________________________
Home Phone: _____________________
I hereby agree to participate in the exercise program given by ____________ and (herein known as
coach) upon the understanding and condition that:
1. I acknowledge that the coach has advised me of medical risks that may result from such participation
and represent to the coach that I have consulted my personal physician if I have
been advised to do so by the Par-Q and I am physically capable of such participation without injury.
2. I am aware of the medical risks associated with participating in an intense exercise program, including
the possibility of injuries resulting from the activities performed such as jumping, weight lifting, stair jumping/running, and all other physical activities associated with the exercise program.
3. I recognize the risks of illness or injury inherent in a group exercise program and am participating in the
coaches program upon the express agreement and understanding that I am hereby
waiving and releasing the coach from any and all claims, costs, liability, expenses or judgments including
attorneys fees and court cost (herein, collectively Claims) arising out of my
participation in the coaches programs or any illness or injury resulting there from, and hereby agree to
indemnify and hold harmless the Trainers from and against any and all such Claims.
4. I hereby execute and deliver this waiver and release to induce the coaches to permit me to participate in
its program.
SIGNATURE OF PARTICIPANT
___________________________________________________
DATE
___________________________________________________

Protect yourself
PAGE 8
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expressed written consent of J. Goodman Consulting Inc.

CALENDERS
Video Time 4:20

List all of the reminders that you will


set when a new client signs up.

POINTS OF INTEREST
2:13 List of possible reminders to include
5:35 How to schedule calls
Possible reminders include

Send new workout


Book consultation
Book assessment
Renew package (1 week before expiry)
Email support
Send nutrition plan
Office hours
Send check in email or random hello
Send random gift
Answer weekly emails
Email potential clients

Write down the steps to setting up your calendars here


Copy down your reminder list onto the Jumpstart Checklist on page 42

Focus on what matters: free your time and your mind.


PAGE 9
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expressed written consent of J. Goodman Consulting Inc.

SOFTWARE
Video Time 7:59

POINTS OF INTEREST

NOTES:

Save your time, and your mind


PAGE 10
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expressed written consent of J. Goodman Consulting Inc.

OFFERING SUPPORT
Video Time 18:01

Write down the questions you most commonly get to include on


your F.A.Q.

POINTS OF INTEREST
5:14 F.A.Q.
6:14 GROUP SUPPORT
9:24 EMAIL SUPPORT
15:23 OFFICE HOURS

Yo u r j o b i s t o e m p o w e r. E n c o u r a g e p e o p l e t o e n j o y t h e p r o c e s s ,
t a k e o w n e r s h i p o f t h e i r d e c i s i o n s , a n d m a i n t a i n s o m e a u t o n o m y.
PAGE 11
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expressed written consent of J. Goodman Consulting Inc.

THE SALES CALL

Video Time 18:01

THE 12 STEPS TO A
SALES CALL

POINTS OF INTEREST
4:55 The 12 steps of the call
7:27 Starting the call
15:05 How to discuss your program
19:39 The sales proposition

NOTE: Ive provided the 12 steps two different ways. On the next page youll find the 12 steps
written out without any explanation. This is meant to serve as a reference for you during the call
itself. On the following page, the 12 steps are repeated with my explanation of each step. Ive also
attached a tracking worksheet for you to fill out during each call. You can find a soft copy of this
document on the site at www.1kextra.com/extras to download additional copies.

Getting to yes!
PAGE 12
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expressed written consent of J. Goodman Consulting Inc.

1. Hey_________. Thanks so much for jumping on this call with me. [ SMALL
TALK]

2. OK, heres how this call is going to work. Were going to spend a few minutes

talking about your exercise history and goals. At the end if I think one of my programs can help you, Im happy to chat about it. If not, thats cool too. Sound good?

3. Any health issues I need to know about before we get any further?
4. Have you ever had a trainer or coach before?

Have you ever followed a workout program before?

5. You mentioned that you werent happy with a previous trainer. Do you mind
telling me what happened or why you werent happy?

6. If we were to meet 3 months from now, what would you want to see happen.
7. Sounds like a great goal. What are the biggest obstacles for that happening?
8. OK. So if I can show you how were going to solve all of these things are you
good to get started today?

9. I think youd be a great fit for the ___________ Program. Would you like to
hear more about that?

10. Great. So the program has ___ parts. Ill go over each one briefly. The first is
direction. You mentioned that you were overwhelmed with the variation of advice.
Each month Ill be sending you a workout specifically designed for you to get you
closer to _______ (whatever goals they laid out)

11. Does this sound like something that you would be interested in?
12. OK, so Ill send you a link to a secure paypal button right now. Once I receive

payment Ill send you a confirmation package and some documentation to get started.

PAGE 13
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expressed written consent of J. Goodman Consulting Inc.

The 12 Steps to a
Sales Call Explained
Step 1 Small Talk
Hey ___. Thanks so much for jumping on this call with
me. What was your favorite character in Lord of the
Rings?
Try to start the conversation off on common ground. This
is where the relationship-building question you asked on
your web form comes in handy.
If you have nothing to chat about, tell a quick funny story.
For example, I had a call once where I spilled coffee right
before. So I told that story to start and we were both laughing at my misfortune. (My entire apartment is carpeted. Its
still stained.)

Step 2 Take Control of the Call


OK, heres how this call is going to work. Were going to
spend a few minutes talking about your exercise history
and goals. At the end if I think one of my programs can
help you, Im happy to chat about it. If not, thats cool too.
Sound good?
After 1-2 minutes of small talk, you must gain control of
the call.
This is when you get the first yes.

Step 3 Health History


Any health issues I need to know about before we get any
further?
Pretty simple here, just get any issues out in the open.

Step 4 Exercise History


Have you ever had a trainer or coach before?
Have you ever followed a workout program before?

Step 5 Probe Deeper (optional)


You mentioned that you werent happy with a previous
trainer. Do you mind telling me what happened or why you
werent happy?
Depending on their response to step 3, you may want more
information. If they had a coach before, be sure to ask why
they stopped. If your lead has had problems with existing
trainers you need to know what they are and assure them
that you wont make the same mistake.

Step 6 - Goals
If we were to meet 3 months from now, what would you
want to see happen.
This is a technique called the r-factor quotient. In getting
them to visualize how things will be 3 months you make
the experience emotional. This is a great test of the relationship as well. If they give you a good answer (and not a
superficial one) then youve got a good chance of converting them into a client.

Step 7 Objections
Sounds like a great goal. What are the biggest obstacles
for that happening?
Ask them what they believe is holding them back in as
many different ways as you can until you feel that youve
gotten all of their potential objections out in the open.
Write down all of their answers in this section (I usually
turn on the highlighter as well so its easy to see when Im
describing my program in step 9.)
I like to finish this part of the call by asking:
OK. So if I can show you how were going to solve all of
these things are you good to get started today?
This is where they will introduce any other potential obstacles. After this point, you should only have to deal with
price (which well get to in a bit).

You should have some of this information already if youve


had any contact with the client. Id keep it simple though.

PAGE 14
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expressed written consent of J. Goodman Consulting Inc.

Step 8 How to Introduce the Sales


Proposition

now. Once I receive payment Ill send you a confirmation


package and some documentation to get started.

I think youd be a great fit for the ___________ Program.


Would you like to hear more about that?

Step 12 They Object Based Off of


Price

Get them to say yes once more.

Step 9 Describing Your Program

Would it make things easier for you if we split up the payments? Ive no problem being flexible. What plan would work
for you over the 3 months?

Great. So the program has ___ parts. Ill go over each one
briefly. The first is direction. You mentioned that you were
overwhelmed with the variation of advice. Each month Ill be
sending you a workout specifically designed for you to get you
closer to _______ (whatever goals they laid out)

If they say that they cant afford it and dont present an option
right away that would work for them, present one yourself:

Follow this same script to describe each part of your program


ensuring that you show exactly how each part of your program will solve your potential clients objections or reservations one by one that they outlined in step 7.

If they still say that they cant afford it, you can move onto
your second option:

Step 10 One Final Yes Before the


Price
Does this sound like something that you would be interested
in?
Wait for them to say yes. Ideally theyll say something like,
sounds like the program was specifically made for me.
They also might ask you directly for the price here. All that
you want out of this step is to make sure there are no more
questions by giving them one last opportunity to bring up anything you havent yet solved and to get the third yes. (3 yes
statements in a sales meeting is a bit of a magic number.)

Step 11 The Sales Proposition


Great, well Id love to have you. For the monthly program
design, nutrition design, and admission into the accountability
group the price is $___ and I ask for a 3 month commitment.
So if youre ready to start today, I can have your first workout
to you by _____ (date). Are you ready to get going?

No problem. How does splitting it up into 3 monthly payments sound

Not a problem. I do have another option that may fit into your
price range. It includes a workout sent to you each month
with full access to a video library. The price for that package is
$_____ . How does that sound?
If they still cant afford it or object on price, wish them well
and end the call.
General Notes:
Some people will go on for hours if you dont stop them.
Youre in control of the conversation. If they arent giving you
the information you need, probe deeper. Ask why over and
over again.
If they start to get off topic, interrupt them politely and ask
them a question directly on topic.
If they object on anything other than price or having to speak
to a spouse (which you really cant work around but should
prepare for by getting the spouse on the call beforehand) then
you need to go back and solve that problem before going back
to the sales proposition.

If they say yes, great. Make the paypal button as you talk while
describing to them the next steps.
OK, so Ill send you a link to a secure paypal button right

PAGE 15
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expressed written consent of J. Goodman Consulting Inc.

GETTING CLIENTS VIA EMAIL


Video Time 27:08

The Biggest Mistakes


When Emailing

POINTS OF INTEREST
3:11 The 4 biggest mistakes when emailing
7:33 The 5 ways to send an email from best
to worst
15:02 Client benefits
25:01 The entire system represented visually

1. Pitching your services directly.


Dont directly tell them that you offer training or are asking if they, or anybody they know would be interested.
2. Trying to answer questions and objections.
Always try to get them on the phone.
3. Not keeping it tight and sticking with the system.
4. Not being consistent and persistent.

T h e B e n e f i t s o f O n l i n e Tr a i n i n g f o r t h e C l i e n t
Dont have to go into a gym: Gyms are sometimes uncomfortable environments for clients. In addition, the
gym might not be located conveniently for the clients.
Dont have to work around each others schedule: A
busy trainer has long wait times for popular spots. This
way a client can work out when they want and still benefit from your guidance. In addition, if they are 5 minutes early or late, they dont lose out. Imagine showing
up at 7:36pm and not missing out on 6 minutes!
Offer stronger accountability and support systems:
The community that your clients become a part of are
only those who are similar to them and struggling and
overcoming the same problems. Talk about a supportive environment!
Cheaper than training full time: Training full-time with
a trainer in a club is expensive. In addition to having to
pay for the trainers 1-on-1 time, you also have to cover

the club overhead. This way you get the benefit of the
trainer at a fraction of the price.
Clients can be anywhere: The best trainer for you isnt
necessarily the one who works at the gym around the
corner. Online training allows the client to seek out and
find the top expert in whatever they specifically need
support.
Free client app to track progress (if using Trainerize):
See all of your stats, track progress, and communicate
with your trainer in real time, on your time.
Able to finally help clients friends and family who
spoke of horror stories at their gyms: Unfortunately
theres a lot of variance in the fitness industry. This
way you can help your clients friends and family members who have had bad experiences even if they live far
away.

PAGE 16
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Write down all friends or previous clients that you could potentially email
(note: write down everybody. You can always delete later)

NOTE: You can find a soft copy of this document on the site
at www.1kextra.com/extras to download additional copies.

Stay at the top of their minds


PAGE 17
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expressed written consent of J. Goodman Consulting Inc.

Catch-Up Email

Red = No response
Blue = Respond but no
question
Green = Favourable response

Email extolling services


Email 2

Inquiry
Respond with 2 times
Email 3
Follow-up
2 days after

Email 4

Sales Call
Follow-up Spreadsheet

CLIENT TRACKING WORKSHEET


CLIENT
NAME

John Doe

ORIGINAL
D AT E
C O N TA C T E D

1-Jan-14

LAST
D AT E
C O N TA C T E D

4-Jan-14

RESPONDED

ENTERED INTO NOTES ABOUT


CALENDER
CLIENT

5-Jan-14

Husband Jeff
and adopted son
Gregory. Likes
soccer (Manchester
United). Will be a
great client when I
can get him in

NOTE: You can find a soft copy of this document on the site
at www.1kextra.com/extras to download additional copies.

PAGE 18
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

SATIONS
R
E
V
O
C
IL
A
M
E
EXAMPLE
WITH CLIENTS
From Jon: Conversation picks up after initial hello email. All names
and locations have been changed.
Hey Jeff! Hows everything going? When did you move to
She starts with question

Cleveland?
---

He responds and quickly shifts focus back to her.

Hey Jen! I'm doing awesome. Moved out here about a year ago. How
are you and Jessica doing? Did you start your own business, or are
you still a police officer in Calgary? I was thinking about you and
Missy the other day as I was driving from the gym to Chipotle. Those
were some good times at ABC Fitness. Are you still working out
there?
Good job reminiscing. Try to be a bit more
Ends with question.

--I did start a business and it has been very slow developing this new
product but we are now up and running. I'm still working my full time
job to make the bills. We took about a year and a half off from the
gym. I had my shoulder fixed and both knees tuned up. We then
joined YYZ Fitness but it wasn't a good fit for us. We went back to
ABC Fitness about 7 months ago and have been hitting it hard. We
PAGE 19
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

SATIONS
R
E
V
O
C
IL
A
M
E
EXAMPLE
WITH CLIENTS

go to the Riverdale location and love it there. Are you still training or
what are you doing?

She asks about him. Go-time!

--Hey Jen, that sounds awesome, I checked out the Gothem page, and
Nice joke

I really feel like that makes you one step closer than anyone else to
being batman. I'm doing super awesome, living in Cleveland, still
training, been married for about 2 years now. I just launched my own

Add in "because" here.


"I'm excited about because...

online coaching business a few months ago which I'm very excited

Be more succinct

about. It gives me a chance to help a lot of people get great results


and avoid gym horror stories without having to be in the same gym or
Don't talk about
your goals.
on the same schedule. My eventual goal is to be have all my

business online so I can work and travel at the same time. How are
Jessica and the kids doing? Are you selling that Gothem technology
to police departments?
---

After talking about online training, end conversation


with a period and wait for them to respond. Adding a
question about them at the end gives them an easy out
to ignore your talk about the online business.

Hi Jeff, You got married! Thats great. Its good to hear that your
getting the online business going. Jessica and the kids are doing
good. Just trying to get the kids through school and off on their own!
Gothem is just now starting to make some headway. We sold one
system to the Russian government and one to Benign County. I have

PAGE 20
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expressed written consent of J. Goodman Consulting Inc.

RSATIONS
E
V
O
C
IL
A
M
E
E
EXAMPL
WITH CLIENTS
about 8 others interested so I hope it catches on. Its just a painfully
slow process but hopefully it will pay off. I'm not batman but I have a
bat-mobile..maybe I'll get a bat suit. Let us know if you make it down
this way. We would love to meet you and your wife for dinner. Take
care.
COMMENTS
This started out as a good back and forth. There's obvious rapport between the client
and trainer and some nice personal touches were added.
Once the pitch for online training happened, the conversation went downhill for the
following reasons:
1. The trainer seemed nervous. Sentences were long and convoluted. He would have
and including those.
2. He talks about how much better online training will be for him more than the client.

would then add her to his follow-up spreadsheet and send another message in a
months time.

PAGE 21
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expressed written consent of J. Goodman Consulting Inc.

SATIONS
R
E
V
O
C
IL
A
M
E
EXAMPLE
WITH CLIENTS
Hey Jeff,

Not a bad opening but worse than all 5 options.


A simple "I was just thinking of you and thought that
I would see how things are going" would be better.

Just wanted to check in with you and see how things are going.
Again, not bad but could be better by making more

How is your back doing?


Hope all is well.

Best,

Kevin

--Thanks for checking in, Kevin.

My back's still a work in progress, but it seems to be gradually


improving. I had an MRI which didn't show any obvious problems, so
it's likely that there are some neurological issues that will just have to
work themselves out over time.

This is a point to write on the client


tracking worksheet.

Jeff Montgomery

PAGE 22
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

ATIONS
S
R
E
V
O
C
IL
A
M
EXA---MPLE E
WITH CLIENTS
Glad to hear that, Jeff.

Have you been able to do any weightlifting?

Kevin Poitier

Comments:
1. The emails here seem a bit cold. Likely this is a conversation between a client and
trainer who had lost touch. At every point the trainer could have gone the extra 10%

PAGE 23
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expressed written consent of J. Goodman Consulting Inc.

TIONS
A
S
R
E
V
O
C
IL
A
EXAMPLE EM CLIENTS
WITH
Hey Mike,

This is worse than the 5 reasons for emailing. A


simple, "I was thinking of you..." would be better.

I just wanted to touch bases with you and see how things are going.

Good in recalling that the client likes to race. Make it a bit better by saying something like, "I
remember how you used to love to...."

Did you have a good race season? How's your training going?
Let me know how you're doing if you have a minute.
Best,
Biff
--Hi Biff

Put on client tracking worksheet.

Last year started out on a bad note. I came down with sciatica, very
painful. It traveled down my right leg and atrophied the muscle.
I worked hard to come back and by late summer I was pretty much
back to 100%, and completed the season with a strong ride in
Oregon.
Looking forward to racing early next year and have started doing
some high RPM rides and weights 3 times a week.
Hope you had a great year and look forward to seeing you at some of

PAGE 24
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expressed written consent of J. Goodman Consulting Inc.

ERSATIONS
V
O
C
IL
A
M
E
E
L
EXAMP
WITH CLIENTS
the CA road races next year.
Mike
--Hey Mike,

Sorry to hear about the injury and glad to hear you are doing better.

What caused the sciatica?

Biff

The client resolved the sciatica question so not sure if I would


mention it here. I'd likely zone in and offer a great article I "just
came across" on weight training for skiing and ask what they're
currently doing.

Comments:
1. Not bad. Aside from making the conversation a little bit more personal I feel as if Biff
focused on the wrong point. Mike mentioned an injury but quickly resolved it. If he hadn't, I'd
follow up with material attached on training to improve sciatica. But since he did and mentions
Mike's program before attempting to show how I would improve.

PAGE 25
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expressed written consent of J. Goodman Consulting Inc.

TIONS
A
S
R
E
V
O
C
IL
A
EXAMPLE EM CLIENTS
WITH
Kim responded to an automated email from Jen. This email chain starts after that
initial response.

From Jon: The first message was sent by the trainer in response to
an automated follow-up. The potential client opted in to her mailing
list so all has been passive until this point. The first email was sent
Nov 25, 2013 (dates are important here).

Hey Kim,

Great intro! Personal and also pumps the leads ego


a bit. A nice way to turn a response into a
relationship

I am so sorry to hear about your best friend. I am so glad youre


available to her during this hard time.

Also nice. Immediate transition into a

I believe I can help you change your eating habits.

Its really exciting to tell people that all of my fat loss and lifestyle
coaching services are online. This allows me to help people
anywhere in the country

even Haliburton, Ontario. I am not

confined to helping people in my community at a fitness club. Its also


much more cost effective for the client than if I were to coach her in
person. Also scheduling never becomes an issue.

clients location.

PAGE 26
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expressed written consent of J. Goodman Consulting Inc.

RSATIONS
E
V
O
C
IL
A
M
E
E
EXAMPL
WITH CLIENTS
Ive built a couple different packages that vary in price and support to
ensure you get exactly what you need in terms of direction,
accountability, and support. You know what you need so you can pick
what is best for you.

If youre interested in speaking about it more and get your questions


answered, I offer free 15 minute consultations over the phone or
Skype. We can set something up as early as next week.
Nice and succinct but there's no call to action.
Jen needed to have asked when Kim could talk.
Looking forward to speaking more, For example, "I offer free 15 minute consultations
to answer your questions. Would you like to set one
up next week?"
Jen

--From Jon: There was no response after the initial email. This was
sent from the trainer on Dec 10, 2013.

Are you still interested in changing your eating habits?


No response so Jen followed up with the magic 9 word email. Nice!

Cheers,
Jen

PAGE 27
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expressed written consent of J. Goodman Consulting Inc.

SATIONS
R
E
V
O
C
IL
A
M
E
EXAMPLE
WITH CLIENTS
--Jen,
I am interested, I am just pretty sure that your services are out of my
price range. What would the monthly cost of being part of your group
session be?

I am read/skimmed the ME diet book. I just dont know how to get


started. The foods confuse me and what I should/shouldnt eat.

Kim
--Marie tell you what, Id love to chat with you about this. Lets book a
free 30 minute phone call. Heres a link to my calendar. [TimeTrade
link]

Kim offered some objections above but Jen astutely chose to ignore
them, offered a longer phone call, and sent a link to ensure that
there was no more back and forth. She also knows precisely
what Kim will object to during the call and can prepare for it.

Talk soon,
Jen
--Jen,

PAGE 28
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expressed written consent of J. Goodman Consulting Inc.

RSATIONS
E
V
O
C
IL
A
M
E
E
EXAMPL
WITH CLIENTS

I just signed up for a chat with you Wednesday morning. Can I tell
you how excited I am. I wanted to know if you would like to see what I
have done, where I am at.

Up to Jen to respond and ask for more information


request. For example, "sure. Please send me A, B,C in
the following format."
After responding (if Jen decides to) she should end
the email chain with a simple, "talk Wednesday".

Comments:

1. This is really well done. The only slip up was not asking for a phone call and it led to a
no response which Jen astutely followed up with a 9-word email and got the phone call."
2. After the response where Kim voiced her objections (price), Jen could have nervously
responded by training to answer them. If she did, chances of getting the sale will go way down.
Asking for the phone call with a link gave Kim no other option and Jen can now prepare
to deal with the objections.

PAGE 29
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expressed written consent of J. Goodman Consulting Inc.

SATIONS
R
E
V
O
C
IL
A
M
E
EXAMPLE
WITH CLIENTS
From Jon: All names and locations have been changed.
Immediately starts with a grammatical / spelling mistake.

Hello stranger
Today i was talking to my girlfriend about going to Jasper
during the Thanksgiving weekend, and i couldn't help but
think about the crazy trip stories you told me.
Do you plan on going any soon?

Two different questions. Both


good. But focus on one.

If you have a minute, i would love an update.


Looking forward to hearing from you.
Jim
--My passport expired and just waiting for the new one, then
No question back and a quick response. Generally a sign
it's off to Jasper.
---

of a client not interested in having a conversation. The


relationship doesn't seem to be really strong coming in.

Don't you just hate that? i hate the process of waiting for it.
When will you be going to Jasper?? same time as me?
Jim
---

Either tell a funny story about waiting


for it or omit this line. She's giving
quick answers, so respond in kind. I
would advise just the second line here.

Everything is dependent on the passport. I usually go on a


Sunday for the day. I certainly would like to get there a
couple of times before winter sets in.
Take care and have a great weekend.
Jenny
Obviously she wants to stop the conversation having put an end
---

to it by wishing Jim a good weekend. When this happens,


respond by wishing a good weekend and add to follow-up
sheet.

PAGE 30
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When it comes to sending out unsolicited emails, the


only purpose is always to get a response. Think what
you feel when somebody sends you an unsolicited
email selling something. You probably delete it and
dont give it another thought right?

HUSBAND NAME are doing. If you have a minute, Id


love an update.

Its also important to never pitch your services in an


email. This entire system is based around getting a
client to ask you for the sale. The reasons are two
fold. The first is that when they ask you for the sale,
youre in charge. The second is that emailing clients
is a long-term, relationship-building process. When
you pitch a client, it becomes awkward to follow up
later on. In never pitching, you can keep up with the
client forever as a friend. Always remember that
people buy trainers, not training.

Hey NAME

Try to be as specific as possible when it comes to


details. Including names, locations, or specific
wording that your lead has used or would be likely to
use.
Below are scripts for you to use for the first email to
a potential client and your follow-ups. These scripts
can also be found at www.1kextra.com/extras.

Initial Emails
Hey NAME
I ran into your friend NAME on the street today and
we started to chat about you. It sounds like youre
doing great. If you have a minute, Id love a bit of an
update.
Looking forward to hearing from you.
-YOURNAME

Hey NAME
I was just thinking about you today and figured that
Id send a quick email to see how you and WIFE/

Looking forward to hearing from you.


-YOURNAME

I came across this great article on gluten intolerance


and immediately thought of you. I thought that you
would be interested as its a bit of a different take on
the subject.
Anyway, I hope youre doing well. If you have a
minute, Id love to hear how youre doing.
Looking forward to hearing from you.
-YOURNAME
ATTACH AN ARTICLE. If you want to touch base with
an old client, just find an article on whatever they
were interested in by perusing the Internet and pass
it along saying that you just came across it. Its a
nice way to find an excuse for an email.

The Follow-Up Email


The goal of the initial email is to get a response.
Once they respond theyll either ask you how youre
doing or answer your question. If its the latter, send
them another email asking them another question
about themselves and continue doing so until they
ask about you or stop responding.
It might happen that a client attempts to end the
conversation with you by using a phrase like have a
great weekend. If this is the case no problem wish
them well with an appropriate response and add them
to your follow-up worksheet to message again in a
months time.

The script before is meant to be used after they ask


how youre doing.
Notice that in the middle of the response the benefits

PAGE 31
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of online training to the client are hammered in. In addition, its made super-specific to the client by reminding them of a frustrating point that they had training
and how this fixes that precise issue. You wont always
be able to do it, but when you can, always solve the
clients problem that you know they have.
Finally at the end Ive broken the pattern and ended
the email abruptly. Its possible that youll be emailing
a client multiple times before this always asking them
a question at the end. Now you end with a period.

What next?
Their only options are to be rude and not respond or to
respond and tell you that your program sounds great.

Hey NAME
Thanks for asking, Im doing great!
Everything in the gym is going really well but I found
that I wasnt quite reaching as many people as I wanted. So I purchased a course to teach me how to build
an entire online training program.
Its really exciting because now I can help people
anywhere in the World instead of being confined to
helping people at my club. Its also much more cost effective for the client and scheduling never becomes an
issue. (Remember how you and my other client were
always jokingly battling it out for that 6pm spot? Well
stuff like that never happens anymore.)
Ive built a couple different options so able to help
people in whatever way suits them best. While I still
love training in a gym, I understand that its not best
for everybody and this has been a great addition.
Very kind of you to ask.
YOURNAME
Hey NAME
Thanks for asking, Im doing great!

Everything in the gym is going really well but I found


that I wasnt quite reaching as many people as I wanted. So I purchased a course to teach me how to build
an entire online training program.
Its really exciting because now I can help people
anywhere in the World instead of being confined to
helping people at my club. Its also much more cost
effective for the client and scheduling never becomes
an issue.
Ive built a couple different options so able to help
people in whatever way suits them best. While I still
love training in a gym, I understand that its not best
for everybody and this has been a great addition.
I had a number of clients who were making great
progress but just couldnt afford to train multiple times
a week. It. Training online is awesome because I can
offer the same level of guidance, support, and accountability at a fraction of the price!
Looking forward to speaking more,
YOURNAME

The 9 Word Email


This sequence is to be used whenever somebody has
previously inquired about your services but is not a
current customer. Perhaps they had a phone call with
you and never got back or maybe they asked about
training with you and when you offered spots for a
phone call they never responded.
The first message is 9 words resist the urge to say
anything else. Youll have to trust me here. The brain
cant handle open-loop messages and the more you
say, the less chance that youll get a response. If
youre on my email list youll notice that I use this
email in almost every product launch. The response
rate trumps any other email Ive ever sent.
The second email is an A/B email. Give two options.
This is designed to get them engaged in your program

PAGE 32
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thinking specifically about how it will offer them


while at the same time keeping the decision easy to
make increasing the response rate.
After the second email, offer a phone call. There is
no other option.

The 2nd email where you offer a link can be replaced


with either:
Lets hope on a phone call right now. My number is
_____
Im free the following two times today and tomorrow
for a quick talk. Which one works for you?

Subject: The Persons Name (Just their first name so if


you were sending it to me it would say Jon)
Are you still interested in training online?
Cheers,
YOUR NAME

Following Up
Once they respond (and the response rate to the 9
word email is amazing), reply with this short message and give two options. They could be a workout
program and a workout program and nutrition
plan

Great. Are you looking for _________ or ________


-YOUR NAME

Following Up Again
When they answer you again, get them on the phone
as quickly as possible. The response will either be
a straight response to your question or they will ask
you a different question. Below are emails to use for
either scenario.
Sounds good. Lets talk. Book in a consultation via
the link below.
Great question and Id love to help but its much
easier to discuss on the phone. Below is a link to my
calendar, please book in a time.

PAGE 33
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The following are a series of posts to use on Facebook either on a personal or professional page. These
are all tried and tested. Some can be copied directly and others are built as a template for you to fill in the
blank. Ive highlighted all areas in yellow where you are meant to fill in information and my notes are in
green. Please note that all status updates have a title, a lede, and a call to action. The title grabs peoples attention, the lede is the introductory paragraph where you make a value proposition and highlight the #1 attribute, and
the call to action is where you ask them to contact you.
Included in these scripts are soft calls to action where you ask anybody to contact you with any questions. The
more specific that you can make these requests the better. So instead of saying, contact me with any questions
you can write message me through Facebook if you have a question about post menopausal fat loss (or whatever you specialize in).
All content in between the lines are status updates you can use or alter in anyway that you want.
You should be posting daily tips and a testimonial or transformation pictures of your current clients (with permission of course) at least twice a week (if not more).

The List
Lists talking about what people might be missing are more effective. Holding down alt 8 will create a on
Facebook for your list.

[Did You Know?]


92% of people fail in their New Years Resolutions and 38% of all resolutions are weight loss.
Sticking with a program is difficult.
Family gets in the way.
Work gets in the way.
Its expensive to hire an ongoing trainer. At $50/hr 4x/wk thats $800/month yikes!
Ive dedicated my life to attaining the knowledge to help create great programs and understand the
psychological motivators to sticking with it.
To train with me in person is expensive and I dont have any space right now but I do offer remote online
training and, for a limited time, have a couple of spots available.
Some of the many benefits to training with me online are:
- Its much more cost effective.
- Dont have to go into a gym.
- Offer stronger accountability and support systems.
- You can be anywhere in the World
Im here to make sure that you dont become another statistic. I guarantee results if you guarantee adherence.
To apply, go to LINK OF YOUR WEB FORM OR ASK THEM TO MESSAGE YOU.

PAGE 34
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The Announcement
This is a good one to use when you first announce your program.
[Its Here!]
In response to unprecedented demand Ive been working on something special and
I cant tell you how excited I am to announce this!
For HOW MANY YEARS YOUVE BEEN TRAINING Ive been working with clients in a gym setting. Together,
weve had some pretty special moments:
ONE LINE TESTIMONIAL FROM A CLIENT WHO HAS LOST A LOT OF WEIGHT. FOR EXAMPLE, I LOST 20LBS
WITH JON. HES AMAZING!
Because of the amazing technology thats now available, Im now able to take on clients around the World.
Ive built a couple different packages for different needs that vary in price and support to ensure that you get
exactly what you need in terms of direction, accountability, and support and dont pay for anything more.
Im offering limited time starter prices so if youre ready to make a change, lets do this! My success is your
success. Im here to make sure you kill it with your fitness goals.
To apply, go to LINK OF YOUR WEB FORM OR ASK THEM TO MESSAGE YOU.
Oh, and I offer a guarantee on all of my services because Im so sure that itll work for you.
My consultation spaces are going quick, so fill out the form right away to get started.
-YOUR NAME
The Testimonial
[AMAZING!]
PUT A TESTIMONIAL HERE
Want to get results like NAME OF PERSON THAT GAVE TESTIMONIAL? I work online with clients all around the
World.
Its more cost effective and I offer all the direction, support, and accountability that you need.
Im currently accepting a chosen few clients that I want to help get amazing results. If you think that youre up
to the challenge, follow the link below OR SEND ME A MESSAGE and apply:

LINK TO YOUR COACHING PAGE WITH WEB FORM


You can change all aspects of how a link appears in Facebook. Below is a screenshot of an example. I suggest
changing the picture to your client and the title of the link to a punchy sentence from your testimonial as Ive
done below.

PAGE 35
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The Story

Stories are obviously personal. This is one that Ive made up and while youre free to copy it, its dishonest to
post it as an actual client story. That said, storytelling is arguably the most important skill you can possess on
social media so my suggestion is to get good at it.
SHE COULD HARDLY GET OUT OF BED in the morning. Now she cant wait to start her day.
Ill call her X and she started training with me two years ago having no previous gym experience.
Actually thats not true. She had trained with one trainer before and got injured, but we wont get into that
story.
X had no energy; she could hardly get out of bed in the morning. When we first met she complained of slogging throughout the day. Her work was suffering and she found herself going home at the end of the day
instead of enjoying time with friends.
All enjoyment had gotten sucked out of her day. She was dragging her butt out of bed, going to work, and
collapsing in front of the TV only to go to sleep so that she could do it all over again.
A friend of hers put us in contact and we hit it off right away. X just needed the right push. We started off slow,
working with one small change at a time both in her nutrition and exercise routine.
She didnt feel comfortable going into the gym yet, so I gave her a short routine to do at home that slowly
increased in intensity and length.
Well today X just did her first pull up! Im so happy I can hardly contain myself. Shes a different person.

PAGE 36
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expressed written consent of J. Goodman Consulting Inc.

Oh, and she gets to wear her favorite dress again ;)


I only work with people who I know that I can help and train online meaning that I can work with you anywhere in the World.
If youre interested in applying, follow the link below OR SEND ME A MESSAGE and apply:
LINK TO YOUR COACHING PAGE WITH WEB FORM

The Picture
Make sure to get permission from your clients to take and use pictures of them on Facebook.

PICTURE OF A CLIENT
I cant believe that I can wear my red dress again![START WITH A GREAT QUOTE FROM YOUR CLIENT]
This is TAG CLIENT NAME.
Located in LOCATION OF CLIENT, weve been working together for TIME HE/SHE HAS BEEN TRAINING.
So far, so good. As you can see, SHE/HE is doing great and I couldnt be happier. Its amazing what one can
accomplish with a little commitment and direction.
If youre ready to get started, Im currently taking on clients all over the world to work with me online. follow
the link below OR SEND ME A MESSAGE and apply:
LINK TO YOUR COACHING PAGE WITH WEB FORM

PAGE 37
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expressed written consent of J. Goodman Consulting Inc.

HOW TO SPEAK WITH YOUR OFFLINE CLIENTS


If you already work with clients offline then its a good idea to reach out to them for potential referrals. They
obviously see the value in working with you and everybody has friends and family who live far away enough
from your location to make it impossible to train with you.
There are two different times to start this dialogue with your client: Directly after a session or calling them on
the phone in between sessions.
Heres how the conversation should go:
Hey ____. Ive got something really exciting that Id like to speak with you about. Do you have two minutes?
Nothing will change in terms of our relationship, but Ive been working hard behind the scenes to develop a
program whereby I can reach and help more people online.
Ive been asked by a number of my clients to refer trainers in other cities and countries because they have had
bad experiences with personal training. Its too bad, but led me to develop a system for helping these people
remotely. Im now proud to offer training services with strong programming and accountability systems over
the Internet to people all over the World!
Once I put word out to the public via my social networks I expect the program to fill up quickly. Before doing
that I want to make sure that I can take care of the friends and family of my current clients.
Is there one or two people that you can think of that might have had bad experience with a trainer but is looking to improve their fitness. In particular, I work especially well with people who suffer from chronic low back
pain and fat loss.

At this point, one of 2 things will happen:


1. They mention a name of somebody and give a bit of information about them saying
that theyll put you in touch. Respond with:
Thats great. Im looking forward to speaking with ___ and seeing if I can help him or her. Thank you for
putting us in touch.
When this happens, try to probe your current client for a bit more information on what their contact has struggled with be it an injury, fat loss, or something else.
Your client likely wont pass on word. They might feel uncomfortable talking to their friend or simply forget.
Following up conventionally can be awkward and you cant do it more than once. Do this instead:
Follow up with a thank you for offering to put you in touch with your clients friend. Hopefully it will rejig his or
her memory of your conversation that day. Say that you were doing some research and came across an article
that you think his or her friend would benefit from.
This gives your client a polite nudge to get you in contact with his or her friend and also gives them a reason
for putting you two in touch by sending along the article. If theres no response, ignore and never mention it.
Its not worth making the relationship with your current client awkward.

2. They cant think of anybody right now.


Not a problem at all. If you do hear anything, please put us in touch.
After speaking with all of your clients, send an email to them all (with their emails under bcc so they are not
shared) announcing your online training program.
PAGE 38
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expressed written consent of J. Goodman Consulting Inc.

Two final notes


1. Its best to identify one or two specific things that you focus on with your training when speaking with a client. This might trigger their memory to a time when a friend mentioned that her back hurts or he just cant
lose that belly fat.
Its rare that a client will send an introduction even if they promise to do so. Following up with them can be
awkward so knowing what their friend suffers from and sending an article or piece of information to pass
along acts as a gentle reminder.
2. Be excited and exude passion during this conversation. Youre amped! This program is awesome! What you
say has much less to do with your success than how you say it.

PAGE 39
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expressed written consent of J. Goodman Consulting Inc.

MESHING ONLINE AND OFFLINE TRAINING


Video Time 26:41

POINTS OF INTEREST
2:05 Two reasons that clients cant train all of the time
7:54 What to offer
12:12 Example 1: A brand new client
17:56 Example 2: A client who lives far away
19:35 Example 3: A post-rehab client

NOTES:

Provide a better service AND make more money in-person


PAGE 40
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expressed written consent of J. Goodman Consulting Inc.

GETTING YOUR CLIENT TO RENEW


Video Time 26:41
NOTES:

POINTS OF INTEREST
5:08 Giving gifts
9:55 Outlining the next steps

U n c o n s c i o u s r e c i p r o c a t i o n I t s a b e a u t i f u l t h i n g
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expressed written consent of J. Goodman Consulting Inc.

J U M P S TA R T C H E C K L I S T

Write down your freedom number ____________


3 Service offerings:
Pac k ag e N a m e

Pack ag e Servi ce Of f eri ngs

Package Pri ce

Write down how many clients you need at each service offering __________________
Write down the name of your online training company _________________________
Complete your waiver and call your insurance provider about coverage
Write down your list of calendar reminders to set when a new client signs up

Create your F.A.Q. document and add in all questions.


Write down a list of all contacts to email and send out first message.
Create your follow-up worksheet.
Practice 5 sales calls with a friend or family member. Have them test you with objections.

PAGE 42
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expressed written consent of J. Goodman Consulting Inc.

EXAMPLE DOCUMENTATION PACKAGE TO SEND TO CLIENTS


You can download this as a word document to alter and save as your own at www.1kextra.com/extras
The following pages comprise your information package to send to new clients.
Send your version of this documentation to a new client immediately after signing them up. What Ive done for
you is built the entire package as a template.

Included in this package are the following sections:


Introduction / Hello
How the program works (when they get new workouts, nutrition information or any other deliverables).
An overview on common workout terminology (introducing new trainees to workout jargon is an incredible
way of enhancing self-efficacy and increasing adherence)
A description of all legal and health forms that are attached.
Rules on gym etiquette (add your own to the list if you like)
Ive pre-written all sections. All packages and programs will differ slightly. Read through the entire package and
add in all information where prompted. When youre finished, save a copy of your template to send to clients
when they sign up without my notes.
I also suggest that you add in a cover page, header, and footer with your company information although its not
necessary.

Introduction / Hello
Hi ___ (Fill in clients name)
I first want to thank you for choosing me as your coach. Im excited to embark on this stage of your fitness journey with you and will do everything I can to ensure that you succeed.
Not only do I want you to be proud of your accomplishments as we proceed, but I want you to enjoy the process.
While remote coaching is a relatively new concept, I know that youll enjoy it.
Before we begin, Id like you to please read through this short information package. In it is all of the information
about your program and what youre about to get in the coming months. Ive laid out what Ill be sending you and
when you can expect to receive it in addition to guidelines for support.
Included in this package is also information on how the workouts are going to be presented to you and an explanation of all variables. Lastly, there are a couple of waivers and legal documents attached that need to be filled out
in full before we begin.
Thank you again for choosing me to help you on your health and fitness journey. Im here for you every step of the
way.
To your health,
PAGE 43
_____
(Your Name)
J. Goodman
Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

How the Program Works


1. In order to give you the direction, accountability and support that you need there are a couple different facets to
this program. Ill briefly describe them here.
2. How workouts are delivered (i.e. through a software program or emailed directly via excel) and how often they
are sent.
3. How nutrition guidelines are delivered (if included).
If using email to communicate, add instructions to add your email to the users safe list to make sure that they
dont miss anything.
4. Guidelines for how you give support. Repeat all rules for email or when you do Skype calls here.
Add a new point and all relevant details for each facet of the program. Make sure that you include when its sent,
what the format is, and any other notes that they may need to know.

Workout Terminology
I wanted to quickly define some terms that will be used throughout. To give you the best workout possible, I give
guidelines on a number of different factors beyond sets and reps. Below are definitions of some terms used in
workoutnese (my term for workout jargon) that I use to describe the different aspects of the program.
Rep One performance of a single exercise.
Set The number of repetitions performed without stopping.
Tempo The speed at which one repetition is performed. Its denoted with 4 numbers (ex. 4-0-1-0). Each of the
4 numbers is in seconds. The first number represents the speed of the movement that follows one repetition, the
second is the pause, the 3rd is the action phase of the movement, and the 4th is the pause. In the example of a
bench press, the first number denotes the speed at which the weight is lowered, the second is the pause at the
bottom, the 3rd is the speed at which the bar is pressed, and the 4th is the pause at the top.
Rest The rest is the time in seconds between two sets.
Add in any other short forms and notes here (things like writing RDL instead of Romanian dead lift.)

PAGE 44
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Notes on Gym Etiquette


Because I wont be with you in the gym, I feel that its important to ensure that you follow the unwritten rules. You
might notice others breaking these laws of the iron but I want you to get as comfortable in the gym as possible
as quickly as possible. Here are the five most important rules to consider throughout your workout.
1. Respect the no-lift zone
Dont ever lift a weight within 5 feet of the dumbbell rack. It doesnt matter if youre doing shoulder press, split
squat, biceps curls, or goblet squats or anything else.
Pick up your weights and take 5 giant steps back.
2. Avoid the Ab zone.
Most gyms have a designated area for mats, balls, bosu balls etc. Dont bring heavy weights into that area. Its
designated for stretching and ab work. By taking up their space you force them to take up your space (see the
next point).
3. Keep your mats out of the way.
Dont set up a mat in between two benches in the free weight zone and do crunches unless you want a weight
dropped on your head.
Even if the gym is empty set up your mat out of the way. Either stick to the ab zone or place your mat in a corner
out of the way. Think proactively. Where might somebody want to work out over the course of your set? Dont set
up there.
4. Avoid walking in front of somebody else in the middle of a set.
If somebody is in the middle of their set NEVER cross their field of vision. Take the long way around if you have
to. If you cant take the long way around, wait for them to finish their set before walking in front.
5. Put your weights away.

Forms Attached
Attached in this package are a couple forms for you to fill out and send back before sending you your first program. Choose
any of the forms that apply and delete the others. They are:
Par-Q This is a standard form that all clients have to fill out. If you check yes to any of the questions I will need to send you
another form to have filled out by your doctor before we continue.
Par Med-X This is the standard form that all clients above 55 years of age or that checked yes to any questions on the
Par-Q. This form needs to be filled out by a doctor, signed, and send back.
Par Med-X for Pregnancy This form acts both as an information package and a document that needs to be filled out by
your doctor, signed, and returned.
Exercise Waiver and Release This is a form certifying that I advised you of all risks and took necessary precautions in
building your program. It needs to be signed and returned.

PAGE 45
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Advanced
Module
The Two Ways To Offer Your Training | Building Your Video Library
Webform | Templating | Passive Client Getting Systems |
Active Client Getting Techniques | Building A Squeeze Page

PAGE 46
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

THE TWO WAYS TO OFFER YOUR TRAINING

Video Time 20:54

POINTS OF INTEREST
2:55 Monthly coaching
9:29 - Programs

Write down a list of niches and goals of that niche that you might want to target:

NICHES

GOALS

Write down major events in your target markets lives that they might want to prepare for. Note: these might
be societal events like New Years or personal events, like having a baby

Choose your audience, identify a specific goal, and build a


program that helps them achieve it!
PAGE 47
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

BUILDING YOUR VIDEO LIBRARY

Video Time 7:24

POINTS OF INTEREST
1:23 Creating a master database
4:10 The 2 options for uploading

The 5 steps for building a video library


1.
2.
3.
4.
5.

Create a master database


Choose an afternoon and attempt to film all in one go (drink lots of coffee).
Editing Ideally shoot the video so that no editing is needed.
Bulk upload.
Integrate with software if youre using it.

There is a copy of this form ready to download at 1kextra.com/extras


Exercise
category
(ex. Lower
body pull)
Exercise
name
Exercise
name
Exercise
name
Exercise
name
Exercise
name
Exercise
name
Exercise
name

Exercise
category 2

Create your master database once and you have it for life.
PAGE 48
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

WEB FORM
Video Time 10:06

POINTS OF INTEREST
1:53 What to include
5:46 Eliminating objections

Questions to include in order


1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

First and last name.


Age.
G e n d e r.
Phone number / Skype (optional)
Rapport building questions (For example, a favorite book, movie, or quote).
Why would you be a good client
Why did you choose me for training
Prequalifying question: Are you willing to invest $X on your fitness
Compliance question: Please rate your willingness to make a big change to
your fitness moving forward from 1-10
Is there somebody else who is going to be involved in your fitness journey (a
spouse)?

Code for contact form 7


For a regular area
<p>WHAT INFORMATION YOU WANT*<br />[text* first-name] [text* last-name]</p>
For a check box
<p>WHAT INFORMATION YOU WANT*<br />[checkbox* gender "M" "F"] </p>
For a text area
<p>WHAT INFORMATION YOU WANT*<br />[textarea* services class:customtextarea] </p>
Submit button
<p>[submit "WHAT YOU WANT THE BUTTON TO SAY"]</p>
Note: Ive included a video
Example
where I take you through
What services do you offer/want to offer: [services]
creating a contact form that
you can watch at:

www.1kextra.com/extras

Yo u r i n i t i a l c o n s u l t h a p p e n s o n l i n e w i t h o u t y o u .
PAGE 49
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

T E M P L AT I N G
Video Time 10:21

POINTS OF INTEREST
1:55 Possible groupings
2:40 Building your templates
5:38 What considerations might change

Write down the major goals of the 3 groups that youve chosen to target.

GROUPS

GOALS

POSSIBLE GROUPINGS

18-28 year old male for aesthetics


16-28 year old female for aesthetics
28-45 year old female for aesthetics
28-45 year old male for aesthetics
Post-natal women
45+ male or female looking for improve
ments in body comp and maintenance of
quality of life
Athletes in a specific sport (i.e. golfers).
Note that this is often position specific as
well.
Specific injuries for prehab / rehab

Most clients dont need an entirely new program from scratch.


PAGE 50
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

PA S S I V E C L I E N T G E T T I N G S Y S T E M S

Video Time 22:48

POINTS OF INTEREST
5:26 How to create a free course
16:42 Using Kindle as a lead generator

Steps to preparing a free course:


1.
2.
3.
4.

Brain map a topic 3-4 different times.


Create a master map from the 3-4 small ones.
W r i t e a l l s u b - t o p i c s o n c u e c a r d s a n d o r g a n i z e o n t h e f l o o r.
Rearrange the cards into an order youre happy with (should
be 10-15) writing stories to refer to, tips to include, and
topics to cover on each one.
5.
Write out a short email on each topic usually 300-1,000
words. Each topic is one email.
6.
Dont worry about covering the topic in depth, say what
needs to be said for your target population which is usually
quite basic material.
7.
Tie emails together by introducing each day and telling
the reader what to expect for the next email.
8.
After the 5th email, start including a call to action to
apply for your coaching program with a link to your coaching
page.
9.
I use Aweber but any major email marketing software will
work.
10. Create a follow up sequence including all topics as a
separate email.

Get your rods in the water and let em catch some fish.
PAGE 51
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Kindle Book Release for List Building


Amazon is one of the best search engines around and it also ranks great in Google. This, in addition to the notoriety of becoming an author, is a great reason to get a Kindle book up on Amazon. Fortunately, its not as hard as
you think. This short document will walk you through the process on how to use Kindle as a lead generator.
Keep in mind that the goal is not to make money directly from your Kindle book. While you might make some, it
wont be significant. The purpose is to use Amazons search engine to reach a new audience both actively during a
free promotion and passively through targeted keywords.

The Book Itself


Writing a book is no small task. A free Kindle book using the tactic Im about to explain should be somewhere in
the 10,000-20,000 word range. There are two ways to compose the book.
- As a giant list. (i.e. 50 Tips on Fat Loss for New Mothers)
- As a book with an organized structure. (i.e. What New Mothers Need to Know About Fat Loss)
If writing a giant list, you can attempt to crowdsource the effort. You likely know a lot of people who can contribute. Choose your subject and create a Google document asking chosen friends and experts to contribute by
adding in their tip and 3-4 sentences explaining it. Aside from making your job easier, having more contributors in
the book means that more people will help promote it when it is released.
If youre writing a book with organized structure, start by brainstorming the idea. Afterwards, write out each
section on cue cards and so that the process becomes fill-in-the-blank to make your job easier. I go over this in its
entirety in an article I wrote called Procrastination is Opportunities Natural Assassin.
Once the book is written its time to find an editor. I suggest hiring a professional to make sure that your final
product is clean. You can find a professional editor on oDesk to clean up grammar, spelling, and punctuation
relatively cheap. Ive gotten 11,000 word documents edited for less than $100. It all depends on how clean the
original manuscript that you hand in is.

Include a Call to Action


The goal of your Kindle book is not to make money directly from sales of the book. You might make some, consider that a bonus. Throughout the book, add numerous calls to action to join your email list. This might be through
a free report that the reader gets or maybe you just want to tell them to sign up for updated info. Kindle books
have live hyperlinks in them so link to your squeeze page or website often.
Where you put these calls to action doesnt matter too much other than you want one in the first 10 pages and
one at the end of the book. Reason being, Amazon allows anybody to preview a Kindle book before they buy.
These previews have live links. So its conceivable that somebody will not buy your book but will click the link to
sign up for your email list.
I also suggest including a stronger call to action at the end of the book. A headline like, want more? works well.

PAGE 52
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expressed written consent of J. Goodman Consulting Inc.

Converting to Kindle
This is a pretty easy process. In order to upload a file to Kindle in must be in .mobi format.
This can be done any of a number of different ways:
- If using Scrivener as a word processor (which you should be using because its awesome) you can export
directly to a .mobi file ready for upload.
- A basic Google search will find you a number of services. Depending on the complexity and length of your
file, it should cost $50-$100.
- Fiverr.com has gigs for conversion for $5. I wouldnt suggest this unless your book is very short and simply.
For a cover, 1200*1800 is a good dimension ratio but you can Google the advantages and disadvantages of different sizes. Again, you can get a simple cover design done on fiverr.com but the difference between a successful
Kindle book and one that falls flat is often the cover. The designer that I use is Cassie Drake (cassieldrake@gmail.
com). You can find great designers using oDesk or eLance as well. A great cover should cost $100-$200.

Uploading to Amazon + Setting Tags


Go to www.kdp.amazon.com and sign up. You will see an option to add a new title. Once you do, you will have a
number of steps to follow:
- Enter the title.
- Enter a description. This is important if you hope for your book to be found in searches.
It takes some finessing but ensure that your chosen keywords are included in the description.
- Enter a publication date.
- Check off the box that it is not a public domain book.
- Choose two categories. Sometimes obscure works a bit better. Getting a book to show up in a search for
major categories like fitness can be tough but you may be able to rank for a lesser category. (A trick is
that women purchase more so if you can, try to rank in the female categories more than the male ones.)
- Add in 7 keywords. Choose words that you think people in your target audience would search for. (A trick is
to go to magazines that service your niche and use their wording.)
- Upload the .mobi file for your book and cover. You can choose whether to enable DRM or not.
- Setting the Price. Price the book at $9.97 to start so that it seems like a bigger discount when its free.
- For a week after the free period, raise the price to $2.99. After that, bring the price back up to $9.97 until the
next free promotion.

PAGE 53
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

The Kindle KDP Select Program


This is where the magic happens. The KDP Select program does a couple things when you join it.
It allows members who pay to be in the program to download your book for free. A pool of money of all of the
memberships is divided up between everybody with their books in the program depending on how many times
their book has been downloaded. The income you get from this wont be too significant and isnt the aspect of
the program I want you to pay attention to.
It allows you to put your book up for free. For a total of 5 days in every 180-day period, you can phase your
book for free.
Putting your book up for free is where the true power of this system lies.
If done right, you can get your book to jump up the Amazon charts in a day or two and have 1,000s of downloads. These are all people interested in your types of services. Success begets success. Once a book gets high
on the charts, more people download it, and the cycle continues. Since you included a lot of links to your email
list or coaching page, all of these people become leads.
Once you put the book up for sale again the sales may go up a bit but dont count on it. This strategy is to make
money on the back end and use the Kindle book as a list builder.

Why I Like This so Much


Its different. The same blogosphere, Facebook, and even Twitter audience is pretty saturated.
Its also a way to make some money from what is effectively a sales letter.
If you do it right, your book might hit #1. Then you can say that you had the #1 book on Amazon for your
niche.

How to Phase it in for Free


After you upload your book to Kindle, follow these steps:
1. Get at least 5 friends to jump on and give it 5-star reviews.
2. Choose a 2 or 3-day window for your book to go free.
3. Submit the book to a ton of free Kindle listing websites. Ive included a bunch below to get you started.
4. When you submit your books you will need to tell them the dates your book will be free. Some of the
sites also request more information. Freebooksy, for example, has an entire questionnaire to fill out but
also gives your book a profile.
5. When the day comes, email your existing list and blast the book out on Facebook / Twitter. When I say
blast, I mean blast. Amazons rankings work largely based off of time. You want a lot of people to download
the book in a short period of time.
6. Book off time during the period when your book is free and keep up with the free Kindle book sites.
7. Tweet out the articles mentioning you and share them on Facebook.
8. Take screen shots of your book high on the list and watch your email list fly.
9. Repeat this twice every 90 days for 2 or 3 days and do it multiple times throughout the year.
PAGE 54
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Helpful Links
The Map and Flip System for beating procrastination to help you with the writing
http://www.viralnomics.com/procrastination-is-opportunitys-natural-assassin/
A great list of 72 web sites that promote free Kindle books to send your free promotion to http://www.sarkemedia.com/free-kindle-book-promotion/
Here are a couple other major free Kindle book websites:
http://www.pixelofink.com/
http://ereadernewstoday.com/
http://www.freebooksy.com/

PAGE 55
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

ACTIVE CLIENT GETTING SYSTEMS

Video Time 40:21

POINTS OF INTEREST
1:41 Webinars
10:59 Twitter
21:12 Flyers
27:12 - Facebook

Steps to Hosting a Webinar

What goes on a flyer?

1.
2.
3.

- Logo.
- Call attention to your specific audience.
- Picture specific to your audience (i.e. demographic)
- Your offer clearly stated (link to an information page
with a web form).
- A takeaway (either as a take this flyer) or a tear off
piece.
- You want people to take it with them.
- Be unique and try to get the reader to smile.
- Most flyers are spammy advertisements; let your
personality shine through.

4.
5.

6.
7.
8.

Choose your topic.


Write out all aspects of your topic to cover.
Sign up for webinar jam, OptimizePress 2.0, and
Scarcity Samurai.
Identify the major pain points that your topic
solves for your audience.
Put word out to all of your networks about the
webinar inviting people to join making sure to
make note of the pain points that your webinar
solves.
Present an absolutely killer webinar!
Make a pitch at the end for your training.
Follow up to all attendees the next day about
training.

Steps to Using Twitter


1.
2.
3.
4.
5.

Fix up your profile: Headshot, link bio to about or


testimonial page.
Decide on search terms to track.
Sign up for Hootsuit and create columns
Set an alarm in your calendar to check Hootsuite
twice a day for 5 minutes.
Respond to Tweets by being helpful. Dont be
afraid to link to others.

Action Steps for Using


Facebook:
1.Using graph search, identify 4 groups that you will join
and become an active member of.
2.Decide on an upcoming yearly event and create a group
surrounding it featuring a free workout.

Time to crank it up!


PAGE 56
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expressed written consent of J. Goodman Consulting Inc.

B U I L D I N G A S Q U E E Z E PA G E

Video Time 31:29

POINTS OF INTEREST
2:28 Registering a domain
5:45 Getting hosting
7:12 Setting nameservers and installing Wordpress
12:23 Installing OptimizePress 2.0

NOTES:

Always aim to add 100x more value to your leads


than youll ever charge them
PAGE 57
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.

Yo u m a d e i t a l l t h e w a y t h r o u g h ? Yo u r e
awesome! Congratulations!

PAGE 58
J. Goodman Consulting Inc. This workbook was produced exclusively for the 1K Extra course. It cannot be reproduced in anyway without the
expressed written consent of J. Goodman Consulting Inc.