As promised, here is the second part of the interview about Starting a Fitness Boot Camp Business with Fit Body Boot Camp owner Scott Wyatt from West Covina.

You can check the 1st part of the interview here.

Fernando:
Can you share with us what’s your process for converting promotional clients to ongoing full-paying clients? Like you said, you had a high success rate with the recent Groupon deal that you ran. Just briefly bring us through the process that you go through in converting them to full price clients.

Scott:
Well what we’ll do is when the clients first come in, we do the measurements and the BMI and the fat percentage, and obviously we record all of that and then welcome them to the boot camp, sort of like a little orientation, and then we just kind of let them go in there. We have two trainers so we introduce them to the trainers and everything. We’ll let them go in to a couple of weeks into it, and about half way through it then I’ll start going around and talking to everybody and asking them what do you think, how is this working for you, and let them know that hey next Saturday we’re having a free nutritional class, and we’ll invite everyone in on a Saturday afternoon for free nutritional information… trying to get more of a personal rapport with them… then I’ll start asking everybody hey in a week or so your time to weigh in is coming up. .. I would also like your opinion on how we’re doing and what you thought and what your experience was. And I get a real big response with that because everybody likes to give their opinion. Then when we sit down and I give them their measurements and they have gotten real good results, immediately I ask them... you’ve got great measurements, you’re doing awesome... how would you like to stay on and continue getting these great results. And we’re getting 25-30% conversation rates right now.

Fernando:
That’s great, so you basically give them a home, you deliver massive amazing results and then like you said it becomes easier right.

Scott:
Yes, then it’s real easy.

Fernando:
That’s great. Another question, do you Facebook to get leads or connect to your clients? Facebook is something that’s huge right now and are you using that to your advantage, to not only get more clients but also retain the clients that you already have?
If so how do you do that?

Scott:
I’ll be honest with you, I’m not a big person on the Facebook thing, I don’t know much about it, I don’t utilize it like I should. We use it for little announcements and just fun little stuff but that’s about it.

Fernando:
But you have a little community with your members. So you’re not using it so much to get leads right now, but you’re using it to keep the connection outside the boot camp with your current clients, right?

Scott:
Correct, yes.

Fernando:
Okay. How do your clients get such exceptional results which is going back to the FBBC unstoppable fitness formula? How do you think that impacts the success of your business?

Scott:
I think it’s the energy that they get from the trainers and myself, because I do have two trainers who train all the time. That leaves me open to just dealing with the walk-ins, trying to get members and everything, but that usually only takes me to about 5 minutes into a session. So after that I’ll go out on the floor, I’ll jump in, I’ll go around and help motivate everybody. I’m the kind of guy that I’m very animated so when I’m out on the floor, I’m on my hands and knees… You can do it…. You can do it… I’m really trying to get everybody riled up. I’m jumping up and down on my hands and knees, on my back, on my belly, all over the place… I’m just kind of running around like a 4 year old.

Fernando:
Making sure everybody’s giving 110%.

Scott:
Exactly. I just kind of run around in a big circle to everybody and they like that, they enjoy that. I cut-up with everybody; I just go in and just have a blast. It’s not work; That's one of the reasons why I started a boot camp business. I’m just going in there and playing.

Fernando:
That’s excellent. My next question you’ve kind of already answered that, it’s that how has the experience that you deliver different from what clients get at other gyms or other personal training centers? So it seems to me that you really bring it home and make everybody feel pushed in a really good positive way.

Scott:
Exactly. We try to motivate them and push them as hard as we can without yelling at anybody or doing anything negative. If we’re correcting somebody and I’ve taught my trainers this, if you correct somebody you do it very quietly so only they can hear you… when you’re praising somebody, you do it loud enough so that the whole room can hear you. We do that for everybody and we try not to every ignore anybody.

Fernando:
Now the last question, I tried to keep it to only 10 questions and that’s the 10th, for anyone starting a boot camp business, what would you say are the top 3 things they should do prior to committing to it?

Scott:
Once you get your group of videos, watch them about 6 times. There’s going to be a lot of things. I’d watch the set of videos and as you go through things start coming back, go back to the videos, they help tremendously. Don’t be afraid of it. For me and my wife it was a real learning curve because we’re not from the industry. You really can start it out very simple. There were certain things that we made it kind of more complicated than it really needed to be. We didn’t understand it because we’ve owned several businesses, but we didn’t quite understand that it really is this simple to do.

Fernando:
So what you’re saying is the devil is in the details a little bit and as much as you follow the instructions that are obviously proven by the FBBC franchise, you can succeed tremendously like you are doing without even having a background in this industry.

Scott:
Absolutely and if I can do it, anybody can do it.

Fernando:
Very funny. You’re a very smart man. Thank you very much for your time and thanks for being on the call Scott, we really appreciate it and I’ll talk to you the next time.

Scott:
Okay great.

Fernando:
Take care, thank you.

Scott:
Bye bye.

 

Learn more about Fit Body Boot Camp and see if a franchise opportunity is right for you.

This entry was posted on May 2, 2012 at 10:41 am. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Posted in Boot Camp Business by Steve Hochman | No Comments Yet