How to 10x your business with intro challenges & Facebook group strategy that blew up JR’s business to $189k in 4 mos

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(Part 2) (Interview with JR Spear)

Highlights from the interview

[02:53] – Intro challenge case study – how to deliver it through Facebook groups and make it competitive

[05:30] – For an intro challenge – how much should you charge & what should you include

[10:05] – One way to do a cash prize while still ensuring you make money for your intro challenge

[14:38] – How to make your own clients become your best sales people through an affiliate program

[24:03] – The Facebook groups technique that skyrocketed his sales to $189k in just 4 months

[32:15] – The 7×7 grid that JR uses for strategy planning

About our Guest

To know more about our guest, visit the first part of our interview.

Edited transcription of Fitness Business Secrets Podcast, Episode 52

Intro challenge case study – how to deliver it through Facebook groups and make it competitive

[02:53] Kristy: So, during the challenge, how does the client know what to do? If they’re not getting emails, do they get a book in the beginning, and then they just show up for a Facebook live or something every week for the connection part?

JR: All my clients have to do something totally different. They would create a challenge guide, whether it’s PDFs that could be, “Here’s your nutrition guide, workout guide or exercise guide.” 

For me, I run my PowerFit online. I’m actually in the middle of the 21 day challenge myself with my clients. I don’t even give them a workout guide. I did create a nutrition plan for them, but we do live classes and everything’s in there. I set up automatically daily challenges that they have to do. “Today’s daily challenge is this.” Then, they get points for completing. At the end of the day, they have to post. I have a post in there that says, “Comment below with a screenshot of your meal plan or your fitness app like MyFitnessPal. What are your last results?” 

So, I can see your calories and your macros that you were able to finish for the day. Everything’s done through your Facebook group or Trainerize. I personally try to see our own Facebook group because it’s a great way to have a community. I will go in there live every day or I already created a video that shows up every single day that they can do. 

There’s so many different ways that you can do it, but you can do it by email. I just personally don’t. I keep everything interacted in one platform. Instead of having some people go in by emails and other people go in by the Facebook group, I’ll just keep it in one different place. 

One thing that I’ve tested out for this challenge, which has been awesome, is I’ve been using Boxer. For all my people in my challenge, they’re connected to my Boxer. I set up a group and I am giving them tips every single day and some motivation. “Hey, make sure you guys registered for your class. Make sure you guys do the daily challenge and make sure you guys post your fitness log for the day so that we can see it,” and just kind of stay on track with it. Also, to answer questions and get an interaction with the clients through that platform as well.

That’s been a lot of fun. I actually get a little bit more from that than I do in the Facebook group with previous challenges because it’s right on their phone. It shows up as a text message and a notification, so they’re seeing it right away and they would hear my voice. It’s really simple for me. It saves me time because I can be out with my family, and I’ll walk away and just do it like a walkie talkie. I’ll talk to them and give the message, and they’re all hearing it at the same time. 

It’s definitely been really helpful. It’s just getting creative on how to make your customer experience better. For the most part, that next step video that you post and pin to the top when they first get to your Facebook group is crucial because in that next step video, you’re talking about the expectations of what they need to do and what to expect for your challenge.

For an intro challenge – how much should you charge & what should you include

[05:30] Kristy: That’s good. For the $50 that you mentioned, what are the price ranges that you’ve seen or do you recommend the $50 for a very intro challenge?

JR: For most of the people that are doing a 21 day challenge, usually $28 or $47 is going to be the main thing. $47 is the main thing that they do. You have to also understand that when you’re doing this challenge, you have a lot of it automated that you’re not spending one-on-one time. 

  1. Your weekly group, Q and A, 
  2. you may have the PDF 
  3. or you’re doing it all in the Facebook group. 

So, you’re not creating a customized meal plan or workout plan for each individual person with that. 

You may have different workout videos like, “Here’s today’s challenge video,” or, ” Here’s today’s workout video,” or whatever it may be. It’s just getting creative on that. You can keep it at a lower tier for that reason because a lot of it’s going to be more group setting versus a personalized thing. If they want to personalize things, “Hey, let’s get on a call and discuss what our program looks like. “

Kristy: Do clients go in there expecting maybe not personal one-on-one calls, but an oversight? How do you balance that? Because that would take up a lot of energy if they expected the coach to look at what they ate every day and respond. How much is expected during these intro challenges for response and activity in the Facebook group? 

JR: For any coach,that’s looking to do a challenge and even for your business period, whether you’re selling your high ticket, it is super important that you set the expectations ahead of time, so that people know what they’re getting and what they can receive. In your next step video or in the expectations that you’re getting for your onboarding process, you need to be very clear of what they’re getting. So, if they’re not getting a customized meal plan or overview audit of what they’re eating and stuff like that, then make sure you’re clear on that. 

For me, I will do a Q and A or after a class that we have, I ask them, “Does anyone have any questions that we can do to be able help you?” Then, it opens up some discussion. One person may not eat a lot of protein, so they’re substituting with something else, and we discuss what that may look like for different protein options. 

If you want to have success with it, you just need to make sure you’re very clear on the expectations that you give ahead of time. 

Kristy: That’s totally true. I’m really curious about your challenge because you do classes, and it sounds like you’re really able to get a lot of engagement. Could you walk me through your overall funnel of how you get people since these are cold leads? I’m assuming this is a similar intro challenge. You’re not charging too much, but you’re able to maintain that activity level through mainly– is it Facebook group live  classes? 

JR: No. I do it straight  through Zoom. 

The two tools that I use are:

  1. Calendly, where they have to book their class,
  2.  and then, Zoom. If they don’t book a class, then they’re not going to be able to get in. 
  3. I do stream it live in the Facebook group once we get in the class, just so if they miss a class, they can go back and watch it again and follow through and do it that way.

To be able to sell it, I created a simple funnel for the challenge. I had my current clients, share it out to their friends and family. 

I did everything organically. I didn’t do any paid ads. You can do paid traffic. I have some clients that do paid traffic to their funnel for their opt-in page. I just personally haven’t done so myself. 

I just keep it really simple. Everything’s done in my Facebook group. They book a call using Calendly. I use zoom to host my live classes. I use my computer and hook it up to my TV, so I’m able to look at that. I have a home gym set up in my basement, so I demonstrate the exercises and kind of lead them through the workout. I use Boxer throughout the week to kind of keep them accountable and keep that communication going. Then, I track different activities through our point system that we use. 

How to do a point system for your intro challenge

Kristy: Tell me about the point system. 

JR: Even though it’s a weight loss challenge, that’s not the focus of the challenge. For my challenge, the whole thing is getting people into a better routine to be able to show up and take action every single day. 

A lot of it is an honorary system. 

  1. If they completed our daily challenge and they comment below our posts, they get one point for that day. 
  2. If they post their food log underneath our post on that day, then they get a point for that. 
  3. Come into a live class, then they get a point for that. 
  4. They also get a point for every percentage weight loss. 
  5. Then, I tally out the winners at the end, and I do a cash price.

One way to do a cash prize while still ensuring you make money for your intro challenge

[10:05] Kristy: What’s the cash prize?

JR: I take a percentage off the total profits that we made. It can vary depending on how many people we have in that challenge. I’ll say, “This is my big pot of how many people are participating.” Let’s just say $500 is the pot. First place will get 60%. Second place will get 25%. Then, third place will get the rest. So, I think it’s around 15%. 

Most of the people that run a challenge, they’ll do about a $500 cash prize. You have to  understand that when you run your challenge, the challenge isn’t supposed to be a money maker thing. The challenge itself is just to feed in more leads, so you can gain more trust to sell them your high ticket program. 

Kristy: I understand. Did you say that the $500 pot is already the profit that you’ve assigned to the prize and you’ve actually made some money to break even on your time in marketing?

JR: Yeah. I’ll figure out whatever I need to pay myself for my time, my marketing, and whatever I spent. I just threw out $500. Maybe more, maybe less. I just do it for easy math. Let’s just say you have 20 people in your challenge and you’re selling it at $50. Figure out what your cost may be like, “How much do you value your time?” 

“I know I need to make this much money for my time, then I do this.” 

If you want to give some more money that you didn’t make that much money, but you still didn’t get $500, then give away $500. Let’s say you take a percentage. For every person that signs up, you want to take 40% and put it towards the winning pot. So, I take 40% and put it towards a winning pot. Whatever’s in that pot, I break it down to first, second, and third place. 

Kristy: So, first, second, and third of that 40%.

JR: Yes. 40% goes into one big pot, and then let’s say that big pot out of 40% from all the people that are participating is $500. Then, I would take the percentage. I’ll take 60% for first place, 25% and then 15%.

How to promote your challenge

Kristy: I see. How do you promote your challenge if you’re not sure how much the price is going to be? Because I remember when we spoke about events, you have to have a big prize. And, I was like, “I’ve got to have a big prize.” 

But, if you don’t know how many people are going to be in your challenge and what if you’re  worried about not getting a lot of people, how do you still promote the price to attract people?

JR: Two different things. When I talk about the big prize, that’s for a one day bet, and I still do that. So, it was a thousand dollar prize giveaway that you do of value for the one day events. I’ll still do one day events virtually as well. It’s not just in-person. We had to pivot. Identify that threat, and you’ve got to pivot online. You just have to get creative with different things. 

For the challenge itself, you have to identify who your target market is first. It was like the “I help” statement. “I help this type of person, without, what, what’s the desire and what’s the method.” You need to identify who those are and figure out what the hook is for it.

If you’re a coach that helps people with weight loss, then you’re going to run a 21 day challenge based off of weight loss, and it could be a simple hook of just saying, “Are you looking to lose 10 pounds over the next 21 days? Join our 21 day challenge for this. Click here for more information or whatever it may be.”

You spice it up in the funnel with different hooks and different offers and bullet points to be able to get them in there. But, if you’re not a weight loss coach and you’re strictly on strength training, have a different hook based off of that. This is what your challenge is based on. If you’re a vegan coach or a nutrition coach, then it’s going to be based on that. Everyone could be a little bit different.

It goes back to like building your email list. Focus on having your opt-in funnel to be able to build your email list, so that you can retarget to those people. So, when you have a challenge, you can say, “We’re starting our 21 day challenge. Click this and go.” 

You can run paid traffic if you want to. I personally don’t run paid traffic. I’m highly active on Facebook and inside different groups where I offer different value and stuff like that, as well as getting them into my homepage where they could see who I am. 

Even leveraging my current clients. I run incentives for them. I have a referral program for them to go out there and do it. I have an affiliate program where I call them “ambassadors” for my clients. They actually get paid a percentage for any referrals that signs up under their affiliate link, and I set all that up. So, I have clients that get paid for every referral they do. All they do is share our program and our challenge. 

You can get creative in multiple ways. First, identify who your client is and what the  big promise is that you want to give them.

How to make your own clients become your best sales people through an affiliate program

[14:38] Kristy: Yeah. So, you give them an affiliate link, and sometimes some of your clients actually make– I think you were saying.

JR: I have some of my clients set up on my ambassador program, which is an affiliate type program set up through click funnels. They get their own unique URL that they can share that goes to our funnel for a signup with the challenge. So, when they sign up using their unique URL, they’re paid a percentage off of the total sales made from that link that they shared, 

Kristy: Is that automatic? Is it through PayPal? I’m assuming some of the people aren’t lifetime affiliates. They just kind of send it to some friends, so I’m sure setting it up shouldn’t be complicated. 

JR: It depends on the trainer and how they have their funnels set up. You do have to have a ClickFunnels $297 package to set up the affiliate program to do that, but then there are several different ways. It gets a little bit more technical on how to set it up because you’ve got to set up affiliate pages and links on the funnel itself for them to be able to do that. Then, they have to register, and then I pay them through PayPal, which is automatic through ClickFunnels. 

So, ClickFunnels tells me how much commission someone gets. It automatically tells me, “This person owes this. This is what’s due next week or whatever.” 

Then, I go in there and hit ‘pay’, and then it’s linked to my PayPal account and it shoots them some money over to theirs. 

Kristy: Did you say that it’s your regular customers who are on your challenge or your trainer customers that are affiliates?

JR: No. These are my fitness clients. These are actually my people part of my fitness program. So, these are clients that are working out in my classes and they’re part of my affiliate program. 

Kristy: How much do you give them that gets them excited? This is very interesting to me. 

JR: I’m very aggressive with it, and I give them 40%.

Kristy:  Oh, wow. How many people have you seen take advantage and really make it a priority to promote your challenges? 

JR: I have a solid core group of probably five strong people that do it, but I have other people that are not part of my ambassador affiliate program, but they’ll go out there and still tell their friends.

I also haven’t pushed my affiliate program that much. I could grow it a little bit more. You have to understand that my personal fitness business is something that I do for fun. I’m not out there looking to grow it to be really big. My main bread and butter and core business is my FitPro Funnels.

Kristy: I was going to ask you that. It’s still interesting on how you’re making it work because whether you want to get US dollars or whatever, you still want to get people there. Do you turn the challenge clients also into high ticket clients? What would you do with them? 

JR: No. I just run classes. I have a very low ticket program. My fitness business is not a high ticket program. It is just something that I’m doing for fun. I love it and I get paid for doing what I love. 

I shut down my fitness business in 2016 when I moved from St. Louis to Virginia. I started the PowerFit online just out of old clients reaching out to me and asking for help. Then, it just kind of evolved to what it is right now, and I’ve been enjoying it. It’s something that I love. I would love  to grow it, but it’s just not my primary focus right now. 

For going to a high ticket program, right now, that’s not what I plan on doing. I would love to just kind of teach classes and run simple challenges, and just kind of filter people that way. It keeps it simple. Like I said, my core business is my FitPro funnels and my coaching business.

Kristy: Got it. It helps you with your clients, so I bet essentially it helps you with your focused  business.  

JR: It definitely allows me to be able to relate because with the marketing, it’s like, “This is what I’m doing and it works.”

Anytime I put out the funnel and I have it active and I market it, it works. I’ve just been doing everything organically. I haven’t done any paid traffic for any of my businesses yet. 

Kristy: That was really interesting. I have one more follow up question. I totally know that your challenge is not your focus. You mentioned points. Do you just count them manually? Because it can be a little overwhelming over even 21 days, and people want to win this prize. 

JR: I use a Google spreadsheet, and I have formulas set up. I actually go through it, and at the end of the day, “Who did this log?” 

I just go through, “Here’s the name?” Boom. 1 point. 

Then, there’s the food log and who shows up for class, and then it automatically calculates it. And then for weight, I actually make them send me their weight every week. I send automatic forms that make them send me some pictures and stuff like that. Then, at the beginning and end, I’ll just track the percentage of the weight loss that they had. That will fully calculate. 

It really doesn’t take a whole lot of time for me to calculate all their points per day. It takes probably less than 10 minutes to be able to do. I can give up 10 minutes to calculate the points. It’s not that hard. 

How to get strong new leads with non-paid marketing 

Kristy: I was also curious for your own test business just to see how the current fitness industry is, and also for your clients. I’ve seen that you’ve talked about how what works for you is not paid marketing. I have seen it work for my interviewees, but it just seems tricky at times just because of reach and etc. What are your tips or what have you seen that have worked for non-paid marketing strategies? 

JR: I’m actually building a course showing about this, so I don’t want to give away all the strategies yet because when I have it, I’ll post it out there for people to do it. I strictly use Facebook, and I’ll kind of give some tips on what  they can do. Essentially, you can’t just do cold DMs and think that people are going to buy and want to opt into your list.

You’ve got to be able to publish often, know your messages, and be consistent with it. So, you can’t just post off the whim. Doing booty pictures or pictures of you working out or any of this stuff is not going to cut it. People are sick of seeing that stuff. They don’t care about you working out in the gym and showing yourself doing bicep curls or squats.

You can work out, and it’s great, but that’s not what’s going to sell it to your audience. It goes back to the “I help” statement. Who is it that you want to help? What is the method? What is the desire that they want to do? You need to be talking about that on a regular basis because people need that education. 

I can see that they can work out, do a 300 pound deadlift and bench press 500 pounds, whatever it may be. To them, that doesn’t matter. That’s not helping them. That’s not giving any type of value. You’ve got to give valuable content. Everything that you post needs to be strategic, purposeful, shareable and likable. If it’s not purposeful, shareable, or likable, then you shouldn’t be posting it. Have a plan of what you’re going to be posting. 

That’s just the basic part. Your main Facebook  page needs to be set up like a landing page, just like an opt-in funnel. Before they start scrolling through, they need to be able to know who you are, what you do, and a call to action and how you can help them. That goes with your banner, your picture, your featured image, and all those different things. Before they started going through the scroll, what do they need to do to go there?

When people are going to your house, which is what I call your homepage, are they going to be able to know and identify who you are? Are they going to be able to know what you want them to do and how you can help them? Because posting pictures of yourself working out is not purposeful. It’s not shareable. It’s not likable. 

Why am I going to share something of someone else working out or doing a bicep curl or whatever? Why am I going to like it? I may like it and it looks good. You look pretty great, and you’re a friend of mine. I’ll give you that support, but you have to look at that as a very strategic thing.

So, you’ve got your main page completely set up and it’s sort of like a landing page. Then, you need to identify who you are, your likes or dislikes, your hobbies, and find different groups of those different things. It’s not necessarily groups of where my perfect client is hanging out. That is important, but you need to identify the groups of things that you can relate to and talk about. 

When you’re in there, you need to elevate other people and not make it about you. From there, you become a social leader, which is going to be the name of my program, but it’s social leadership and establishing that authority figure. So, people learn to come to you with more questions and answers, and then you eventually feed them into your group. 

If you do this strategically, do it right, show up every single day, and are constantly pouring in value, people are going to want to know more about who you are and what you can do to help them. Then, it’s going to compound effect where people are going to start coming to your page, liking and commenting on more stuff, asking you questions, and getting into your DMS. 

It’s going to organically start building relationships because you can do paid traffic, but those are a lot harder to close to a high ticket than it is doing it organically. and establishing yourself as a social leader in these different groups.

The Facebook groups technique that skyrocketed his sales to $189k in just 4 months

[24:03] Kristy: Are those Facebook groups?

JR: Yes. I do everything on Facebook alone. The reason why I push on Facebook versus Instagram is because facebook is about community. There’s no community aspect on Instagram. You can follow hashtags and stuff like that, and get people to follow you. I think a lot of people do really well on Instagram. 

Personally, I have found most of my success and a lot of people that I see having success online are getting it from Facebook. I’m teaching this method because this is how I went from $0 in sales to $189,000 in sales in four months.

Kristy: When you said you went from that, are you talking about your coaching business? 

JR: This is for my coaching and funnel business. 

Kristy: So, you’re saying for Facebook groups, either public or private, you join and you’re trying to be present there and just talk about what people are asking and not yourself. 

JR: The main thing that you want to do is you want to show it to these groups every single day, probably once or twice a day, because you want to make sure that you want to be a producer, not necessarily someone that’s consuming everything.

My main role when you’re in these different groups is to not talk about you or what you do. Think about it like a party. You’re going to a place. You want to go there and offer value and be part of the party and contribute to what other people are saying. Because the one thing that people value most in life is going to be their own personal name.  

Let’s say someone posts about their son. Johnny just scored the first goal of soccer practice. Well, you’re in a group, maybe it’s a mom group or a sports group of whatever. Share that excitement. Talk about it. Maybe comment a little bit about your experience and something awesome about little Johnny scoring his first goal. Just kind of praise him because the whole goal is to get your face showing up all the time and at the top of that group every single day.

That way, you’re constantly being seen as an authority figure in that group. Eventually people will start wondering, “Are you the admin of the group?” 

The thing is you’re not talking about you. You’re not going to be posting anything about your business because when you do that, it’s a turnoff and you may get some people that like it and comment on it, but majority of the time, people are just going to disregard it. So, make it about them rather than about yourself, and then the magic will happen over time to get them into your DMS and into your home. 

How to utilize Facebook Groups to become recognized as a leader in your community

Kristy: So, these are just groups, not necessarily weight loss groups. These are just  Minnesota moms. They’re not even trying to lose weight. You were saying when you respond to someone, let’s say someone scored a goal, you’re like, “That’s great.” 

That’s all you say, so it’s really your face that becomes the brand. 

JR: So, here’s the thing. What I said is you gotta  identify who you are, what are your likes, your dislikes, your hobbies, and things that you’re passionate about and that you can talk about over and over again, and keep that conversation going.

That’s why it’s important to find groups that you can relate to. Let’s just say you enjoy gardening. You’re going to find different groups in gardening because you can talk over and over again about gardening. But, it’s also twofold. It’s about things that you can relate to, but also these groups that have your perfect client and you have to identify who that is as well.

When you’re in these groups, you’re talking about gardening and different things. You’re establishing that relationship and that connection, because you’ve got to get to the core of establishing that relationship first, and people will be able to trust you before they’re going to talk to you about your services.

Kristy: You mentioned twice a day. How much time should someone max out in these groups? 

JR: For me, after I do my morning routine, I probably spend maybe 10 minutes just going through all my groups and seeing all the newest posts. I comment and like all of them. I may look at them once in the middle of the day, and then at nighttime, I go back and check to see if there was anything new and that’s it. Cumulatively, I probably don’t spend more than 20 minutes a day, 

Kristy: How many responses, maybe time per response, do you try to get since that does take time to write a good response?

JR: It depends on what’s important to you. Is it important to you to get the proper response or is it important to you just kind of get your face and your name out there? Still give a valuable response, but remember it’s not about you and elevating you. It’s about them.

That’s why it goes back to things that you’re passionate about. It doesn’t need to be a really thought out response. If you’re sitting at coffee with a girlfriend and having a conversation and she says something, are you going to spend a lot of time contemplating how you’re gonna respond back to them?

No. You’re going to be really quick and be like, “I have a comment about this and this.” It can be really simple. It doesn’t have to be anything crazy. It would take you less than one to two minutes to respond to every single post. It’s not that hard. Some posts will be three word responses. Some of them may be a little bit longer. 

You may create a little note on your phone that you can copy and paste different things and customize it a little bit of different stuff because a common question from people in different groups that I have is, “How do I get more leads online?”

I’ll have my standard posts that I’ll say that goes there, and then it gets to looking at me a little bit more for that. Then, I’ll personalize it a little bit more for who they are. You can do different stuff like that, but honestly, I would focus on getting it out there and more on being a producer, and not necessarily a consumer and just getting your stuff out there.

Kristy: How many groups would you suggest someone to kind of start with? 

JR: Depends on the engagement of the groups. Ideally, you want to find 10 different groups that you can be in, and then really nailed down to the top three to five most engaging. 

Kristy: Do you also look at the number of people in the group? 

JR: That doesn’t really matter. You can have 15,000 people in a group or more, and only two people are highly engaged or you could have a group that has a hundred people and everyone’s engaged. So, I try to stick with the ones that are most engaged. I don’t really care about the number of people in the group. 

Kristy: Sometimes your answers are going to be able to lead back to what you offer. Do you try to still limit that? How often do you try not to promote yourself too much? 

JR: If it goes back to my offer, I never post it on the page. It’s always in the DMs. I would send them a friend request, and then I shoot them a DM. I’ll just reply to their comments saying, “I just shot you a DM. Check your inbox.”

4 key things when posting on social media

Kristy: I like that. What I’ve experienced is that Facebook business pages don’t have a lot of reach. So, a lot of trainers are basically using personal pages or let me know what your experience is. So, you’re posting as your personal self, and then it just becomes your name and your little picture that’s really becoming memorable. 

JR: If you are looking to become an entrepreneur, you need to look at social media as business media. 

  1. It’s not a place for you to be out there and consuming a ton of information. You’re there for one purpose and that’s to give and serve others.  You use that platform to be able to help you do that, which ultimately can help you get more leads and grow your business. 
    Depending on what your message is, when people go to your personal page, it needs to reflect that. If you go to my personal page, you’ll see right off the top of the bat who I am, what I do, and what I can do to help you. 
  1. I do post some personal stuff, but I limit it. I try to keep a balance between some personal things because I want some people to know that I have a family. I’ve got a beautiful wife, two kids, another baby on the way and different stuff like that.  I don’t post a ton about business. 
  2. I always think, “Is it purposeful, shareable and likable?”
  3. I focus on main key topics of what I want to be able to share. I stick to it. I’m not all over the place with what I’m posting. So, when people go to my page, they know they’re going to get something of value and not just some fluff.

The 7×7 grid that JR uses for strategy planning

[32:15] Kristy: Nice. You’ve shared so much incredible information. I think a lot of people could really get started today. My closing question is what top three things do you try to keep in mind to make that post shareable, likable, and valuable since I think we often run out of topics at times or feel like we’re saying the same things like, “Don’t eat this many carbs.”

What would you advise on that? 

JR: Well, it goes back to having a strategic plan. One thing that I do for myself is I create a seven by seven grid. At the top of the grid, I have seven problems that my clients usually face, and then I’ll have different things on the side.

Let’s say one problem that people face is weight loss. So, that’s the one problem. In this column I have seven different things that I can talk about. For weight loss, I’m going to tell some of them about my story and that’s going to be right there. Then, I’m gonna talk about a client’s story. 

I’ll give a celebrity type experience based off of weight loss using this type of method. I’ll talk about a stat or fact about weight loss. Someone that talks about a myth that I’m going to break about weight loss. It’s an objection that people usually have. It could be whatnot or “how” questions. Give people five tips on how to lose weight. You’re giving the step by step report on doing it, but you’re not necessarily giving them all the “how” of what they need to do. 

Then, you have an engagement question based on weight loss. An engagement question could be, “How old were you when you were at your best weight?” The type thing to give people more engagement. 

What you do is you have those topics on the side, but for every single one of those questions that you do, you would do that same process. If it’s weight loss, nutrition, or keto, then you go through, “What’s your story about this nutrition? What’s a client’s story? What’s a success story? What’s a celebrity’s story? What’s a fact? What’s a myth?”

All those different things. When you’re done with that seven by seven grid, you essentially have 35 pieces of content that you can rotate through on a regular basis. That’s what you really want to focus on is because when you identify those different problems and you’re talking about it all the time, you’ve got to know what your message is and you have to be consistent with your message.

That’s going to help you be consistent with what you’re talking about and the problems you want to be able to face. Some people teach five by five grids. I know Craig Valentine and that’s kind of where I got a lot of the systems and the idea from because he teaches a five by five grid method, and mine’s the same thing. I just make it seven by seven because I think there’s other topics that I would like to get out there. 

You can’t go wrong with either one. Both of them are really awesome to be able to do that. In your questions, it’s different all the time. I like to always have the hook story and offer. You have your hook that’s going to get someone involved in. Then, you’ve got a little bit of story and a story can be a couple of words or facts or sins. Then, you’ve got  an offer.Yyour offer doesn’t need to be, “Buy this.” 

It could be a call to action. “Comment below. Let me know what you think or give me a thumbs up. Let me know what you think. Hit the like button if you liked this post.” 

So, you’ve got your hook, your story, and your offer. Always remember, “Is it purposeful, shareable, and likable?”

Kristy: That’s great. Really great tip. I know that you coach fitness coaches who want to grow their business. How can people reach you if they want to talk to you more? 

JR: The best place is going to be on Facebook. You just look me up at JR Spear or find me at FitPro funnels. You can find me on one of those. Shoot me a DM if you just have a question or an idea that you want to bounce off someone. I’m very friendly. The funny thing is I had a client that was booking the call with me yesterday and she goes, “How much is  this call?”  

I was like, “It’s completely for free.”

Let’s just jump on a call. So, I’m not going to charge you for the call. Where I make my money is building your funnels and your services and doing that coaching. If I can give free advice and be able to help someone get started too, so they can grow their business, that’s valuable to me because then I’m impacting them, which in return they’re able to impact way more people.

Kristy: I love it. That’s great. Well, definitely reach out to JR. He’s super friendly. Thank you for all that great information. I was definitely inspired. 

JR: I love it. Thank you. 

Kristy: Thanks.

Stay connected with JR!

JR Spear

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