How to use automated marketing funnels to grow to 50-60 clients in one month (Part 1) (Interview with JR Spear)

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Highlights from the interview

[03:00] – The key to dealing with unexpected curveballs in your business is similar to dealing with or even an “ambush”

[09:46] – JR’s Daily Creed that helps him with accountability

[14:44] – 5 Main Funnels that every online coach must have

[19:35] – Why an email list is very important and how to build your own

[22:15] – The Challenge funnel to grow to 50-60 clients within a month

[26:39] – Different ways to set up a successful Fitness Challenge that gets you leads

About our Guest

Today, our guest is JR Spear. He’s an online personal trainer that gets tons of people in for his fitness challenge, but that’s not his focus. He just loves fitness. I mean, he had a couple of gyms before and a martial arts studio. So he has a lot of accomplishments under his belt. 

What he’s doing today is he’s coaching other PTs on how to grow their online business through marketing funnels. And he’s helped clients grow from, let’s say just a few clients to 50-60 in just a month with things like an intro challenge. 

In addition, he’s an Iraq veteran who survived a suicide bombing. In part one of my two part interview, you get to actually hear what he went through. What’s interesting is that he’s pulled a lot of lessons from that experience and being in the military, that’s really brought him a lot of success in his business life.

Edited transcription of Fitness Business Secrets Podcast, Episode 51

Kristy: Hey, everyone. We’re going to talk about some rules, interesting things, how to be prepared and how to strategically set up your business, so you can really grow your clients online. In addition, we’ll also talk about techniques, so you have the right offers to grow your leads.

JR thanks for being on this show. A lot has happened. You’ve been on the show before. You’ve done a lot of interesting things in the fitness industry, and you have a very interesting past in multiple ways.

I would just love to hear more about what you’re doing right now because I see you’re helping a lot of fitness coaches grow their business online during this crazy.

The ultimate life changing event: being blown up by a bomber

JR: Yeah. To get a little backstory, I’ll kind of start where I started and what led me to where I’m at right now.

On February 7th, 2007, I was in the military and I was blown up into suicide bombing in Iraq. That was a very crucial time in my life, and it definitely did affect me on who I am today. Then, I realized what my purpose is, but to kind of talk a little bit about that story and what I wanted to pre-frame to what some of the strategies I want to talk about is during that blast. First off, I was staying in one spot for a long time talking to another marine. Then, I just got an urge from– call it the Holy spirit or a feeling to get whatever it was saying, “Hey, you know what? You need to pick up and move.” 

I was staying at the spot for probably 30 to 45 minutes, just chatting with this other marine. We’re at a walking check where locals or anyone coming in and out of the city had to be searched and come through  this area. They couldn’t get through without  walking past us. So, I ended up getting the urge. I felt like I needed to move. As I was moving, my Sergeant Major walked by us. I passed by this opening, and then all of a sudden, the blast happened. A guy killed himself. 

I was only about 7 to 10 feet away from this guy. My job in the military was that I was security for the chaplain. I saw him thrown on the ground. I was blown and thrown to the ground, and I’m not sure exactly what happened. I was probably knocked out a little bit, but I ended up picking up the chaplain and dragging him for probably 25 to 50 yards until we got underneath some shelter. 

There’s a lot more to that story, but the big point that I want to hit on is what happened after that. It took me many years, probably within the past year, to actually realize the significance of what happened after that blast and how it can tie into the business. It was amazing as I reflected back on that time to see if I was going to stand back and just watch the whole event happen, watching all the marines and the sailors kind of go off and do their thing and what they had to do. Everyone knew their place, what they had to do and get it done.

We had a set of marines and sailors that went out and patrolled because we thought mortars were coming in. We didn’t know it was a suicide bombing. So, we went out and patrolled the city. They did what they had to do. There were helicopters that came in to help evacuate the people that got injured. We had a corpsman that was getting with the other people. We had all the sergeants, gunnery sergeants, and first sergeants that were leading and helping the people, and looking from the outside perspective.

The key to dealing with unexpected curveballs in your business is similar to dealing with or even an “ambush”

[03:00] JR: At that event now, I look at how powerful that machine was and how well everyone was able to react during that time. I call it an ambush. An ambush is something that’s going to take you by surprise and without you even knowing.

Then, the cool thing is how we all reacted to it. Everyone knew what to do, how to react, how to respond and knew their place. It goes back to the training beforehand and this is kind of how I want to tie it in and how it can relate to your audience and with all my fitness trainers, but it’s identifying those different threats.

It goes back to the training on building that muscle memory, so that when you are in an ambush and times of being thrown off guard and off balance, you’re able to react and respond appropriately. It could be in business. An ambush could be anything. It doesn’t have to be a crazy life or death situation, but an ambush could be anything from a sales objection or a client quitting or something just not going right.

If an instructor is not showing up to teach a class or there’s a client that’s showing up, how are you going to react to it? Those are different things on knowing how to respond and recognizing those as different threats. When I say, “as a threat,” we prepared for ambushes. We don’t know what’s going to happen when we’re in Iraq. When we get blown up, get shot at, if there’s an IED, or if there’s going to be some sort of danger, we don’t know what’s going to happen or when it’s going to happen, but we’ve prepared for situations like that. 

So, the training that we lead up to it, prepared us for the ambush and we identified what the threats could be. If we got blown up or if we got shot at or if we had a hidden IED with the Humvee, no matter what the situation may be, all the Marines and sailors in every single person knew their place at that right time. It goes into knowing your systems and knowing what your job is and how to react when you’re in a situation or a place.

I always say the Marine Corps is the best business out there in the entire world because it doesn’t matter where the Marine Corps is at. A PFC that’s just coming in the military or a gunnery Sergeant that’s being transferred to a new duty station, no matter where they go, what time, or what unit they go at in any of the world, everyone knows their place and what they have to do.

Everyone knows what their job is, what the mission is, and what they’re supposed to accomplish. It’s familiar to them, and it comes from the training that we do. So, before we go to Iraq, we go through a ton of training to prepare us for it. We go to a camp where it’s set up almost like a combat zone like it is in Iraq. We prepare for situations, we’re surrounded by different actors that are of Middle East culture that were being exposed to those different things and different types of environments, so that when we’re there, we’re prepared for it. We prepare for a situation and what needs to happen when we do it.

The “ICE” method for dealing with the unexpected in business

JR: That’s why we do hikes all the time. That’s why we practice patrol. That’s why we practice going through all the missions and everything that we need to do to accomplish what needs to get done. The same thing goes in business. In business, even though we think we’re really good at sales, we can always get better. Even though we think we’re really good at one task, we can always get better. 

You’ve got to constantly train over and over again, so that way, when you are in an ambush, you are able to pivot and react to it appropriately versus trying to stumble. If you’re on a call and a client says one thing and you weren’t prepared for it, you just start stumbling over your words, and all of a sudden, you just let that client go. It’s like, “I guess call me whenever you get, when it’s the right time for you,” because you just didn’t know what to say. You didn’t know how to counteract what they’re saying for you, and that’s a threat. 

The threat is learning how to overcome those different objections. Anything that’s going to throw you off balance and that way you’re able to react and pivot according to what they say. When it comes to my message in relation to my time in Iraq, we identify the threats before we got there. We knew how to react when a situation happened. It’s the training that you put into that that helps you to be able to react and build that muscle memory.

When a situation does happen and you are ambushed, you know how to respond and how to react from that. Same thing goes in business. We know that we’re going to run into different situations, whether it’s an objection to a sales call or a client quitting and all those different things that I was mentioning before. We need to be prepared for that and build that muscle memory so when that does happen, we know how to respond appropriately. 

I need to be able to react fast. If you stumble or if you just give up too easy, it’s going to be really hard to grow that business and be successful at it. You’ve got to be able to respond appropriately and be able to react to any response that a client may give or being able to respond appropriately when a client wants to quit your program or it could be anything. 

What if there’s a life situation where you get sick or a family member gets sick or you get a death in the family, how are you going to respond to that? Those are different threats that you need to be prepared for and set your business up, so that way it’s able to move like a machine without you always having to be there. It’s just recognizing what those threats are and the different things that you need to do to set them up so that you can respond. That way, they can still run the way it should be.

 If a client quits, is it going to kill your business or do you have a plan in place that’s going to help you be prepared for that? That’s kind of the main thing when it comes to identifying the different threats. I called it the ICE method where ICE stands for: identify the threats, create a plan, and execute the mission. After you identified those different threats, create a plan of how you overcome those threats, and then execute that mission.

What JR does daily to ensure success

JR: That way, you know that you’re mission ready whenever something like that may happen. If anyone on here is listening to the message that you’re hearing me talk about The Daily CREED all the time. What is The Daily CREED? Why do I talk about it? Why am I passionate about it? Why do I even have it as a logo on my phone? 

The Daily CREED pretty much means your daily belief, but it’s an acronym that I created that stands for commitment, resilience, excellence, execution, and discipline. The thing is when you identify those threats and you’re creating the plan, and you know you’ve got to execute that mission when it goes out there, you need to know that you’re going to have some rough times to be able to get through there and you gotta be able to stay committed to what those are. 

You’ve got to be resilient when those difficult days come. You’ve got to get excellence, and not just settling for good enough or just okay, but give me your best during every situation and not just settling. Then, having that discipline that I’m talking about is having any emotional and physical discipline to respond appropriately with your clients or with yourself. So, when a client quits or you get that objection, how are you going to respond to it? 

Are you going to respond emotionally and get all upset and fight your client on it? Or are you going to respond appropriately and talk to them about the benefits of why they actually signed with your program in the first place?

JR’s Daily Creed that helps him with accountability

[09:46] JR: The Daily CREED has been something that I talk about every single day. Pretty much all my messages are something that I’m passionate about. There’s a belief that holds me accountable to it to the point where I even have a lot of my clients create a Daily CREED journal and something that I do for myself.

The Daily CREED journal is a journal that’s used only for one specific thing. You’re writing down your goals that you are committing to, and you’re not just setting those standards. You’re writing on the goals. Where do you want to go? What do you want to achieve? You’re sending those in there every single day. Bullet point, “I want to make a million dollars. I want to achieve this. I want to have a thousand claims.” 

Whatever it may be, put it in bullet points and you need to write in it every single day what you’re committing to, and then you need to look at it every single night. That way, it stays at the front of mind. That way, you’re changing your mindset. Your belief of knowing what you can achieve.

So, when you wake up every day and you’re trying to find a little bit of motivation to stick to the plan that you want to go after, you have your Daily CREED journal to see what you’re committing to. You’re having a rough time or a client quits, you have your Daily CREED journal to be able to go to and say, “This is what I’m committing to. This is what I’m sticking to. I’m going to follow through and do it.” 

How setting monthly goals affects your success

Where people fail at is they set their standards in the commitment really high, but let’s just say $10,000 a month in your coaching business. The goal is $10,000 a month. You’re halfway through the month and you’re only at $3,000. You’re not close to the $10,000. What are you going to do to get there? Are you going to lower the standards and be like, “I think next month I’m going to make it only $5,000 or $6,000 because it’s easy?” 

When you start lowering your standard on one thing, you’re going to start lowering your standard on everything. So, keep your goal right there and just work that much harder to be able to achieve it. Because if you start lowering your standard, you’re going to start lowering your standard on every aspect of your life. Not just on those goals, but every little thing that you’re settling for. Be committed to your goals and to the things that you want to achieve and keep chasing and running for that.

That’s kind of how I tie it in to the business with what I do, and also my experience with my time in Iraq. Because the thing is, we all have a story. We all have something we can relate to and that we can achieve. If you listened to my live this morning, I talked about your message and every one of us has a story or something that we can say that can relate to other people that it helps someone else.

It’s our duty to kind of identify what the stories are, whether it’s a big story or a small story, to be able to get our message out there and help other people. Identify those different threats and create a plan, so that way, when they do show up in your life, you’re able to execute the mission to take place. So, you’re not thrown off guard and not able to respond, but you’re able to respond appropriately when those things come your way. 

That’s a big  takeaway. If anyone’s hearing this, identify what those threats are, live out your Daily CREED, stay committed to it, be resilient in those times, give excellence on everything and execute that mission, and have that discipline to be able to follow through with what you say you want to do.

How he started his current business FitPro Funnels

Kristy: It sounds like you’ve kind of used that set to really create a really interesting business. Could you talk about how that’s guided you to your current business? I think it’s the FitPro Funnels. 

JR: The profiles happen all by accident. I started learning how to build funnels such as sales funnels and different things for the past three years. It started with the One Away Challenge with ClickFunnels with Russell Brunson. So, if you don’t know who Russell Brunson is or what a funnel is, they should definitely find out and check them out because it definitely changed my life.

I started learning how to build funnels in the past three years. Then, when COVID hit, people started asking me, “Can you build this funnel for me?” 

I end up helping one person, which ended up helping another person, and then another person. It just kind of spiraled in the past four months. I’ve been able to sell and start building about 75 funnels with different coaches within the past four months. It’s been pretty amazing. The way that I tie that in is exactly what I was just talking about. I’m committed to help so many people reach a certain goal to help them go online and to build a successful business. 

My belief is that every online coach or personal trainer, even if they’re doing in-person type training, should have these five different types of funnels to help them grow their business. Because if you’re looking to get into the online world, which every trainer if they’re not an online business yet, they really should think about doing it because COVID or not, online coaching has been growing rapidly in the past several years before COVID even happened. 

So, if they’re not online space, it should be something that they should consider doing and have these five different types of funnels with it. It all just kind of evolved by people asking me for help and building different things. From that, hear what they’re wanting to achieve and find out the different problems that they’re having. It’s like, “We build this funnel. Now, what do we do with it? How do we get the traffic there? What is the purpose of it? What is the meaning?”

5 Main Funnels that every online coach must have

#1: Membership Site

[14:44] JR: So, the five main funnels that I think every online coach or trainer should really think about doing, for one, is thinking about having a membership site. Just so you know, all of these I do within ClickFunnels. I only use exclusively ClickFunnels for everything. I don’t do WordPress or Kajabi or anything else. Everything I do is within ClickFunnels.

You can build a membership site because eventually you’re going to get to a point where you don’t want to feel like a robot with all of your clients. There’s going to be different training and coaching that you can give your clients and that you can set up as evergreen that could be a prerecorded video, whether it’s part of your nutrition program, some workout videos, or maybe just your online process. 

I think about all the things that you repeat on a regular basis to your clients and having a portfolio of videos and training, module sections and stuff that you can give them that can be automated for them, rather than staying somewhere else that you don’t own, like YouTube, where it has all your videos or another platform that’s hosting all your stuff, but it’s not really anything that you own. 

Create your own membership sites, so it’s something that you own and that you can actually sell for a value and it can build your business and give value to your customers ongoing over and over again. It’s stuff that you can build. Give your clients the training. After they watch the training, come back and give them instructions for some Q and A. So, that’s a membership site. 

#2: Webinar Funnel

JR: Then, you’re going to get to a point where your schedule is so full you’re always on the phone trying to sell your program, but you want to be able to sell to more people at once. That’s where a webinar funnel comes in, whether you do a live webinar or a pre recorded webinar. A webinar funnel is super helpful because it allows you to get your message out there to more people at one time and be able to sell them at the cost of your services to more people without just focusing one person at a time. So, the webinar funnel definitely comes in. 

#3: Application Funnel (Presales Page)

JR: Then, if you are the type of person where you are getting a lot of calls and you just need a way to vet out the people that aren’t serious or can’t afford your services, or defeat out all the objections that people are doing, we build an application funnel.  An application funnel pre-qualifies people before they get on a call with you. The way the system works is we have a video that talks about what they need to do. We have a bunch of FAQs that people will ask on a regular basis. All your social proof that you have. Then, an application process. 

Depending on how they respond to you on the application, we’ll decide if we take them. They get the permission to actually book a call or they actually go to a disqualify page, to a low offer, or to connect with us on social media, whatever it may be, but they have to get through the application process before they get permission to be able to speak to me on the phone.

After they book a call, we even take them to a presale page, which has a bunch of other videos where they can watch before they get on a call. That way, when they actually get you on the phone with us or a zoom call, all the questions should already be answered. It should just be, “How do we sign up?”, and with minimum questions. 

It’s a big vetting process that they do, and that’s the purpose of the application funnel. It really evolves from a lot of clients, getting frustrated with getting on a lot of sales calls and a lot of them give the big objections. “I don’t have the money or I don’t have time, or I need to talk to my spouse or I need to do all these different things.” 

This application process helps feed all those people out and directs them to where we want them to be. That way, when they get on the call, they don’t have those big questions. 

#4: Sales Funnel

JR: Then, we do a sales funnel. So, an OTO, one-time offer sales funnel, which the sales funnel would be. Let’s just say for instance, for a trainer to do a 21 day challenge that they want to do. The purpose of it is it’s a low ticket, but it goes to cold traffic because the big reason why people normally don’t buy from us, especially a high ticket program right off the bat, it’s not because you’re not good at your services, but it is probably because they don’t know you. 

Doing a 21 day challenge or something of low ticket allows them to be able to see who you are and how your program is, and really gain that trust factor in that relationship before they decide to buy. So, we build a challenge funnel or a low barrier, low ticket sales funnel to get them into the world so that they get an opportunity to get to know who you are. 

The cool thing is the application funnel and the sales funnel kind of go hand in hand. Even though they took your challenge, they may not still qualify for your high ticket program. So, when they finish your 21 day challenge, I still send them to my application funnel where they go through a pre qualifying process before they go on a call with me and I can upsell into my high ticket program. 

#5: Opt-in Funnel (Lead Magnet)

JR: Then, the last one that we do is a lead magnet, an opt-in funnel. The one thing that is the most valuable asset in any coaches business, and I think at any business period, is going to be their email list. If someone’s not focusing on building their email list, they’re missing out on huge opportunities because think about this.

Why an email list is very important and how to build your own

[19:35] JR: I think it was T-Mobile that just bought out Sprint, but why did T-Mobile buyout Sprint? It wasn’t for their sexy phones or their equipment or towers or locations. They bought it for their clients, their emails, their members, and all those different things. That’s where the value actually came from.

Same thing when it comes to your coaching business. If you want to have anything of asset, you need to focus on building your email list. These emails are the one lead that you actually own and that you can retarget and remarket to over and over again.

Russell Brunson, the owner of ClickFunnels and all his books, he talks about for every one email that you have on your list can equate to about $1 of income per month. So, if you have a hundred people on your email list, that can be about a hundred bucks a month. If you have a thousand people, a thousand dollars per month.

If you take that map and see the power in creating your email list, that should excite you and be like, “This is what I needed to do to build my email list.” 

To do so, you create a simple lead magnet funnel. Give something of high value that people can do. Always talk about the web, but not necessarily the how cause you want to get them into your world so you can show them how to do it, but give them a value that hooks them in to want to give you their email address because you’ve got to be able to give something in order to get something and to be able to get their email address. Get them into your world, retarget, nurse that list, and continue to grow it from there. 

Then, remarket to them and to your value ladder, which goes from your lead magnet to your challenge, to your application funnel, and then straight into your membership site or your high ticket program.

Those are the five main funnels that I believe are essential when it comes to growing an online coaching business. It takes a process. So, we start from the lead magnet, and then we work our way up based off of where you’re at in your programs. We also talk about helping them create those lead magnets in their offers and their programs and how they deliver their services because not everyone knows.

I talked to a lot of people and they’re like, “I can’t build a funnel right now because I don’t even have my program locked down yet. I don’t even know what my online program is. I’ve been doing in-person for 15 years and I’m just now getting online, but I don’t know how to do it. I don’t know what my service is going to include.” 

That’s the stuff that we helped talk through. I’ve helped more than 75 coaches in the past four months. I built multiple businesses myself, whether it comes from a martial arts school and a pretty big fitness bootcamp with three different cities.

So, I have a good sense when it comes to what type of offers work, what types of programs work, and what type of systems will work to get your message out there. You’re not just buying a funnel builder when you’d come work with me. You’re actually getting my time and experience of doing it myself and figuring out what works for your clientele.

The Challenge Funnel to grow to 50-60 clients within a month

[22:15] Kristy: For your 75 clients that you’ve worked with, because I’ve talked to a lot of different online coaches, everyone has slightly different businesses. Could you tell me what type of products they sell? What’s the price range for the membership site and for the high ticket coaching or any other services they sell that’s working for your clients?

JR: So, you’re talking about what the clients are selling or what I’m selling? 

Kristy: What your clients are selling. I don’t think the audience knows yet that you’re a coach to personal trainers. Right now, I think you’re helping them grow their online business, which is why you’re doing the FitPro funnels. Then, the funnels are a sequence of emails. I’m curious since that kind of sequence of funnels probably works for specific types of business models. 

Some people do classes, some people do personal training, virtual, or just training programs. Could you describe specific people or case studies of what your top clients are selling? Because I’m curious about what their models are. Are they doing thousand dollar products or $200 products and selling to a lot of people? 

JR: Majority of the people that I work with have a high ticket type program. If they don’t have a high ticket type offer, that’s something that I can talk through on how to actually do it. 

One example, I have a client that we built his funnel. He was barely making $1,500 a month, and we built two main funnels for them. We had a challenge funnel like an OTO sales funnel, and then we got him to his application funnel. He was selling his challenge. It was a 21 or 28 day challenge that he did. He was selling it for around under $50 per person. Within the first month, he sold I think it was 50 or 62 people. 

From there, he got them into his application process, and then closed them on his high ticket program. He went from barely making $1,500 a month. Then, within a couple months, he was making $15,000, and he’s on a target to make it more than $20,000 a month. It just keeps going up from there. 

That’s just one case study of someone, but usually most of the people that I am helping, they are selling high ticket type coaching services.

How to overcome the fear of charging a premium price for your product

If they don’t have a high ticket type program, I usually try to encourage people saying, “If you’re not used to the online space, if you don’t have the confidence in it, start out with a 90 day program, $500 paid in full or three payments of $200. When you get 5 or 10 clients, bump it up another couple of hundred bucks.” 

Now, you have a $750 package. Then, do a few more clients and make it a thousand dollar package until you’re comfortable where you’re selling $1,500 to $2,400 for 90 days of your coaching services. When you start gaining that credibility of your clients and also when you start getting the confidence in yourself, because you know that you can sell it because you’re getting the results from your clients, it becomes a lot easier to sell. 

Majority of all my clients have been high ticket type sales and not all my clients have been just personal trainers. I help anyone in the service industry and coaches. I try to stick in with the health and wellness industry. I have nutritionists and dieticians that I help as well as any type of business or fitness coach when it comes to that, because honestly, anyone that’s looking to get leads online or grow their business and have an online presence, I believe that they should be having some sort of funnel to help grow that pipeline. 

How a funnel will not only make you money but also save you time

A funnel conducted can be really crucial to growing your business and even automating that process.

I get these alerts every single week from some automation processes that I use, and it says, “You have saved 179 tasks this week or you’ve saved like 80 tasks this week. You have saved 250 tasks this week.” 

I start thinking, “How much time did that save me for doing it personally? Or how much money did I save from hiring or paying someone else to do those different tests that I just automated a hundred percent?” 

It was completely done for me. When it comes to the funnels, it allows you to free up some more time where it does that automation process from doing the sales script to your videos, to the order process, and to even getting them into your program. That way, when they’re ready to start there, they’re ready to go. You don’t need to be the robot and ask them for the onboarding questionnaire and getting that all done or whatever it may be. 

There’s so many processes you could do, but we want to simplify that as much as we can so it takes less time off of you. That way, you can focus on the things that you love to do most.

Different ways to set up a successful Fitness Challenge that gets you leads 

[26:39] Kristy: I’m really curious about the challenge funnel. Is that pretty much fully automated and there’s no interaction and is it purely delivered through email?

JR: We don’t deliver the challenge itself through automation. The funnel itself does the sales process. We’ll take them to an opt-in page, which could be a free challenge that they offer or maybe a PDF guide of high value. “Here’s a report to help you lose 10 pounds in the next 30 days, or here’s the 21 day challenge to help you fast track your results. Here’s a guide for some nutrition tips and some exercise tips.” 

Every one of my clients has created something different, so it’s not just one specific thing. I know that you’re like the queen at doing different challenges. I could definitely  talk to you and pick your brain on some of the stuff that you’re doing.

We have a:

  1. free one right there that just automated the opt-in, 
  2. then it will send it straight through their email process that they will give from there. 
  3. Then, we take them to an online sales page that has a long  sales script that talks about the upsells. So, it’s pretty much taking them from their free giveaway. 
  4. Now, we have some upsell products where they’re maybe giving exercise videos as a part of the VIP Facebook group. 
  5. They’re doing weekly Q and A, but again, more time with you.   That’s what you’re selling for under $50. 
  6. Then, we take them to an order page, 
  7. and then we take them to an onboarding questionnaire. 
  8. After they fill out the questionnaire, 
  9. then we take them straight to the Facebook group or Trainerize, wherever they’re doing it. 
  10. But then, we have a next step video. 
  11. So, they get to the group, they see the next video that talks about the expectations and what they needed to do to get started with the next 21 days. 
  12. Once that’s done, they just start getting right into the program.
  13. It’s a pretty full out system. 
  14. We do have automation emails, but that’s just used to upsell them if they didn’t buy for the paid service. 

Why you should not deliver your challenge activities completely through email

I don’t like the idea of emailing the challenge out over 21 days saying, “This day, do this,” because the whole purpose of doing your 21 day challenge is to give them a taste and experience of what your high ticket program could possibly look like.

If your program is just through emails, then great. Do it that way. But, I can say that the majority of the people that are doing online coaching, there’s that personal connection. You want to add that relationship and that connection as much as you can. You do so through different platforms like a Facebook group or whatever apps that you want to be able to do, and use that as a teaser or a little taste of what you had to offer. That way, they can make a decision to want to buy your service because you have to think these challenges are used for cold traffic or people that don’t really know who you are and that haven’t really committed to the decision of wanting to work with you. 

Stay tuned for the second part of this interview with JR!

JR Spear

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