Fitnes Money Episode 3 - Know Who You're Selling To

Fitness Money Podcast Episode 3
Know Who You’re Selling to
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Welcome to the Fitness Money Podcast brought to you by Fitness Money.com. In this podcast,
Logan Christopher and Tyler Bramlett teach you the step by step ways to make more money in
your Fitness Business. Let’s take it on a word for this episode of the Fitness Money Podcast.

Tyler: All right, you guys. It’s Tyler and Logan here from the Fitness Money podcast and
FitnessMoney.com. We’re going to share with you today all about who you’re selling to and
how that drives your marketing and everything. How’s it going, Logan?

Logan: It’s going good.

Copyright © 2013 FitnessMoney.com All Rights Reserved

Tyler: Awesome, brother. It’s a cold, wet day in the Bay area and we’re here and ready to show
you some awesome stuff to get you guys moving forward to making more money in your fitness
business.

Logan: It’s funny. Back when I started, when I was originally going to be a personal trainer,
some people, I think a couple of different people, were like, “Okay. Who’s your target client?”
and my answer was, “Everybody.” Basically, whoever would pay me money I would take on.
That’s where a lot of people start. There’s nothing wrong with starting there because logically,
it makes some sense that if you can work with everybody in whatever manner, then you’re not
going to stop anyone from coming. You’re going to be able to get more customers that way.
That’s what it seems at first glance. However, that’s actually wrong.

Tyler: Right. You’re so right. People think, “If I niche myself or if I pigeonhole myself then I’m
going to make less money because there are less people.” The difference is you have to
consider the marketing message that you’re giving. If you’re trying to go for everybody, you’re
giving a broad marketing message.

When somebody reads that message, they don’t feel like you’re talking to them, right? You kind
of hit people here and there. You get some feedback but you’re not directing your marketing
towards a person to the point where they hear you, where they’re like, “Oh my God! Logan or
Tyler is talking to me and I need to respond to this mailer,” or email or whatever the heck
you’re sending them. So you’re totally right, Logan. That’s the biggest mistake people make
instantly in their business, saying, “I’m selling to everybody. I have the best product for
everyone.”

Logan: Yeah. Just take a moment and think of it from your potential customer’s point of view. If
they were to, like you said, receive something in the mail and it was just generic like personal
trainer and then you made it all about you, of course, and not about them, which is what is
commonly seen, it is just a generic message likely, “Lose weight” or, “Get in shape” or whatever
the offer is, people are going to just immediately throw it away.

But let’s say your potential customer was the older population, you’re working with seniors and
helping them get in shape, and then you had something there that was targeted specifically,
you showed pictures of older people, you had testimonials from people and even putting their
age saying specifically, “I wasn’t able to get around the house after working with so and so.
Now, I’m much more mobile. I feel a lot better. I have more energy,” that sort of thing, if you
can target the message to the right person then you’re going to increase your response
dramatically.

This doesn‘t mean you would only have to go for this one population. You could, but a big part
of this is targeting the right message to the right people. Maybe you do like to work with


seniors but you also like to work with kids. In a different message altogether, you can do that
same thing. You can work with multiple populations but the key thing is to be targeted. When
you’re trying to target everybody, you’re basically targeting no one.

Tyler: Right. That's absolutely true. In my fitness business—and you know a lot of people
probably market like this—let’s take it all the way back to the most basic marketing method.
Let’s say you work at a big box gym, you’re a personal trainer, and we’re talking about how you
can get more clients to make more money. Probably the only effective way you have right now,
unless you’re building your email list, which is step number one, always build your email list, is
you put up a little print ad on the wall.

Nine times out of ten I see this print ad on the wall and it says, “Personal training,” “Fat loss,”
“Muscle building,” “Athletic performance,” “Come train with me for three sessions for just
$99.” There are some things in there that kind of can be effective like the low end offer and
stuff like that but like you’re saying, targeting your message towards somebody is the most
important part.

Think about the advertising from big media. It doesn’t catch your attention because it’s just
screaming. That brings me to a thought that one of my business mentors talks about. He says,
“Are you screaming or are you whispering in your marketing?” I’d rather whisper to somebody
who’s willing to listen than scream at a crowd where nobody will listen.

So target your message even if you just have a printed piece of paper on the wall. Instead of
saying, “Come train with me for fat loss, muscle building, athletic performance,” that piece of
paper says, “Are you frustrated because you aren’t able to lose those last ten pounds? Let me
show you how to lose those last ten pounds the easy way. Come contact me for a free body
diagnostic session or free one-on-one session where I can show you the easy way to lose those
last ten pounds.” That person only hears that one thing over and over again. Guess what?
You’re going to get a bunch of people who have ten pounds to lose responding to that ad
because you’re speaking to them. We can dig in a little more to make sure this is even more
effective.

Logan: Yeah. With that ad, you’re going to get those people that are looking for that. Actually, a
large portion of the population is just looking to lose something like that. What you’re not going
to get with that ad is people looking to lose 50 to 100 pounds. It would take a different ad you’d
want to target at them. Some of those people might see that ad and still decide it’s a good idea.
There’s also other people that aren’t looking to lose weight and just want to build muscle or
something like that. Once again, the ad’s not going to target them but by having that exact,
specific message to an exact specific population you’re going after, you’re going to get so much
better in the way of results than just having a general message.


Tyler: Sure. You already kind of mentioned this, Logan, when you gave your example of
targeting the elderly population. Something to keep in mind as you guys market to people, even
if it’s just through posters and whatever is trying to find the people who you know will be able
to pay you for your services.

One of the common mistakes I see with so many trainers is this. I’m sure you’ve heard this, too,
Logan. “I want to train athletes. All I want to do is train athletes.” I was the same way when I
first started. I was, “I want to train athletes.” Athletes don’t have any money. The only athletes
that have money are professional athletes. When’s the last time you met a personal trainer
who landed a pro athlete on their first gig? It doesn’t happen, right? So people want to train
athletes but they’re focusing on people with no money and they’re training them. That’s just
not a good idea from the start.

So trying to find affluent people to market to from the start is something you want to think
about when delivering your targeted message, not going for people who don’t have money.
Some great ideas that you guys can market to are the elderly community. Logan just mentioned
that. There is a ton of money in training elderly people.

To be honest, I have a friend who runs a seven-figure gym in some tiny little town in
Pennsylvania and it’s with just elderly people. Those are the only clients he takes on. To him it’s
gratifying to take an elderly person and hear, “Hey, you know what? I couldn’t tie my shoe six
weeks ago and now I can because I have more strength and range of motion,” and whatnot, or,
“I could sit in my chair and stand up all by myself again.” That’s just one community that you
can think about marketing to. Say, “Hey, I’m going to specialize in the elderly population,” and
then all you do is getting them stronger and keeping them fit into their old age. Any other
thoughts, Logan?

Logan: Let’s just go into some detail on what some good communities to go into are. I also
mentioned the kids and of course the kids themselves don’t have the money but they’re not
going to be the one paying you. There are ways where you can segment that population and of
course, living in a city where there are a lot of rich people really helps. In any town or
community, there’s going to be different segments of the population.

Let’s face it: a lot of kids are overweight these days. Actually, kids’ programs are a really big and
growing thing because there's such a need for it. A large part of this you could use just the
education in your marketing, saying if you’re kids are overweight now you’re really just setting
themselves up for so many things in the future like lack of health, having health problems,
disease, that sort of thing, diabetes, and all that—

Tyler: Bad self image.


Logan: Yeah. So many different things and you’d need time to really learn these things and set
them up as habits as a kid. So there’s so much you can do in that population as well.

Tyler: Yeah. Children, the elderly communities, and like Logan said, trying to tap into the
communities that you know are making more money. So if you get bold and you want to send
out a mailer to try and get more personal clients, don’t just send out a mailer to everybody. In
fact, I would recommend driving around your neighborhood, in your communities, and trying to
take note of the houses that have nicer cars, that are nicer neighborhoods. If you’re looking to
just do this dirt cheap, you can print out your own little door hangers at like Staples or
whatever. You can drive around and look for the Mercedes Benz’s in the driveway and you can
just go and door hanger their doors.

Another friend of mine does post-it notes on nice cars. They have these post-it notes made up
that say, “Hey, want to lose 10 pounds? Let me show you how with this free one-on-one
session.” She just goes up, walks, and puts on post-it notes on car windows because it’s more
inviting. It’s different than when you just see something slipped underneath your windshield.
When was the last time you read something slipped underneath your windshield? You don’t,
right?

There are a few ways that you guys can think about, kind of dirt cheap-wise, doing this within
your community and targeting the right person. Because if you target cheap people, you’re
going to cheap people coming in there and it’s not going to be fun.

Logan: This is important, Tyler. How many clients of yours are women compared to men?

Tyler: Oh, man. If you’re looking at my boot camp community, it’s roughly 80/20. That’s huge.
In my private training, it’s actually 60/40 right now which is different. It didn’t use to be like
that. It used to be 100% women but I managed to get some really cool guy clients that I really
like to train so I keep training with them as much as I can.

Logan brought up a great point. Targeting men is not the best way to go. It’s the same as when
you’re driving down the street and you think of asking for directions. No guy wants to ask for
directions. They want to figure it out themselves. Even if they see an ad that says, “Lose your
last 10 pounds,” they’re just going to be like, “I’ll find my own way to lose my last ten pounds.”

That doesn’t mean that you’re not going to get 20% or 30% of gentlemen taking you up on your
offers even if you are targeting for females, but realize that no matter when you are and who
you’re marketing to that you’re probably going to see the majority of population come in as a
female.


Logan: Yeah. That’s not saying though that if you did it right, you couldn’t just target men and
work along those lines.

Tyler: Sure.

Logan: It can be done. We’re just saying the population that’s looking for a personal trainer is
mostly women, usually middle-aged. I’d say that’s the vast majority of clients out there but you
and I both know Guy in San Diego who actually kind of dominated the gay market as far as
personal trainers. There you have guys who really care about how they look. A lot of them are
doing well enough money-wise so that would actually be a great community to go with.

It’s not for everyone but if you could do that in a place where there’s obviously a decent
enough sized population, then that would be a very good community. We’re just trying to give
you some ideas of what you can do as far as where you want to do it.

A good place to start of course is who you enjoy working with most. You shouldn’t only look at
the money because while you can be successful, you’re not going to be fulfilled. What we do in
our business is we’re looking for the lifestyle and to have fun with everything that we do. That
is a big and important part.

You want to see where what you enjoy doing matches with where the money is to be made
because it’s not that much fun either if you try doing something you love to do without finding
one you can sell to or make some money off and then having to scrape by, do other things, or
work at a MacDonald’s to make ends meet.

Tyler: Sure. That kind of brings me to when I started the personal training thing and I was in
that same community where I wanted to train athletes. I thought that was what was fulfilling
but I realized now since I’d taken on several different clients with several different goals that
what makes me happy is seeing people progress.

So if you guys are afraid to try training an elderly person, just give it a shot and start slow
because you’ll be shocked at how fulfilling it is to see somebody go from not being able to squat
to being able to squat, then being able to squat on one leg, things like that where it just
becomes really powerful when you help somebody make a significant change in their life.

If you’re married to the concept of athletes, that’s great and that’s fine. I really do encourage
you to seek out the right people who are interested in that but don’t sell yourself short and not
try something else to see if it as fulfilling because it can be really fun to train people who are
having a hard time with their bodies and can really use the help of people who really
understand how to train people well. I’m hoping that’s you guys.


Logan: You can choose to go my route as well because if Tyler asks me the same question about
what percentage of my clients are male versus female, I’d say about 80% of my customers are
male, probably even more than that, maybe closer to 90%. Where I’m operating mostly is in the
online world. I don’t do anything regarding fat loss. That’s not where I wanted to go at all. I
really am going more for the athletes or people who want to build those athletic skills.

The people who want to learn how to do a handstand is not a huge population. If you were to
look at the local area, you’re probably not going to be able to find enough clients in most places
to be able to do that but with the internet, you can really find that population of people who
are interested in that topic and target them exactly. All the other crazy stuff I do like feats of
strength, the average person coming to the gym has no desire to learn how to bend horseshoes
but there are enough people out there that you can make a profit on doing a product on a topic
like that.

When you figure out who your people are, the people that you want to target specifically and
you understand a little bit about them, we could talk a little bit about the demographics and
also the psychographics of the people. When you have these things in mind then actually
building your marketing message and figuring out how you can target them becomes that much
easier to do.

Tyler: Absolutely. We’re talking about the way we talk to each one of our people so I figured I
was going to bring up a promotional offer that went really well. This was an email offer I sent
out to my prospects list right before we ran a 30-day challenge. Here I’m speaking more to the
fat loss people. Take a moment to kind of get an idea of what I’m trying to get people to do
with this entire email here.

It basically says, “Hey, Tyler,” or whoever the heck the name of the person was, “I wanted to
make sure you were the first to know about a special program that will be starting very soon
called the 30-Day Rapid Fat Loss Challenge. Unlike the 60-Day and the Six-Week Body Makeover
challenges, you will not be required to turn in your before and after information unless you
choose to.” I included that because we had a lot of people objecting to shooting before and
after photos and being required to turn them in, “This 30-day challenge is a straightforward
way for you to jumpstart your nutrition and turn the last quarter of 2012 into the most
productive. As always, we’ll be following a real food philosophy of nutrition but in order to
make this 30 days as powerful as possible, I’ve broken down the program into three phases.
This three-phase approach of Preparation, Engage, and Overdrive will ensure you get the best
results in only 30 days. Here’s what you’ll get with the program.”

It goes on to explain the program. This is being sent to people who have already come and
looked at the program so they understand what I have to offer. Then I have a call to action at


the bottom. “There's one catch. Since I know the grueling amount of work it takes to put
together a challenge like this, I’ve decided to limit total participation to just 60 people. This way
I can be sure that I get to all emails and can effectively help each person maximize their 30-day
challenge. That’s why I’m emailing you first. So you can get a jumpstart on the other members
and sign up while there’s still space available. You see tomorrow morning, I’ll be offering this
promotion at an increased rate to over 2,000 members and I expect the reaction to be strong.
That’s why I want to make sure you reserve your spot ASAP. So if you want to reserve your spot
for the 30-Day Rapid Fat Loss Challenge, just click this link.”

It goes on to say if you aren’t sure, there are some kind of extra promos and stuff like that. The
whole time I’m kind of outlining this program, letting them know about what they’re going to
be receive, and I keep repeating the words 30-Day Rapid Fat Loss Challenge. In the sales letter,
it talks about making Q4 the best and most productive of 2012. That’s obviously targeted
towards my boot camp list.

Now let me show you something just a little bit different. Let me bring up this email I just sent
out today. It’s a free workout I’m sending out for my online list. Logan kind of mentioned this.
“Hey, I‘m totally psyched today about a free video of an actual workout from the upcoming
Warrior Lower Body System. I named this workout the Enter the Dragon workout because I
think Bruce Lee would dig it. Without further ado, check out this free Warrior workout. Click
here to watch.” Then there’s my sign off line, “PS. Don’t watch the video if you’re a pussy.”

I know the first one was long but just take a second to think about who I’m communicating with
for both. One is kind of more professional. One is kind of more like, “Hey, come join this
challenge,” “Join the community,” “There’s limited space available.” This one is like, “Bro, check
out this workout and if you don’t, you’re a pussy.”

Logan: Very different messages.

Tyler: Very different message but both of them have had good responses. That just kind of
highlights the different types of marketing you can do for different people. I’m just one person.
I’m targeting one towards fat loss clients and boot camp member that are members of a gym.
I’ve already inquired to my boot camp program. The other is towards a bunch of people who
want to do hardcore workouts in their garages.

Logan: Very different clients. When you understand your client, when you have this information
like if you know that the vast of your clients are going to be women, then you’re advertising
should be targeted at women. One great tool online you can use regardless of whether you
have an online business or offline is Facebook and their advertising program. Facebook is
brilliant in that it really allows you to target whoever, wherever, whatever they’re interested in.
You’re able to target that.


For instance, I have an upcoming workshop located in Tallahassee, Florida. With this workshop
where you have some people who are different than who I’ve worked with before and who are
really big in the powerlifting and strongman areas. These have some carryover to the people
who are currently my clients but if you were to niche it down even more, it is quite a bit
different. I haven’t done much in the powerlifting area myself.

Facebook has just started running an ad for this that’s targeting powerlifting. I talk about
Donnie Thompson who is basically the best powerlifter ever to live and I’m targeting just
people, just men—sure, some women miss out on this—that live in Alabama, Florida and
Georgia. Why? Because they’re in that close location and if people don’t have to travel very far
then they’re more likely to buy rather than targeting the entire US.

Once again, that could work but with this I’m able to narrow it down—this is the greatest thing
about Facebook—to people who are into powerlifting. I can just list powerlifting and people
who like that topic, looking at some different magazine, exercise or different categories, that
sort of thing, and I’m able to find exactly the people I’m looking for using a tool like Facebook

Tyler: Yeah. That’s an amazing resource, Logan. I haven’t actually delved that far into Facebook
ads just yet but being able to target so specifically like female, 50-years old, wants to lose fat,
she reads all this stuff, and then understanding that that’s your customer avatar, the client
you’re trying to sell to, and then writing an ad based on that, writing an ad super specifically
because even the one I read first, it was to my list of people, now that I was reading it, I could
have made it even more specific. I could have said lose this amount of weight in this many days.

Being specific is key. The first thing I wanted to kind of go over with you guys real quick, what
you should be doing at home, kind of a homework lesson, is creating a customer avatar for
yourself. Now a customer avatar is basically a person that is a model of exactly who you’re
trying to sell to. You really want to go into as much depth as possible as to what your ideal
client is and you want to write it all down.

I want to tell you guys my personal customer avatar for my boot camp business. Her name is
Denise Smith. I’m going to read to you guys what I have on my personal customer avatar so I
know who I’m looking for.

Denise Smith is a college graduate with a Bachelor’s degree. She has 2.5 young children, a dog
named Fido, and a husband named Jim Smith who is also a potential client. She attends church
and works for a corporation or government employed as a technician, which means she just
does regular work. She likes outdoor activities and had some high school sports experience. Her
house is worth $350,000 and her average yearly income is $80,000 plus. She reads O magazine
and Women’s Health, and watches the contemporary primetime TV shows associated with her


demographic. She listens to popular radio stations and is aware is such fitness trends as yoga,
pilates, the Biggest Loser, outdoor adventure activities, and gym aerobics classes.

She decided to use my service because she felt she needed a change from her unproductive
current daily routine. She wanted to improve the way she feels, her body, and her overall
quality of life. The first thing that came to her mind when she became aware of my program by
web, mailers, TV spot, or friends word of mouth was, “What is a kettlebell?” However, she
believes that my program is the fastest way to get lean, get tones, lose stress, and have fun. She
receives results almost instantly and becomes an instant cult follower, telling everyone about
the results she has received.

Denise is the perfect customer. Now before I go any further, I know it sounds kind of goofy but
having this on my wall has helped guide me as to who I’m trying to sell to. I had a client in my
office one day, she looked up at this, read it, and she said, “You just described me to the tee.” It
was insane.

Logan: That seems to happen a lot when people do that. Every time someone goes through this
process, they seem to actually find that exact person. Maybe one or two details are off but they
have the exact person. Sometimes even the name is the same.

Tyler: Absolutely. My brother had somebody with the first name come down there, Denise, and
it was just like the same person. So the first thing you guys want to do as an action item is to
create your ideal customer in as much detail as possible. The more detail the better because
that will guide the direction you’re going in with your business, the age, sex, whether they’re
married or not, their kids, their income, what kind of qualities of life they’re seeking, what they
do for work, what they’re thinking when they’re getting off of work, everything.

Logan: We talked about, I mentioned, demographics and psychographics. Demographics are
things like age, income, sex, where they live, that sort of thing. Psychographics are really when
you start to get into the mind and you can tell things like what magazines they read, what TV
shows they watch, that sort of thing, is going to indicate.

You’d be surprised when you have a large population at the correlations between these things.
I’ve heard so many marketers talk about finding out that their best customers, 40% of their
customers read these magazines. That means that’s a good place for them to advertise their
products and that’s absolutely sure.

The more detail you can get into this, the better. That doesn’t mean you’re literally excluding
anyone. How many people do you have that don’t exactly fit? It’s not an all or nothing. It’s not,
“Oh no, you don’t have the right name. I’m not going to bring you on as a client.” It’s not like
that. The more clear you get on this, that guides your marketing message to, that guides really


how you build and structure your business, and how you go out there and put out this
information. At the same time, it’s helping to attract those clients to you.

Tyler: Sure. That’s the first step. Identify your ideal customer. Now the next thing you have to
do in order to not just be a listener and to actually be a follower, to do something and make a
difference in your fitness business, is to try writing some sort of ad to that exact customer. I
don’t care if it’s an 8 1/2 by 11 thing that you’re going to post in front of the water fountain at
your local gym, if it’s a door hanger you’re going to print out and drive around your
neighborhood to hang it on all the houses with Mercedes, BMWs, and luxury vehicles, or you’re
going to go online, you’re going to look at Facebook tools, and target that exact customer
through a Facebook ad and do a small expense run on that, try writing ads.

Logan: Guys, the thing is I’ll go with like five bucks on there. You don’t need a whole lot of
money in order to do this. Granted, you’re probably going to screw things up when you do that
first but you can learn from that and continue to tweak and change things to make it better.
You don’t learn anything if you don’t get started with one of these things, any of the things
Tyler just listed.

Tyler: Absolutely. You guys have got to take action on the stuff we’re talking about. Otherwise,
you’re going to wake up a year from now in the same fitness business and not making any more
fitness money. You’ve got to take action on each thing that we say. That's why we want to start
with talking about the ideal customer after we kind of shared our back stories, because this
really builds a foundation for your business.

It doesn’t matter if you guys want to sell online, if you’re trying to get more clients, either way
identify your ideal customer. If you feel like you really, really want to have two different groups
of people, create two separate customer avatars. Don’t try to combine it.

Logan: Don’t try to blend two and two. When you’re creating the customer, really think of it in
terms of one specific person. Don’t say he is 40 to 50 years old. You want to narrow it down.
Once again, by getting more specific in these details, it doesn’t exclude people who are not
exactly there. You want to really think of this in terms of a single person not a mass of people,
an ideal that you’re reaching for, one single person.

Tyler: Right. In that way when you write your marketing message, think about talking to that
one person, like if Logan were to write me an email right now and he wanted to talk to me
about some great book he read and he wanted to give me the information about that book
then give me a link to the book. Think about it like that. You’re going to write an email to these
people that you have on your email list. You’re going to write a paper ad that you’re going to
put out in front of the water fountain at the gym. It’s going to be a letter to that person. It’s


going to be so specific that the person who reads it, who eventually is your customer avatar, is
not only going to call you; they’re going to beg you for your services.

Logan: We should also mention a good sort of quick start route. If you already have an ideal
customer for you, you already have a person, that can really act as your avatar. You might want
to tweak a couple of details but start with them as a base. That way you’re not coming up with
things from scratch. If you’re already working with clients and you know what you want, one of
your people, you can have that person in mind and you already got those details so it’s a little
shortcut through this process.

Tyler: That’s a great comment, Logan, just thinking about your perfect customer, the one that
you love to train, the one that doesn’t give you any grief. You could even have her fill out a
survey for you. You could even write up a small survey and ask her all the questions that I just
wanted to cover and just have her write your customer avatar for you. Then put that down and
say this is my perfect client. You would just do the same thing. You’d write that marketing
message to that client.

Logan: That also reminds me. You could be off on certain details. If you have some sort of a list,
whether that’s offline or online, put them through a survey. You could use a simple service like
SurveyMonkey.com. There are free options that you can use. They also have a paid one if you
want to go into a whole bunch but ask this basic demographic information. What age are you?
What’s your income? You can ask all these questions. If you’re doing it online where you don’t
have as much interaction with people, that’s going to give you the foundation of information
you need that can build from. Because if they’re just an email address, you don’t really know
much about them. That will give you that information.

Tyler: Absolutely. Well, I think we’ve covered a lot with this ideal customer thing today. What
do you think, Logan?

Logan: Yeah. I think a related topic we should talk about next time is yourself, really what
you’re doing to make yourself unique that really helps to attract the customers, how you’re
positioning yourself, and all that. That really does play a big part in this because if you’re not
matched to who you’re trying to target, it’s not going to work so well. It’s incongruent.

Tyler: Absolutely. Yeah, we’ll definitely go into that next week. That’s a good message, making
sure you’re the unique person.

Logan: What you can bring to the table that differentiates you from all the competition that’s
out there. There’s a lot of competition these days.


Tyler: Absolutely. Become that business of one. All right, you guys. Thank you so much for
listening to this episode of the Fitness Money podcast. Next week, we’re going to be talking
about what Logan just said right there. We’re going to be talking about making you a business
of one rather than having to compete with everybody around you. This week, remember your
homework. Write your ideal customer avatar and then go ahead and experiment with trying to
write a marketing message to that person. The more marketing messages you write the better
you will get at it so start today. Even if it sucks, at least you’ll have your first one out there.

Logan: Absolutely. Guys, do us all a favor. If you enjoyed this episode, just getting a kick start on
iTunes right now, obviously. This is only Episode 3. We’ve still got a ways to go but by going on
to iTunes and giving us a 5-star rating, it’ll help spread the word and get more people this
message that they really need to hear in order to take their fitness business to the next level
and earn more money from them.

Tyler: Awesome. All right, you guys. Thanks for listening.

Thank you guys so much for listening to the Fitness Money podcast. For more information on
how you can make more money in your fitness business today, go to FitnessMoney.com or go
to Facebook.com/FitnessMoneyPodcast. Thanks so much for listening. We’ll see you next time.


Fitnes Money Episode 3 - Know Who You're Selling To

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Fitnes Money Episode 3 - Know Who You're Selling To