Category: Blog Posts

How to MAN UP and Dominate Your Path

I’ve got two words for people who want to have more success in their life:

MAN UP.

Which is also the name of my book coming out July 2018. Now, I didn’t write this book because I know everything about everything.

I wrote it because I want to help other entrepreneurs avoid falling into the same traps I did in my health, relationships, mindset, and productivity.

I suffered massive anxiety attacks between 2012 to 2014 because I was an ineffective leader. I had the potential to create a massive business with Fit Body Boot Camp, yet it was struggling and on its death bed because I wasn’t a high performer.

Finally by the end of 2014, I decided enough was enough and I told myself “it’s time to man up.”

I repeated this phrase over and over to myself, and one “it’s time to man up” at a time allowed me to fix my life, business, partnership, team, everything.

And I always like to make it clear that it wasn’t a light switch. It was more of a dimmer switch where you slowly do this.

You can’t go from a crop duster of a leader to a fighter jet of a leader in a snap.

So now, I’m going to share the 5 pillars you need in order to man up and take control of your life and business.

Be Decisive

Indecision has cost entrepreneurs more time and money than not making a decision.

I knew Fit Body Boot Camp had massive potential to become an 8, 9 figure empire, but I wasn’t anywhere near that potential.

I knew the decisions I needed to make to get there, but I was constantly looking for more clarity to make these decisions.

I soon realized that not making a decision is making a decision.

It is letting circumstances take control of the outcome, and 99.9% of the time, the outcome isn’t in your favor.

Let’s say you’re trying to pick between two hosting sites for your website. Instead of spending hours researching both of them, just pick one and execute.

If you come to find this platform isn’t helping your website reach its potential, then you can course correct and pick a new hosting site.

Every decision you make doesn’t have to be the right decision, you just have to make a decision quickly.

In my book, I teach you to start making small decisions fast so that you can make the bigger decisions quickly as well.

Decide where you and your spouse are going to have dinner. Decide what movie you and your friends are going to see. Decide if you’re going to wear the blue shirt or the red shirt. And do it fast!

Great leaders don’t make the right decision every time, they just make a decision and course correct if it ends up being the wrong one.

Have Clarity of Vision

With Fit Body Boot Camp, I didn’t know if I wanted 100, 1,000, or 5,000 locations.

For me, this was a big struggle. This showed my team that they had a leader who was a drifter, which created insecurity.

No one wants to follow a flighty leader. People want to feel confident and secure in their jobs and know what the end goal is.

So I got clear on my vision: I want 2,500 locations and less than 1,000 owners by the year 2020.

Which leads me to the next pillar…

Have Clarity of Path

Now that I had a clear vision, I needed a path to get there.

I was the guy doing all the sales, which meant I was also the bottleneck. So I outsourced the marketing for lead generation and replicated myself through more salespeople.

All of a sudden, our number of new locations per month went from 3-5 to 30.

You’re human, it’s okay if you find yourself veering off your path.

If you have a clear vision, and you stray a little, then you can course correct and get back on the path.

Don’t Emotionally React

An effective leader doesn’t emotionally react under stress, they respond.

If you are a living, breathing human being with a pulse, you have problems. But how you handle those problems says everything. 

When you emotionally react to problems, the people around you look at you as a chaotic, ineffective leader and start looking for their way out.

You don’t want to be the boss who walks into a room and puts everyone on edge because they don’t know what’s going to set you off that day.

Make your business a place of sanctuary for your team members to become the highest performers possible.

One compliment I receive from my team is my consistency. And that creates a sense of security so they always know what they’ll get when they meet with me.

Build a High Performance Team

Get rid of employees, and build a high performance team.

If you don’t have a high performance team, you can’t build your business into an empire.

A fighter jet team shows up early, leaves late, gets the job done, and crosses the finish line no matter what.

I define employees as people who clock in a little late, clock out a little early, and do the bare minimum to keep their job.

That’s why I don’t hire employees, I hire fighter jets who are going to help put my vision into action.

I happen to be the team captain, but we all work together to reach our end goals.

If you can meet these 5 pillars, then you have truly manned up.  And ironically, this mentality bleeds into your health, your finances, and your relationships so that you can become the best version of yourself.

Constantly set the bar higher for yourself, and set those same expectations for your team members.

Manning up is a work in progress. It’s an ongoing feat, and the moment you stop manning up is the moment you drive off your path.

To listen to Craig and I cover all of this and more, watch our Empire Podcast here.

To sign up for my MAN UP early bird list and get notified when the book launches, click here.

How to Build Your Business Into a Brand

How do you turn your business into a well recognized brand?

This is an area where a lot of entrepreneurs struggle in making that transition.

They’ve focused for so long on building the systems in their business, that they haven’t created a personal identity to connect with their consumers.

Now, I’m known as the MAN UP guy with my new book coming out. Craig is known as the guy who brings structure and discipline to people’s lives.

To stand out from the competition and run a successful empire, you need to build a brand.

People today are more interested in how they can connect with you and your brand than the logistics of what your product or service offers.

Today, Craig and I are going to talk about the 7 strategies from personal brand building in order to take you from business to brand.

#1: Deep Connection With End User

When we run our Fit Body Boot Camp Universities for new owners that come on board, I tell them “Listen, we’ll focus on growing the global brand, but we want you to focus on growing the local brand.”

The deep connection with the end user happens when we take Fit Body Boot Camp outside of our studios and into the community.

For example, we put on charity drives, organized mud runs, 5K’s, etc.

We even throw a cocktail party at the end of our 6 week challenge where the ladies can pull out their little black dresses and celebrate their success together.

A unique identity gets built around these kinds of events because it makes people think “gee, this is more than just a fitness place. This is a place I have a community.”

We’ve found that when we do these mud runs and 5K’s and charity drives, it creates a sense of retention and referrals.

Word of mouth is branding that simply can’t be bought.

#2: Inspires Change

When you’re building a brand, I like to look at it on the global level and the local level.

For Fit Body Boot Camp, we’re a franchise with locations all over the world. So my job is to build the brand globally.

Our big mission right now is donating $3 of every single on boarding client fee to Shriner’s Children’s Hospitals.

That’s tens of thousands of dollars every month.

We let it be known that we’re all about change and making an impact.

Our global impact in this case is helping the children in communities who need medical procedures, but their families can’t afford it.

When people have a choice between Fit Body Boot Camp and another fitness business, all things being equal, they’re going to go with us because we are change driven.

On the local level, we run a “Girls’ Night Out” Promo. This program isn’t designed around scale weight, but around women feeling confident and sexy in their skin no matter what stage of life they’re in.

Then they go out at the end, wear their dresses, and celebrate the change of breaking out from the “mom in sweatpants.”

#3: Leading With Courage and Confidence in a Changing Environment

Leading with courage and confidence simply means we are in the changing times.

Through technology, the internet, and so many other factors, the economy is changing rapidly. And if you’re not changing with it, then you will perish.

A successful brand is one who leads change rather than run from it.

We use websites and apps to generate traffic and clients in Fit Body Boot Camp locations.

I CRINGE when I see businesses still sending out postcards to homes. In this day and age, sending a postcard is like sending a carrier pigeon.

Those $2,000 – $5,000 postcards a month could go towards running effective funnels on social media, and generate $50,000 in clients just by embracing change.

Brands like ours have an obligation to embrace change and lead from the front.

#4: Creating a Future That is Impossible to Ignore

I talk a lot about Elon Musk, because he’s an entrepreneur I highly respect. He has the courage and confidence to lead a rapidly changing environment.

The guy not only changed the game for electric cars, he’s also working with NASA and crushing the big military giants who send equipment to the international space station.

He’s sending equipment more frequently and at a lower price than any of the global conglomerates in that space.  

Now THAT impact is impossible to ignore.

#5: A Brand is Loved and Gets People Excited

If you’re a brand getting love from the community and you have people who are excited to work for you, you’re already ahead of the game.

That kind of support and love is difficult for any competition to fight against.

I used to think that Fit Body Boot Camp just got lucky in creating that environment. But we’ve got owners and clients with FBBC tattoos – that kind of dedication isn’t accidentally created, it’s manufactured.

I’ve found it’s through culture and morale and having your own language that gets people excited about your brand.

If you have great morale in your studio or amongst your team, then culture is automatically born as a byproduct.

Through morale and leadership, we’ve built an amazing culture at the studio level, team level, and corporate level.

#6: Take A Stand

Apple took a stand against ugly electronics. Elon Musk took a stand against badly designed electronic cars.

Fit Body Boot Camp is taking stand against obesity.

There is only one competition I’m really worried about, and that’s the food organizations marketing horrible food and false advertisements.

Guess what? Sugar free ain’t as healthy as you think.

If you can take a stand on any one thing, you can crush your competition.

#7: Tripling Down on Employees

For any entrepreneurs reading this, and you have empire size ambitions, then you have to triple down on your employees.

In fact, it makes me cringe to call them employees. I think of them as team members, I’m just the team captain.

You can’t build an empire without an efficient high performance team, and you have to invest in each person to grow your business.

Even if I end up losing them, I look at it as I’m losing them but I’m making the world a better place because they’re going to go out there and be more effective in whatever they do.

I want fighter jets all around me, not crop dusters who can’t perform and crumble under stress.

So if I want fighter jets, then I have to build them up to be the best versions of themselves.

And if I’ve got a grand vision to impact millions of lives, I can’t do it alone. Which is why I have to replicate my effort and skills through every team member.

That is how I force multiply my growth.

To listen to Craig and I cover all of this and more, click here to watch our podcast.

Why Millennials Make Great Employees

“Millennials are lazy, entitled, and allergic to hard work.”

I know a lot of people from Generation X who still feel this way about millennials. Heck, I used to be one of them.

I thought millennials were so entitled and emotionally fragile that they ran from the first sign of stress and hard work.

Now, 85% of my high performance team is made up of millennials. And  they’re running my empire like no one’s business.

Truth of the matter is, millennials have factory installed skill sets that Generation Xers don’t have, don’t want to learn, and it would be difficult to teach someone not in that generational gap.

Social media marketing, creating and uploading videos, using advanced software, all these things that us older generations aren’t as savvy in, millennials dominate.

But that’s not all they bring to the dinner table.

Craig talks about a very good point: Millennials have a strong drive to bring social justice into the workplace.

Why?

Because they don’t have boundaries. Baby boomers were raised with the idea that you should keep your work separate from your personal and charity life.

For some reason, millennials have grown up to believe that we should be making charity part of our business image.

And I totally agree.

Millennials Believe in Social Justice

Stella Artois does this thing where when you buy a pint of Stella, Water.org will donate clean water to a family in a third world country who needs it.

Or Toms Shoes donates a pair of shoes when you buy a pair of Toms.

So I went to my team and I said “Guys, I think we can do one better.”

As a Gen Xer, my whole thing is I’ll build a business, make money, and then carve a portion of that to donate to the causes I believe in.

But then I thought, what if we could do something bigger and better. So I went to my team, and I asked them “What if we could tie in our business with a social cause.”

That social cause being Toys for Tots.

It was that meeting that led us to change the entire web special model – the 21 Days for $67 model on Fit Body Boot Camp websites worldwide.

We decided that we would raise the price to $69, and put those extra $2, plus $1 from my pocket, towards Toys for Tots.

So for every new client that any Fit Body Boot Camp location gets, we’re donating $3 to Toys for Tots.

To me, that is true contribution. And let me tell you, it was my millennial team who came up with the process, the marketing, and the sales page layout.

Teamwork and Collaboration are Key

Because of this factory installed desire to make a bigger impact, millennials seem to have a deeper level of teamwork built in.

You don’t have to go invest thousands of dollars in team building exercises because guess what? They already WANT to collaborate with each other.

My HQ truly has one of the most collaborative work environments ever. Before we moved into our new building, it was designed so that everyone had their own little cubicle with a closed door.

Total isolation from everyone else, and I wasn’t happy with that. That’s not how my team would grow to their highest potential.

So I knocked down the walls and created an open space so we could have a collaborative environment with positive competition.

I’ve had people tell me “What happens if they start talking too much? How do you stop that?”

Listen, the reality is, they’re gonna talk no matter what. Even if they’re stuck in a cubicle, they’re probably going to be talking through instant messenger or text message.

So instead of wagging my finger at them and saying “don’t do that”, I tell them “Look, you’re all adults. Here’s your KPI’s, make sure you’re meeting them. And if you want to chit chat for a little in between and decompress before going back to GSDing, go for it.”

And they do!

Driven to Constantly Evolve

Not only are millennial employees selfless and team oriented, they are still open minded to learning.

Back in the day, once people finished school they never wanted to look at another book again.

But millennials today are so interested in lifelong learning, whether that be through courses or through self development.

In fact, unlike the generations before, they have this desire to constantly evolve and self educate to become the best version of themselves.

One thing I really love about millennials that I don’t think a lot of people have picked up is, they are driven to be entrepreneurs.

They were raised to think differently and openly. They believe they if they create something the world wants, they too can be an entrepreneur.

When I find those millennials, those are the ones who excites me the most. I bring them into my world and I say “You can be an intrepreneur within my entrepreneur structure.”

I give so much freedom to my team to become intrepreneurs within my empire so that they can come to a place where they can exercise their creativity to the benefit of my business.

Treat Them Like the Special Snowflake They Are

People always say “oh these millennials think they’re special snowflakes.”

Fuck yeah you’re a special snowflake!

I want my team to feel special, because that’s the mentality you need to become an entrepreneur.

When I was working for Disney, I always knew I was meant for something bigger. I knew I wasn’t meant to work for someone else, and I knew there was something special about me.

For Craig, all it took was a voice in his head while he was working in the fields tell him “You are special”. And he’s acted on that voice ever since.

Give your millennial team a sense of purpose and significance, and say “Look, I’m not gonna tell you what to do. I’m gonna tell you what our end outcome is, set KPI’s to show me you’re playing your part, and then run with it and be an intrepreneur in my entrepreneur world.”

Unfortunately, it took me a whopping half a decade to figure it out. I used to feel like I needed to download the information for them, and then have them ask me for permission to do the next thing.

Now, the way I see it is if you have another way to skin the cat that’s going to get us to our goals, share it with me!

Hell, get out there and do it! And if your way gets us to our goals faster, I’m gonna financially reward you for it.

Once you embrace the fact that your team is unique, it becomes a win-win.

Make sure you’re always nurturing the growth, creativity, and skills of your team. Trust me, when you do that, they’re gonna put their heart and soul into your business.

And you’ll be able to watch your empire grow like never before.

To watch Craig and I cover all of this and more, click here to watch the podcast!

How to Use Social Selling to Get More Clients and Grow Your Income

The number one thing on our social media users’ minds is this: “How do you turn followers into dollars?”

You’re posting daily, you’re getting the likes and comments, the followers are rolling in…but at some point, you stop and think, “What is this all about? Is it worth it to do these Facebook lives, to post these Instagram stories? What’s the point?”

And I say yes. It is worth it.

I’ve sold franchises for Fit Body Boot Camp, I’ve sold Mastermind coaching clients, I’ve sold bundles of my information products over social media.

To me, it’s worth it. The problem is that a lot of social media users care more about the “likes” and followers and not enough about the dollars.

And the dollars are what matter if you want to make an impact!

It’s amazing how quickly and easily you can connect with people through a simple direct message.

In fact, Craig Ballantyne has his own genius way of reaching out to people and influencing them to attend his Perfect Life Workshop.

He puts on these events all across America, and at the end of each one, he posts a picture of all his happy attendees, and he tags them along with people who should be at a future event.

The Honey Pot Method

Once the “likes” come rolling in, he reaches out to every person who “liked” the post because they could be potential attendees who are interested in getting his mentoring.

You can look at your Instagram followers as suspects, and once they engage with your posts, they become prospects.

This is what Craig calls “the honey pot method”. Basically, you attract more flies with honey than vinegar. So if you’re posting good content and people are “liking” it, you’ve gotten them interested in what you’re doing.

Now all you have to do is send them a message saying “Hey! I would love to see you at my next event, here’s my calendar so you can see what day works best for you.”

It’s just a nice, giving, inviting message letting them know that your event is for them.

Listen, we’re all making a lot of posts on social media. Majority of those posts are designed to add value for free and position yourself as an authority in your industry.

And if you have a business and you’re trying to get more people to go to your workshops or buy your coaching programs, then don’t overlook your followers. Every “like” you get is a prospect.

Now, this isn’t to say you should just be posting for the sake of posting and getting “likes”.

Our friend Joe Polish says “Use social media, but don’t let social media be used on you.”

So basically, don’t waste your time with it. Use it properly to connect with your followers and people who comment and “like” your posts so that you can get that conversation going.

Then comes in the monster follow up.

Don’t let your prospects fall off your radar, make sure you stay connected and follow up with them when you haven’t heard back.

You can send them great content, information about who’s coming to your next event, whatever. Just keep adding value and use that monster follow up to keep the conversation going.

I guarantee, you can sell anything like this.

Use Social Media as a Salesperson

Here’s a handy hack you can use when you’re replying to messages and comments. Open up the notes section of your phone, and put little responses to commonly asked questions, and also come up with questions you can ask THEM to keep the conversation going.

Just copy and paste it into your response, hit send, done. Easy peasy.

For example, I have a section in my notes that goes “Hey! I saw that you “liked” this Mastermind picture that I posted. Looks like you’re a fitness business owner, when are you gonna come to the next one? Here’s the link for the dates and deets!”

I believe I’m making a bigger impact by closing those deals and helping people take their businesses and lives to their fullest potential, rather than just posting pictures and videos.

I’m there to add value to your life all day long, but the reality is, you can’t make a massive impact on someone until they become your client.

You should look at each social media channel as a salesperson for you.

You can use Linkedin, Facebook, Twitter, Instagram, YouTube…that’s at least 5 “sales people” who can bring in more clients when used properly.

Share Your Hero Story

Our friend Steve Weatherford, Super Bowl Champion of the NFL, has a massive following on Instagram with over 300 thousand followers.

The coolest thing he did was he shared his hero story early on.

By the way, every single one of you has a hero story. Mine is the immigrant edge, Craig’s is about the anxiety attack so crippling it forced him to create the Perfect Life to have structure and discipline.

When Steve was out on the field as a punter, he would wear long sleeve underarmour tights.

One day he asked me if I knew why he wore those tights.

I said “I assumed you were just cold, man.”

Turns out, he was embarrassed about his skinny arms. So he would cover them up with those tights even in the blistering heat during summer.  

He decided that once he retired from football, he would build 20 inch arms and be known as the guy who helps other guys struggling to gain muscle in their arms.

He took his weakness, made it into a strength, and now he’s on social media sharing his workouts, his mindset tips, his eating habits, all that stuff.

And if he made one little tweak to his social media to take it to the next level it would be this: hire someone to follow up with those people who leave comments, “like” his posts, and send him direct messages.

Through monster follow up, he could engage them and convert them into sales from his products.

Monster Follow Up

We’ve talked a lot about monster follow up, but for those of you who don’t know what that is, allow me to fill you in.

When you get a lead for your personal training gym or boot camp, you may get a name, email address, and phone number if you’re lucky.

If you do, you need to follow up with them two times a day for four days using email, phone call, text message, and facebook.

You go monster on the follow up process!

And if you can follow up with someone who has shown interest multiple times within a short period of 3 to 5 days, I promise you can turn majority of those prospects into customers.

Followers into dollars, baby!

To listen to Craig and I cover all of this and more, click here to watch the podcast!

You can learn all about my monster follow up process by click here to sign up for the Fitness Business Ignition Program.

How to Have an Empire State of Mind

If you own a business, you probably pride yourself on thinking big.

Let me ask you something, are you just thinking big, or EMPIRE BIG?

At some point, you have to make that shift if you want your business to scale. Hell, I even had to force some of my 7 Figure Mastermind members to make the shift.

These guys are doing extremely well in their businesses, making 7 figures a year, but it was tough getting them to go from thinking big to empire big.

I had to pull them out from the weeds where they were so focused on things like funnels.

Reality is, funnels don’t make an empire.

Think Bigger

The first step to becoming a 7 figure earner is to stop working in your business and start working on your business.

But then when it’s time to build an empire, and you’re going from 1 million to 10 million, you gotta start thinking bigger.

And not just bigger, different.

Grant Cardone started off buying homes, now he’s buying apartments. He’s getting more bang for his buck because he’s thinking bigger.

When you work in real estate, and if the economy goes bad, you have a risk of going bankrupt. Whether you buy 3 homes or 3 apartment buildings, that risk is still there.

You may as well go all in, because if you don’t go bankrupt, guess what? Buying apartment homes gives you far greater benefits than buying homes.

Grant Cardone is in an empire state of mind.

Once you start thinking better, the next question you have is “How many zeros do I want to add to the revenue I’m generating?”

I’m the kind of guy who’s always looking for my next big thing.

I’m going to open my own BK steakhouse in my community because why the fuck not?

Of course you’re going to have people in your life who will say “Oh why do you want to do that? That’s gonna be too much work. Why don’t you just be happy with your slice of the pie?”

You’re always going to run into negative people who want to tell you you can’t or shouldn’t do something.

In fact, some of those people are going to be friends and family who just want the best for you and don’t want you to take risks because they’re afraid you’ll fail.

Taking Risks Leads to Bigger Opportunities  

Listen, if you’re an entrepreneur, you were born to take risks.

You’re not satisfied unless you’re living on the edge.

You weren’t made for a 9-5 job, to clock in and clock out. Let’s face it, you’re unemployable. Because you have a mission and a purpose to make more money and make a bigger impact.

At this point in my life, entrepreneurship has become a game, and money is the point system. And I’m so grateful I’ve reached a point where I can look at things that way.

And I have people tell me “What do you know about steak houses? What do you know about rental properties? It’s too high of a risk.”

What did I know about franchises just 6 years ago? I didn’t know how to run franchises then. I took the risk and I threw myself into it. Today, Fit Body Boot Camp is one of the 15 fastest growing franchises on the planet.

My challenge to you, reader, is to figure out how you can stop thinking funnels and start owning the land you’re on.

Start thinking about how you can stop responding to customer service emails and find someone you can outsource that work to so you can start thinking at an empire level.

Hire A Fighter Jet Team

It doesn’t take any more mental horsepower to open one business as it does to open 100 businesses.

The key is to be able to hire and scale a team of people who will take on the heavy load for you.

One day somebody asked me “How do I find my empire team?”

Jason Capital and I were able to scale our business to 7 figures in a few months because we didn’t hire green people who needed training to develop their skills.

We paid for the premium account on Linkedin and recruited super star people who are already great at what they do.

You don’t have time to train people from the ground up when you’re building an empire. You gotta be able to plug them in and hit the ground running. You’re essentially buying speed.

Surround Yourself With Empire Builders

If you’re gonna think, you may as well think big.

Stop listening to the critics and focus on your mission.

Not everyone is going to support you, but you can certainly find people who do believe in your mission.

There’s networking groups, get together groups, events where guys like Elon Musk and Grant Cardone are speaking in.

I’ll even throw in a soft pitch here and say attending my Empire Mastermind will get you in with top level players.

Go to these events! Surround yourself with other empire builders because through environmental exposure, you’re gonna start thinking like them.

If I wanna be like Warren Buffett, I’m gonna go to his events. If I wanna be like Elon Musk, or Gary Vaynerchuk, or Grant Cardone, I’m gonna go to their events and places they hang out and speak in.

Odds are, you’re gonna meet other empire builders you can connect with. And through environmental exposure, you start thinking at their level.

You have to start thinking bigger than the guys who are trying to hold you down.

It’s not entirely your fault, we’ve been conditioned to think small. Mom and dad always tried to keep you safe and not take risks.

In school we had to take baby steps and go through each grade slowly and carefully.

Later, when we grow up and have this grand idea, a part of us inside goes “No, no I can’t do that. Mom and dad told me I can’t. School said I can’t.”

I’m giving you permission to break out of average thinking, and start empire thinking.

To watch Craig and I cover all of this and more in our podcast, check us out here

For more information on joining our Empire Mastermind and learning how to 10x your revenue, click here

How Social Justice Will Add Value to Your Business

When you’re out at the bar drinking a Stella Artois beer with your pals, whether you realize it or not, that beer you bought is giving clean water to a woman in need from a part of the developing world.

Did you know that? If you didn’t, I bet you feel much more compelled to continue buying Stella over the other beer options.

And Stella is only one of the leading companies making charity part of their brand.

TOMS helps provide shoes, sight, water, safe birth, and bullying prevention services to people in need around the world.

LSTN Headphones donates its proceeds towards giving hearing aids to children in need so that they can enjoy music for the first time in their lives.

When you compare these brands to their competitors, people see the ones who are involved in charities and are more swayed towards them.

This is what the millennials are bringing to the business world – social justice.

Why You Should Tie Your Business With a Charity

Social justice is all about how your business gets involved with charities and causes, while growing your business by creating a connection with your consumers.

You’re creating a win-win-win for 1) the consumer, cause you’re making them feel good about their purchase, 2) the charity, who’s benefiting from your donations by helping people, and 3) your business, which will stand out from the competition.

For the past 3 years, I’ve made giving back a part of my brand through charities like Toys for Tots and Shriners.

And I’ve found it’s one of the fastest ways to build my brand while spreading goodwill and stretching my reach to impact even more lives.

Last year, Fit Body Boot Camp went to Target and spent $20,000 on toys for Toys for Tots.

I thought “That’s good, but we can do better.”

I thought, “How can I tie in the Toys for Tots program into what we’re doing at Fit Body Boot Camp?”

So this year we’re stepping it up and raising one million dollars. For every single client we get on board, we’re donating a portion of the proceeds to Toys for Tots.

We upped the price of the 21 Day Web Special offer just a little from $67 to $69. Even though we increased the price by $2, we’re still giving back $3 of every web special we sell to Toys for Tots.

Getting involved in charity does several things for your business. Today, we live in a socially conscious environment.

Not only is giving back a good thing to do to help out humanity, it’s a good thing to do for your business by tying in a cause that means a lot to you.

When a customer has a choice between your business and another business, both parties providing the same kind of product or service, the tipping point will be which business is donating to charity.

Guaranteed, they will choose your business over the other if they know you’re giving back to a cause.

How to Give Back Without Looking Fake

When you’re the owner of a business, you’re faced with backlash no matter what you do.

What’s really messed up is, people will even come after you for donating to charity.

Crazy right?

Well, I guess you can’t blame them. How many times have you come across a slimy CEO with a big cheesy grin publicly announcing their donations to charity every chance they get?

You get enough of those guys and they give a bad rep for the entrepreneurs who have a genuine want to help those in need.

There is a way to give back without looking like you’re only in it for the publicity.

First, you need to find a charity that is meaningful to you. Once you do that, you need to figure out how you’re gonna get involved with that charity.

And you’re not doing this to inflate your self image. You’re doing it because you genuinely care about the cause you’re donating to.

There’s nothing wrong with putting it out there in your advertisements and social media. You’re basically saying to people, “Hey, I know you have a choice between my product and that guy’s product, but when you buy with me, a portion of the proceeds go to this charity.”

Make it a way of doing business rather than looking at it as a promotion or limited time involvement.

It’s critical you find a charity you’re passionate about giving back to. Cause when you’re not, people can smell the bullshit.

For me, I’m passionate about Toys for Tots. I’m passionate about Shriners. When Hurricane Harvey hit and affected the lives of our Fit Body Boot Camp owners and members, we campaigned to drive donations to Harvey.

These kinds of contributions aren’t front and center on my websites, but it’s something we talk about in interviews, podcasts, magazine articles, social media.

When people see how genuinely invested you are in a charity, they’re going to be more swayed towards your brand because you stand for a cause they believe in.

The Number One Reason to Get Involved

Two words: your team.

When you’re pounding the pavement to get those donations in, your team gets pumped up right along with you.

We hear a lot about how millennials want to be part of something bigger or want to do something meaningful.

But when you think about it, doesn’t most of humanity wants to do something meaningful?

It’s not just the millennials. But in this case, my HQ is made up of 85% millennials. And they get so excited when we have a cause that we can support and go above and beyond just “let’s run a business and make money.”

When I decided I wanted to raise one million dollars for Toys for Tots this year, I asked my team what they thought and they were behind it 100%.

They started connecting with Toys for Tots, they’re creating the sales funnel for nearly 600 Fit Body Boot Camps.

They’re leading and taking charge, and I don’t have to do any of the heavy lifting.

My team wants to bring that recognition and significance to their lives and create an impact by helping others.

Once your team is on board, they will go out and move mountains for you.

Remove Yourself From Your Business

Imagine this: you’re going to the movies and you walk up to the stand to buy your ticket.

You get to the booth and you see George Clooney standing behind the counter, wearing a little bow tie and vest, ready to take your order.

There’s something wrong with that picture, right?

You don’t expect George fucking Clooney to be selling movie tickets!

Just like you don’t expect Ray Kroc to be flipping burgers at McDonald’s or Steve Jobs to be selling iPhones at the Apple Store.

If you notice one thing about these thought leader entrepreneurs, it’s this: they removed themselves from working in their business so that they could work on their business.

And they did this by setting up their business so there’s scale and structure so that they can hand it off to the next person, and leave it.

How I Left Fit Body Boot Camp

Back in 2014, I did everything for Fit Body Boot Camp.

I ran the Facebook ads. I wrote the creative for the Entrepreneur Magazine ads. I was even the guy trying to sell prospects franchises, and then once they bought one, I was the guy coaching them on how to run it.

I was it.

That Summer, I had an anxiety attack so bad it felt like I was having a heart attack. I wound up in the hospital because I was so overwhelmed.

If you want a ticket into the hospital, all you gotta do is everything in your business, all the time.

So here’s what I did – I stepped back and thought “Is this how Subway and McDonald’s and Anytime Fitness is running their franchise?”

A lot of entrepreneurs make objections for why they can’t leave their business.

They say “I’ve got clients who’ll be mad if they don’t see me. I can’t get out of there. No one does it as good as me. I don’t have the money to leave.”

I know, because these are the same objections I told myself before I had that anxiety attack.

You need to stop making objections and start outsourcing the work you don’t need to be doing.

Over at my Fit Body Boot Camp HQ, I have a team of 38 people who are servicing our franchisees, selling my coaching programs, writing content, doing the marketing and branding, all that stuff that I don’t need to be doing.

If you’re asking yourself “Where do I begin?”, first you need to figure out what the lowest common thing you’re doing right now is so that you can hire someone else to do it for you.

Outsource Your Lowest Common Work

I knew there were people out there who could run Facebook ads better than me. So I tightened the belt for a couple of months and outsourced the marketing.

I got more qualified leads, sold to more people, and all of a sudden I could afford the traffic buyer.

As that funnel kept growing, I was able to find another closer. I pulled myself out of the selling, and eventually pulled myself out of operations so I could focus on coaching.

And even if you don’t have a lot of money and you’re coming from a “mom and pop” business, you can still create a system and outsource it to others. Your income will gradually grow, and th more it grows, the more people you can hire.

The biggest reasons we fail to scale our business is not because we need money, it’s because we’re too lazy to create a process to hand to someone else.

So we just keep doing it ourselves until we wind up in a hospital bed.

Document a System

Once you document the process and systems you go through to run your business, all you have to do is hand it off to the next guy.

Most people think the documentation process is boring and tedious, but I’ve found a shortcut.

Hire someone on a temporary basis with crazy attention to detail, have them hang out with you for an entire week, and have them record every call or email you do.

Before you know it, it’s all documented. You can throw it in a 3 ring binder and hand it off.

Tell yourself right now “I will never do so and so in my business ever again!”

You’re gonna outsource those duties and create a system. And pretty soon, you’ll see how much time, energy, and money you’re saving.

Once you get yourself out, you’ll be able to scale your business, make more money, have more freedom, and spend more time with your friends and family.

Now, I do the work that’s in my zone of genius. And I have more fun doing it.

I love being the face of my brand, and I love sharing a message of passion and purpose. This is work I could do all day.

I’m actually working more hours when you think about it, but it’s work that doesn’t exhaust me or stress me out because it’s within my zone of genius.

The Power of Being a Leader

Being a strong leader is crucial when you’re removing yourself from the business. Your team is going to look to you to have the system in place so that they can run your business while you’re not there.

I was just reading a book (truth be told, I’ve read it three times) by Jocko Willink, a Navy Seal, called Extreme Ownership.

He talks about how in BUDS (basic underwater demolition seal training), there’s a team of seven guys in each boat, with a total of six teams.

Team 2 kept winning, and Team 6 kept failing.

So they decided to switch the leaders up – they gave Team 6 the Team 2 leader, and Team 2’s leader to Team 6.

On the next race, Team 2 wins, and Team 6 comes into second place.

A strong leader went into a weak environment, and the changes were drastic.

What this experiment taught is, there are no weak team members, only weak leaders.

If there’s 2 things I can tell you about being a leader it’s this: be decisive, and do the hard work.

Leadership is always the problem, and leadership is always the solution.

Check out Craig and I talk about all of this and more here

How to Build Up Your Social Bank Account To Grow Your Business

We all want our bank accounts to be filled with money, right?

But what a lot of people don’t realize is, you should be filling up your social bank account too.

Believe it or not, your social bank account is actually what’s going to fill your real bank account even more

You’re probably wondering “What’s a social bank account? And can I buy a yacht with it?”

When done correctly, you’re damn right you can buy a yacht.

A social bank account is when you go out with a giving hand. You spread your generosity by doing things for people and expecting nothing in return.

You want to give away so much of your knowledge and services that people feel like they owe you, and want to return all the goodwill you’ve done for them.

Let’s look at Apple – they charge premium prices for their products, because they over deliver on the features and the quality. Even 10 years later, they keep making products that we just have to rave and brag about.

You ever notice how when an iPhone user meets an Android user, the iPhone user acts totally appalled?

They turn their nose up at the Android user because they just can’t understand why anyone would buy a phone that isn’t Apple.

That’s the kind of loyalty you want to develop with people. You want to give them so much value and quality that they don’t see the sense in going to anyone else.

Give Without Expectation

Social bank account is basically following the rule of reciprocity.

When you’re generous with people, they will feel like they “owe” you something in return.

But if you’re going out and doing all this goodwill just so that people can owe you, that’s really counterproductive and it’s going to work against you.

The best way for you to build up your social bank account is by going out with a giving hand, being generous, being of service, and expecting nothing in return.

As a byproduct of your generosity when you give without expectations, that’s when you get the most back.

Dude, I’ve seen people who’ve gotten Fit Body Boot Camp tattoos!

That right there is proof that when your business exceeds expectations so much, people begin to identify with your brand on a personal level.  

I gotta give kudos to Gary Vaynerchuk when it comes to building a social bank account – that guy doesn’t sell anything to anyone!

He puts out a lot of content, gives out tons of free information, dedicates himself to changing the way people think about being an entrepreneur, and all he asks is that people purchase his books if it makes sense to them.

He’s literally built an empire based on writing books on the Bestseller list by consistently delivering content and going out with a giving hand to the world.

Why You Should Give a Damn About Giving

I’ll be honest, the turning point for me when I learned giving is the secret to more success was when I realized I was putting people off.

As humans, we come from a place of desperation. We’re pretty selfish.

And when you’re broke, you’re even more desperate. We want people to buy our products so we can make money to pay our bills and provide for our families.

So we end up pushing our wants and needs onto other people in the form of “What can that guy do for me?”

The problem is, when you’re thinking about what people can do for you, they’re thinking “Well, what’s in it for me?”

Because we’re selfish!

Once I realized I was putting people off, I changed my approach. At the end of every dialogue I have with someone, I ask “What can I do for you?”

The way I see it, I have a duty to help others. I’m well connected now, and I can help bring opportunity to other people.

I grew up in this business on the shoulders of giants, and now it’s my turn to be the giant that others can stand on.

I recently recorded a podcast with someone, and when I asked him what else I could do for him, he asked me if I could connect him with a guy who he’s been trying to bring onto his show for months.

I gladly introduced them via email, took about two minutes of my time, and now I’m guessing he’s gonna have that guy on his show.

How does this help me in the long run?

My book, “Man Up”, comes out July 2018. I’m positive I can reach out to him and say “Hey man, what do I need to do to get on your podcast and talk about my book.”

Now I know I can go to him and ask for something in return because I over delivered and exceeded his expectations.

I’m no doctor, but I do listen to a lot of audio books. And one thing I learned is that the human brain consists of 3 parts: the reptilian brain, the mid brain, and the neocortex, which is our new brain.

Our new brain helps with logic, but the reptilian brain is our bullshit detector. The antennas are always up, scoping out the people who are genuinely coming to you with a giving hand, and those who are coming to you with a catch.

If people’s reptilian brains are looking for the bullshit, you may as well come forward with generosity way before asking anyone for anything.

My rule of thumb is a year before, I’ll give you so much value and generosity so that if I need something from you down the line, I can rely on you.

And even if I don’t need anything from you, you’re just gonna think of me when you come across someone who needs to connect with me. Because of that built up reciprocity.

They’re gonna think “I have to connect this guy with Bedros” simply because I’ve never asked them for anything back after all the goodwill I’ve done for them.

And that’s how you want to build up your social bank account.

Committed to your success,

Bedros

How to Sell to the Masses and Close Every Time

When I first started selling as a personal trainer, it was horrible. I had no idea what I was doing, and I found myself just word vomiting on people.

I would spout tons of information on my prospects, and I would overwhelm them with all the benefits and features of my services. I remember watching their eyes glaze over, and thinking “Well I’m just too smart for them.”

Yeah, I was not.

But it was one fateful day that changed my whole outlook on selling. The day that my mentor Jim Franco punched me with the truth – I was an order taker, not a salesperson.

He told me I was no different than a waiter. I didn’t sell him the 6 month training program he signed up for, he already had the intention to sign up. I took his order.

It really hit me when he asked me what percentage of people I close, and I couldn’t even give him that number. I guessed about out of ten people, I was closing 3 or 4.

So this is what he taught me: ⅓ of the people will buy no matter what, ⅓ of the people are undecided and can be sold if you have the right skills, and the last ⅓ are people who aren’t gonna buy, but a closer can convert some of those people into paying clients.

Sales is About Persuasion

Whether you realize it or not, you’re constantly selling. You’re selling yourself, you’re selling an idea, you’re even selling your child to go brush their teeth before bed.

Selling is all about persuasion, influence, and a transference of feelings.

Craig’s “Perfect Life Workshop” has helped myself, my wife, and so many of my private coaching clients become more structured and disciplined both professionally and personally.

Craig sold me on getting into this workshop because he had so much conviction in the systems he created. He truly believes in the process, and that his system is going to make an impact and improve lives.

Craig transferred those feelings to me, and now I’m just as hooked on his workshop as he is.

You have an obligation to sell your product or service to people in your industry who need your help. They’re frustrated, they’re exhausted, and they’re just looking for answers. And if you can’t sell them, someone else will.

How to Become A Better Salesperson

Anything I sell, I’m looking at how can I get you to buy it.

Hell, if I have to reach into your wallet and get your credit card to do it then so be it!

“But Bedros, aren’t you just forcing someone to buy from you?” Listen, if someone is about to jump off a cliff, wouldn’t you try to stop them?

If I have someone who’s thinking of making a stupid buying decision with someone who’s not me, where I can add more value and certainty to their life, then it’s my obligation to extract money from them in exchange for service and value.

Once you learn that you have an obligation to sell, you can move to the consultive selling process, which is getting on the phone with someone, agitating the problems they have, and be the solution.

Everyone’s got problems in their life. Maybe their problem is they’re not disciplined and organized, or they want more value in their business and relationships. And they dump that problem on you, the seller.

In my case, let’s say I have someone who has a product or service they want to sell, so they come to me looking to learn how to become a better closer.

I’m gonna stir the pot a little bit and agitate their problems.

I’m gonna ask “What is it costing you every time you don’t sell enough of your products or services? How much more of an advantage is your competition gaining?”

We’re gonna open the kimono a bit, stir the pot, and then I’m gonna say “You know what, what if instead of dealing with objections every time, the person can make a decision right then and there?”

You’ll often find when you’re selling to someone, they’ll have objections for why they can’t make a decision right away. They gotta check their finances. They gotta think about it. They gotta go talk to their spouse.

So here’s what I do when I get them on a call. I tell them “Listen, I don’t care if you say yes or no at the end of this call. But do I have your commitment to give me a definitive answer whether you’re going to commit to the program or not?”

When I say that, I’ve eliminated those objections. And, if I do my job right, I will have identified their problems, stirred the pot, and will be so fired up when I give them the solution that they have to say yes.

And every single time, I get the answer I want to hear.  

You gotta agitate those problems, and find out how that problem is affecting their life. Then, you come in on your white horse with the solution that’s going to make their life better.

Become a Professional Listener

Like I mentioned earlier, I used to have a case of word vomit. I would talk myself right into a “no”, when what I really should have been doing was letting my prospect talk themselves into the “yes”.

What happens is, your prospect talks themselves into the sale rather than you accidentally talking them out of it.

You wanna become a professional listener, and ask people 4 or 5 questions to get them to open up and talk themselves into the sale. Once you have their commitment, you have the sale.

People always ask me “I don’t know why I just keep talking around and around in circles?”

And I always tell them, “It’s because you’re afraid to ask for the sale!”

If you don’t have confidence in your product or service, and truly believe it’s the best option for people to solve their problems, then you’re always gonna have diarrhea of the mouth. You’re gonna keep talking in circles, never get anywhere, and lose the sale because you don’t believe in your product.

Dramatic Demonstration of Proof

The last time I was truly sold was when I was at Guitar Center, and I wanted to buy a simple wooden cajon.

The sales guy pointed me to an electrical cajon. I was taken aback, since this one was different from what I intended to buy, but I let him show me. He started drumming on it and man, it had built in accompaniment, cymbals and snares that you could hear when you drummed certain spots.

I went from wanting to buy a $110 cajon, to walking out with a $400 electric cajon, only because he decided to sell me through demonstration.

Believe how great your product is, show people how great it is, and present it with conviction. That, friends, is how you close sales.

Committed to your success,

Bedros

How Making Money With Friends Will Increase Your Income

Generosity and persuasion are two ways you’re gonna make people more money. And in return, you increase your money flow just by helping them.

Craig and I’s friend Joel Marion, the co-founder of BioTrust Supplements,  is one of the most giving people we know because he actually puts other people first when he’s selling his product.

When you go out with a giving hand, you get so much more in return. And through helping others, you build relationships with people, who turn into connections in your network, who then turn into prospect clients.

Making money with friends, baby!

For me, as I’m growing the Fit Body Boot Camp franchises and my coaching business, I find it easy to go to the friends in my network and ask for references.

I go to them and I say “Hey guys, this is what I’m offering with the franchise business and this is what I’m offering for my coaching program. Who do you know that would be a good fit? I’d love to get on the phone with them and give them results in advance.”

A lot of people don’t think to start with their own network first, and  then simply ask those guys to refer you to their network.

I see it like this, if I can connect with people in my network’s network, and help them move the needle in their business, then I’ve earned the right to pitch them my Mastermind or franchise.

I recently spoke with Bill Shaw, the CEO of Entrepreneur Magazine, and he connected me with this pretty popular woman in the fitness industry.

Bill said that we had to connect because while this woman is famous and doing well for herself, there’s a lot more money to be made. There’s much more room for maximum income growth that she wasn’t being exposed to yet.

So here’s what I did. Rather than telling her to buy my products or services, I connected her with  my assistant, Joan, so that she could send her all my coaching programs, free of charge.

I even went another step further and said “Let’s get on the phone, and see how else I can help you move your needle by making more sales, reach more people, and make a bigger impact.”

Why am I doing this?

The way I see it, if I’m lucky enough to be invited into Bill Shaw’s network, I need to take full advantage and come with a giving hand to the person he connected me with.

I gave them my products in advance. I gave them my time on the phone. And only after I decide whether my franchise or high level coaching program will be beneficial to them, do I invite this person to get on board with the program.

You need a strong network of likeminded people who are gonna be the right fit for your products or services.

They say the average person knows 51 people. If I look at Craig’s network of 51 people, and Joel’s network of 51 people, that’s a total of 153 people cut from the same cloth who I can market my services to.

Helping People Make Money Makes You Money Too

One important thing you need to understand is that when you go and help other people make a lot of money, you’re gonna make a lot of money in return.

As Craig says, you don’t want to be the loose knot that holds some boats together and lets others drift away. You want to be the strong tie that brings all the boats together.

Bring opportunity to others, and opportunity will be brought back to you.

A lot of you might be asking yourselves right now, “But I’m broke, I have no money and no value to bring. How can I network with top performers if I’m not on their level yet?”

Stop it. You’re already defeating yourself!

You can go out to events, workshops, seminars, and masterminds and connect with these people.

They’re not necessarily just looking for someone who can make them money. They’re looking for someone they get along with, maybe even have a beer with.

When’s the last time you went out of your way to build a rapport and friendship with someone you’re trying to do business with before you get to the selling?

Just because you think you have no value or money to offer this person whose financial status is way above yours, doesn’t mean you don’t have a chance of getting into their network.

You don’t even have to buy anything from them! All you need to do is show up at whatever event they’re speaking in, find them at the hotel bar later, and buy them a drink. Connect with them, get to know them on a friendship level first and then bring your product into the picture.

The Power of Podcasts

In today’s digital age, it’s nearly impossible for you to not find a way to put yourself out there. One great way to really expand your reach is by creating a podcast show.

Let me tell you something, even if you have no idea how to start a podcast, just do it!

You don’t need any money to start one up. Even Craig was totally clueless about starting his podcast when he first began, but he made it happen by sitting down, opening up his computer in his living room, and just doing it.

It doesn’t even matter if you have 10, 50, or 100 listeners. People love the idea of being on a podcast. Why? The possibility of getting that maximum exposure to enhance their own business.

And for you, being the host of this podcast is what’s going to get you and your products or services in people’s faces. Which means more money in your wallet!

Plus, if you make a connection with a noteworthy professional in your industry and land an interview with them, you’ve automatically earned the respect of that person’s fanbase.

Meaning they’re gonna go to you, check out your products, and buy from you. Simply because this famous person came on your show and raved about your business.