September 17, 2024 • 32 mins
Curious about how small group personal training can revolutionize your fitness business and attract clients over 40? Join us as Vince Gabriele, an acclaimed gym owner, Fit Biz coach, and marketing expert, shares his transformative insights from his latest book, "The Ultimate Guide to Small Group Personal Training." Vince reveals why small group training is a win-win for trainers and clients alike, offering financial benefits and unique advantages tailored to an older demographic. You’ll walk away with actionable strategies for creating a cohesive training environment that keeps clients coming back, including those in the coveted "older" market, over 40 or 50 years old.
Online Resources
Get Vince's latest book here for free, "The Ultimate Guide to Small Group Personal Training"
Vince Gabriele's website
Prime Fit Content – Engage the over-50 market
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Jay Croft (00:00):
You know, traditionally the phrase
personal training meantone-on-one, individual training
between a client and the trainer.
Right In recent years, there'sa win-win twist that's becoming
more popular at gyms and studioseverywhere.
It means lower costs for theconsumer and more revenue for
(00:20):
the trainer.
That's small group personaltraining.
You might offer small grouppersonal training at your gym or
studio, or maybe you've heardof it and have questions about
the business model and marketingthe concept to your community.
If you focus primarily on olderclients, say 40 or 50 and up,
(00:41):
then you might even have otherquestions about selling small
group personal training to thisdemographic.
Well, these questions and moreare at the heart of our show
today.
Welcome to Optimal Aging, thepodcast for people in fitness,
health and well-being who wantto grow their businesses with
more clients over 50.
I'm your host, jay Croft, ofPrimeFit Content, which provides
(01:05):
premium marketing materials tohelp you do just that.
And my guest today is someoneI've been happy to get to know
recently.
He's an expert on fitnessmarketing.
It's Vince Gabriel, asuccessful gym owner turned Fit
Biz coach, author, podcaster andspeaker.
He's also the owner of his ownmarketing agency called Kiss
(01:27):
Marketing.
Vince's latest book is calledthe Ultimate Guide to Small
Group Personal Training how toMake Millions with Small Group
Personal Training.
It's a fast, easy readdeliberately not a textbook with
good stories and practicaladvice about implementing small
group personal training in yourbusiness and some of the
particular benefits of offeringit to people who are, in the
(01:49):
quote unquote older demographic,and at the end of our
conversation he's going to sharehow you can get a free copy of
the book.
I love Vince's approach and hismessage and I hope you enjoy
our conversation as much as Idid here.
It is Vince, hi, nice to seeyou today.
Vince Gabriele (02:06):
Jay, thanks so much for having me.
Jay Croft (02:09):
It's my pleasure.
I've been wanting to meet youfor a long time.
I know a lot of people whospeak very highly of you, and so
it's nice to get acquainted.
Vince Gabriele (02:17):
No, I've been excited about this interview and
I'm a fan of your podcast andI've recommended it, as I said
in our prior conversation, toseveral of the Mastermind
members to start listening tothe stuff you're putting out.
So keep up the good work.
Jay Croft (02:31):
Well, thank you, I appreciate that, and congrats on
the book we're going to dive inand we're going to talk about
the Ultimate Guide to SmallGroup Personal Training, which
is Vince's latest book, andsmall group training is a really
great topic for when talkingabout fitness for people who are
a little older than the normaldemographic that fitness usually
focuses on, and you also havesome great stories in the book
(02:52):
that I want to ask you to share.
So you have been in this gamefor a while, and in your gym and
at your marketing company, andyou've been a leader in small
group training even before itstarted taking off as much as it
has been recently.
So tell me, why now have youwritten a book about it and why
now do you think it seems to beat least really taking off
(03:16):
exponentially?
Or correct me if I'm wrong,maybe it's not.
Vince Gabriele (03:20):
Yeah, there's a couple of reasons.
I think one of the first reasonsis there was only one other
book written on small grouptraining and I took a look at it
and it was almost like atextbook-based book that it
lacked the personal experienceof hey, here's how this works,
(03:49):
here's how this evolves, here'swhat you may need to change over
time and here's how it's worked, after thousands and thousands
and thousands of sessions ofsmoke group training.
And so that didn't exist, and soI decided to write the book and
really, like most of my otherbooks the ultimate guide to
(04:14):
marketing your gym and sales itreally was like a diary of what
has worked for in my business,and now I've had the opportunity
to, so I've been now coachingother gym owners since 2017.
And so, whereas my first bookswas really based around Gabriel
Fitness and the success I hadwith my gym, my newest books,
(04:38):
and especially this one, there'sall kinds of stories that come
from the clients that I'vehelped.
So the people that I've helpedgo from one-on-one to small
group, the people that haveraised their prices on their
members A lot of the storiesthroughout the book are not just
my experience, but theexperience my clients have had
(05:02):
based on the advice that I gavethem, and so I wanted to to
write this book with that inmind.
With this is not just my waywith the Gabriel Fitness model
of small group training, this isthe way of how I'm helping
hundreds of people implementthis model inside their
(05:22):
businesses and, at the same sametime, make a lot of money doing
it.
Jay Croft (05:26):
Am I right in thinking and feeling that small
group training is on the rise,or is that just a misperception?
I've been in this for a fewyears, but not as long as you
and it seems like maybe in theparticularly with the over 50
market that I focus on, it has alot of traction.
So give me some perspective onwhere we are and the momentum of
(05:47):
small group training.
Vince Gabriele (05:49):
I think it is on the rise.
When I started, I was one ofthe very few people doing it and
I've had some great pioneersthat came before me that taught
me the model one being TomPlummer, the other being Rick
Mayo, who I know you interviewedon this podcast is actually
where I originally heard aboutyour podcast was from Rick's
interview and the third beingthe Alan and Rachel Cosgrove,
(06:12):
who have done a great job ofteaching this model.
at the amount of franchises thathave the large group aspect,
how many there are, how manyOrange Theories and Barry's Boot
(06:37):
Camps and F45s right and let'slook at all of the chains and
franchises and the people thathave taken this concept and idea
and then scaled it, how manylarge group are there?
And then compare that withsmall, small group.
This model it's almost none,and so I do believe that
obviously Rick is the one.
Tell me another one.
Jay Croft (06:55):
Well, I don't know of any other franchise systems,
but a lot of my clients who aremom and pop gyms have small
group training.
They find it particularlyeffective for women who are a
little bit older because theyhave that accountability and
that friendly support and theycan, as you point out in the
book, charge more and people inthis demographic have more money
(07:16):
to spend.
So it just makes sense all theway around for the business and
for the clients.
Vince Gabriele (07:21):
Yeah, and I think, too, it is a fairly new
thing.
I mean, if you think aboutpersonal training and you think
about large group training, it'sbeen around for a decent number
of years, but if you look atwhen small groups started, it's
like you know, two, 2000, late2000,.
(07:42):
2009 is when this thing startedto really kick off.
So sometimes things take timefor people to adapt to changing
ways.
Right, for so many years wejust like one-on-one is the only
way to do personal training.
That was like.
It was like embedded in ourmind that that was it, and so
now I think that more people arestarting to look at this model
(08:04):
and build businesses around it,and I think that what Rick is
doing and the success he'shaving, I think that's going to
be almost like a Roger Bannistersituation, where a lot more
people are going to come out andstart implementing this at
scale for sure yeah, yeah, Iagree.
Jay Croft (08:23):
So let's talk about that model.
In the book you describe whatyou mean when you say small
group as opposed to group orlarge group or or forgive me,
semi-private training.
I know we're not supposed to,it's funny semi-private so I've
been.
Vince Gabriele (08:38):
I've been on tour, if you will, for this uh
air quotes, but for this, forthis book, and so I've been
getting on tons of podcasts andthat is like, if there's one
common question that everyonehas asked me, it's been this
whole.
Why do you hate semi-private somuch?
And it makes the case for youknow, picking a fight and having
an argument right, and so I.
(08:59):
My answer is always 50 of myreasoning is to pick a fight to,
like you know, just throw alittle, you know.
So so throw a little shade, goahead, let's do it, let's do it
right, right, but um, but theother 50 is I never understood
the term, right, I neverunderstood semi-private like
(09:20):
what does that even mean?
And right, donald miller has aquote if, if you confuse, you
lose.
So now we're naming our programwhere we can't even really come
up with what that means.
And now our clients areprobably more confused.
And you're a writer, so youunderstand clarity and you
understand how important it isto be clear.
And I've been reading some ofyour emails and I can see that
(09:41):
in the content that you'reputting out it's clear, it's
concise.
And when your name of yourprogram is semi-private and
people don't have any idea whatit is, and then you have to come
in and explain it to them evenfurther.
You're starting with a lot ofstrands of potential distrust on
them, not understanding it.
So that's why I like it.
(10:03):
Plus, it's like the definitionof semi is half of.
So it's like no, you get halfof this, it's not as good as
this.
So you get half of it.
You get the rest you getleftovers.
Jay Croft (10:13):
Hold on.
I'm going to go be semi withsomeone else for a minute.
Vince Gabriele (10:15):
Yeah, so I think that that's why and again, as I
said, there are some peoplethat call it semi-private, that
are doing great and that aresuccessful.
Jay Croft (10:27):
On this show.
I like to talk about thecommunications and marketing and
content around promotingfitness to this demographic, and
so that's really important.
I get it completely.
When we talk about small grouptraining, we mean three to six
people, right Roughly in thatrange, and we're not talking
about semi-private because thatdoesn't make sense and it's
(10:48):
confusing, and we don't talkabout classes, for some real
reasons that are bigger thanthings that annoy.
Vince Gabriele (10:55):
Vincent.
Jay Croft (10:56):
Right, there are reasons for this.
So tell me about, again, aboutthis model.
If I'm listening to this and Ithink, okay, fine, what's that
mean?
Small group personal training?
Tell me, what is it yeah.
Vince Gabriele (11:08):
So it's comparable to one-on-one right,
where you can think about whatsomeone, what does someone get
in a one-on-one session?
They get guidance from a coach,they get a really good close
communication, they getindividualization, they get
progression.
They get all these things froma one-on-one personal training
(11:31):
session and the goal is thatthey get everything that they
would get in that one-on-onesession, but they do it in a
small group environment with afew other people at a fraction
of the price.
Jay Croft (11:48):
Simple math.
I can charge one client $100 anhour, or I can charge six
clients I don't know $70 an hourand I get a lot more money that
way.
Is that what we're talkingabout, right?
Vince Gabriele (12:00):
Yes, I think notoriously the industry is not
filled with a lot ofmillionaires.
There's not a lot of peoplethat are making a lot of money,
and that's what I wanted tochange, because I do believe a
model like this can provide.
I have several guys in my groupthat are millionaires right now
from this model and not likejust making a million dollars in
(12:23):
revenue legit cash,millionaires from running their
gyms.
Obviously, they've been runningthem for some time, but these
guys are making money and Ibelieve that what we're doing is
really, really important.
Right and that is my life'swork right now is educating gym
owners about business so theycan get better at business, so
(12:45):
they can make more money, sothey can live better lives.
Jay Croft (12:49):
What are the pushbacks from the trainers and
the gym owners who say, man, Idon't want to do that, I want my
one on one?
Vince Gabriele (12:56):
I think that that is a pushback.
It's a definite, legitimatepushback of you know, I don't
want to change and my responseto that is everything changes.
But I believe they did a studya few years ago and the average
gym makes $300,000 a year.
Now, if you take the margins onthat right 20, 30% that's not a
(13:23):
lot of money.
That's not a lot of money forthe amount of risk that people
are putting themselves under.
They're signing leases, they'resigning up to pay people's
mortgages and everything likethat, and when you're strapped
for cash and you're stressedabout money, you help less
(13:43):
people.
And I think more people need toget out of that survival mode
of themselves and get into moreof an abundance mentality and
start making some serious moneyso they can help more people.
Jay Croft (13:55):
Let's talk about age you mentioned in the book 40 to
60.
I primarily write for gyms thatare trying to reach people 50
or over.
You can say 45, you can say 60,or the same kind of idea.
Roughly middle of adulthood,when women are either going
through menopause or about to,or just have, and men are
(14:15):
starting to have that spare tireand retirement is here or
coming really quickly and you'rehaving grandkids, et cetera.
Your whole life changes, yourwhole body changes.
So is there a sweet spot foryou as far as the age goes?
For gyms that might want to trythis?
Vince Gabriele (14:33):
Yeah, I like the sweet spot of 40 to 60.
It does not mean we don't gohigher than that and it does not
mean we don't go lower thanthat 60.
It does not mean we don't gohigher than that and it does not
mean we don't go lower thanthat.
We have people in their 30s inour gym and many of my clients
do as well.
Personally, I think there's acouple of things that make this
(14:55):
40 to 60 market very good.
By 40, a lot of times people aredoing pretty well, and so I
think to support what we weresaying before, from a financial
standpoint, that age group tendsto have the most disposable
income to invest in that.
That's the kind of the startpoint of it.
The second thing that I reallylike is you just kind of
mentioned it at the same timethat all these people's
(15:18):
responsibilities in the worldare increasing.
They're getting more higherprofile jobs, they're increasing
their careers, they're startingmore businesses, they're
raising children, they'reserving their community.
At the same time, all of thatextra things that they need to
do and the extra stress andthat's pressure their body
(15:38):
physiologically is starting tobreak down at the same exact
time.
So here we have.
This conundrum of life demandsmore from me right now, and my
body is not able to handle itfrom a physiological.
This is not just the thing,this is fact.
Muscle this is not like I'm notmaking this up.
You enter the things thatpeople need to do to help
(16:03):
navigate this situation, andthat is eating right and that is
exercising and that is buildingmuscle and strength training
and all of that.
And so what I think this agegroup does, and taking our model
and whatever your model issmall group, large group,
one-on-one.
In this situation it doesn'tmatter.
It's like are we moving ourbodies?
Are we getting stronger?
Are we building strength?
(16:24):
Are we eating good foods anddoing it at the right time in
our lives to help us thriveduring the most important years
of their life?
So that is, I think, why thismarket is so important.
I think it's the most importantmarket.
I really do believe this is themost important market to help.
(16:47):
There's a most on the line forthese people.
Jay Croft (16:51):
Yeah, I agree.
And it's also a huge economicopportunity for gyms to make
money by focusing on people whoare older and have more money
and more time to spend and morecompelling reasons.
So I think we're definitely onthe same page with all of that.
It's just so compelling.
I am talking to a friend of minefrom college who is my age
(17:13):
she's 60, and she recently gotinto fitness for the first time
in her life and got intopowerlifting, which you could
have knocked me over with afeather when she told me that
right, and she said she wasangry because when we were
growing up in the seventies, noone told us about weightlifting
(17:33):
or resistance training orstrength training or whatever
you want to call it.
We saw it on TV every fouryears for the Olympics and when
Arnold Schwarzenegger becamefamous and that was it Nobody
ever said hey, kids, you'regoing to lose muscle when you
start in your 30s and 40s and bythe time you're old, you're
going to be feeble if you don'tbuild some muscle.
We had no idea.
(17:54):
So here she is, 60.
She's had two kids, she'swinding down her career and
she's just now learning this.
I think that's really common.
Vince Gabriele (18:03):
I think kids are growing up, not to say that
they're any healthier, but theyare growing up knowing the
importance of exercise.
You mentioned Arnold.
It was like taboo.
It was like this undergroundtype of thing that no one knew
about.
And now I think fitness is a.
It's a.
It's a multi, multi, you know,billion dollar industry.
(18:24):
That is getting a lot ofattention more and more, and
rightfully so, and I thinkthat's helping all of our cases.
Jay Croft (18:31):
Tell me what are some of the other challenges that
gyms and trainers have inreaching this demographic with
small group training or justperiod to get them active in
this way, and how can weovercome those challenges?
Vince Gabriele (18:47):
I think the challenges are more within than
on the outside.
I really think that obviouslyyou have the normal challenges
of time, right, that's usuallyprobably the biggest one where
people are busy and they don'thave a lot of time and maybe
they don't prioritize getting toa gym or getting to fitness
right, or maybe they feel likethey can do it at home and they
(19:10):
can just ride their peloton bike, you know, a few days a week
and that checks the box of ofexercise.
There's always going to be that.
That's's not going away and, ifanything, that's increasing
with all of the invent of thesevirtual and at-home things like
that.
But I really do believe andyou're an expert in this I
(19:32):
really do believe the barrierlies in what the business owner
is willing to learn.
What the business owner iswilling to learn, and that my
mentor, dan Kennedy, said thatthe number one skill that a
(19:52):
business owner needs to developis the skill of marketing and
the ability to write words thatsell, the ability to create a
message and for that message toget sent to a person and for
that person to be able to raisetheir hand and say I feel like
you were talking to me.
I believe that's the biggestbarrier that people are not
going to learn how to do that.
And if you don't know how to dothat, it's going to be very
(20:13):
hard to continually starting toattract the population that you
want.
No matter what the populationis, you still need to have a
message that intrigues them towant to come to your gym and
unfortunately, you putting asign outside of your gym that
says small group personaltraining is not going to do it.
(20:34):
It's low level marketing.
It's not going to cut it.
And if we want to rise abovethe mediocre things that are
being done to try to attract newcustomers, we have to learn
marketing, at least the basics.
That's kind of the barrier thatgets in the way is the skill
sets that maybe the businessowner isn't willing to learn,
(20:56):
and that's why I created I wroteall the books that I write and
that's why I created the course.
I have a course called the sixweek new client search that
teaches gym owners how to markettheir gym and I know that my
life changed when I learned it.
There was a period of timewhere my life went from good to
great when I learned the skillof marketing and I dedicated an
(21:18):
hour a day.
It's called the marketing powerhour and I dedicated myself an
hour a day to learning thatskill and you know it's been
probably the best decision I'veever made to be able to get good
at that, and so I think whatstands in the way is the ability
or the willingness to learnspecific skills that that
(21:41):
business owner needs to be ableto attract the customers that
they want into their business.
Jay Croft (21:45):
What are the biggest hangups that you see?
I've got a couple things thatalways bug me, but I'm more
curious to know what do you seeas the big mistakes that people
are making and the mistakes that, once you point them out, they
go oh wow, you're right, now Iunderstand, I won't do that
anymore.
Vince Gabriele (22:01):
Yeah.
So I think if I could summarizemarketing in three parts it's
one, target market.
It's two, marketing message,and it's three, the media, the
things you use to get themessage out to the market.
A lot of times people skipright to the media.
They skip to.
(22:21):
I need someone to run aFacebook ad for me.
They fail to have clarity onthe market that they're trying
to get.
They don't know the people wellenough.
I look at every opportunity andevery conversation I have with a
client as an opportunity for meto be getting what I call a PhD
in their lives.
And the better I know the personthat I'm trying to attract, the
(22:44):
better I'm going to be able tocreate things that'll do that.
I mean, if you think aboutcopywriters, you know a
copywriter gets hired to writefor bodybuilding magazine.
He will go and read everybodybuilding magazine he can.
He'll go interview bodybuilders.
He'll go train at abodybuilding gym.
He'll go compete in an amateurcompetition and when he
(23:06):
submerges himself in that worldand in that culture, he knows
the problems, he knows thechallenges, he knows the things
that keep those people up atnight and from that knowledge
he's able to create things thatintrigue people and get people
to want to buy.
So I think the first thing ispeople think that they know the
(23:27):
age of their customer and theyknow where their customer lives,
the demographics andgeographics.
They think that that is enoughand that's just equivalent to
putting the sign out in the yardthat says smoker, personal
training for sale, and what theyreally need is the third level,
and that's the psychographics.
And that's why people buy.
Why are they buying?
(23:47):
What is the challenges they'rehaving?
What is keeping up at night?
What are they passionate about?
and knowing that knowledge abouttheir market is huge and then
the second piece of it is themessage, and this is able to for
you know how do you communicatehow you're different.
There's so many differentoptions out there.
(24:09):
How do you communicate howyou're different?
What are the things that areunique about your business and
the things that you're doing atyour gym different from the guy
down the street?
And I think that having aknowledge and a clarity around
that and knowing what thosethings are and sticking to that
and repeating those things overand over and over again is what
(24:33):
is going to push the message tothat market and connected with
that is the offers that they putout.
Connected with that is what arethe different offers?
What are the things that youwant to try and amp up your
marketing?
Just change a bunch of offersor make an offer every day and
you'll see your marketing takeit to the next level.
(24:54):
So that's the message piece ofit.
So I think what stands in theway is the lack of learning and
education around the market andthe message.
Like I own a marketing agencyand we build websites for people
and we run Facebook ads forpeople and that's fine, you can
have people do that, but as abusiness owner, you still need
to understand this stuff.
Jay Croft (25:13):
And then the third is the media.
Vince Gabriele (25:14):
And the biggest mistake with media is having one
way.
You want to have multiple waysthat you are generating leads,
so one of the biggest things isnot just to rely on one Back in
the day.
I'm sure you remember Grouponand Facebook in 2015, and you
put a piece of dog poop onFacebook and all of a sudden you
(25:35):
get 444 leads at two bucks alead.
It was easy, but that went awayvery quickly, and so I think a
lot of people got hurt becausethey relied on the easy way and
they didn't do anything else,and so I think you need to
protect your business.
It's like an insurance policyfor your business that you need
a good website, you should berunning digital ads, you should
(25:58):
be creating joint ventures, youshould have a referral system,
you should be sending regularemails, like you're doing, and
that's just a reallywell-balanced attack for
marketing.
Jay Croft (26:09):
Hey, I said at the beginning of this that I wanted
to hear about a couple of thestories in the book.
Tell us about Mike and Mike andhow that relates to-.
Vince Gabriele (26:16):
Mike and Mike is sorry, go ahead, yeah, just
your understanding of the powerof this, Sorry go ahead.
Yeah, just your understanding ofthe power of this.
So Mike and Mike are not theirreal names.
When I started my business myfirst year in business I was an
independent contractor and Itrained people in my mom's
basement.
I trained kids at local fields.
I rented space at a local gymand I was like a man possessed
(26:40):
just trying to get a businessstarted gym.
And I was like a man possessedjust trying to get a business
started and my first clientsthat I had were one-on-one adult
clients, one-on-one guys, twoone-on-one clients that were
coming to my mom's basement.
And when I moved to the gym andI signed my first lease, I said
to these guys I was like heyguys, I'm going to a different
model and the model is you'regoing to train with a group.
(27:01):
And they were like what?
I'll train anybody else?
I don't want to train anybody.
This was like you know this is2007 when a small group was like
no one even heard of it.
So like the thought of trainingwith someone else was like
weird.
And I told them and they kindof understood.
I explained it to them.
They're business guys.
So they kind understood what Iwas doing and I remember the
night before I didn't sleepbecause they were all like
(27:22):
hemming and hawing about it andthe first session they didn't
say a word to each other.
It was just so awkward.
I was trying to train these twoguys together and introduce
them and trying to make smalltalk and they didn't even look
at each other Second session notmuch better.
But then the third session theystarted busting each other's
chops a little bit.
And then the fourth session wehad them do this exercise called
(27:44):
dirty dogs, where you go on allfours and you bring your leg
out to the side and it's like ahip activation type of drill and
they would always like bust oneach other about that you know
drill and they would look stupid.
You know, you look like a dogbeing on fire hydrant right and
one of the guys was like makingfun of the other guy when he was
doing it and then went down andtackled him on the floor and
(28:07):
started humping him like a dogyeah like, while, while he was
on the floor, and then they bothrolled over on the ground and
were hysterically laughing and Iwas just like, I like took a
breath and I was just like, okayyeah we're okay, this is going
to work, because I didn't wantto.
I had just gotten done spendingthe last six years of my life
(28:27):
doing one-on-one session afterone-on-one session after
one-on-one session 40, 50, 60hours a week of one-on-ones and
I was burnt toast and I didn'twant to do it and I wanted to
make money and I knew that thiswas the way to get there, but I
didn't know how to do it becauseI had never done it before.
And that was the moment of likeokay, this is going to work,
(28:48):
this can work.
And so, yeah, you're going tohave people with different
personalities.
And it's not about finding theright groups of people and
putting them together.
That's a recipe for disaster.
You put on the calendar, youhave six spots or four spots or
whatever spots, and you funnelpeople in within your market
(29:08):
that 40 to 60 range or whateveryour market is, and the better
you do at marketing.
I was on a podcast the otherday, jay, and they asked me this
question is like how do youdeal with the varying degrees of
people and how people can be sodifferent and how it's so hard
to train different types ofpeople in the same session.
And I said that one of the mostimportant things you can do is
good marketing, because if youdo good marketing, what you're
(29:30):
going to do is you're going toattract those types of people
into your business.
So you shouldn't have thesevery, very large varying degrees
.
Yeah, training an 85 year oldwoman that barely can walk and a
35-year-old dude, that's a stud.
That is difficult, but traininga 45-year-old woman and a
(29:50):
55-year-old woman that is notvery hard.
You can go back and forth withthat.
You do goblet squat, you dobodyweight squat, you do
kettlebell swings, you dokettlebell deadlifts, and so we
can make it an individualizedsituation if we do a good job
with the marketing.
Jay Croft (30:06):
So that story with Mike and Mike was 17 years ago.
They became long-term customers.
You built your name andbusiness on small group personal
training.
And they're still buddies Stillbuddies today.
And here we are with your bookbuddies, still buddies today.
And here we are with your bookthe ultimate guide to small
group personal training,subtitle how to make millions
(30:28):
with small group personaltraining.
So tell the folks where theycan get this book and learn more
about you if they want to do soI would love for everyone to
get a free copy of the book afree copy free copy of the book
because I want people to read it.
I'm giving it to your audienceand everyone else's audience um
(30:51):
for free and it's just smallgroup personal trainingcom
personal trainingcom, and ifthey want to be in touch with
you or learn more about yourother services, my my website is
just VinceGabrielcom.
Okay, I'll put both of those inthe show notes.
Well, it's an easy quick read.
It's very action-oriented, gota lot of good stories in there
(31:15):
and it's a pleasure to read.
And it's been a pleasuretalking to you.
Thanks for joining me today.
Vince Gabriele (31:21):
Thank you, jay, thanks for having me.
Jay Croft (31:22):
Thank you, jay.
Thanks for having me All rightTalk soon, bye, bye.
Speaker 3 (31:25):
Thank you for listening to Optimal Aging.
I hope you enjoyed it and Ihope you'll subscribe, tell a
friend and write a review.
All of that helps me grow myaudience.
You can learn more about me andmy content business at
primefitcontentcom.
You can send me an email at jayat primefitcontentcom.
(31:46):
That's jay atprimefitcontentcom.
I'm also on Facebook, linkedinand Instagram, so you can find
me anywhere you like and be intouch.
And again, thanks for listening.
Join me next time.
You know, traditionally the phrase
personal training meantone-on-one, individual training
between a client and the trainer.
Right In recent years, there'sa win-win twist that's becoming
more popular at gyms and studioseverywhere.
It means lower costs for theconsumer and more revenue for
(00:20):
the trainer.
That's small group personaltraining.
You might offer small grouppersonal training at your gym or
studio, or maybe you've heardof it and have questions about
the business model and marketingthe concept to your community.
If you focus primarily on olderclients, say 40 or 50 and up,
(00:41):
then you might even have otherquestions about selling small
group personal training to thisdemographic.
Well, these questions and moreare at the heart of our show
today.
Welcome to Optimal Aging, thepodcast for people in fitness,
health and well-being who wantto grow their businesses with
more clients over 50.
I'm your host, jay Croft, ofPrimeFit Content, which provides
(01:05):
premium marketing materials tohelp you do just that.
And my guest today is someoneI've been happy to get to know
recently.
He's an expert on fitnessmarketing.
It's Vince Gabriel, asuccessful gym owner turned Fit
Biz coach, author, podcaster andspeaker.
He's also the owner of his ownmarketing agency called Kiss
(01:27):
Marketing.
Vince's latest book is calledthe Ultimate Guide to Small
Group Personal Training how toMake Millions with Small Group
Personal Training.
It's a fast, easy readdeliberately not a textbook with
good stories and practicaladvice about implementing small
group personal training in yourbusiness and some of the
particular benefits of offeringit to people who are, in the
(01:49):
quote unquote older demographic,and at the end of our
conversation he's going to sharehow you can get a free copy of
the book.
I love Vince's approach and hismessage and I hope you enjoy
our conversation as much as Idid here.
It is Vince, hi, nice to seeyou today.
Vince Gabriele (02:06):
Jay, thanks so much for having me.
Jay Croft (02:09):
It's my pleasure.
I've been wanting to meet youfor a long time.
I know a lot of people whospeak very highly of you, and so
it's nice to get acquainted.
Vince Gabriele (02:17):
No, I've been excited about this interview and
I'm a fan of your podcast andI've recommended it, as I said
in our prior conversation, toseveral of the Mastermind
members to start listening tothe stuff you're putting out.
So keep up the good work.
Jay Croft (02:31):
Well, thank you, I appreciate that, and congrats on
the book we're going to dive inand we're going to talk about
the Ultimate Guide to SmallGroup Personal Training, which
is Vince's latest book, andsmall group training is a really
great topic for when talkingabout fitness for people who are
a little older than the normaldemographic that fitness usually
focuses on, and you also havesome great stories in the book
(02:52):
that I want to ask you to share.
So you have been in this gamefor a while, and in your gym and
at your marketing company, andyou've been a leader in small
group training even before itstarted taking off as much as it
has been recently.
So tell me, why now have youwritten a book about it and why
now do you think it seems to beat least really taking off
(03:16):
exponentially?
Or correct me if I'm wrong,maybe it's not.
Vince Gabriele (03:20):
Yeah, there's a couple of reasons.
I think one of the first reasonsis there was only one other
book written on small grouptraining and I took a look at it
and it was almost like atextbook-based book that it
lacked the personal experienceof hey, here's how this works,
(03:49):
here's how this evolves, here'swhat you may need to change over
time and here's how it's worked, after thousands and thousands
and thousands of sessions ofsmoke group training.
And so that didn't exist, and soI decided to write the book and
really, like most of my otherbooks the ultimate guide to
(04:14):
marketing your gym and sales itreally was like a diary of what
has worked for in my business,and now I've had the opportunity
to, so I've been now coachingother gym owners since 2017.
And so, whereas my first bookswas really based around Gabriel
Fitness and the success I hadwith my gym, my newest books,
(04:38):
and especially this one, there'sall kinds of stories that come
from the clients that I'vehelped.
So the people that I've helpedgo from one-on-one to small
group, the people that haveraised their prices on their
members A lot of the storiesthroughout the book are not just
my experience, but theexperience my clients have had
(05:02):
based on the advice that I gavethem, and so I wanted to to
write this book with that inmind.
With this is not just my waywith the Gabriel Fitness model
of small group training, this isthe way of how I'm helping
hundreds of people implementthis model inside their
(05:22):
businesses and, at the same sametime, make a lot of money doing
it.
Jay Croft (05:26):
Am I right in thinking and feeling that small
group training is on the rise,or is that just a misperception?
I've been in this for a fewyears, but not as long as you
and it seems like maybe in theparticularly with the over 50
market that I focus on, it has alot of traction.
So give me some perspective onwhere we are and the momentum of
(05:47):
small group training.
Vince Gabriele (05:49):
I think it is on the rise.
When I started, I was one ofthe very few people doing it and
I've had some great pioneersthat came before me that taught
me the model one being TomPlummer, the other being Rick
Mayo, who I know you interviewedon this podcast is actually
where I originally heard aboutyour podcast was from Rick's
interview and the third beingthe Alan and Rachel Cosgrove,
(06:12):
who have done a great job ofteaching this model.
at the amount of franchises thathave the large group aspect,
how many there are, how manyOrange Theories and Barry's Boot
(06:37):
Camps and F45s right and let'slook at all of the chains and
franchises and the people thathave taken this concept and idea
and then scaled it, how manylarge group are there?
And then compare that withsmall, small group.
This model it's almost none,and so I do believe that
obviously Rick is the one.
Tell me another one.
Jay Croft (06:55):
Well, I don't know of any other franchise systems,
but a lot of my clients who aremom and pop gyms have small
group training.
They find it particularlyeffective for women who are a
little bit older because theyhave that accountability and
that friendly support and theycan, as you point out in the
book, charge more and people inthis demographic have more money
(07:16):
to spend.
So it just makes sense all theway around for the business and
for the clients.
Vince Gabriele (07:21):
Yeah, and I think, too, it is a fairly new
thing.
I mean, if you think aboutpersonal training and you think
about large group training, it'sbeen around for a decent number
of years, but if you look atwhen small groups started, it's
like you know, two, 2000, late2000,.
(07:42):
2009 is when this thing startedto really kick off.
So sometimes things take timefor people to adapt to changing
ways.
Right, for so many years wejust like one-on-one is the only
way to do personal training.
That was like.
It was like embedded in ourmind that that was it, and so
now I think that more people arestarting to look at this model
(08:04):
and build businesses around it,and I think that what Rick is
doing and the success he'shaving, I think that's going to
be almost like a Roger Bannistersituation, where a lot more
people are going to come out andstart implementing this at
scale for sure yeah, yeah, Iagree.
Jay Croft (08:23):
So let's talk about that model.
In the book you describe whatyou mean when you say small
group as opposed to group orlarge group or or forgive me,
semi-private training.
I know we're not supposed to,it's funny semi-private so I've
been.
Vince Gabriele (08:38):
I've been on tour, if you will, for this uh
air quotes, but for this, forthis book, and so I've been
getting on tons of podcasts andthat is like, if there's one
common question that everyonehas asked me, it's been this
whole.
Why do you hate semi-private somuch?
And it makes the case for youknow, picking a fight and having
an argument right, and so I.
(08:59):
My answer is always 50 of myreasoning is to pick a fight to,
like you know, just throw alittle, you know.
So so throw a little shade, goahead, let's do it, let's do it
right, right, but um, but theother 50 is I never understood
the term, right, I neverunderstood semi-private like
(09:20):
what does that even mean?
And right, donald miller has aquote if, if you confuse, you
lose.
So now we're naming our programwhere we can't even really come
up with what that means.
And now our clients areprobably more confused.
And you're a writer, so youunderstand clarity and you
understand how important it isto be clear.
And I've been reading some ofyour emails and I can see that
(09:41):
in the content that you'reputting out it's clear, it's
concise.
And when your name of yourprogram is semi-private and
people don't have any idea whatit is, and then you have to come
in and explain it to them evenfurther.
You're starting with a lot ofstrands of potential distrust on
them, not understanding it.
So that's why I like it.
(10:03):
Plus, it's like the definitionof semi is half of.
So it's like no, you get halfof this, it's not as good as
this.
So you get half of it.
You get the rest you getleftovers.
Jay Croft (10:13):
Hold on.
I'm going to go be semi withsomeone else for a minute.
Vince Gabriele (10:15):
Yeah, so I think that that's why and again, as I
said, there are some peoplethat call it semi-private, that
are doing great and that aresuccessful.
Jay Croft (10:27):
On this show.
I like to talk about thecommunications and marketing and
content around promotingfitness to this demographic, and
so that's really important.
I get it completely.
When we talk about small grouptraining, we mean three to six
people, right Roughly in thatrange, and we're not talking
about semi-private because thatdoesn't make sense and it's
(10:48):
confusing, and we don't talkabout classes, for some real
reasons that are bigger thanthings that annoy.
Vince Gabriele (10:55):
Vincent.
Jay Croft (10:56):
Right, there are reasons for this.
So tell me about, again, aboutthis model.
If I'm listening to this and Ithink, okay, fine, what's that
mean?
Small group personal training?
Tell me, what is it yeah.
Vince Gabriele (11:08):
So it's comparable to one-on-one right,
where you can think about whatsomeone, what does someone get
in a one-on-one session?
They get guidance from a coach,they get a really good close
communication, they getindividualization, they get
progression.
They get all these things froma one-on-one personal training
(11:31):
session and the goal is thatthey get everything that they
would get in that one-on-onesession, but they do it in a
small group environment with afew other people at a fraction
of the price.
Jay Croft (11:48):
Simple math.
I can charge one client $100 anhour, or I can charge six
clients I don't know $70 an hourand I get a lot more money that
way.
Is that what we're talkingabout, right?
Vince Gabriele (12:00):
Yes, I think notoriously the industry is not
filled with a lot ofmillionaires.
There's not a lot of peoplethat are making a lot of money,
and that's what I wanted tochange, because I do believe a
model like this can provide.
I have several guys in my groupthat are millionaires right now
from this model and not likejust making a million dollars in
(12:23):
revenue legit cash,millionaires from running their
gyms.
Obviously, they've been runningthem for some time, but these
guys are making money and Ibelieve that what we're doing is
really, really important.
Right and that is my life'swork right now is educating gym
owners about business so theycan get better at business, so
(12:45):
they can make more money, sothey can live better lives.
Jay Croft (12:49):
What are the pushbacks from the trainers and
the gym owners who say, man, Idon't want to do that, I want my
one on one?
Vince Gabriele (12:56):
I think that that is a pushback.
It's a definite, legitimatepushback of you know, I don't
want to change and my responseto that is everything changes.
But I believe they did a studya few years ago and the average
gym makes $300,000 a year.
Now, if you take the margins onthat right 20, 30% that's not a
(13:23):
lot of money.
That's not a lot of money forthe amount of risk that people
are putting themselves under.
They're signing leases, they'resigning up to pay people's
mortgages and everything likethat, and when you're strapped
for cash and you're stressedabout money, you help less
(13:43):
people.
And I think more people need toget out of that survival mode
of themselves and get into moreof an abundance mentality and
start making some serious moneyso they can help more people.
Jay Croft (13:55):
Let's talk about age you mentioned in the book 40 to
60.
I primarily write for gyms thatare trying to reach people 50
or over.
You can say 45, you can say 60,or the same kind of idea.
Roughly middle of adulthood,when women are either going
through menopause or about to,or just have, and men are
(14:15):
starting to have that spare tireand retirement is here or
coming really quickly and you'rehaving grandkids, et cetera.
Your whole life changes, yourwhole body changes.
So is there a sweet spot foryou as far as the age goes?
For gyms that might want to trythis?
Vince Gabriele (14:33):
Yeah, I like the sweet spot of 40 to 60.
It does not mean we don't gohigher than that and it does not
mean we don't go lower thanthat 60.
It does not mean we don't gohigher than that and it does not
mean we don't go lower thanthat.
We have people in their 30s inour gym and many of my clients
do as well.
Personally, I think there's acouple of things that make this
(14:55):
40 to 60 market very good.
By 40, a lot of times people aredoing pretty well, and so I
think to support what we weresaying before, from a financial
standpoint, that age group tendsto have the most disposable
income to invest in that.
That's the kind of the startpoint of it.
The second thing that I reallylike is you just kind of
mentioned it at the same timethat all these people's
(15:18):
responsibilities in the worldare increasing.
They're getting more higherprofile jobs, they're increasing
their careers, they're startingmore businesses, they're
raising children, they'reserving their community.
At the same time, all of thatextra things that they need to
do and the extra stress andthat's pressure their body
(15:38):
physiologically is starting tobreak down at the same exact
time.
So here we have.
This conundrum of life demandsmore from me right now, and my
body is not able to handle itfrom a physiological.
This is not just the thing,this is fact.
Muscle this is not like I'm notmaking this up.
You enter the things thatpeople need to do to help
(16:03):
navigate this situation, andthat is eating right and that is
exercising and that is buildingmuscle and strength training
and all of that.
And so what I think this agegroup does, and taking our model
and whatever your model issmall group, large group,
one-on-one.
In this situation it doesn'tmatter.
It's like are we moving ourbodies?
Are we getting stronger?
Are we building strength?
(16:24):
Are we eating good foods anddoing it at the right time in
our lives to help us thriveduring the most important years
of their life?
So that is, I think, why thismarket is so important.
I think it's the most importantmarket.
I really do believe this is themost important market to help.
(16:47):
There's a most on the line forthese people.
Jay Croft (16:51):
Yeah, I agree.
And it's also a huge economicopportunity for gyms to make
money by focusing on people whoare older and have more money
and more time to spend and morecompelling reasons.
So I think we're definitely onthe same page with all of that.
It's just so compelling.
I am talking to a friend of minefrom college who is my age
(17:13):
she's 60, and she recently gotinto fitness for the first time
in her life and got intopowerlifting, which you could
have knocked me over with afeather when she told me that
right, and she said she wasangry because when we were
growing up in the seventies, noone told us about weightlifting
(17:33):
or resistance training orstrength training or whatever
you want to call it.
We saw it on TV every fouryears for the Olympics and when
Arnold Schwarzenegger becamefamous and that was it Nobody
ever said hey, kids, you'regoing to lose muscle when you
start in your 30s and 40s and bythe time you're old, you're
going to be feeble if you don'tbuild some muscle.
We had no idea.
(17:54):
So here she is, 60.
She's had two kids, she'swinding down her career and
she's just now learning this.
I think that's really common.
Vince Gabriele (18:03):
I think kids are growing up, not to say that
they're any healthier, but theyare growing up knowing the
importance of exercise.
You mentioned Arnold.
It was like taboo.
It was like this undergroundtype of thing that no one knew
about.
And now I think fitness is a.
It's a.
It's a multi, multi, you know,billion dollar industry.
(18:24):
That is getting a lot ofattention more and more, and
rightfully so, and I thinkthat's helping all of our cases.
Jay Croft (18:31):
Tell me what are some of the other challenges that
gyms and trainers have inreaching this demographic with
small group training or justperiod to get them active in
this way, and how can weovercome those challenges?
Vince Gabriele (18:47):
I think the challenges are more within than
on the outside.
I really think that obviouslyyou have the normal challenges
of time, right, that's usuallyprobably the biggest one where
people are busy and they don'thave a lot of time and maybe
they don't prioritize getting toa gym or getting to fitness
right, or maybe they feel likethey can do it at home and they
(19:10):
can just ride their peloton bike, you know, a few days a week
and that checks the box of ofexercise.
There's always going to be that.
That's's not going away and, ifanything, that's increasing
with all of the invent of thesevirtual and at-home things like
that.
But I really do believe andyou're an expert in this I
(19:32):
really do believe the barrierlies in what the business owner
is willing to learn.
What the business owner iswilling to learn, and that my
mentor, dan Kennedy, said thatthe number one skill that a
(19:52):
business owner needs to developis the skill of marketing and
the ability to write words thatsell, the ability to create a
message and for that message toget sent to a person and for
that person to be able to raisetheir hand and say I feel like
you were talking to me.
I believe that's the biggestbarrier that people are not
going to learn how to do that.
And if you don't know how to dothat, it's going to be very
(20:13):
hard to continually starting toattract the population that you
want.
No matter what the populationis, you still need to have a
message that intrigues them towant to come to your gym and
unfortunately, you putting asign outside of your gym that
says small group personaltraining is not going to do it.
(20:34):
It's low level marketing.
It's not going to cut it.
And if we want to rise abovethe mediocre things that are
being done to try to attract newcustomers, we have to learn
marketing, at least the basics.
That's kind of the barrier thatgets in the way is the skill
sets that maybe the businessowner isn't willing to learn,
(20:56):
and that's why I created I wroteall the books that I write and
that's why I created the course.
I have a course called the sixweek new client search that
teaches gym owners how to markettheir gym and I know that my
life changed when I learned it.
There was a period of timewhere my life went from good to
great when I learned the skillof marketing and I dedicated an
(21:18):
hour a day.
It's called the marketing powerhour and I dedicated myself an
hour a day to learning thatskill and you know it's been
probably the best decision I'veever made to be able to get good
at that, and so I think whatstands in the way is the ability
or the willingness to learnspecific skills that that
(21:41):
business owner needs to be ableto attract the customers that
they want into their business.
Jay Croft (21:45):
What are the biggest hangups that you see?
I've got a couple things thatalways bug me, but I'm more
curious to know what do you seeas the big mistakes that people
are making and the mistakes that, once you point them out, they
go oh wow, you're right, now Iunderstand, I won't do that
anymore.
Vince Gabriele (22:01):
Yeah.
So I think if I could summarizemarketing in three parts it's
one, target market.
It's two, marketing message,and it's three, the media, the
things you use to get themessage out to the market.
A lot of times people skipright to the media.
They skip to.
(22:21):
I need someone to run aFacebook ad for me.
They fail to have clarity onthe market that they're trying
to get.
They don't know the people wellenough.
I look at every opportunity andevery conversation I have with a
client as an opportunity for meto be getting what I call a PhD
in their lives.
And the better I know the personthat I'm trying to attract, the
(22:44):
better I'm going to be able tocreate things that'll do that.
I mean, if you think aboutcopywriters, you know a
copywriter gets hired to writefor bodybuilding magazine.
He will go and read everybodybuilding magazine he can.
He'll go interview bodybuilders.
He'll go train at abodybuilding gym.
He'll go compete in an amateurcompetition and when he
(23:06):
submerges himself in that worldand in that culture, he knows
the problems, he knows thechallenges, he knows the things
that keep those people up atnight and from that knowledge
he's able to create things thatintrigue people and get people
to want to buy.
So I think the first thing ispeople think that they know the
(23:27):
age of their customer and theyknow where their customer lives,
the demographics andgeographics.
They think that that is enoughand that's just equivalent to
putting the sign out in the yardthat says smoker, personal
training for sale, and what theyreally need is the third level,
and that's the psychographics.
And that's why people buy.
Why are they buying?
(23:47):
What is the challenges they'rehaving?
What is keeping up at night?
What are they passionate about?
and knowing that knowledge abouttheir market is huge and then
the second piece of it is themessage, and this is able to for
you know how do you communicatehow you're different.
There's so many differentoptions out there.
(24:09):
How do you communicate howyou're different?
What are the things that areunique about your business and
the things that you're doing atyour gym different from the guy
down the street?
And I think that having aknowledge and a clarity around
that and knowing what thosethings are and sticking to that
and repeating those things overand over and over again is what
(24:33):
is going to push the message tothat market and connected with
that is the offers that they putout.
Connected with that is what arethe different offers?
What are the things that youwant to try and amp up your
marketing?
Just change a bunch of offersor make an offer every day and
you'll see your marketing takeit to the next level.
(24:54):
So that's the message piece ofit.
So I think what stands in theway is the lack of learning and
education around the market andthe message.
Like I own a marketing agencyand we build websites for people
and we run Facebook ads forpeople and that's fine, you can
have people do that, but as abusiness owner, you still need
to understand this stuff.
Jay Croft (25:13):
And then the third is the media.
Vince Gabriele (25:14):
And the biggest mistake with media is having one
way.
You want to have multiple waysthat you are generating leads,
so one of the biggest things isnot just to rely on one Back in
the day.
I'm sure you remember Grouponand Facebook in 2015, and you
put a piece of dog poop onFacebook and all of a sudden you
(25:35):
get 444 leads at two bucks alead.
It was easy, but that went awayvery quickly, and so I think a
lot of people got hurt becausethey relied on the easy way and
they didn't do anything else,and so I think you need to
protect your business.
It's like an insurance policyfor your business that you need
a good website, you should berunning digital ads, you should
(25:58):
be creating joint ventures, youshould have a referral system,
you should be sending regularemails, like you're doing, and
that's just a reallywell-balanced attack for
marketing.
Jay Croft (26:09):
Hey, I said at the beginning of this that I wanted
to hear about a couple of thestories in the book.
Tell us about Mike and Mike andhow that relates to-.
Vince Gabriele (26:16):
Mike and Mike is sorry, go ahead, yeah, just
your understanding of the powerof this, Sorry go ahead.
Yeah, just your understanding ofthe power of this.
So Mike and Mike are not theirreal names.
When I started my business myfirst year in business I was an
independent contractor and Itrained people in my mom's
basement.
I trained kids at local fields.
I rented space at a local gymand I was like a man possessed
(26:40):
just trying to get a businessstarted gym.
And I was like a man possessedjust trying to get a business
started and my first clientsthat I had were one-on-one adult
clients, one-on-one guys, twoone-on-one clients that were
coming to my mom's basement.
And when I moved to the gym andI signed my first lease, I said
to these guys I was like heyguys, I'm going to a different
model and the model is you'regoing to train with a group.
(27:01):
And they were like what?
I'll train anybody else?
I don't want to train anybody.
This was like you know this is2007 when a small group was like
no one even heard of it.
So like the thought of trainingwith someone else was like
weird.
And I told them and they kindof understood.
I explained it to them.
They're business guys.
So they kind understood what Iwas doing and I remember the
night before I didn't sleepbecause they were all like
(27:22):
hemming and hawing about it andthe first session they didn't
say a word to each other.
It was just so awkward.
I was trying to train these twoguys together and introduce
them and trying to make smalltalk and they didn't even look
at each other Second session notmuch better.
But then the third session theystarted busting each other's
chops a little bit.
And then the fourth session wehad them do this exercise called
(27:44):
dirty dogs, where you go on allfours and you bring your leg
out to the side and it's like ahip activation type of drill and
they would always like bust oneach other about that you know
drill and they would look stupid.
You know, you look like a dogbeing on fire hydrant right and
one of the guys was like makingfun of the other guy when he was
doing it and then went down andtackled him on the floor and
(28:07):
started humping him like a dogyeah like, while, while he was
on the floor, and then they bothrolled over on the ground and
were hysterically laughing and Iwas just like, I like took a
breath and I was just like, okayyeah we're okay, this is going
to work, because I didn't wantto.
I had just gotten done spendingthe last six years of my life
(28:27):
doing one-on-one session afterone-on-one session after
one-on-one session 40, 50, 60hours a week of one-on-ones and
I was burnt toast and I didn'twant to do it and I wanted to
make money and I knew that thiswas the way to get there, but I
didn't know how to do it becauseI had never done it before.
And that was the moment of likeokay, this is going to work,
(28:48):
this can work.
And so, yeah, you're going tohave people with different
personalities.
And it's not about finding theright groups of people and
putting them together.
That's a recipe for disaster.
You put on the calendar, youhave six spots or four spots or
whatever spots, and you funnelpeople in within your market
(29:08):
that 40 to 60 range or whateveryour market is, and the better
you do at marketing.
I was on a podcast the otherday, jay, and they asked me this
question is like how do youdeal with the varying degrees of
people and how people can be sodifferent and how it's so hard
to train different types ofpeople in the same session.
And I said that one of the mostimportant things you can do is
good marketing, because if youdo good marketing, what you're
(29:30):
going to do is you're going toattract those types of people
into your business.
So you shouldn't have thesevery, very large varying degrees
.
Yeah, training an 85 year oldwoman that barely can walk and a
35-year-old dude, that's a stud.
That is difficult, but traininga 45-year-old woman and a
(29:50):
55-year-old woman that is notvery hard.
You can go back and forth withthat.
You do goblet squat, you dobodyweight squat, you do
kettlebell swings, you dokettlebell deadlifts, and so we
can make it an individualizedsituation if we do a good job
with the marketing.
Jay Croft (30:06):
So that story with Mike and Mike was 17 years ago.
They became long-term customers.
You built your name andbusiness on small group personal
training.
And they're still buddies Stillbuddies today.
And here we are with your bookbuddies, still buddies today.
And here we are with your bookthe ultimate guide to small
group personal training,subtitle how to make millions
(30:28):
with small group personaltraining.
So tell the folks where theycan get this book and learn more
about you if they want to do soI would love for everyone to
get a free copy of the book afree copy free copy of the book
because I want people to read it.
I'm giving it to your audienceand everyone else's audience um
(30:51):
for free and it's just smallgroup personal trainingcom
personal trainingcom, and ifthey want to be in touch with
you or learn more about yourother services, my my website is
just VinceGabrielcom.
Okay, I'll put both of those inthe show notes.
Well, it's an easy quick read.
It's very action-oriented, gota lot of good stories in there
(31:15):
and it's a pleasure to read.
And it's been a pleasuretalking to you.
Thanks for joining me today.
Vince Gabriele (31:21):
Thank you, jay, thanks for having me.
Jay Croft (31:22):
Thank you, jay.
Thanks for having me All rightTalk soon, bye, bye.
Speaker 3 (31:25):
Thank you for listening to Optimal Aging.
I hope you enjoyed it and Ihope you'll subscribe, tell a
friend and write a review.
All of that helps me grow myaudience.
You can learn more about me andmy content business at
primefitcontentcom.
You can send me an email at jayat primefitcontentcom.
(31:46):
That's jay atprimefitcontentcom.
I'm also on Facebook, linkedinand Instagram, so you can find
me anywhere you like and be intouch.
And again, thanks for listening.
Join me next time.
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