Personal Fitness Professional - June/July 2009 - (Page 25)

[THE B A L A N C I N G BY KELLI CALABRESE Discovery Day Many franchisors offer a Discovery Day at their corporate headquarters. is is a regularly scheduled tour that is designed to review the franchise opportunity in person. And despite the travel costs, it is a recommended expense. Discovery Day allows prospects to talk with the franchisor’s executives, view the resources that are available to support the franchise network, visit a location and study the business from the top level down. Plus, these trips are not just for investigating who is going to help you open your franchise and walk you through training towards your opening day. Discovery Day is a way to see what is provided to every franchisee year-round, rookies and veterans alike. Visit a Franchise Location ere is nothing more revealing than spending time at a real franchised location to understand what it is really like to own and operate that franchise. If you have a location nearby or you can travel to a location, it’s wise to spend time at that place of business to see the intricacies of how the business operates, how its staff interacts with customers, how the franchise makes money and if it is a place you’re still attracted to for yourself. Potential franchisees might think they understand a business because they’ve frequented that business or one like it. But it is different to spend some quality time at an operation. Is it a busy place? If so, why? If not, why not? Are there peak times for the business? Are there down times for the business? How is the staff organized? Who does what? What you read about the franchise opportunity needs to be supported by what you see at the grassroots level. Here is your chance to study the opportunity up close. Talk to Franchisees When you are awarded a franchise, you are initiated into a unique club of many peer franchise owners, and you begin a journey they have experienced for themselves. So consider existing franchisees a great wealth of information for the business you are evaluating. You will want to talk to other franchisees in the business. How long have they owned the business? Why did they buy it? What has been the biggest surprise? What has been the hardest lesson? How was their return on investment? What do they think about the support they get from the franchisor? Would they do it again if they had to do it over? What would they change if they did? en talk to somebody who didn’t renew his or her franchise agreement. is information can be found in the FDD. Why did they leave the franchise? Would they say they failed at the business? What would have made them more successful? Who did they admire among their franchise peers when they were part of the network? Lastly, if this investment has long-term implications for you as a road to retirement, talk to somebody who has successfully sold his or her franchise and considered it a good investment. Again, look to the FDD for this information. When did they decide they were ready to retire? What was the process like for selling a franchise or multiple locations? How far in advance did they plan their exit strategy? How was it different to sell a franchise versus an independent brand-name business? Scott Wendrych is the chief sales and marketing officer for Fitness Together Franchise Corporation ( He is also the president of elements therapeutic massage, inc. G ACT] TIME TO HIRE A COACH A nyone can earn money when things are flourishing. It’s when you get pushed out of the nest that you will either stretch your wings and soar or crash on the rocks below. You need to get up and take action. e definition of insanity is doing the same thing and expecting a different result. Your only chance of success is you… well, you and an outstanding coach! You might be saying, “Kelli, are you kidding me? I can’t afford a coach. I’m just making it paycheck to paycheck.” But here are two things I know: Profit is the reward for risk, and the time to make money is when everyone else is curled up in the fetal position. So when does a coach make sense? When the outcome is important to you; when you want or need to shorten the learning curve; when a fresh approach is called for; and/or when you want to accelerate your results and enjoy the process. You could achieve a healthy and prosperous balance in your training career by yourself, but how many weeks, months and years would it take you, would you be at your peak potential, and what is the opportunity cost? e Law of Marginal Return says that the one little bit of extra effort or preparation that puts you over the top pays a huge dividend relative to the time or effort spent. Hiring a coach is often a great way to not only get a marginal return but a magnificent one! Another important benefit of having a coach is accountability. Most people look for the path of least resistance. Getting those marginal returns requires us to start a little sooner, work a little longer, think a little harder or accept a little more discomfort than the next trainer. at is so much easier when you are accountable to a coach who is guiding you. Personally, I have had many coaches: cycling coaches, personal trainers, financial coaches and business coaches. Some I paid $2,000 a day to learn about life management. In every case, the potential could have been either damaging or very lucrative. I took the risk of time and resources because I wanted to get better. For the past seven years, I have been a coaching student of Phil Kaplan and have not only seen exponential growth in my career and lifestyle but have had the pleasure of personally meeting other trainers who are now living in an entirely new world because of the coaching Phil offered. As personal fitness professionals, it is hypocritical of us to think we could not find value in a coach — because we are coaches. I suggest you find the area of your life that is the most lacking and hire the best coach you can afford. e time is now! Kelli Calabrese ( is the Master Coach for Phil Kaplan’s Personal Training, e Prosperity Formula and Phil Kaplan’s Be Better Project, an eight-month coaching curriculum for the top two percent of coaches. She is also the co-author of e Adventure Boot Camp Cook Book — Eating for a Lean Body. JUNE JULY2009 WWW.FIT PRO.COM

Table of Contents for the Digital Edition of Personal Fitness Professional - June/July 2009

Personal Fitness Professional - June/July 2009
Letter From the Editor, Writers
First-Class Management
Product Profile
You Are at Risk
Nutrition Solutions
How to Handle Health Insurance
How Much Should I Charge My Clients
Twitter This, Facebook That
Young at Heart
Be Better
Hungry for a Franchise?
The Balancing Act
Exercise Spotlight
Journey to Success
New on the Market
[Facebook] PFP Fan Page: Sneak Peek
Fitness Marketing Makeover
Effective Sports Camps

Personal Fitness Professional - June/July 2009