This is a question that you will encounter often in your discussions with fitness business owners regarding the Team JP Wellness Partners Opportunity. This brings about a fundamentally important part of what we do and ties directly back to the earlier issue of this BDM Team training series where I spoke about our Vision, Mission, and Core Value Proposition. As a re¬minder our Core Value Proposition:
“To assist as many fitness professionals as possible to enjoy more income and a better lifestyle for the amazing contribution they make to society”
There is a single underlying thought that must pervade your thinking at all times if you want a successful Juice PLUS+® business:
“how can I add value to the person that is joining with me in this business?”
The entire core concept of implementing Juice PLUS+® within a fitness centre is not what this will mean for you, but rather:
- how you can add value to fitness business owners
- how you can help them to add a secondary profit centre into their business
- how you can help them and their team to create an additional passive income, and
- how you can make a positive difference to their business not only in terms of cash flow, but also in teaching, training, and developing their trainers to add value to their business rather than just being employed to fulfil a role.
When your mindset is focused on these elements then and only then will you begin to really see the true value of what we are doing when we are registering a new fitness business with us.
The most common mistake I witness every single day is that people are operating completely the wrong way around - they register a new franchisee and their thoughts are always about what this new person is going to deliver to them. That thinking is naive, and just plain wrong.
Don’t believe me? Take a look through your existing business team and find the % of new people that have just built this business on their own, creating a massive income for you, and adding value to you immediately.
The truth of the matter is that each new person you bring into your business team requires a strong focus and commitment from you before they are ever go¬ing to be an asset in your business team. If you are not prepared to be a strong leader/teacher/trainer, to provide support to them and their team (which after all is YOUR team), and work with them to help them get their early success then very simply you should not be registering new people into your business team. If you do, then you are going to be one of the people who contribute to the negative perception of the Direct Marketing Industry. Put simply, it is not at all fair to talk with someone about your business opportunity and have them commit to you, and then to leave them to hang out to dry.
BEFORE YOU CAN REAP THE CROP, YOU MUST TILL THE SOIL, SOW THE SEED, WATER THE SEED, PROVIDE NUTRIENTS AND PROTECT IT FROM DANGER, IN ORDER THAT IT MAY GROW STRONG AND PROVIDE.....
Everything I talk about when presenting the business opportunity to business owners is geared to answer “what’s in it for me?” and the most obvious of all re¬sponses is a secondary residual profit centre for their business. Take a look at the 10min Team JP Wellness Partners Opportunity Intro video and look at how this video opens up.... it talks straight up about the benefits to the business owner:
- Continue to earn income from clients/members long after they are no longer training with you;
- Continue to get a return on your investment of time and money in your PT staff long after they have moved on from your facility;
- Develop a strong residual secondary passive income stream into your ex¬isting business;
- Create a safety net for your earnings in times of economic downturn, sick¬ness or injury;
- Deliver a great value added service to your clients which shows a duty of care above and beyond the rest;
When business owners take this implementation seriously, understand the value that it provides them, and make a commitment to treating this as an important part of their business they will develop with you the only part of their business which can and will provide them with an ongoing passive income that can grow exponentially and set them free, without using 100% of their own personal time, without adding to their liabilities, and completely without risk. This is the core message that is what the implementation of Juice PLUS+® via the Team JP model is all about.
As an example for you based on current implementations: we have several fitness businesses that have an uptake of Juice PLUS+ of approx. 40%-50% of the client base. The retention rate sits at 75%. In most large commercial facili¬ties their entire supplement budget monthly is around the $3,000 per month mark – so we are blowing that budget out of the water with just a single supplement.
Clearly the movement of Juice PLUS+® within a facility is designed to generate additional income for the business, and how far they wish to develop their business is up to them but even a reasonable business of say “12 Club” will generate $3,000 per month in passive income which will take care of some of the existing business liabilities or provide an additional cash cow for the business owner to choose to utilise or invest as they wish.
The numbers you need to know and talk about
This is in additional to Issue 5 and deals with the key numbers you need to know that we are aiming for in an implementation of Juice PLUS+ within a fitness busi¬ness. We do not approach this with a “hope for the best” mindset, we approach it with a very clear plan to achieve a set target penetration into their active client/ member base. This penetration % is based on what we have been able to achieve to date when an implementation is carried out effectively, with the sup-port of the business owner and trainers.
This is your 30second answer to the “What’s in it for me?” question:
- We achieve a 40%-50% penetration with a good team of trainers
- Ask what the active client/member base is
- Work on the low side using 40% of that number (for example if the client base is 600 then we can expect that 240 clients will end up on Juice PLUS+)
- On the monthly instalment program every capsules customer is worth $54.50 in volume turnover (this is the wholesale price of a box of capsules which is $218 divided over the 4 months)
- Multiply the number of Juice PLUS+ customers (in this case 240) x the monthly volume amount ($54.50) and you will establish the target volume turnover of the business - in this case = $13,080 per month
- 10% of the volume turnover will be the passive income generated by the business owner - in this case $1,308 per month
In great implementations where the owner and trainers are super supportive the business will flourish and provide a greater uptake than 50%. Furthermore the business will quickly grow outside of the facility to include outside trainers (and others) as the frontline team (and the owner) continue to grow their business team numbers.
• When you register a business owner and their team into your business you need to be thinking not only of taking the business owner through to Sales Coordinator, but also aware of the strongest frontline team member and taking them through to Sales Coordinator also. This way you are building 2 Sales Coordinators deep in this business line quickly which will help to secure it for you. YOU NEED TO BE LEADING THIS AND WORKING ON THIS AS YOUR ROLE IN THE IMPLEMENTATION SO AS TO ENSURE THE SUCCESS OF THE VENTURE.
The Juice PLUS+® Business Development Program at Team JP is NOT a “sign up club”: I cannot stress highly enough of the importance of recognising and understanding YOUR role in the success of any implementation within a fitness business.
It is YOUR responsibility to work strongly with your new business partner and their team to ensure their success, to teach/train/develop them, so that they are capable of acquiring new customers and new team members. These people have joined into YOUR business with YOU and YOU should be setting their busi¬ness plan (1st 2 months is the Express Track Program for ALL new team members) and you should always have the Sales Coordinator position in your mind because you are looking to build Sales Coordinator business lines to achieve your National Marketing Director qualification.
If you have any questions/comments about this please ensure that you send me an email - it is imperative to your success and the success of your new business partners that you really embrace what is discussed in this email and that you are prepared to work with your people! This is a business after all and not a game (even thought it is lots of fun!)
Let’s go make it happen!
John Pilato - Founder
TEAM JP Wellness Partners®
“Together making a difference”
Qualifying National Marketing Director
NSA Australia Pty Ltd
NEXT ISSUE:
THE IMPORTANCE OF THE EXPRESS TRACK PROGRAM AND WHY YOU NEED TO ENSURE THAT EVERY NEW PERSON IN YOUR BUSINESS IS WORKING ON THIS PROGRAM IN THEIR FIRST 2 MONTHS
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