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LTBP #128 - Elias Scarr: Selling Through Relationship Building, Personality Profiling & Objection Handling

LTB Podcast

Release Date: 09/05/2018

#410 Chris and Claire: What's working to get clients now show art #410 Chris and Claire: What's working to get clients now

LTB Podcast

Chris and Claire chat about how to get more clients without overcomplicating things.   Find Out More About LTB: Website:  Instagram: 

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#410 Luke Jones: Working As A Personal Trainer On A Cruise Ship show art #410 Luke Jones: Working As A Personal Trainer On A Cruise Ship

LTB Podcast

Claire chats to Luke about what it's like being a PT on a cruise ship.    Find Out More About LTB: Website:  Instagram: 

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#409 Kerry Smith: Working With Older Populations show art #409 Kerry Smith: Working With Older Populations

LTB Podcast

Jake chats to Kerry covering her journey into training seniors, what some of the most important aspects were for her when delivering sessions to older populations and what other trainers might need to consider if thinking about doing the same.   Find Out More About LTB: Website:  Instagram: 

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#408 Michelle Carroll: Body Image And Fitness Professionals show art #408 Michelle Carroll: Body Image And Fitness Professionals

LTB Podcast

Michelle Carroll is a body image coach who believes there is more to life than burpees and broccoli. Her dream is for fitness to become more inclusive and push beyond the physical which is what drives her to do the work she does, supporting personal trainers in rebuilding their relationship with food and their body so they can help their clients to do the same. Michelle is currently researching the field of body image and personal training for her PhD, has an online coaching business, her own podcast, and delivers training to fitness professionals, educating on how we can look beyond body...

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#407 Meet The New Hosts: Jake Weekes show art #407 Meet The New Hosts: Jake Weekes

LTB Podcast

In this episode we find out about the final host, Jake Weekes. Jake has worked in a variety of different roles within the fitness industry, starting out working with professional athletes before switching to general population clients. Jake has also created the Accessory Movement Course for LTB and provides mentorship support in LTB Essentials.    Find Out More About LTB: Website:  Instagram: 

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#406 Meet The New Hosts: Maggie Elliott show art #406 Meet The New Hosts: Maggie Elliott

LTB Podcast

Maggie runs a community interest company focusing on joyful movement and body function over appearance as well as being involved in a number of local wellbeing projects and producing resources and supporting members in LTB.   Maggie has created a weight neutral coaching course for LTB and is working on resources relating to disordered eating and working with neuro diverse clients.  Find out more about her coaching experiences in this chat with Claire.   Find Out More About LTB: Website:  Instagram: 

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#405 Meet The New Hosts: Claire Winter show art #405 Meet The New Hosts: Claire Winter

LTB Podcast

Meet our 2nd new host, Claire Winter.  Claire shares her thoughts on the fitness industry, including what she would change about it if she had 3 magic wishes.   Find Out More About LTB: Website:  Instagram: 

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#404 Meet The New Hosts: Chris Burgess show art #404 Meet The New Hosts: Chris Burgess

LTB Podcast

The LTB Podcast is back with 4 new hosts.  Find out more about the founder of Lift The Bar, Chris Burgess.  Learn why it's so important for him that he continues to train clients, what he's learnt over his years in the fitness industry and much more.   Find Out More About LTB: Website:  Instagram: 

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#403 Dan Mee: Lessons Learned Going From 1-1 PT to Facility Owner. show art #403 Dan Mee: Lessons Learned Going From 1-1 PT to Facility Owner.

LTB Podcast

Is it time for you to open a personal training facility? Before you leap into the unknown, you might want to learn from someone who has been there and done it.   In this episode of the Lift The Bar podcast, Stuart talks to Daniel Mee, the owner of MeeFit. Listen to Dan's journey, from repurposing a spare changing room into a personal 121 PT area to owning a mammoth 7500 square foot facility with 5 PTs, serving over 200 dedicated members.  Please tune in for a hearty dose of wisdom as Dan shares all lessons he wished he had known earlier. This includes how to successfully...

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#402  Dr. Janet Withall: How to Start Working With The Elderly Population (Repost) show art #402 Dr. Janet Withall: How to Start Working With The Elderly Population (Repost)

LTB Podcast

Most personal trainers want to have a steady income. They also want to make a meaningful impact on their client’s lives. Focusing on one specific population of potential clients might help you do both.  Can you guess who it is? It’s our mums and dads. Our grandparents and maybe even our great-grandparents! The elderly are hugely underserved by the fitness industry. So, you’re not going to have much competition. More importantly, it’s incredibly rewarding to spend your time helping people maintain their ability to walk, see their friends and, ultimately, their...

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More Episodes
"99% of sales comes way before the close. The sale will take care of itself if you take care of people" -- Elias Scarr
 
Elias is the membership director at Results Fitness, the gym which previous podcast guest Alwyn Cosgrove runs. As he is the membership director when it comes to sales and the consultation process he knows his stuff inside out. 
 
If you listen to this episode, here are a few big things I picked up:
- Comparing being an expert vs being good enough in the numerous things that personal trainers need to do.
- Creating a benefits list for getting over self-worth issues.
- Making the asking for money stage as easy as asking a friend for money for something you have paid for by focussing on building the relationship.
- Reframing objections as buying signals, which can be fixed.