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

LTB Podcast

Release Date: 09/05/2018

#430 Jake and Sally Chat About Building Your Online Coaching Service show art #430 Jake and Sally Chat About Building Your Online Coaching Service

LTB Podcast

Jake talks to Sally about the world of Online Coaching and what Personal Trainers should consider having ready in the early stages of building their Online Coaching service.    Find Out More About LTB: Website:  Instagram: 

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#429 Claire, Maggie and Jake: How Do We Know What We Know Is Accurate show art #429 Claire, Maggie and Jake: How Do We Know What We Know Is Accurate

LTB Podcast

Claire chats to Maggie and Jake about how we can be confident in our knowledge and ways to verify our beliefs, or those stated by others, so that we know how to support our clients and aren't adding to the misinformation out in the world.    Find Out More About LTB: Website:  Instagram: 

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#428 Katie Rungrojkitiyos: The Accidental PT show art #428 Katie Rungrojkitiyos: The Accidental PT

LTB Podcast

Katie first stepped into the gym as Maggie's PT client and now she’s one of the trainers who works alongside her. In this episode, Katie shares how her relationship with fitness has evolved: from her first goals, to discovering a love for kettlebells, to unexpectedly finding herself on a whole new career path. It’s an honest conversation about growth, confidence, and becoming an 'accidental PT'.   Find Out More About LTB: Website:  Instagram: 

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#427 Charlie Beestone: What PTs can Learn from Other Businesses show art #427 Charlie Beestone: What PTs can Learn from Other Businesses

LTB Podcast

Charlie speaks about his experience starting out in the exercise industry before finding himself working with more corporate clients. He introduces some great ideas about how personal trainers could begin to look at other businesses to improve their own.   You can access a free guide from Charlie here:   Find Out More About LTB: Website:  Instagram: 

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#426 Maggie and Claire Chat About Confidence In Coaching show art #426 Maggie and Claire Chat About Confidence In Coaching

LTB Podcast

In this episode Maggie and Claire chat about confidence.  It's a topic that comes up a lot and something we have helped a lot of trainers with over the years.  Whilst it's incredibly common and normal to have doubts it's also something that we tend to hide, so when it strikes it can leave you feeling like you're the only pt who's feeling like this and that is definitely not the case.    Find Out More About LTB: Website:  Instagram:     

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#425 Kayleigh Young: My Journey as a PT and run coach show art #425 Kayleigh Young: My Journey as a PT and run coach

LTB Podcast

Claire chats to Kayleigh Young about her journey from casual gym goer to PT, enthusiastic runner and run coach.   Find Out More About LTB: Website:  Instagram: 

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#424 Emma Regan: From garden bootcamps to running 2 successful gyms show art #424 Emma Regan: From garden bootcamps to running 2 successful gyms

LTB Podcast

Jake talks with Emma about her journey from leaving the corporate world, entering the fitness industry and how she went from running bootcamps in her back garden to running 2 gyms with over 400 members.    Find Out More About LTB: Website:  Instagram:     

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#423 Liv and Ellen: Running a dance based business with over 650 students show art #423 Liv and Ellen: Running a dance based business with over 650 students

LTB Podcast

Claire chats to Liv and Ellen, head instructors at Elite Ladies Dance about building a dance based business.   Find Out More About LTB: Website:  Instagram: 

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#422 Joe Raynes: Fitting personal training into a multi job career show art #422 Joe Raynes: Fitting personal training into a multi job career

LTB Podcast

Chris chats to gym owner / personal trainer / Bath City football player Joe Raynes about his many roles both within and outside the fitness industry.   Find Out More About LTB: Website:  Instagram: 

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#421 Skipping the Norm: Building a Values-Driven Coaching Business show art #421 Skipping the Norm: Building a Values-Driven Coaching Business

LTB Podcast

In this episode of the Lift The Bar Podcast, Maggie chats with Chris, a self-taught jump rope coach who’s built a thriving, values-driven business from the ground up. From coaching in schools across the UK to launching his own app and designing eco-conscious ropes, Chris is on a mission to make jump rope more accessible, joyful, and impactful. Whether you’re a PT looking to diversify your coaching, build a purpose-led brand, or simply be inspired by someone doing things differently—this one’s for you.   Find Out More About Chris Website: Instagram:  Find Out...

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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.