Speaker 1: Hi on today’s podcast. I’m going to show you how to not be awkward and not to feel awkward and all of the awkward coming up.
Speaker 2: Do you want to create Marquis or scale your online fitness business? My name’s Sean Garner, and here we give real thing pros, the tips, tools, and strategies they need to succeed online. Welcome to the entre fit podcast.
Speaker 3: Was that [00:00:30] awkward? It was awkward for me. It was very awkward for me. What’s up guys. This is Sean, and welcome to the [inaudible] podcast. This is your first time. Thank you so much for listening. Got tons of content in here for the real fit pros. We do two episodes a week, 30 minutes or less with real actionable content that you can take. So you can help you to create market and scale your online fitness business. What I wanted to do today is share with you lovingly some things that I see the real fit pros struggle with. We’ve talked about before, [00:01:00] um, how it’s not your skills as a trainer. Unfortunately, that gets you noticed online. It’s your ability to market and what makes these fitness influencers do so well and just crush. It is they are really charismatic speakers. They’re great at connecting and building communities in this online front that the real fit pros, they just struggled to do it.
Speaker 3: So what I want to do on this episode, hope you, uh, enjoyed my, my goofy stupid little dad joke intro there. I want to show [00:01:30] you how to not be awkward. And on top of that, give you three tips and things that you can do to improve your video content, um, your, your classes online, or just any time you’re speaking on camera and today’s episode. So if you’re listening on the audio, we released the video podcast version of this, the next day. Some of the camera stuff obviously would probably make sense on that. Or if you are watching us on YouTube, be sure to click down below, subscribe to us. So you get all the, [00:02:00] all the notifications, all the episodes, tons of cool content to check out. So the very first thing, uh, whenever I am working with a FitPro and I see that they’re just struggling with this whole building an online community online tribe thing.
Speaker 3: And just honestly, they’re just kind of flat out awkward. Um, it’s kind of a difficult conversation because I don’t want to ever offend anybody. And that by no means with this episode guys, do I mean to, to poke fun of, or offend [00:02:30] anybody at all? Um, I went to, to let you know, this is something that I had to work at a lot, um, in order to get comfortable with it, I took tons of public speaking courses. Um, I took ton. I read tons of books on it. Uh, tons of seminars, little weekend workshops, just to make me more comfortable with speaking with speaking on camera, um, to do what I do now and, uh, by no means do I think that I’m awesome or Berbick? Um, but I’ve come so far. I wanted to share things were passed on with me. [00:03:00] So hopefully that helps somebody.
Speaker 3: That’s just like you, man. You’re an awesome trainer. You’re great at getting results, but you’re just struggling with that, that connection and everything, especially when it comes online, because what I’ve noticed, if you can have FitPro and you put them in a one-on-one situation with a client in person, they’re going to crush it, you start adding tech elements, the trainers uncomfortable with the reason why I should back up the reason why they’re so good at it is because they’re in their element and they’re in their domain, right? A client has come to you in the gym and like, dude, this [00:03:30] is your place, right? You’re the author. You’re the girl, the guy there at that facility that runs that gym, you know, all the equipment, you’ve gotten great results for people before. So when you’re with that client, one-on-one, the client is kind of intimidated because man, they’re new to this place.
Speaker 3: They don’t know what’s going on here. So you’ve kind of are little empowered because you’re in your domain. What I have found is so much of this tech stuff and remote coaching and online, social media, online, digital marketing and stuff is due to the fit [00:04:00] pros. They’ve kind of lost that a false sense of security they were able to have at the gym. Cause now they’re insecure is my microphone on what, how do I connect to zoom? How do I share my screen? Which, which camera is on right now, um, is this thing like they don’t know. Right? And so because of that, they instantly puts up a level of insecurity and I’ve seen it come across with so many of these fitpros whenever you know, they’re sharing sales calls with me and client assessment calls that they’ve recorded, they instantly have that tech [00:04:30] piece.
Speaker 3: I hear this on the call. Well, I’m sorry. This whole tactic is it’s new to me. So bear with me here. Oh, sorry. I didn’t know. My mic was on mute there, like little things like that. So I want you to learn to be comfortable with this stuff. So that way you can take those awesome things and those skills that you had with your in-person and translate them online. So that’s the first thing that I’ve always noticed with, with, uh fitpros whenever they were first starting this out, the tech piece, they use that as a, as an excuse to kind of [00:05:00] be awkward like, oh, this is just new for me. Don’t let it be new for you guys. I I’m thanks for listening to this because hopefully it’s because you are trying to figure this whole online fitness thing out and it does add value to you, but use don’t, don’t use it as crutch, use it as a tool to help and know that you can reach and impact more people this way.
Speaker 3: So two questions, I always ask people when, after I’ve kind of reviewed some stuff and I’m talking with them, they’re saying that they’re struggling with building this online community. I asked them this question, number one, [00:05:30] would you follow you? So look looking at their social content, uh, looking at reading their blogs, looking at the YouTube videos, listening to their podcasts, looking at their website, ask them, would you follow you? Second question. I always ask which this is the important one. Would you buy from you? Right? Because if we want to be successful with this online business followers, don’t really matter what ultimately it comes down to is can you convert? This? Are these people that you’re connecting with online, into [00:06:00] customers, into clients. It doesn’t matter how many followers you have, because I’ll tell you. There’s a lot of people that people follow online just because they want to kind of keep up with them and see what they’re doing that they wouldn’t necessarily buy from.
Speaker 3: But ultimately if you’re creating things that add value to people, they do want to follow you. But more importantly, they will want to end up buying from you. So one of the reasons why I see a no to that answer is because [00:06:30] the clients or the, the fit pro is not fully expressing or being themselves what’s happened is, is they’ve. They’ve worked with coaches, consultants. They’ve bought in courses online and they are trying so hard to stick to the perfect script, a script template formula, or something that they’re supposed to use for creating their content, where they forgotten to be themselves, or they’ve forgotten about who they’re trying to serve. So they’re trying so hard to impress other fit pros, [00:07:00] other people, uh, colleagues in their space that they’ve forgotten about who they are as a person, their unique skills, gifts, and abilities, and the people that they’re called to serve.
Speaker 3: And they’re trying so hard to impress everybody else to figure out the tricks of the algorithm. Use the right hashtag here, write a tag and headline here, uh, that they’ve forgotten those three things. Every single one of you guys listening to this episode has unique skills, gifts, [00:07:30] abilities, life, experiences that people want to hear, not everybody, but the people that you’re called to serve do so realize whenever you are doing this stuff, you should not be trying to please and appeal to everyone because if you are trying to appeal to everyone, you end up attracting and serving no one. So what I want to do is give you guys free tips on how to improve your community cation skills [00:08:00] as well as three quick bonus tips on how to improve your video content. So grabbing her bad, pause it real quick. If you need to pull up the notes app on your phone, whatever you need to do, this is what I want us to do.
Speaker 3: So number one is I want you to stop worrying whenever you’re talking to people about getting the lead, following the script, um, converting the customer. And I want you to focus on creating [00:08:30] a connection. I want you, I joke with clients all the time. You can be human and remember this. They are human. So it’s not going to be a perfect, scripted out conversation. That’s why I hate, hate, hate. Even though I do this, uh, giving people I’ll sell scripts. I like to give more so frameworks to realize how to have conversations and not this perfect script, or you’re going to sound like a telemarketer. I want to teach you already communication with my clients. That’s why I like the frameworks versus the [00:09:00] scripts. But so often when people are trying to connect and communicate online, they forget how to be human. They’re like, oh, this person just said this.
Speaker 3: I don’t know what, why should I say now? Why would you say, and what’s crazy is I’ll, I’ll ask my clients or fitpros this question. And so maybe this will help you. And it instantly gives them the right answer. Well, what would you say to them if this was your in person business? Oh, well I would say dah, dah, dah. That sounds great. Let’s go with that because we’re trying [00:09:30] so hard. We think that everything’s different on lightly. No humans are still interacting or hopefully with other humans online. So be human. Don’t worry about a script. Just worry about you just met somebody at a party and you’re just having a drink. And you’re just trying to get to know them, do that connect, stop worrying about, okay, how come take this conversation and twist it to get them to join my free Facebook group or to download my lead generator or to open up the conversation where they start talking about fitness.
Speaker 3: So then I can tell them that I’m a trainer, [00:10:00] like stop going at it with that angle, go in it with just serving, connecting, and being human with us. Um, the second thing and the second part with that make them the most important person. The other person is always the most important guys, if you are going in there. And you’re trying to think about how you can lead the conversation to talk about yourself, your accomplishments, things that you do. It’s going to be a boring conversation for one, cause you’re not going to be actively listening to them. You’re [00:10:30] not really going to be truly paying attention to them where you’re just going to be thinking about yourself, uh, to where you’re not really thinking about them and the information that third telling you how you can learn more information about them, ask them questions, then ask follow up questions on those questions.
Speaker 3: Really, truly get to learn, to connect, ask better questions and build rapport and relationships with people, give value to people and expect nothing in return. I promise you if you want like a real life sales [00:11:00] script of like proven, uh, techniques, add value to people, serve and expect nothing in return, go in with no agenda, establish connection with somebody and just truly get to know them and see how you can help them. Because authenticity is really easy to come across online. Um, just as much as fake is, I can’t tell you. I, I, even though so much of my business is about social media and creating content and everything online. I can’t tell you how frustrated I get, where I don’t [00:11:30] even like going on and looking at other people’s stuff. Cause I’m like, I know this person that is so fake. Like people can see that. And since that on both sides, so make sure you are being authentic with yourself. Um, and then the third thing is also with this practice, these conversations,
Speaker 4: My wife,
Speaker 3: I wouldn’t say she hates this me, but she often will sometimes, especially when we’re in a hurry, get annoyed with this. Even though I feel like I [00:12:00] am a good communicator, I still practice every opportunity I get. Anytime we go to a restaurant, especially, uh, we’re, uh, uh, checking in, they’re taking our order. I have conversations with everybody, the managers walking by and I wave him down just to have a conversation with them. I love just connecting with people and meeting new people. I think, especially it’s amplified since, um, the past several years I’ve been working at home, remote in an office by myself. So anytime I’m out in the quote, unquote, real world time [00:12:30] on people, I’m like, Hey, let’s, let’s start up a conversation. Uh, but I practice it with the cashiers at the checkout counters and everything. I practice communicating, I practice these things.
Speaker 3: I practice getting to know their name. I use their name. I always try to make them laugh and smile. I ask them questions about their day, what they do, how long they’ve been doing it, do they enjoy what they’re doing? Do they want to do other things? Like what’s the family life, like what are hobbies? And I try and just get to know these people. And then afterwards they walk away. I know so much about them [00:13:00] and they probably know a little, very little to, nothing about me, just hopefully that I was the most positive experience that they’ve had that day. But that’s how your customers or potential customers should feel. They should feel that this is the most positive interaction of the day because you are actually truly communicating and serving with them. You’re connecting with them. You’re asking them about third day, because it’s all about them, not about you and this preconceived constructed agenda that you come with and bring to the conversation.
Speaker 3: So take that, um, [00:13:30] with the practice. I also, one last quick thing I’ll say, and I encourage everybody to do this, especially if your business is new and it’s struggling, and this is especially an area that you’re weak at, um, take every sales call opportunity that you have, um, people selling to you and you selling to others, take every, a complimentary session. Every assessment, even if you know that they can’t pay. Um, I, cause I will tell you this. I have had huge opportunities, a story for another opera. Uh, another time [00:14:00] I became a, uh, a minor league pro hockey strength, conditioning coach, because I took a sales call. If somebody trying to sell me advertising story for another day, but take everything, learn how to communicate and just use those opportunities to communicate better. So those are my quick conversation tips. And I told you, cause I’d give you three bonus video tips.
Speaker 3: So all of that stuff works. Whether you are talking a person talking on the phone, doing zoom calls, uh, creating content online, uh, those three tips, the, um, stop worrying about them [00:14:30] are stop worrying about following your scripts and your templates. Um, which I guess technically, maybe is, I don’t know, um, make the, make them the most important person to make it all about them and then practice. Those can be used to everything. Now these are three specific things you can do to improve your video content. So if you’re struggling, um, to do this, if the content just doesn’t seem like as good or it’s authentic, these three things could help it. Um, [00:15:00] with one bonus tip, I need to type my bonus tip before I forget.
Speaker 4: Um,
Speaker 3: I’ll say, do all this, these podcasts are always live too. So that’s why sometimes they’re not perfect because guys, what that’s going to be. One of the things we talk about, so three things to improve your video content. Number one is lighting, audio and framing. So lighting, if you guys don’t know this, the light source should be from behind the camera. If you’re ever doing something. And it’s like super, if you’re, if you’re watching [00:15:30] on YouTube, right? You know what? This stuff will make more sense. And it’s like super blown out and it’s like, oh, really, really white on the background. Most of the time or the, the subject is really dark it’s because you’re standing with the light source behind you. You always want to make sure. And I’m cheating right here with my camera, that the light source is behind mind the camera, as you are recording, uh, that way, it’s just going to make sure the light is on your subject and it looks better.
Speaker 3: You can use natural light. You don’t need a light kit to do any of this stuff, but just make sure [00:16:00] you’re not standing in front of the window. I’ve got a window. Okay. Right here behind my camera. That’s where my light’s coming in from right now. But you’ve got good lighting on your videos. It doesn’t matter the quality of the actual camera that you’re using matters the quality of the content. And does it have good lighting? Number two. Good audio. Number three. Good framing. So the thing with the audio obviously is a podcast. So we’re using a podcasting mic. You just don’t want background sounds. You got it. I, I make 99% of my other videos just on my phone [00:16:30] phone has an incredible mic. Your phone. Cause that’s literally that’s number one design purpose is to transmit audio from one thing to another. So as long as you’re close enough to the person, there’s not a lot of background noise.
Speaker 3: Um, it should be fine for you. The light source is coming back. The other thing is framing. So one thing that I see a lot on framing, that is how you or the subject fills the frame. So if you’re, again, if you’re watching on YouTube, like if I squat down here, you see how there’s this big gap. This is called a Headspace. What I see a lot of people is it’s like that, or [00:17:00] they’ll cut their head off like this, or it’s way too far out to the side, kind of like this. And it’s not really framed up. So you want to try and get it to where there’s just a little bit of a gap at the top of your head. Um, and you’re filling up the frame as much as possible with your iPhone can be a little bit difficult if you’re trying to show it, exercise, move and talk about it.
Speaker 3: Um, so for that, and there’s a couple of different things you can do, but I’m also the belief on all of this stuff, guys done is better than perfect. But those are just a few quick tips [00:17:30] I see on that. The second thing. Um, so the first one is, make sure you’ve got good lighting, audio and framing. The second tip for improving your videos is eye contact. It’s a video. How do you make eye contact look directly at the camera? I kind of do this and I don’t do this, but I see this. And it annoys just because I kind of, I guess, look for it. Now there’s a big difference between looking directly into the camera and looking at the screen and seeing yourself. So right now I’m looking at myself now I’m looking to the [00:18:00] lens, two things that happens. So first off, if you’re ever watching somebody’s videos, I can just naturally tell and track eye movements and see what people are looking at.
Speaker 3: If you just feel as if somebody gets communicating really well on videos, 99% of the time, they are looking directly into the lens of the camera because that’s, whenever you’re looking at the screen, it’s going to feel as if they’re looking directly into your eyes. This is what’s weird. If you guys are watching on the video version. When I look down at the screen, [00:18:30] instantly, the weirdest thing happens. You stop blinking and you look like some creepy serial killer stalker that just stops blinking your eyes, start getting wider and wider. The longer your video goes because your eyes are getting dried out and you’re trying to hold them open. And so not only do you look weird, but you lose that connection with people. So look directly into the camera when you’re speaking check, make sure you’re in frame before you start recording. And then just look at the camera the entire time you tell me, like, when I’m doing the podcast here, I’ll look [00:19:00] down at my notes, a lot of signs, but if you’re just doing a CA a video, a lie or anything like that, talking to your clients, look at the camera, talk to them.
Speaker 3: Don’t oh, I got to fix my hair. Don’t worry about that stuff. Um, so number one, lighting, audio and framing. Number two, make eye contact with the camera, not the screen. And then number three, only talking about things that you know, and are comfortable with. I have people say, well, I’m just, just, just awkward on video. I just don’t feel comfortable talking about it’s probably because [00:19:30] you’re trying to create content to impress other FitPro colleagues. And you’re talking about things that you don’t know or are not comfortable with. Talk about things that you are comfortable with. Kind of my bonus tip that ties into this is make everything okay. You will learn to love, love, but marketing. Whenever you are fully expressed as a person creating content and adding value and serving the people you [00:20:00] are called to serve. So for me, there’s certain things that I’ve created in the past and videos that I’ve made, where I just got to do this post.
Speaker 3: Like I hated that until I switched my marketing to creating content like this podcast, guys freaking love it. I love getting re uh, having the ability to create teaching content towards the people that I love and I’m passionate about and called to serve the real fit pros out there. I love doing this. So for me, even though this is quote unquote marketing, this is [00:20:30] fun time for me. I freaking love this. Um, and whenever you find your voice and you get to authentically be yourself, cause I trip over my words all the time. Um, I go off my script, even though I have like a little bullet point outline, I go off that all the time. I forget to say things all the time I go, um, uh, all the time, uh, there’s tech issues and stuff all the time with me trying to hit buttons and stuff, to record this in live streaming.
Speaker 3: At the same time, all of that being said, I love it because it’s me. This is me. If you want to know what Sean [00:21:00] is really like, this is it. There’s no Instagram filter behind this. It’s because I’m authentically myself. When you learn and finally say, you know, forget everybody else and what they say, other fit pros and stuff. But when you start really creating content for the people that you are called to serve, and you’re doing it in your own authentic, unique way, it no longer becomes marketing. It becomes fun time because you’re truly serving people. You’re helping people and you’re adding value. [00:21:30] Um, and, and I, I see so many people struggle with this because they’re trying to make content to impress other fit pros. Other fit pros are not going to join your coaching program. Guys. This is for the people you’re called deserve.
Speaker 3: This is for the stay at home. Mom, you know, the single dad, the skinny fat guy, the girl that’s struggling to get in a bikini it’s for those people, guys, whoever you’re called to serve, make it about them. Don’t worry about anybody else. So quick recap [00:22:00] over everything today. Guys, ask yourself the question. Would you follow you? And would you buy from you then three tips to improve your speaking? Stop worrying about getting the lead, following your scripture template and try and just make it about a true human connection. You’re human, they’re human. Make them number two, the most important person in the conversation, all about them. And then number three is practice guys practice every opportunity you have to, Hey, guess what? Be a freaking human [00:22:30] and connect and interact with people. Then three quick ways to improve your video, improve the audio lighting and framing of your video. Make eye contact directly to the lens of the camera. So it looks like that eye contact and only talk about the things, you know, because when you’re talking about the things that you know, it’s going to come across, you’re going to be confident. And as a FitPro, you should not be faking it till you making it. You should know this stuff, and you should be talking about the things that you know, that transforms and changes the lives of the people you are called to serve.
Speaker 4: So, oh,
Speaker 3: [00:23:00] Hold that advice. Do you guys give it did give me share this with other real fit pros that are looking to crush it online. And if you are a real fitness professional, I would love the opportunity to speak with you. Go to entre fit, coaching.com links, right? Everything’s down below guys set up a call with me. Whenever you go there to book your blue, uh, business blueprint strategy call, you are going to get a call with me and we’re going to walk you through the three-step framework. We use to crush it with businesses online. We’re going to hear exactly where you’re at, where you want to go and show you the path [00:23:30] that you need to go there. So if you’re looking to create market and scale, your online fitness business, boom, visit email@example.com. Subscribe here. So you catch up more awesome episodes. Have an awesome day. You guys talk soon.