All right, buckle up. Got a good one for you today. Talking, getting new clients without Facebook ads. It's funny, you know, these things you create come back around. I mean, I never went out of style, but in right when I started doing consulting, it was like 2016, and there was this the boom of Facebook ads, or you put a piece of dog poop on Facebook, and all of a sudden you got a hundred clients. And whatever reason, that stopped working. People panicked. So I put out a post. I sat down at my office. I remember I was at my old house, and I sat down at my office and I was planning to do a blog post on 10 ways to get new clients without Facebook ads. And so I sit down and I start writing, and I got to 10. I was like, oh, that was easy. I was like, let me get 15. So I did five more. I was like, oh, I can get to 20. And I got to 20. And I was like, this is feeling good. And I literally got to 101 ways to get new customers without Facebook ads. Not some of them are not direct, not every one of them is like a direct client. Some of them will take a little longer than others. Like one of them I read, and this was I wrote this a while ago, but one of them I read is write a book and then do a book tour on it. And I was like, all right, that's that's not something, that's not something you're gonna be able to implement like right away. It's gonna take some time for that one. But a lot of them are like that. But it's a 101 ideas to grow your company, grow your business. Some of them are getting new customers, some of them are strengthening retention, which will drive word of mouth, but the majority of them are were around growing your growing your client base. And so we're actually running this. We we kind of beefed it up. The original blog post was literally just a list of things to do. It wasn't actually like a it wasn't actually like a book. It was really just like a list of 101 ways. It just like one of like the first one is reach out to your past members. And it's just like that's so simple and so stupid, but a lot of people don't do that. Like you hopefully are thinking that, like, yeah, Vince, dumbass. Of course I do that. But a lot of people aren't. And so they need just that, oh yeah, maybe I should do that. That's a place I can go to get new customers. So somewhere like that. But so I wrote this list, and what I want to do is I'm gonna do a couple different podcast episodes. I'm obviously not gonna be able to, if I went through all of them and did, you know, color on each one, this would be like, you know, an audiobook, you know. So I'm gonna like go through that. I have the list in front of me, and I'm gonna go through the list and just kind of add my comments to it. But we did re-release this. I mean, there's a landing page to get it. We re-released it, and what what I added on top of just the actual thing it was, I added about a hundred words describing each one, right? So it's now somewhat of a robust resource for you. But you can get it free. The link is in the show notes. I don't have a like a wicked crazy URL, but actually the URL is too complicated to tell you. So just click the link in the show notes to get it. But basically, so so it is. So I sat down, I wrote a list of 10, then that list came to 15, and now we're at 101. So let me pull out the list here and I'm just gonna go through each one. So number one on the list is call your old members and invite them back. Now, I think that that's a key word is call. I, and again, you could probably use call or text interchangeably, but I think that a lot of times people automate things that that should not be automated. I'm not saying they shouldn't have an automated email sequence that goes out, you know, once a quarter to the past members, you know, and reminds them to come back. But if it's even if it sounds personalized, people kind of know at this point. And I think if you literally just did a personal reach out, my one of my favorite, I've been saying this like crazy, but if you're a podcast listener regular, you've heard me say this, so I apologize. I'm repeating myself. A pound, I always screw it up too. A pound of an ounce, shit, an ounce of personalization is worth a pound of automation. An ounce of personalization is worth a pound of automation. And so, like picking up the phone and calling a past member to invite them to come back or sending them a personal text or sending them a long drawn-out email, there's a much better likelihood that someone's gonna come back if you do something like that versus like a blanket email that everybody gets, right? So that's kind of the the first one. I don't want to spend too much time on on each one. And sorry, if you hear a delay, that means I'm pulling off the list again. So that was number one. Uh, number two, optimize your website with a better call to action. I think one of the first things you should understand is your website is not designed to be this brochure where people go and they like browse and look at all the cool stuff and look at all the different exercises and look at the trainer bios and look at all this stuff. The job of your website, it's like you almost got to think you got one shot at it, right? The job of your website is for someone to land on your website, and if they're hopefully a target customer, that they take the next step and give you their email and phone number. That is the number one goal of your website. And I think that a lot of websites are black holes, meaning people are going to the website and they're not coming back. And what I would do is I would have a website that says, like, call it the one-shot website. Like, we got one shot at this. If they come and they leave without getting off their contour, they're gone forever. Right now, if you're smart and someone lands on your website, you're setting up, you know, retargeting, and you know, you're you're retarding them with a Facebook ad or something like that. But this title of this book is 101 ways to get clients without Facebook ads. So I'm not allowed to mention Facebook ads uh in this list. But your website just have it cleaner for what you want them to do. Make it really clear. And even to the point of like, you know, a lot of people ask if they should put prices on the website. And my answer is no. But should you have a price section? Yes. You should have a tab that says price or investment or whatever, right? And when they click that, there should be a pop-up that goes to a form that says enter your name, email, phone number, we'll reach out to you with our prices. Simple, right? And a lot of people don't make it clear for what you want them to do on a website, and that's the job. The job, the website is a lead generation tool, and that's what you want people to do. So that was number two. Optimize your website with a better call to action. Number three, email your list three times per week. I say three times per week because I think it's kind of a sweet spot. Majority of people are not sending one email a week. And the people are sending one, I think they would get better results if they sent two or even three. And so I think it's a it's a really, really great thing to work towards. And understand this is that the reason why I think email is really powerful is a lot of you guys are generating leads on that thing I'm not allowed to mention on this podcast. And you get mad about how it works. Now, I'm not beating up that platform that I'm not allowed to mention, but understand that most people don't buy right away. Most people buy over the next year or so. And actually, the study was done. It's like 15% of people buy in the first 90 days, and 85% of people buy in the next 100 weeks. So it begs the question for a really well-done email newsletter. I think three times a week is a sweet spot. Here's a framework for you. This is the most basic that it can get. So the Ben Settle taught me, email guru Ben Settle taught me that the job of the email is to educate, entertain, and inspire. And if your emails can do those three things, you're going to be on the right track. Okay, the next one is interesting, and probably I haven't heard this one taught much, but is run a ladies' night with yoga and wine. And the only reason why I could come up with a silly, crazy idea like this is because we did it. And a lot of the things that I've talked about, I've either done at my gym or I've had other gym owners in my mastermind do. There's really not anything I talk about in here that I've not seen done. Now, I'm I'm not gonna say that everything is like a killer. There's some that are better than others, but I have tested and I'm not gonna, if something totally flopped, I wouldn't put it in here. Um this was a great, this was a great event. We had, I think we probably had like 30 ladies come in and they they did a yoga class. We had a yoga teacher come in, and then they had a bunch of wine, and then we sold a bunch of gear. We sold like shirts, and I think Vanessa got connected with Lulu and we had stuff like that. And I think like I out of the 30 people, we we signed up like five non-members to do a trial membership. So it was like a small event from a new client standpoint, but it was a great client building thing, and they just enjoyed it and they had a really, really great time. So you could enter yoga and wine, you could enter lifting weights and pizza, like it's like whatever you want to enter, but it's they're really about a community event that I think could be you know a cool idea. So that's number four. Uh number five. This is a loaded one, so I'm gonna gloss over it quickly. And if you're interested in this, I'm gonna make it hard for you to get to me uh for this one, but I am gonna make it worthwhile. So the number five is run a sweepstakes giveaway. This is the most successful marketing campaign I've ever run. Many people have followed me in doing this, but I was the first person to do it in 2016, and lots of people have followed me since. And essentially what it is, is you do a giveaway, and the giveaway could be a year of free training, it could be six weeks of free training, whatever. It's some type of big giveaway, something really, really big that you're gonna give away. And the entire thing is built around following up with the people that don't win. So you give people, you give something to the winner, but then you have however many people that opt in for this are not winning, and you can offer them some type of a different offer, right? And so if you're offering a year of training, you could offer a free two weeks of training to the people that don't win. Now, here's what I'm gonna do. We'll see how many of you actually are listening to this. So I have a guidebook for this program. I've sold the guidebook for loads of money, and this is something that I'm just testing right now. I don't actually don't know how much I sold it for, but I don't even remember so so anyway. So here's how you get I will give you a free copy of the sweepstakes guidebook if you send me an email to my personal email. This will come to me. So my personal email is Vince at GabrielFitness.com, and I want you to send me a personal email and write me a nice message to say, please, Vince, please give me the sweepstakes guidebook. And if you email me, I will give it to you for free at no cost. Okay, it's my test. This is my test to see, are you out there? Is anybody listening? Am I talking to myself? Is there actually people that listen to this podcast? So I will know if I get maybe one person to get this. And here's the thing this could like change the trajectory of your business. Like it really could. Like, this is like all of a sudden you could flood your business with you know what I did. I I had 400 leads when I did this the first time. Now, I'm not promising that you'll get that too. We had a very, very large list, we were established in the community. So I'm not promised that you did that, but it is a really, really big opportunity for you to grow something awesome from it. Okay, so that's number five. Number six is create a joint venture with a local physical therapist. Now that's easy, right? You're like, oh yeah, Vince, good one. So here's here's what I am gonna share with you, and I think this is very helpful. People do a very bad job of teaching joint venture clients how to refer. And so this is what you need to do is when you have a discussion and you're gonna refer to a physical therapist and they're gonna refer to you, and you create a relationship together. One of the things you need to do is teach them how to refer. And basically, what you say to them is like, hey, Mr. Physical Therapist, I want you to know if you ever get someone that you know you think is good for our gym and they're coming off of physical therapy and they're ready to get back into fitness, what I'd like you to do is just send me an email introducing me to the client and then CC me on it. And that way I'll just take it from there and I'll know that you send them over and you know we'll take really good care of them for you. And I did this with a local physiotherapy company, and I am telling you, this guy was sending us one referral like every week. I would every week I would get a new email. Hey Vincent, CC, this person on there, you guys take it from here. And it was like an unbelievable source of new leads, and not even new leads, because when they come from a physical therapist, they sign up. It wasn't even a lead. It was like a if they referred somebody, it they became a customer. Like we had almost like a hundred percent close rate from this physical therapy because they their physical therapist is they're telling them what to do. Like, go to this place now, right? And so that was right. So, so yes, go do joint ventures. But what you may need to do is start training the people that are going you're gonna do joint ventures with how to refer you. You should do the same thing with your customers. So that is number, what was that? Number six. I'm skipping number seven, I'm skipping number eight, I am skipping number nine, because this will take forever. I am skipping to all right, here we go. Number 13. Run a bring a friend day, week, or month. I was sitting in our CEO mastermind, and one of the guys, we we did this thing where we went around the room and said, Where'd you get all your clients? And this guy had a monster amount of people from referrals. And we're like, How'd you do how'd you get all those referrals? He's like, Well, it just is bring a friend week every month. I was like, You did 12 bring a friend days every month? And he's like, Yeah. And I was like, How many new customers did you get from each one? He's like, on two. And everyone's like, that's like guess what 12 times two is? That's 24. Okay. He got twenty-four new customers from this bring a friend week thing. And he it was like didn't cost him anything. There was no cost to do it, it was really a couple emails to his current members to bring a friend. I think he said he ended up getting like, you know, between five and ten people each time, and then converted two into memberships, right? On the on the back end. So what a hey, if I told you you could get 24 referrals for almost no cost, like would you do it? Yeah, a hundred percent. And the cool thing is, as you're getting this podcast, we're coming into the month of February, which this is a great time to do what's what I love to call a spouse transfree offer, where for Valentine's Day you could do a spouse transfree. So if you have women in your your gym, you can they can bring their men. If you have men in the women, they can they can bring their ladies, right? And so you could do something like that. So it's a really good time for a bring a friend week. I mean, you could do a bring a friend day, you can do a bringable week, you could do a bring a friend month. But the reality is like sometimes what you need to do to get new customers is you need to orchestrate events. You need to orchestrate things that are gonna happen to get people to refer. You know, there's only so many people that are gonna refer just to refer. It's so much like a hard thing to have happen. A lot has to align for it. But if you create events that get them to actually do it, it's going to happen much more frequently. So that's a really good one. Uh number 14 is set a goal of three Google reviews per week. I I think Google reviews are such an important, powerful thing. And I'm hoping many of you are doing it and reaching out and getting your customers to give Google reviews. But one of the ways that we started getting more Google reviews at my gym is we put it on our scoreboard, our weekly scoreboard, and we're like, how many reviews have we gotten? And when you put it on your scoreboard, what happens is if you get enough goose eggs in a row, you're like, all right, well, we got to actually start doing shit and it just happened. And so we started putting things in place, and then we started getting more Google reviews on a regular basis. But I think sometimes just setting a goal of a certain number of Google reviews, whether that's Google reviews per week, whether that's Google reviews per month, whatever you want to do, it doesn't matter, but setting some type of a goal around how many Google reviews you're getting would be a very powerful tool. Number 15, and I'm gonna stop in a minute because I'm getting fatigued. No, not. I was lying to you. Number 15 is send a nine-word email. This is a very, very abused thing. A lot of people do this wrong, and it was popularized by a guy named Dean Jackson, who's one of the smartest marketers, and I've done a lot of personal coaching with Dean, he's a genius. But basically, what it is is it's a very short question-based email, and it says something along the lines of, hey, first name, are you still interested in personal training? And basically, what it kind of feels like it's a very personalized email because it's a really short question-based email that people aren't used to getting. And what happens is they respond to it. And a funny story about nine-word emails. So I had lunch the other day with the pastor at my church, and we, of course, got to talking marketing because I I love like talking about marketing. I love talking about marketing in general, but just for like churches for some reason. I just like I love it. I love the the creativity that comes out in my mind when we talk about it. And I we we were talking about new ways for to get people to come to the church, right? And you know, we start originally start talking about all right, we could run ad testimonials, and you you get put, you do testimonial videos of clients or or of people from the church, and you they talk about like where they were and where they are now. And basically, like we talk about transformations, right? And you run ads based on um those uh transformations, right? And so we get, and I was like, but I was like, hold on, wait a minute, wait a minute. That's not your butt, that's not your best thing to do. Your best thing to do is this. I said, Pastor, how many people are not coming to church right now that are on the church list or members of the church that are that should be going to church, that know they should be going to church, they're just not going to church. And he's like, Man, we got a whole bunch of those people. A whole bunch of those people. I was like, exactly. You have their email address, you have their phone number, you have a lot of them you have a personal relationship with. The best way, because that's their metric, their metric is getting butts in seats, right? I was like, the best way, Pastor, is for you to send this email to all the people that haven't been. To church in the last 90 days. And he started laughing. I was like, here's the email. I was like, hey, first name. Are you still interested in coming back to church? Now, I don't know if he's gonna send it. I don't think he will. Okay. But think about that. Yeah, it's like then you're getting the nudge to come back to church and pastor sending them this email. And it's like, yeah, I'm still interested, of course. I've just been busy and say, All right, I'll come back. And I know it'll work for the church, but it also would probably work for your past customers. It would probably work for your unconverted leads. It works, right? And so you just got to hang it out there like a question and just pick, are you still interested in enter the thing you think you sell, the product problem you solve, all of that stuff. So that's the nine-word email. I mean, I could go on forever about the nine word email. It's just I've used it in so many different ways and so many different variations, but it's a very, very powerful tool. So that's number 15. Send the nine word email. This is so stupidly simple, but not enough people do it. When you sign up a new member, give them a card that is for a free month to give to a friend. Right when they sign up, because understand that that is there's the reticular activating system in their brain that's lit up. They're most excited about your gym right when they sign up. And they're much more likely to talk about it right when they sign up. And so have that conversation with them. Congrats on being a new member. One of the things that we do is we give you a card and it's for a free 30 days for anyone you want to give it to. And the question you say is, who's the first person that pops into your mind that you think would benefit from doing something like this? And the goal is that you get someone's name, and then if they don't give you the name right there or introduce you to them right there, that you reach out to them in a few days, be like, hey, do you want you to know you still have that coupon for the 30-day free membership to give? Have you decided who you're going to give it to yet? Just ask them a question like that. So, really, really powerful stuff. I am going to stop there. I'm going to keep going, but I'm going to stop there. Do not make this episode like a full hour long and give you a little break. And I'll come back with another episode, part two, of this, and I'll keep going through most of them. I'm not going to go through all of them, but if you want to get the list, I have posted the list in the show notes so you can actually read the list. So click the link in the show notes, and it will send you right to get the 100 ways with the short paragraph on download of each one. So hopefully this was helpful, and I will talk to you soon. Peace.