Summary of Success & Giving and more...


Summary of Success & Giving

The Go Giver 198x300 Summary of Success & Giving“The Go Giver” is a quick easy read that follows a young, ambitious sales associate trying to reach success in this career.  He’s working hard but not getting anywhere when a colleague provides him the name of a consultant who could provide him the insight he needs to excel.

In this parable, we are introduced to the 5 Laws of Stratospheric Success.

#1. The Law of Value:

Your true worth is determined by how much more you give in value than you take in payment.  It can be easy to accomplish this in the fitness industry when we are literally changing people’s lives.  You can’t put a price on that!  But most people are paying us for a workout so if you can figure out how to exceed that expectation, then you stand out from all your competition.  So what extras can you offer? It can be as simple as really getting to know your clients, their interests, their family and asking them about it. You could research health and fitness topics of interest to them and forward to them. You could give them a free birthday session. Foster the development of friendships. Host parties and group events so clients and staff get to know each other.  Create a culture through social media. Take care of your team so they take care of your clients. If you create an experience that people can’t get anywhere else, they won’t go anywhere else!

#2. The Law of Compensation:

Your income is determined by how many people you serve and how well you serve them. Ask yourself how you can impact more people in the same amount of time.  Can you offer some group training classes, a few training clinics, a running, hiking or Triathlon club?  Can you teach a Free monthly workshop for your community or conduct Lunch n’ Learns at local businesses?  Can you write a health and fitness blog or write a column for your local newspaper or magazine?

#3. The Law of Influence:

Your influence is determined by how abundantly you place other people’s interests first. When having any interaction with a current, past or prospective client, ask yourself first, ‘How can I help?” “What are their needs?”  Even if you don’t believe someone will ever train with you, help them anyway. What goes around, comes around and people will become your walking sales force as word gets around that you are genuinely interested in helping people.

#4. The Law of Authenticity:

The most valuable gift you have to offer is yourself. Whether you are an employee in a club or training studio or a sole proprietor, you are running your own business, even if it’s within another business, and you need to understand that you have to be able to sell yourself.  People have to be willing to pay money to spend a couple hours per week with you so you have to likeable.  You have to have good communication and people skills. You have to be positive and energetic and have a magnetic personality. You have to genuinely care and be true to who you are and what you believe in.  Yes, you are selling fitness, a healthy lifestyle and people looking and feeling great, but you are also selling YOU!

#5. The Law of Receptivity:

The key to effective giving is to stay open to receiving.  This can be a problem in our industry because there can be this general thought that if you really love what you do and are making a difference, you have to settle for making a lower income. It’s common in professions such as teachers, fireman, police officers etc but just because you love what you do, doesn’t mean you can’t make an income that allows you to live the lifestyle that you preach to others…the ability to pay a mortgage, take vacations, send your kids to college. My attorney charges me $350 per hour and I know he doesn’t feel guilty about it.  He believes in his worth and value and in the fitness industry we need to shift our self-belief to see that we play one of the most important roles in our world and can directly, positively impact so many people’s lives and that’s worth a good income.  So believe in your success, believe in your worth, believe in what you have to offer and be open to being wildly successful.

I read this book in just a couple hours but I found myself underlining and highlighting numerous thoughts and nuggets of wisdom. I thought I’d share my Top Thirteen quotes.

  1.  Most people just laugh when they hear that the secret to success is giving.  Then again, most people are nowhere near as successful as they wish they were…The majority of people operate with a mindset that says to the fireplace “First give me some heat, then I’ll throw on some logs”.  Or that says to the bank “Give me interest on my money, then I’ll make a deposit.”  And of course, it just doesn’t work that way.
  2. Most of us have grown up seeing the world as a place of limitation rather than as a place of inexhaustible treasures. A world of competition rather than one of co-creation.
  3. What you focus on is what you get.  You’ve heard that expression, “Go looking for trouble and that’s what you’ll find?’  It’s true and not only about trouble. It’s true about everything.  Go looking for conflict, and you’ll find it.  Go looking for people to take advantage of, and they generally will.  See the world as a dog-eat-dog place, and you’ll always find a bigger dog looking at you as if you’re his next meal.  Go looking for the best in people, and you’ll be amazed at how much talent, ingenuity, empathy and good will you’ll find.
  4. And that’s the Golden Rule of Business, ‘All things being equal, people will do business with and refer business to those people they know, like and trust.’
  5. You give, give, give.  Why?  Because you love to. It’s not a strategy, it’s a way of life. And when you do, then very, very profitable things begin to happen.
  6. All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving – their product, service or idea – than for what they were getting.
  7. No matter what your training, no matter what your skills, not matter what area you’re in, you are your most important commodity. The most valuable gift you have to offer is you.  Reaching any goal you set takes 10% specific knowledge or technical skills – 10% max.  The other 90% is people skills.
  8. As long as you’re trying to be someone else, or putting on some act or behavior someone else taught you, you have no possibility of truly reaching people. The most valuable thing you have to give people is yourself. No matter what you think you’re selling, what you’re really offering is you.
  9. Your compensation is directly proportional to how many lives you touch. 
  10. There are three universal reasons for working. Survive—to meet your basic living needs. Save—to go beyond your basic needs and expand your life. And serve—to make a contribution to the world around you.
  11. If you place the other person’s interests first, your interests will always be taken care of.  Always.  Some people call it enlightened self-interest.  Watch out for what other people need, with the faith that when you do, you’ll get what you need.
  12. There was something else I’d learned over those years, and that was how to be a friend.  How to care. How to make people feel good about themselves. And that, my friends, is something the marketplace wants very much – always has, always will.
  13. All the giving in the world won’t bring success, won’t create the results you want, unless you also make yourself willing and able to receive in like measure. Because if you don’t let yourself receive, you’re refusing the gifts of others—and you shut down the flow.

Although I’m feeling this style of parable writing is getting a little overdone, this book is a very quick read with very solid principles that can’t steer you wrong!

Yours in health, fitness & business,
Sherri McMillan 

THE BUSINESS OF PERSONAL TRAINING SYSTEM

BOPTbooklets 225x300 Summary of Success & GivingHey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?!  You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

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Encourage Clients This Winter!

sherri snowboard 300x200 Encourage Clients This Winter!

‘Tis the busy season for most of us in the fitness industry, but sometimes our clients need a little encouragement to keep moving during the cold winter months. Here is what I like to suggest to our clients to keep them moving and coming in to work with our personal trainers this time of year.

In the summer, it’s easier to get outside to cycle, run, walk,or hike but as the weather gets a little colder and the nights a little darker, people spend a lot less time outdoors.  This lack of sunlight often leads to people experiencing Seasonal Affective Disorder (SAD) or the Winter Blues. Fortunately, I, as well as many other fitness enthusiasts, aren’t affected as much as by the winter blues as others are because of many of these tips below.

Gear up:

If you have the right gear, you can still get outdoors when it’s cold and wet without feeling miserable.  Not only will you keep your fitness routine going, but being outdoors even if it’s cloudy and rainy, still exposes you to some levels of daylight, UV Rays and Vitamin D and will help to prevent SAD. So head to REI or your local sporting retailer to get some warm and waterproof clothing.trans Encourage Clients This Winter!

Join a Group: 

Running in the rain, cycling when it’s cold or hiking when you’re clouded in at the top is a lot more fun with others and when you’re involved in great conversations or post-workout festivities (coffee, beer, warm soup…)

Embrace Winter Activities:

Try some of the more popular winter sports.  You may find a love for an activity that you will get you outdoors all winter long and keep you in great shape.  So whether it’s skiing, snowboarding, snow-shoeing, sledding or cross-country skiing, there are many outdoor winter activities that will keep your heart pumping, adrenaline flowing and keep you looking and feeling your best all winter long!

Try the Indoor Version:

You can still keep your routine going strong by trying the Indoor versions of your favorite sport.  If you’re storing your road bike for the winter, now would be a great opportunity to start taking an indoor cycling class (come and try mine for free for a couple weeks so you can check it out).  If you like water sports, you might sign up for an Indoor Rowing program. If you like to run, get on the treadmill.  Or if you like to hike, try out the Stairclimbing machines.

Try Something New:

Since your outdoor activity is decreasing, it’s a great opportunity to try a brand new activity or focus on an area that you’d like to improve on. If you like to dance, try a Zumba class and get a good sweat on.  Sign up for a Rock-climbing course at The Source Rockclimbing gym. The cold and wet season is a perfect time to enroll in a Hot Yoga class. Maybe you’ve always want to try a Ballet Bar workout. Winter is a great time to increase your muscle conditioning workouts and develop your strength and endurance.

Join a Gym or Training Studio:

Being around other like-minded individuals on a mission to stay healthy and fit will help to maintain your energy and commitment to your fitness program. All gyms including our Personal Training studio experience an influx of clients coming back to seek refuge from the colder, wetter NW weather.

Seek the Sun:

In the Northwest, we are treated to random days of sunshine during the fall and winter months so always be sure to get outside on those days even for just 15-20 minutes and soak up some Vitamin D.  Many people also benefit from scheduling a trip to the sun during the rainy months to help get their bodies through this time of year – whether it’s just a weekend trip to California, Vegas or Arizona – or even the sunnier areas of the NW – or maybe a trip to Hawaii or Mexico during Winter or Spring break.

Yours in health, fitness & business,
Sherri McMillan 

THE BUSINESS OF PERSONAL TRAINING SYSTEM

BOPTbooklets 225x300 Encourage Clients This Winter!Hey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?!  You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

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Click Here to like us on Facebook and get FREE Instant Access to my “Making Money with Small Group Training” Webinar

 

      

Revenue with Running Programs Part 11 – Race Day

start line GF 2012 300x198 Revenue with Running Programs Part 11 – Race DayIf your clients are like mine….more and more of them are signing up for running events. This trend is not only wonderful for your clients’ and their health….it can also be an easy way for you to earn extra revenue with a running program! Check out how we operate our running program, set up your own and then use the info in this series to send to your clients to inspire them to join your running program!

Today we will focus the important steps your clients should take as race day approaches.

Now send your clients this info and then ask them to join you for YOUR running program!

Nutrition:

Proper nutrition is critical throughout your entire training program, but even more important to pay very close attention to your nutrition as you approach race day. trans Revenue with Running Programs Part 11 – Race DayThe week before the event, make sure you’re consuming a diet rich in healthy, complex carbohydrates (sweet potatoes, brown rice, whole grain pastas, oatmeal, quinoa etc), fruits and vegetables.  Also, critical to ultimate performance is to drink plenty of water heading into the event.  Drink water every chance you get and minimize your alcohol intake the week before!  Finally, avoid trying any food that is drastically new to your diet in the final week before race day.

Sleep:

You’ll also want to assure adequate sleep.  The amount of sleep you get the week before your event is more important than the night before.  Most athletes don’t sleep well the night before an important event which isn’t that important if the week before the event has been a restful one.  So go to bed at your regular time and make sure you’re getting at least 7-8 hours of sleep every night.

Get Prepared:

Minimize any added stress on race day by preparing everything before race day.

  • Pick up your Goody bag ahead of race day so you can organize your racing bib, timing piece and review all important instructions.
  • Check out the weather and decide what you are going to wear and have it pulled out ready to go. Be sure to pull out a few options in case you change your mind. And have items you will wear on the way to the event and for warm-up and a change of clothes for afterwards so you can enjoy post-event festivities.
  • Remember vaseline or anti-friction lubricant so you can apply to any areas that are high risk for friction (ie. feet, underarms, inner thigh, nipples) during longer races.

It’s Race Day!

  • Your pre-race meal should contain easily digestible nutrients (ie. Energy bar, fruit, toast, oatmeal etc) and should be eaten 1-4 hours before the event.  Go with what you’re used to running on and definitely don’t eat anything new!  You don’t want any unexpected surprises or digestive upsets.
  • As you travel to the race, repeat some positive self-statements about how well you feel and how excited you are about the event.  Visualize yourself completing the event and achieving your goals. Put on some high energy, pumping tunes to psych yourself up!
  • Be sure to get there early enough so you have enough time to take care of any registration details, find out where the start line is, review the course map, warm-up, drink some water, listen for any pre-race instructions and go to the washroom (multiple times)
  • Be sure to spend 6-12 minutes warming up by either walking or doing a light jog around the venue and some gentle range of motion movements.
  • During the run, try to grab a drink of water every 10-15 minutes.  For longer events, you will need to consume some form of energy food, drink or gel to maintain adequate blood sugar levels but avoid consuming anything you haven’t tried before!
  • And finally, have fun.  Cheer on other racers. Enjoy the course and the fact that you are healthy enough to even participate!

See you at the finish line!

Yours in health, fitness & business,
Sherri McMillan 

THE BUSINESS OF PERSONAL TRAINING SYSTEM

BOPTbooklets 225x300 Revenue with Running Programs Part 11 – Race DayHey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?!  You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

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Click Here to like us on Facebook and get FREE Instant Access to my “Making Money with Small Group Training” Webinar

 

 

      

Revenue with Running Programs Part 10 – Foam Rolling

If your clients are like mine….more and more of them are signing up for running events. This trend is not only wonderful for your clients’ and their health….it can also be an easy way for you to earn extra revenue with a running program! Check out how we operate our running program, set up your own and then use the info in this series to send to your clients to inspire them to join your running program!

Today we will focus the foam rolling techniques you can recommend to your clients that are runners.

Now send your clients this info and then ask them to join you for YOUR running program!

Over the last two months, I’ve focused this column on running programs. Well, the running community is probably a little stiff right now so many half marathons, marathons and 10ks happening all across the country!  So you probably have a number of people feeling a little tight and walking a little funny. So I thought this would be a perfect opportunity to discuss the merits of Self-Myofascial Release using Foam Rollers – a perfect way to help release tight areas for runners and athletes of all kinds!  I’m a firm believer in the importance of body work such as massage as well as daily foam rolling if you are extremely active. It’s the support your body needs to be able to continue doing what you want for years and years! You can purchase a foam roller at most fitness equipment retailers as well as many department stores.

General Guidelines for Self-Myofascial Release:

  • Perform the specific techniques as described below.
  • Once you roll over a tight area, you can use one of two techniques:
    1. Pressure Point – Stop rolling and rest on tight area for 20-30 seconds while breathing slow and deep. Hold to the point of tolerance.  It may feel uncomfortable – like a really deep massage – but you should not experience any sharp pain. Once completed, roll to the next tight area.
    2. Kneading – When you find a tight area, roll back and forth over that area, kneading the tissue until the tension releases or subsides. Remember to breath slow and deep.
  • Complete a specific technique for about 1-2 minutes each side and avoid bouncing.
  • Maintain proper posture and contract your abdominals to help stabilize your low back while rolling.
  • These techniques can be done 1-2 times daily and can be done before or after a workout.

Here are my favorite Myofascial  Release Techniques:trans Revenue with Running Programs Part 10 – Foam Rolling

IT Band

stretch foam roller itb 1 300x151 Revenue with Running Programs Part 10 – Foam RollingLie on the right side supported by the right elbow and maintain head in neutral and ears aligned with shoulders.  Place roller under right thigh and place left leg over and in front of the right leg.  Roll just below hip joint down to the lateral thigh to the knee.

 

 

 

 

 

stretch foam roller hips 287x300 Revenue with Running Programs Part 10 – Foam RollingPiriformis/Glutes

Sit on full roller and cross right ankle over left knee.  Roll on the right hip area while pulling the right knee towards the opposite shoulder to increase the stretch.  To massage the glutes, sit on the roller with feet and hands in front of roller.  Push roller backwards with buttocks.

 

 

 

 

 

 

 

Quadriceps:

stretch foam roller quads 2 300x116 Revenue with Running Programs Part 10 – Foam RollingLie on your belly with the foam roller above knees and elbows bent with forearms touching the floor.  Pull abdominals in and tighten glutes to help prevent the back from sagging.  Roll from pelvic bone to the knee emphasizing the front and lateral thigh.

 

 

You can also use a hard ball like a Lacrosse ball to focus in on smaller areas like your calves or to get deep into your hips or a golf ball to roll and release your feet.

Yours in health, fitness & business,
Sherri McMillan 

THE BUSINESS OF PERSONAL TRAINING SYSTEM

BOPTbooklets 225x300 Revenue with Running Programs Part 10 – Foam RollingHey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?!  You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

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Click Here to like us on Facebook and get FREE Instant Access to my “Making Money with Small Group Training” Webinar

 

 

      

Revenue with Running Programs Part 9 – Stretching

If your clients are like mine….more and more of them are signing up for running events. This trend is not only wonderful for your clients’ and their health….it can also be an easy way for you to earn extra revenue with a running program! Check out how we operate our running program, set up your own and then use the info in this series to send to your clients to inspire them to join your running program!

Today we will focus on the importance of stretching for runners!

Now send your clients this info and then ask them to join you for YOUR running program!

Last week, we reviewed the importance of running technique and discussed how muscle tightness can affect your running mechanics.  So this week and next, we will focus on various mobility and release techniques to keep you running strong and injury free. Today, I’m going to start with wall stretching which is a very relaxing way to release and since most runners are super tight to begin with, they are more likely to do it since it’s not so painful!

Complete the following stretching program after each run or workout.  Hold each stretch for at least 30 seconds – ideally longer.  And remember, hold each stretch to the point of tension – not pain!

stretch wall hamstrings 300x236 Revenue with Running Programs Part 9   StretchingHamstring on the wall:

Lie on your back with your hips close to the wall and your legs positioned straight up against the wall. To make the stretch less intense, move your hips a few inches away from the wall.  To make the stretch more intense, keep your hips positioned right up against the wall and wrap a towel around your feet and lightly pull your legs a few inches away from the wall.  Feel your stretch in the muscles at the back of your upper leg.  Hold this stretch for as long as you feel comfortable – minimum 30 seconds each leg and ideally longer.  Try to relax and breathe in to the stretch.  Feel free to read a magazine or watch T.V. while holding this stretch.  This is a great stretch to do after a run because it assists in the recovery process as blood is flushed from the legs back to the heart.trans Revenue with Running Programs Part 9   Stretching

 

 

stretch wall groin 300x239 Revenue with Running Programs Part 9   Stretching

 

 

Groin on the wall:

Lie on your back and start with both legs straight up against the wall.  Now slowly separate your legs into a V-position until you feel a light stretch through your groin area.

 

 

 

 

stretch hip and back 300x236 Revenue with Running Programs Part 9   Stretching

 

Hips and Back on the wall:

Lie on your back as if beginning the hamstring stretch starting with both legs straight against the wall.  Now slowly let both legs fall to one side.  Bend the bottom leg and keep the top leg straight.  Turn your head in the opposite direction and reach your opposite arm away for your legs.  Try to feel this stretch through your hips, lightly through your back and your chest.

 

 

 

 

 

stretch glute on wall 300x225 Revenue with Running Programs Part 9   Stretching

Glutes on the wall:

Lie on your back with your hips positioned further from the wall.  Place one foot on the wall so that the knee bends to 90 degrees.  Now place the other foot onto that thigh.  You should feel a light stretch around the outside edge of your hip.

 

 

 

 

 

stretch inner thigh on wall 300x261 Revenue with Running Programs Part 9   Stretching

 

 

Inner thigh on the wall:

Sit with your back straight up against the wall.  Now bring the soles of your feet together and allow your legs to just drop out to the side. Feel the stretch through your groin.

 

 

 

 

 

stretch side quads 300x136 Revenue with Running Programs Part 9   Stretching

 

Quadricep:

Lay on your side with your body straight.  Bend the top knee towards your buttock so that you can grab your foot or ankle.  Hold the stretch while pressing your hip forward and your knee slightly back.

 

 

stretch lunge with rotation 300x201 Revenue with Running Programs Part 9   Stretching

Hip Flexor: 

Position yourself in a lunge position with your front knee positioned over the front ankle and your back knee positioned comfortably on a mat or towel.  Straighten your spine so your posture is fully erect.  Lightly press the hip forward.  Feel the stretch in the front of the thigh.  To intensify the stretch, keep your body tall, while you you’re your arms to the ceiling and/or rotate your upper body in towards your front knee.

 

 

stretch calves 216x300 Revenue with Running Programs Part 9   Stretching

 

 

Calve stretch:

Stand facing a wall.  Place one leg close to the wall and the other further away.  Keep the heel of the back leg positioned firmly into the floor.  Be sure that both feet face forward.  Feel the stretch in the back calve.  Now move the back foot in a few inches.  Keep the back foot firmly planted into the ground but now slightly bend the back knee and hold the stretch.

 

 

 

 

 

Side stretch:  

Stand sideways to the wall.  Keep your feet 1-2 feet away from the wall.  Now lean your hips into the wall.  You should feel a light stretch on the outside of your leg and hip.  Try this stretch with legs bent and straight.

Upper back stretch:

Place 2-3 pillows on the floor.  Lay on your back over the pillows so that the pillows are at about the level of your shoulder blades.  Extend your arms overhead so they rest on the floor behind you.  You can also do this over an exercise ball.

Low Back Stretch:

Start on all fours, and then slowly sit back onto your heels into child’s pose. Reach your arms forward.

Remember to hold each stretch for at least 30 seconds and remember that light stretching is much better than deep, painful stretching!  It’s also very important to note that this type of deep stretching should take place after your workouts are complete when your muscles are warm and most pliable.

Yours in health, fitness & business,
Sherri McMillan 

THE BUSINESS OF PERSONAL TRAINING SYSTEM

BOPTbooklets 225x300 Revenue with Running Programs Part 9   StretchingHey did you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business? You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. 

The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees.  

A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

DON’T REINVENT THE WHEEL!  Let us give YOU the systems that we know will work.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

facebook like buton1 1024x952 Revenue with Running Programs Part 9   Stretching

Click Here to like us on Facebook and get FREE Instant Access to my “Making Money with Small Group Training” Webinar

 

      

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