Why do some fitness coaches build six-figure businesses while others stay stuck at $2K-$5K months?

It's not about certifications, talent, or luck it's about having the right system

I'm your host, Jon Vlahogiannakos, Success Coach with Online Trainer Mentorship, and we've helped hundreds of coaches crack the code on profitable online businesses.

In this "Start Here" episode, you'll discover:

✅ What to expect from Build & Scale (and how to get the most from it)

✅ The exact listening strategy for your first month

If you're tired of being the best-kept secret in fitness and ready to turn your expertise into consistent income, this episode sets the foundation for everything that follows.

Your expertise deserves to be profitable. Let's make it happen.

--

🚀 Ready to build a six-figure fitness business?Apply for OTM Mentorship

📱 Connect with OTM:https://www.instagram.com/onlinetrainermentorship/

🚀 Ready to stop guessing and start implementing a proven system? Book a free call with the team ⁠⁠here⁠⁠

📱 Connect with OTM on ⁠⁠IG

Timestamps:

0:00 - Why these 3 problems feel impossible to solve alone

4:30 - Problem #1: "I don't know who my ideal client is"

8:15 - Cait's avatar transformation: scattered to $400/month niche

12:00 - Problem #2: "I don't know what to charge"

16:45 - David's pricing breakthrough: $150 to $450/month

20:15 - Problem #3: "I don't know how to get consistent clients"

25:00 - Valerie's content system transformation

27:45 - Why these solutions work so fast in OTM

32:00 - Next episode preview

Key Takeaways:

✅ How to dial in your avatar using existing client data (not guesswork)

✅ Why "trading time for money" keeps you trapped and the mindset shift that changes everything

✅ How content systems within the 4C Formula drive consistent clients

✅ Why these problems get solved in 2-4 weeks with guidance vs. years alone

✅ The difference between having activities vs. having systems

🚀 Want similar results as Brooke? Book a call with the team ⁠here⁠ and see if we can help get you there.

📱 Connect with OTM on ⁠IG⁠

📱 Follow Brooke on IG

Timestamps:

00:00 - Brooke's journey into online coaching

03:22 - Pandemic pivot: In-person to virtual training

06:05 - Why mentorship was her turning point

08:58 - Finding her niche and target audience

14:25 - Building accountability into coaching programs

20:16 - The Four C's of business growth

25:49 - Client retention and community strategies

34:40 - Scaling without burnout: Automation and delegation

44:02 - Future goals and empowering women

Key Takeaways:

✅ How to successfully pivot from in-person to online coaching

✅ Why investing in mentorship accelerates business growth

✅ The importance of finding your niche for deeper client connection

✅ Building systems and boundaries to prevent burnout while scaling

✅ Creating accountability structures that increase retention

🚀 Ready to stop guessing and start implementing a proven system? Book a call with the team ⁠here⁠

📱 Connect with OTM on ⁠IG⁠

Timestamps:

0:00 - Mike's transformation: 3 hours daily → 30 minutes

1:15 - Why most fitness marketing fails

7:30 - The psychology behind attraction marketing

15:45 - Common attraction marketing mistakes

20:00 - The MAGNET Method breakdown

31:30 - Implementation strategy (week-by-week)

37:45 - Advanced attraction strategies

41:00 - Episode 3 preview: Brooke's success story

Key Takeaways:

✅ Why "noise marketing" keeps you invisible

✅ The MAGNET Method for attracting ideal clients

✅ How to create content that connects, not just converts

✅ Advanced strategies for thought leadership positioning

🚀 Ready to stop guessing and start implementing a proven system? Book a call with the team here

📱 Connect with OTM on IG

Timestamps:

0:00 - Why coaches stay stuck at $5K months

1:30 - Sarah's survival mode story

3:45 - The three invisible barriers keeping you trapped

6:30 - Barrier #1: Random acts of marketing trap

11:15 - Barrier #2: The underpricing death spiral

16:20 - Barrier #3: The delivery trap

20:30 - The 4C Skill System breakdown

25:45 - Implementation roadmap

28:15 - Mindset shifts for scaling

30:00 - Next steps and Episode 2 preview

Key Takeaways:

✅ Why expertise alone won't scale your business

✅ The 4C Skill System

✅ How to break free from the survival mode trap

✅ Week-by-week implementation plan

Want to scale and don't know where to start? Book a strategy call with our team here

📱 Connect with OTM: @onlinetrainermentorship

Timestamps

00:00 - 01:34 - Introduction & The Manual Labor Trap01:34 - 04:13 - Why Manual Work Kills Your Growth04:13 - 06:12 - Category #1: Lead Management Automation06:12 - 08:40 - Category #2: Client Onboarding Automation08:40 - 10:43 - Category #3: Client Delivery Automation10:43 - 12:53 - Phase 1: Implementing Lead Management (Days 1-30)12:53 - 14:45 - Phase 2: Implementing Onboarding (Days 31-60)14:45 - 16:39 - Phase 3: Implementing Delivery (Days 61-90)16:39 - 17:16 - Common Automation Mistakes to Avoid17:16 - 19:02 - The Automation Mindset & Scaling Reality19:02 - 19:29 - This Week's Challenge & Call to Action

Key Takeaways

• The manual labour trap costs you 10-15 hours per week
• Three automation categories every coach needs
• Lead management automation saves 5-10 hours per month

• The 90-day implementation roadmap
• Automate the busy work, not the important work

Book a strategy call with our team ⁠here⁠ to get results sooner than later

Sign 1-5 clients in 7 days: ⁠Join the Get Online Fitness Clients Challenge⁠

📱 Connect with OTM: ⁠@onlinetrainermentorship

Timestamps

00:00 - 00:36 - Introduction & Episode Overview

00:36 - 01:19 - Recap of Episode 17: The 3 Biggest Mistakes

01:19 - 02:10 - Introduction to Today's Solutions & Challenge Announcement

02:10 - 04:46 - Solution #1: Fixing the Content Mistake

04:46 - 06:57 - Solution #2: Fixing the Avatar Mistake

06:57 - 09:21 - Solution #3: Fixing the Waiting Game Mistake

09:21 - 10:50 - The Math Behind the System

10:50 - 13:20 - The 30-Day Commitment

13:20 - 16:16 - Challenge Announcement

Key Takeaways

• Content identifies potential clients, conversations convert them—your content's job is to get people to raise their hand, not to sell for you

• Hyper-specificity wins: stop targeting demographics and start targeting specific behavioral patterns, problems, and beliefs your ideal client has
• The daily non-negotiables that guarantee results: 10 new conversations, 5 follow-ups, and 1 post every single day
• Follow-ups are where the money is made—some of the best clients come from months or even years of consistent follow-up, not initial conversations
• The math that works: 50 conversations per week leads to 15 good fits, 5-8 calls booked, and 2-4 new clients signed
• Commit to 30 days minimum—most coaches quit after 3 days when they don't see immediate results, but consistency over time builds a consistent client roster

🚀Ready to scale your business? ⁠Book your strategy call⁠

📱 Connect with OTM: ⁠@onlinetrainermentorship

In this episode, Jon Vlahogiannakos discusses the importance of recognizing opportunities in business, particularly during late summer when many coaches tend to check out. He shares a compelling story of two coaches to illustrate how proactive engagement can lead to success. Jon outlines a three-step framework for coaches to prepare for the upcoming fall season, emphasizing the need for strategic planning, meaningful conversations, and effective client engagement. He encourages coaches to shift their mindset and take action to capitalize on the unique opportunities available during this time.

Takeaways

• Recognizing opportunities when others are checked out is crucial for success.

• A structured approach to outreach can lead to significant results.
• The mindset of clients shifts in late summer, making them more receptive.
• Following up with past leads can yield new opportunities.
• Building relationships during slow periods can lead to long-term success.
• The work done in late summer sets the tone for the rest of the year.
• Coaches should take action now to prepare for the busy fall season.

Chapters

00:00 Introduction: The Tale of Two Coaches

02:17 Recognizing Opportunities in Business

05:15 Understanding Client Mindsets in Late Summer

08:07 The Three-Step Framework for Success

14:31 The Conversation Sprint: Engaging Clients

17:56 The Enrollment Sprint: Converting Conversations

19:48 Mindset Shifts for Coaches

21:04 Action Plan for Late Summer Success

🚀Ready to turn your content into actual conversations and clients? Book your strategy call
📱 Connect with OTM: @onlinetrainermentorship

Timestamps:

0:00 - The harsh reality: Why coaches with 100K followers make less than those with 5K

1:30 - The content hamster wheel: Posting constantly but getting zero clients

2:30 - Vanity metrics vs. what actually pays your bills

4:00 - Trap #1: The spray and pray method (speaking to everyone = speaking to no one)

7:00 - Trap #2: The education explosion (why people don't buy information)

10:30 - Trap #3: Ghost creator syndrome (hiding behind content instead of building relationships)

12:00 - The 80/20 content rule that actually converts

13:30 - This week's action plan: From content audit to conversation starter

14:30 - Final advice: Stop trying to go viral, start trying to go valuable

Key Takeaways:

• The algorithm doesn't pay your bills - clients do

• When you speak to everyone, you speak to no one
• People don't buy coaching because they lack information
• Content is the introduction, conversation is the sale
• 80% of content should start conversations, only 20% should educate
• Your DMs are more important than your posts
• Quality beats quantity every single time

Engage with This Episode:

• Which content trap are you stuck in?
• Share this episode with a coach who's posting constantly but not getting clients
• Tag us @onlinetrainermentorship with your biggest content breakthrough

🚀 Ready to build systems that scale without sacrificing quality?
Book your strategy call
📱 Connect with OTM: @onlinetrainermentorship

Alex Harriman - OTM Success Coach specializing in client care systems, team building, and scaling strategies. Former OTM student (2017-2020) who now helps coaches optimize retention and build profitable teams.

Timestamps:

0:00 - Alex's background: From OTM student to coach specializing in client systems

2:20 - Why client care is the #1 priority: "You need clients raving about your business"

3:08 - The three critical KPIs every coach must track

5:03 - Renewal rate: Why 100% isn't actually good (and what to aim for instead)

7:28 - Success rate: Did they get what they paid for?

8:22 - The biggest mistake: Over-delivering when clients are already happy

8:42 - Why coaches always want to add more (curse of entrepreneurship)

10:17 - The "jacked guy at the gym" analogy for constantly changing programs

11:10 - The doubling test: "If you woke up with double the clients tomorrow, what would break?"

11:38 - The 3-hour rule: Maximum client care time per client per month

13:38 - Why weekly one-on-one calls are "absurd" and turn clients into friends

14:17 - Online vs in-person: You're not trading time for money anymore

16:07 - The power of one-to-many coaching without watering down quality

18:24 - Creating reusable content from common client questions

20:14 - When to start automating (and what NOT to automate)

21:57 - How to balance automation with the human touch

23:28 - Why you can't win the automation battle against mega companies

25:32 - When to start delegating: The cash flow question comes first

27:27 - Hiring too soon vs waiting too long (the 10K rule)

27:59 - Why hiring is like having kids: "Amplifiers of your current situation"

30:13 - Commission-based hiring to reduce risk

30:54 - Hire what you hate vs hire what you're bad at

31:46 - Why you shouldn't hire a salesperson first

32:41 - The quality control requirement: You must understand the role to manage it

33:27 - The task categorization exercise: Like, don't like, and superpowers

36:08 - When "good enough" is actually good enough

37:17 - The hiring framework: Interview multiple people even if you have a favorite

39:40 - Time allocation reality: All "saved" time goes to training initially

41:27 - Overwhelmed coach advice: Start with your circle of trust

42:49 - The light at the end: When referrals replace lead generation

43:06 - One thing to implement this week: Start tracking the 3 KPIs

44:19 - The scaling readiness test: Can you handle double the clients?

45:14 - Rapid fire: Vanity metrics, biggest mistakes, and essential tools

46:47 - Final wisdom: Relationships over everything else

Key Takeaways:

• The 3 non-negotiable KPIs: Renewal rate, satisfaction score, and success rate
• Weekly one-on-one calls are business killers that turn clients into friends
• The 3-hour rule: Max client care time per client per month to stay profitable
• One-to-many coaching doesn't mean lower quality - it means smarter delivery
• Don't automate the human connection - automate the administrative tasks
• Only hire what you understand and can quality control
• Commission-based hiring reduces risk and aligns incentives
• Your immediate circle of trust is your best starting point for sales
• Track data that changes your behavior, not just for the sake of tracking
• Relationships beat followers every single time in this business

Engage with This Episode:

• Which of the 3 KPIs do you need to start tracking first?
• Share this episode with a coach who's struggling to scale efficiently
• Tag us @onlinetrainermentorship with your current renewal rate

🚀 Ready to see if you can achieve results like Casey?

Book your strategy call

📱 Connect with OTM: @onlinetrainermentorship

Casey Gilbert - OTM student who went from job loss and mental health struggles to a 6-figure online coaching business, specializes in helping people who feel stuck

Timestamps:

0:00 - Casey's introduction: 10+ years in fitness, working with ages 24-75

0:52 - Why Casey doesn't niche down: "People who feel stuck"

2:03 - The challenge of working with diverse populations vs. templated coaching

3:10 - Foundations over Instagram workouts: 20 years of lifting, 3x/week basics

5:28 - Rock bottom: Getting laid off and losing identity in work

7:32 - The scarce mindset: "There's no way I can make enough money online"

9:07 - Three calls to commit: Anxiety about "what if it doesn't work?"

12:23 - The guarantee that changed everything: "Either make money or keep learning"

13:00 - First breakthrough: "Wait, if there's one client, there might be more"

15:16 - Moving goalposts: From breaking even to $50K to six figures in year one

18:35 - The lifestyle goals: Moving closer to family, quitting side jobs

19:23 - Mindset shifts: From antidepressants to documenting the journey

21:17 - Opening possibility: "I don't have to believe it will work, just that it's possible"

24:32 - Believe it till you achieve it vs. fake it till you make it

26:13 - How coaching evolved: From "do what I do" to meeting clients where they're at

28:28 - "If you're not embarrassed by who you were 5 years ago, you're not growing"

31:28 - Building the delivery system: Mindset, nutrition, and fitness pillars

34:43 - The ADHD challenge: Focus on what moves the needle, not what's exciting

37:37 - Big following ≠ easy business: 47 clients max, not 300

40:22 - Pricing breakthrough: "Drop the price and shut up"

42:45 - 50%+ renewal rate: Building deeper connections vs. churning clients

45:05 - The flexibility factor: One-on-one mentoring when group calls aren't enough

47:11 - Building the team: VAs, programming coach, DM setter, success coach

48:22 - The numbers: $0 to $20K/month floor, tracking for $250K year

49:47 - Final advice: "Believe it's possible and make failure not an option"

Key Takeaways:

✅ Why being apprehensive about investing is normal (Casey took 3-4 calls to commit)

✅ The "either smarter or successful" mindset that removes risk from investment

✅ How realistic timelines work: 3 months to do month 1, but still hit 6 figures year 1

✅ The mindset shift from "impossible" to "possible" that changes everything

✅ Casey's 3-pillar approach: Mindset first, then fitness and nutrition

✅ Why authenticity beats perfection in coaching relationships

Connect with Casey:

• Instagram: ⁠@caseyfgilbert⁠
• Website:https://www.caseygilbertfitness.com/

Engage with This Episode:

• What's your biggest takeaway from Casey's story?
• Share this episode with a coach who needs to hear about possibility thinking
• Tag us @onlinetrainermentorship with your thoughts

🚀 Ready to scale smart instead of just scaling up?

Book your strategy call

📱 Connect with OTM: https://www.instagram.com/onlinetrainermentorship/

Timestamps:

0:00 - The scaling trap: 45 clients but making $12.50/hour

2:00 - The math shock: 60 clients vs 18 clients (same revenue, half the work)

4:30 - Sarah's transformation: 52 clients to 28 clients with better results

6:25 - The 3 pillars of smart scaling

7:00 - Pillar 1: Value-based pricing (transformation vs. time)

8:35 - Pillar 2: Leveraged delivery (group vs. individual)

10:40 - Pillar 3: Systems and automation (David's restructure)

11:00 - When you're ready to scale vs. need to optimize first

13:50 - Your 4-step scaling action plan

14:45 - Next episode preview: Casey Gilbert's success story

Key Takeaways:

✅ Why more clients often means less profit and more burnout

✅ The 3 pillars of smart scaling: value-based pricing, leveraged delivery, and systems

✅ How to calculate if you're ready to scale or need to optimize first

✅ Why 18 clients at $500 beats 60 clients at $150 every time

✅ The difference between building a business vs creating a job for yourself

Christa Baker, fellow OTM Success Coach and sales expert, breaks down the biggest sales mistakes fitness coaches make and the mindset shifts that transform struggling coaches into confident closers.

From overcoming the "sleazy salesperson" fear to mastering the art of discovery calls, this episode reveals why sales success has nothing to do with convincing and everything to do with caring.

Timestamps:

0:00 - Meet Christa Baker: From OTM student to sales mentor

3:15 - The biggest sales mistake fitness coaches make

5:45 - Why coaches fear asking hard questions

8:30 - Money mindset vs. deeper sales blocks

11:00 - The pre-call routine that changes everything

14:00 - Reframing "sales calls" as enrollment conversations

17:00 - The discovery phase: Ask questions and zip your lip

20:10 - Why difficult conversations equal more money

23:40 - How proper discovery makes clients feel heard

27:20 - Setting expectations vs. pitching features

33:50 - Fear of rejection and handling "no"

36:30 - Objection handling: Coaching past limiting beliefs

42:30 - The 80/20 rule for enrollment calls

44:15 - Rapid fire: Sales myths, books, and golden nuggets

Key Takeaways:

✅ Most coaches avoid sales because they fear being "sleazy" - but caring coaches can't be sleazy

✅ The objections you get most reveal your own limiting beliefs (money, spouse, time)

✅ Discovery is 80% of the call - ask hard questions and let them talk

✅ You're not convincing anyone - you're coaching them past their own blocks

✅ Sales success comes from caring about their transformation, not needing their money

✅ Practice with anyone (even family) to build confidence before real calls

✅ When people say it themselves, it's true - when you say it, it's just selling

🚀 Tired of feeling "salesy" on enrollment calls?

Stop letting that be your bottleneck. Book your free strategy call and scale your business: Tap here⁠⁠⁠

📱 Connect with OTM on ⁠⁠⁠IG

Strategy call with our team here

Join the Get Online Fitness Clients Challenge

📱 Connect with OTM: @onlinetrainermentorship

Timestamps:

0:00 - The uncomfortable question: How many hours worked vs clients signed?

2:01 - Why online coaching works but you're not seeing results

3:00 - Mistake #1: Treating content like your sales team

3:45 - The fishing net analogy: Content catches, conversations convert

5:39 - Mistake #2: Speaking to everyone = speaking to no one

6:30 - The specificity test: Could your content apply to everyone?

7:35 - Demographics vs psychographics: The critical difference

8:30 - Mistake #3: The passive income lie that's killing your business

9:49 - Hard truth: Six-figure coaches aren't smarter, they have more conversations

11:30 - Why you can't see what's actually working behind the scenes

12:30 - Reality check: Where you're probably at right now

13:27 - What's coming next week: The complete solution system

Key Takeaways:

• Content identifies potential clients - conversations convert them

• Being specific doesn't reject others, it attracts the right people
• Six-figure coaches aren't smarter - they just have more conversations

• The work you don't see = the work that matters

• These mistakes feel like you're doing the right thing (that's why they're deadly)

Ready to avoid complacency and build systems that last?
Book your strategy call here
📱 Connect with OTM: @onlinetrainermentorship

Daniel Rosenthal (@rosentrain) - Online fitness coach specializing in helping women over 40 lose weight sustainably. 100K+ Instagram following, father of two, based in Halifax, Nova Scotia. OTM student for 3.5 years.

Timestamps:

0:00 - Hook: When the systems that got you here won't get you where you're going

1:00 - Daniel's background: Personal trainer to online coach journey

3:07 - Pre-OTM business: $7-10K months but no systems to scale

4:20 - Joining OTM in 2022: Wife wanted extended maternity leave

6:10 - The success period: Growing from 25 to 75 clients, $20-30K months

7:20 - September 2024: When growth suddenly stopped

8:30 - The complacency trap: No marketing systems, just organic applications

9:30 - From 250 applications to almost none - the warning signs

11:09 - What OTM helped with: Client service, sales skills, hiring coaches

13:32 - The decline: "My content from August 2024 was terrible"

15:15 - Taking ownership: No systems, got lazy, posted randomly

16:21 - September 2024 becomes the best month ever (spoiler alert)

17:07 - How to know: Slow month vs systemic problem

18:01 - The comparison that sparked action, not self-pity

18:48 - March-April 2024: The stress of realizing it's all on you

19:56 - First system implemented: DM strategy and hiring a setter

22:45 - The bottleneck revelation: You can be your own limitation

23:15 - Forcing himself to track data in Trello (despite hating spreadsheets)

24:29 - Content planning for someone with 100K followers (you need it too)

25:10 - August content strategy: Getting audience to know, like, trust

26:30 - Theme-based content: Monday through Sunday structure

27:47 - September theme: "Life ain't gonna slow down, so you may as well start"

29:16 - Best month ever after 18 months of struggle

30:30 - Balancing rebuild stress with family life (not perfectly)

31:52 - Non-negotiables: 5-8pm family time, blocked calendar

33:20 - The balance myth: Sometimes work has to be priority

36:12 - Phone on DND 24/7 except for wife

37:11 - One system every coach needs: DM conversations

38:37 - Avoiding complacency: Plan next month before celebrating this one

39:44 - October 1st action: 90 DMs sent to avoid empty calendar

42:58 - Stress management: Gratitude journaling, workouts, prioritizing self

46:08 - Rapid fire: Biggest mistakes, best investments, systems to never neglect

Key Takeaways:

Complacency kills growth faster than bad strategy

100K followers means nothing without a DM and content system

Taking ownership > blaming the algorithm every single time

"Trust the process" only works if you actually do the work

Content planning isn't optional - even with 100K followers

Track your data even if you hate spreadsheets (hire someone if needed)

Non-negotiables keep you sane during intense growth periods

Connect with Daniel:

• Instagram: @rosentrain
• Podcast: The Leaner You Podcast
• Newsletter: Fit Bullets Friday

Ready to stop replacing clients and start keeping them for 12+ months? Book your strategy call here to see if we can help
📱 Connect with OTM: @onlinetrainermentorship

Timestamps:

0:00 - The client you thought was a sure thing... then they left

1:00 - Why results aren't enough: The month 3 decision point

2:04 - Clients leave because they can't see what's next

2:45 - The math: $72K vs $120K with same client acquisition effort

4:07 - Part 1: Check-ins that actually matter (not participation trophies)

4:30 - Step 1: Acknowledge specific behavioral wins, not just scale wins

4:50 - Step 2: Reset the goal with specific next steps

5:10 - Step 3: Plant seeds for what's coming next

5:40 - Part 2: Milestone mapping - the game changer coaches miss

6:10 - The onboarding roadmap: Foundation, momentum, optimization, mastery

6:36 - Month 1 and Month 3 check-in examples

7:30 - Part 3: Offer upgrades before they think about leaving

8:10 - Week 9-10: The "what's next" conversation timing

8:35 - Three upgrade options: Maintenance, next level, add-ons

9:15 - Why this system removes awkward renewal conversations

10:15 - Common mistake #1: Waiting until week 12 to discuss renewal

10:54 - Common mistake #2: Generic "great job, keep it up" check-ins

11:30 - Common mistake #3: No clear phases or progression milestones

12:10 - This week's action plan: Audit, map, identify

12:42 - The retention mindset shift: Show them why leaving doesn't make sense

13:30 - Episode wrap: Stop chasing new clients, start keeping current ones

Key Takeaways:

• Clients don't leave because you're a bad coach - they leave because they can't see what's next
• Same 5 clients/month: 3-month retention = $72K/year, 12-month retention = $120K/year
• Check-ins must: Acknowledge wins, reset goals, plant seeds for next phase
• Milestone mapping starts on day 1 - clients need to see months 1, 3, 6, 12 before they start
• Start "what's next" conversations at week 9-10, not week 12
• Retention isn't convincing clients to stay - it's showing them why leaving doesn't make sense

Ready to build a sustainable coaching business without burning out?
Book your strategy call
📱 Connect with OTM: @onlinetrainermentorship

Timestamps:

0:00 - Part 2 intro: Sustainability, workload, and hiring

0:47 - Jon's burnout story: 72 clients + 40 OTM students = breaking point

2:32 - The cost of "success": $150K year but fitness came last

4:59 - How many hours per week for a successful coaching business?

5:45 - Time breakdown: 1-2 hours per client per month maximum

6:15 - Content creation time blocks: 2.5-5 hours per week total

7:24 - When is the right time to hire? Earlier than you think

9:45 - Action step: Write down everything you do in your business

10:30 - First hire options: VA, programming coach, or setter

12:09 - Why coaches avoid DMs and how setters solve this

13:40 - Who should you hire first? Your biggest bottleneck

16:03 - Success coaches: When you're capped but leads keep coming

17:08 - Can you hit 15-20K months as a solo coach?

17:45 - Why solo scaling usually means sacrificing family time

18:15 - Fear of stepping out of coaching role into CEO role

20:12 - Real examples: 15K months with minimal team

22:38 - The real goal: Time freedom, not being chained to your business

Key Takeaways:

• Success without systems leads to burnout - Jon's 72-client reality check
• Minimum 20 hours/week for sustainable coaching business operations
• Time allocation: 1-2 hours per client per month, 2.5-5 hours content weekly
• Hire before you break - when you're growing but not drowning yet
• Three first hire options
• Should you go at it solo to hit 15K-20K months?
• The goal is time freedom, not being chained to your computer 24/7

Engage with This Episode:

• What's your biggest time bottleneck right now?
• Share with a coach who's trying to do everything solo
• Tag us @onlinetrainermentorship with your hiring questions

Ready to turn your followers into paying clients and scale to 6-figures? Book your strategy call⁠⁠

📱 Connect with OTM: ⁠⁠@onlinetrainermentorship

Timestamps:

0:00 - Episode intro: Fast action for getting clients and making money

2:09 - How to turn followers, likes, and attention into paying clients

4:24 - The biggest bottleneck: Posting content but not starting conversations

6:48 - What's one of the best referral systems to gain more clients?

8:47 - The referral ask: Timing it when clients are winning

11:07 - Adding satisfaction surveys to your referral system

12:20 - "I don't want to be pushy with selling" - reframing the sales mindset

14:42 - Sales calls aren't about convincing - they're coaching conversations

16:35 - Why feeling uncomfortable with sales makes you uncomfortable on calls

18:14 - Setting the frame: Getting permission to ask tough questions

18:49 - Online vs in-person coaching: How to communicate the value difference

21:02 - Features vs benefits: Making people feel the difference

23:02 - Marketing online coaching through Meta/Facebook vs in-person

25:30 - How to transition from wide niche to specific ideal client

27:53 - From $5K to $10K months when you're already working too much

29:42 - Time wasters: Content creation and custom programming for everyone

30:50 - "How much money can I realistically make as an online coach?"

32:14 - Why the word "realistically" is a limiting belief

34:16 - Jon's journey: From multiple failed mentorships to six-figure years

35:56 - Episode wrap-up and preview of part 2

Key Takeaways:

• Social media followers don't automatically become clients
• Get clear on who you're helping and their 5 biggest pain points
• Go talk to people who engage with your content - it's not being pushy
• Best referral system: Cash incentives + asking when clients are winning
• Reframe sales as coaching conversations, not convincing people

• How to get from $5K to $10K
• You can make as much as you're willing to work for - "realistic" is a limiting belief
• The two biggest time wasters

Ready to build an offer that creates lifelong transformations so you can grow your coaching business? Book your strategy call

Connect with OTM: @onlinetrainermentorship

Jordanna Nativ - Co-owner of GetSculpted, former corporate executive turned fitness coach specializing in helping women 40+ lose weight and get strong while eating guilt-free. Left her 15-year corporate career during the pandemic to follow her coaching dreams.

Timestamps:

0:00 - From corporate executive to fitness coach: Jordanna's pandemic pivot

2:11 - The transformation that changed everything: From restrictive dieting to sustainable approach

4:14 - Why she almost passed out in a mall and how it led to her coaching philosophy

6:05 - GetSculpted's core philosophy: Work smarter, not harder

7:12 - Overcoming client fear: "You're telling me to eat more to lose weight?"

8:19 - The transformation catalyst: When clients believe they're worth it

10:17 - Handling resistant clients with open communication and boundaries

11:55 - Why transformation takes years, not weeks (and how to sell that reality)

14:31 - The 3-phase program structure: Foundation, Empowerment, Mastery

16:03 - Single biggest transformation catalyst: "They believe they're worth it"

17:13 - Quick wins vs. long-term mindset shifts in early coaching

18:42 - The power of high-touch coaching and genuine relationships

19:30 - Building community: "The nicest place on the internet"

22:45 - OTM lessons: From wearing all hats to becoming a CEO

24:30 - The corporate skills that transferred vs. what she had to learn

25:57 - Maintaining quality while scaling: Systems, SOPs, and letting go of control

29:24 - GetSculpted's unique co-ownership model and revenue sharing

31:15 - Leveraging team expertise: Emotional eating, program design, and burnout specialists

32:56 - Treating team members like clients: The leadership mindset shift

34:36 - Content strategy: Staying in your lane and backing up what you say

36:32 - Knowing when to say "I don't know" and refer to specialists

37:59 - Program evolution: From scattered tools to one centralized platform

39:07 - The decision tree approach to program design and progression

41:07 - Rapid fire: Carnivore diet hate, vanity metrics, and transformation photos

43:01 - Industry controversy: "We're all scam artists" perception problem

44:00 - Why coaches over-certify instead of mastering basics

Key Takeaways:

• The single biggest transformation catalyst
• "Work smarter, not harder" applies to nutrition, training, coaching, and mindset
• Eating more while losing weight challenges everything clients think they know
• Transformation takes years, not weeks - sell the reality, not the fantasy
• High-touch coaching and genuine relationships trump perfect programs
• Community building creates accountability beyond individual coaching
• Systems and SOPs allow you to scale without losing personal connection

Connect with Jordanna:

• Instagram: @jordannanativ
• GetSculpted: Team-based coaching for women 40+

Engage with This Episode:

• What's holding you back from believing you're worth the transformation effort?
• Share with a coach who's over-complicating their programs
• Tag us with your biggest mindset shift about client transformation

Ready to stop overdelivering and start creating programs that actually get results?
Book your strategy call⁠

📱 Connect with OTM: ⁠@onlinetrainermentorship

Kristine Michaud - Former OTM Success Coach, Owner of Pure Strength and Nutrition, 20+ year industry veteran who transitioned from in-person strength coaching to online coaching focusing on strength, nutrition, and mindset.

Timestamps:

0:00 - Kristine's background: 20+ years in fitness, transition from gym to online

2:09 - The two biggest program mistakes: No reusable system + overdelivery

3:31 - Getting coaches past the "every client is a snowflake" mindset

4:11 - The phase system: How Kristine organizes beginner, moderate, advanced clients

6:27 - Why creative program names actually hurt your business

7:09 - Making systems work for YOUR coaching style (not copying others)

8:30 - The "teaching tools for life" philosophy vs. quick fixes

10:03 - Jon's 30-page PDF horror story (why more information isn't better)

11:21 - When clients say "I still have so much to work on" - you're overdelivering

13:41 - The power of asking clients for honest feedback

14:23 - If your clients are overwhelmed, look at what you're giving them first

15:27 - Kristine's Sunday crying sessions learning technology (we've all been there)

16:39 - Permission to slow down: The relief clients feel when you say this

18:57 - Two-minute tidbits vs. 30-minute video reviews nobody watches

20:29 - Framework breakdown: Pillars vs. deliverables explained

22:22 - Kristine's three pillars: Strength, nutrition, mindset

24:45 - The yearly topic planning system (steal this idea immediately)

27:10 - Getting client input without losing program structure

28:07 - What actually goes into mindset deliverables

30:03 - Why Kristine doesn't do summer calls (and clients are fine with it)

30:51 - The mistake of trying to please everyone with multiple call times

33:11 - "Just because you can doesn't mean you should" - the golden rule

33:53 - Communication boundaries: Trainerize only, no exceptions

36:28 - Jon's app blocker system for work-life boundaries

39:38 - Taking 17-19 days off without client complaints

41:51 - Why 25-item to-do lists paralyze productivity

43:45 - Rapid fire round: Biggest lies, meal plans, overrated components

45:09 - What clients think they want vs. what they actually need

Key Takeaways:

• The two biggest program mistakes: No reusable system + overdelivery
• Use phases, not creative names - beginner, moderate, advanced keeps it simple
• If clients say "I still have so much to work on" at renewal, you're overdelivering
• Ask clients for honest feedback - they'll tell you what's working and what isn't

• Just because you can deliver everything doesn't mean you should

Ready to stop making excuses and start making changes?
Book your strategy call
📱 Connect with OTM: @onlinetrainermentorship

Timestamps:

• 0:00 - Why tough love beats motivation every time
• 1:30 - Truth #1: Stop hiding behind content (posting ≠ conversations)
• 2:30 - Truth #2: Your DMs are empty because you never ask for the sale
• 3:30 - Truth #3: You're charging what you think people will pay, not what it's worth
• 4:30 - Truth #4: You're trying to grow alone (the isolation trap)
• 5:30 - Truth #5: Your content isn't connecting (speaking to everyone = no one)
• 6:30 - Truth #6: More work doesn't equal more money (busy vs productive)
• 7:30 - Truth #7: Your business is fragile (what happens when you stop posting?)
• 8:30 - Truth #8: You don't have a renewal plan (chasing new vs keeping current)
• 9:30 - Truth #9: Your lead magnet is weak ("free guide" isn't enough)
• 10:30 - Truth #10: You have enough knowledge, you need execution
• 11:30 - Why these truths hurt (and why that's the point)
• 12:30 - The two types of coaches: Excuse makers vs problem solvers
• 14:00 - This week's honest assessment (the uncomfortable audit)
• 16:30 - The hardest truth: Most won't implement any of this

Key Takeaways:

• Posting content is not the same as starting conversations
• Your DMs are empty because you never ask people to fill them
• Price for transformation, not time or affordability
• Being busy is not the same as being profitable
• A real business can survive you taking a vacation
• People want results, not more information
• Knowledge without execution is expensive entertainment