The First Clients Without Posting Workbook

Step 1 of 6 · Learn it

Find your number

Without a number, you send three texts, hear nothing back and quit. A number tells you how many people to reach this week, so one quiet day doesn't stop you.

How to do it

1. Write the monthly income you want from your own clients.
2. Write what one client pays you a month.
3. Divide the goal by the price. That is how many clients you need.
4. Guess your close rate and show-up rate. If you have no data yet, start with 1 in 3 calls closing and 3 in 4 booked calls showing up.
5. Use the second calculator to see how many calls to book, then pick how many you'll book this week.

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Step 2 of 6 · Learn it

List everyone who already trusts you

I watched a trainer who was older than me leave to train clients from a gym he built in his backyard, then ask, 'Can I get my old job back?' because 'I don't know how to get leads.' This list is your leads, and most trainers never write it down.

How to do it

1. Scroll your phone contacts top to bottom. Write every person who knows you train people.
2. Add past clients, even ones who stopped years ago. Write why they stopped if you know. A move or a schedule change is not a no.
3. Add old teammates, coworkers, church friends and parents from your kid's school.
4. Mark each name as friend, past client or current client.
5. Star the five you'd feel easiest texting today.

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Step 3 of 6 · Learn it

Write the messages you'll send

A vague 'I'm training people, let me know!' gets a thumbs up and nothing else. A short personal message that asks one clear question gets real answers.

How to do it

1. Write who you help in one sentence, as if the reader has never heard what you do.
2. Pick one clear offer: a free first week, or a 20-minute call.
3. Fill in each script below in your own words. Read it out loud. If it sounds like an ad, rewrite it.
4. Before you send, add one personal detail for that person.
5. If they don't answer, send the follow-up once, a week later. Log every message in the tracker.

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Step 4 of 6 · Learn it

Set up one place to book and pay

If a friend says 'my sister wants in' and you have nowhere to send her, the lead goes cold. You don't need a website. You need one place where a person can check you out, book a call and pay you.

How to do it

1. Create a free Google Business Profile with your photo, your area and your who-I-help sentence.
2. Make a booking link for a 20-minute call in a scheduling tool like Calendly.
3. Make a payment link in Stripe or in your coaching app.
4. Set up a coaching app like Trainerize or TrueCoach to deliver programs and weekly check-ins.
5. Save your direct Google review link in your phone notes, and start a simple email list of past clients and leads for one useful note a week.

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Step 5 of 6 · Learn it

Pick three local partners

Physical therapists, chiropractors, dietitians, massage therapists and running stores talk to your future clients every week. Skip them and you leave your steadiest source of strangers who already trust someone who trusts you.

How to do it

1. List local businesses that see your kind of client every week.
2. Write the owner or manager's name if you know it.
3. Pick the three whose people are closest to the clients you help.
4. Fill in the pitch below. Offer their people a free intro session, and send your own clients their way when it fits.
5. Put a follow-up date one week after each pitch. Bring something useful, like a one-page home workout for their patients.

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Step 6 of 6 · Learn it

Plan your call and your referral ask

Talk about sets and reps and people say they'll think about it. Talk about where they hurt and where they'll land, and they buy. Then ask for referrals at set times, or they never come.

How to do it

1. Ask three questions: what do you want, why now, and what stopped you before. Write their words down.
2. Give them the plan in one sentence, using their words.
3. Name the price and stop talking.
4. If they say it costs too much, ask what it's worth to fix this now. Don't cut your price. Add value instead, like an extra check-in call.
5. Put two referral asks into your program: after their first real win, and at the end of week 12.

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The plan

Your next 7 days

Small actions, one a day. Do Day 1 even if you skip everything else.

Your answers, in one place

One small job a day