The Obvious Choice Workbook

Step 1 of 5 · Learn it

Pick your pond

If you talk to everybody, nobody feels like you're talking to them, and they keep scrolling. You need one group of people and one problem you understand from the inside.

How to do it

1. List the hard fitness problems you have lived through yourself or helped someone else fix.
2. Next to each one, write who has that problem right now.
3. Next to that, write the proof you could show: your own story, a client's result, photos, or messages.
4. Circle the row with the most proof. That is your pond for now.
5. Write it as one sentence: I help [who] who [problem].

Your turn on the next page →

Step 2 of 5 · Learn it

Write your flip

If you say what every other trainer says, people have no reason to pick you over them. Your flip is the belief you truly hold that almost nobody says out loud.

How to do it

1. Write down every belief about fitness you hold that you rarely hear other trainers say.
2. Cross out any line you have seen in three or more posts this month.
3. Pick the one left that you'd defend in an argument and that fits your pond.
4. Write it three different ways: as a statement, as a question, and as a short story.
5. Post one version at a time. Keep repeating the one that gets the most replies.

Your turn on the next page →

Step 3 of 5 · Learn it

Find your client number

If you don't know your number, you post with no target and can't tell if you're getting closer. Start at the finish line so you know what you're building toward.

How to do it

1. Write the monthly income you want from online coaching.
2. Write what one client pays you each month.
3. Divide the income by the price. Round up. That is your client number.
4. Write how long your clients stay. If you don't know yet, write your best guess and mark it as a guess.
5. Pick one lever to pull first: raise your price, keep clients longer, or add clients.

Your turn on the next page →

Step 4 of 5 · Learn it

Sell the vacation

Nobody wakes up wanting a macro plan, so if you sell sets and macros you end up cutting your price to get a yes. Talk about where they hurt and where they'll land, and add value instead of dropping the price.

How to do it

1. Write where your pond person hurts right now, in the words they'd use, not trainer words.
2. Write where they'll land after working with you. Make it something they'd feel, like clothes, energy, or confidence.
3. Put it together: I help [who] go from [hurt] to [land].
4. List things you could add when someone says it's too much: faster check-ins, a call, a simple meal list. Never a lower price.
5. Fill in the price pushback reply below so it's ready before anyone asks.

Your turn on the next page →

Step 5 of 5 · Learn it

Land your first client

If you wait until you feel ready, you never get the reps, and your first client is the one who teaches you what to say to the next ten. My first sale, Miss Gertrude, took about two hours of talking and I was horrible, then mediocre, then a great salesman, and only reps did that.

How to do it

1. List everyone who might fit your pond or know someone who does: old gym clients, friends, family, current followers.
2. Pick the 5 most likely and write them in your top 5.
3. Fill in the message below and send it to each of them. Change the reason line for each person.
4. Log every reply in the table, the same day.
5. Write down the exact words people use for their problem. Those words become your next posts.

Your turn on the next page →

The plan

Your next 7 days

One small action a day. Do them in order and don't skip Day 1.

Your answers, in one place

One small job a day