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Brightside Business
Helping online entrepreneurs create systems for predictable profitability and scale to 7 figures!
Brightside Business
Growing Your Health Coaching Business: LIVE COACHING SESSION w/ Jessica Tobin Ep 007
👋 Connect with Jess Tobin
https://alignrochester.com/
https://www.instagram.com/alignrochesterfitness/
https://www.facebook.com/jessica.tobin.94/
Unlock the secrets to scaling your health coaching business! Join us on Brightside Business as we sit down with Jessica Tobin, a Pilates instructor turned functional medicine health coach, who’s transforming the wellness industry with her holistic approach. Jessica takes us through her inspiring journey from the fitness world to setting up her own online health coaching business. You’ll learn the essential steps she took to establish her brand, including social media strategies, website development, and crafting a killer pricing structure.
Are you struggling to expand your client base without compromising on service quality? Jessica shares her ambitious goal of gaining 25 clients in six months and the challenges that come with it. We discuss key strategies for sustainable growth, emphasizing the power of personal connections and referral programs. Jessica also opens up about her efforts to collaborate with professionals like GPs and chiropractors, providing valuable insights into effective outreach and partnerships.
Harness the power of social media and data-driven marketing with our expert tips! This episode dives into the importance of consistent content creation and tracking key performance indicators (KPIs) to fine-tune your marketing strategy. During their dynamic conversation Joey and Jessica offer a blend of creative and analytical approaches to ensure business success, highlighting the need for diverse tactics like outbound DM campaigns. Don't miss out on essential marketing tips like how dedicating 20% of your time to marketing can make all the difference in achieving your business goals.
Got Questions? Send them here and I'll tackle them on the show: joey@joeyhyoung.com
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Ready to scale your business? Book a free connection call here and let's chat!
Welcome to Breadside Business. My name is Joey Young and I help online entrepreneurs scale to seven figures and beyond. I've helped my family's professional service business go from about 20k to 100k a month in revenue over the past couple years, and it's my pleasure to help other online entrepreneurs do the same. Today is a very special episode because I get to speak to Jessica Tobin, and she is a health coach here. Been working the past decade as a Pilates teacher and a personal trainer, she recently added health coaching to her resume, so now she's able to help individuals through any phase of their wellness journey, and I just can't wait to chat through your services and where you're at in your journey. So I was hoping you can give a few sentence bio, maybe, about how you came to be in the health coaching space and then we can go from there.
Jessica Tobin:I have, as you said, been working the past decade in fitness. So I'm certified in Pilates, teaching Pilates, and I'm certified as a personal trainer. And so through that decade I kept running into clients who would have needs beyond my scope of practice and my certification and they would be going to these outside resources to help them with, you know, things like weight loss or hormone balancing or you know things like that, and they would not get good results. I would hear the stories about how they were treated and what things had happened and for the most part, the you know people that they had seen, the services they had sought out not only were not helpful to them, but a lot of times were detrimental. So because of that, I finally decided that I wanted to, you know, fill gaps in my education but also be able to help clients all the way through their journey.
Jessica Tobin:So I'm, you know, solid in the fitness phase. I'm certified in the fitness phase, but I wanted to add to that round it out with nutritional information and behavior change and all of that. So that's what drew me to functional medicine, health coaching, and I found, after reviewing several different schools for that, that the Functional Medicine Coaching Academy was a very robust program. It was a year-long program which I completed, and then I am certified to work as a health coach and I could stay there, but I am going to pursue my board certification, just to make sure I got a nice finish to all of that.
Joey Young:That's awesome. I love that dedication to quality and making sure you provide the best service for your clients and a comprehensive service. I think that shows a lot of long-term thinking and I think a lot of online coaches and wellness coaches, you know, in this space they they kind of know one thing and they stick with it, but you're looking to provide a complete solution not just weight loss or not just, you know, physique, but more of the general wellness. So I'm excited to talk through whatever you're facing in your business right now, because this is what Jess has agreed to jump on and talk about. She's starting her online health coaching business and she wanted to talk about how she can get that started up.
Joey Young:Well, get scaling quickly, get clients, really whatever she wants to do, and I thought it'd be a really fun opportunity to record and then be able to share with everyone out there so they maybe can pick up some tips and also see that everyone starts from somewhere. We all have strengths and we all have weaknesses and we need to focus on, you know, whatever the roadblock is at our current stage of business. So, without further ado, jess, let's jump in what seems to be some of the roadblocks you're facing in getting your business started.
Jessica Tobin:I am right at the very, very beginning. So I'm, you know, beginning to, you know, get clients. I didn't have a lot of capital to invest initially. I still don't. So I've been doing everything on a shoestring, you know, and I've been able to get a lot accomplished. So, as far as you know, I'd like guidance in A affirming what I'm doing but also then what I can focus on, because there's, you know, so many different pieces that you know go into it and I really want to make sure that I get the best, you know, return on my time and investment and putting it where, where it's going to, you know, be most effective for me and my business.
Jessica Tobin:So right now, I have and I've had this set up all of my socials, my website. I have all of that set up, I have everything set up for. So, with health coaching, there is availability. You know, a lot of times there's the option to do it in person, but mostly everybody does it on Zoom, but mostly everybody does it on Zoom. So I have that all set up and I've, you know, been I already had some clients for that and then I also, on the flip side, have things set up for fitness. So I have options for Zoom, for in-person, so where I go to someone's location. Also, I have a home studio so they can come to my studio and I have the insurance all set up, everything for all of that. I've also set pricing for everything as the same. I have health coaching priced the same as my fitness services, because my idea is to have you know, I have single price sessions, but then I have packages, you know, of six, and my idea is to make it so that, you know, I have a consultation with the client and then from there we decide do you need six coaching sessions, do you need six fitness sessions? Do you want to do a little of both, which I think really is ideal, because you know, the fitness doesn't, health, doesn't happen in a vacuum. It really is a holistic thing. So that's, you know, again, the impetus for me going back and filling the rest of gaps in my knowledge. So I do feel good about what I have set up now. I'm slowly building clientele in both spheres.
Jessica Tobin:So I, but now, on top of that, I have a lot of ideas on what to do to bring in more business. I do have you know, like I said, I have a good social media setup so that you know I've got that part. As far as advertising on social media, I do have plans to reach out to the local library and do free informational sessions for the community library and do free informational sessions for the community. And especially, I'm located in Irondequoit and I feel like there's a lot of fitness in especially Pilates-based studios elsewhere, but there really isn't a big Pilates presence here on the lake Webster, irondequoit and Greece, and those are such large populations that I want to be able to take advantage of that. Really, it's an untapped resource as far as at least Pilates is concerned, because there really isn't a lot.
Jessica Tobin:So I'm interested in figuring out good ways to hit those populations specifically and what's going to be the best use of my time in getting you know in touch with that, because I've also thought about, because I also do virtual fitness, because I also do virtual fitness, so I could use my platform that I use that's open and public, to reach out to anyone anywhere. But I just feel like it would be more useful and effective to focus on my community, my community. And another resource that I have been using and that has been effective is reaching out to other people in the health field. So chiropractors, physical therapists, as sources of referral to me and back and forth. You know what I mean. That kind of thing, that's excellent.
Joey Young:Oh sorry, Go ahead.
Jessica Tobin:I could keep going forever.
Joey Young:It sounds like you've thought this through really well and you've had some early success. What I like to call your type of business is you're kind of a fulfillment guru, like you really know your service really well. When clients work with you, it sounds like they get a really good result, and so the problem is not a quality service or clarity on what you provide or the quality of the outcome, it's getting the pipeline filled in the marketing end. So, like when I think about business, there's four different pieces in my mind there's marketing, there's sales, there's fulfillment and then there's raving fans and repeat customers, and I think that you have fulfillment really dialed in right now. So to your question about how do we attract more business to these offers, my first place we got to start is okay, where are we right now? And then where are we going? So let's talk about, let's say what's your current goal somewhere in the realm of the next you know, six months to one year for the business.
Jessica Tobin:I would like to continue to scale up.
Jessica Tobin:So I really would like a mixture of both fitness and health coaching, because I'm the type of individual that would like to be up and moving and doing different things. I don't want to get locked into doing one thing all day long, every day, you know, like to have that mix and really just but what I, what I have going on now and clients that I'm starting to matric. You said I really focus on my clients. I want to make sure that I give them everything that they deserve and that we're both, you know, and myself, that I'm not so overtaxed that I'm now no longer able to give you know that I'm now no longer able to give, you know, my clients everything they deserve. So I also do like the fact that things are slowly beginning to increase, because it's just me, so I do. You know, if I all of a sudden had a rush of clients, that's not going to work out for anybody because I won't be able to handle them. So that slow, I would like that six months, slow and steady increase of of business and clientele.
Joey Young:Right on. Yeah, now it makes a lot of sense and it seems like there's a certain amount of slots in your calendar in the next six months. You'd like to fill that. That would be the goal. So we're not talking about other coaches you're hiring. We're not talking about doing this part-time. So how many, how many clients would you need then, and your caseload, to say you're full in the next six months?
Jessica Tobin:That's a great question and that's something because I have I do corporate training as well and that so I do want to leave availability for that. Monday through Friday, you know most of the day full up until you know, and again working around my corporate clients and my, you know, obviously in addition to the clients that I already have.
Joey Young:So you're seeing people oh no, go ahead. I was going to say you're seeing people for about an hour and Monday through Friday, you want to leave some gaps for lunch and other opportunities. Oh no, go ahead. I was going to say you're seeing people for about an hour and Monday through Friday, you want to leave some gaps for lunch and other opportunities.
Jessica Tobin:So I'm just using round numbers like five, five a day, mm hmm. Ok, that would be a good place to start again, because I don't you know, I don't want to over burden my schedule.
Joey Young:Right, and you do meet with these people on a weekly basis, right?
Jessica Tobin:It depends. So that's also the thing I enjoy about this business is we work together to figure out when they're available when I'm available, you know, because sometimes ideally yes, weekly- yeah.
Jessica Tobin:It just depends on their schedule and my schedule. So that also is important to have you know. So it's a it's a balancing you know game, because not every client is going to be around all the time, not every client is going to continue their package forever. So then I also want to make sure that I have access to more you know enough clients to fill gaps when I do have you know clients that leave or are on vacation or you know whatever might come up.
Joey Young:Sure. So for the sake of choosing something here, my thought is we'll give you a little bit of wiggle room by not overcommitting yourself. So if we say 25, does that feel good? And then you can always reassess later, right, I mean, it's not like locked in for the next 30 years to exactly 25 clients, but that's a good marker, because there's a difference between running a campaign where it's very ads driven so we get high volume and you're working a lot of leads and we're getting a lot of interest because you want to scale versus all right, we're just focusing on filling up your calendar, and you said that your focus is slow and steady, as opposed to diving in headfirst September 1st. I need a full-time income.
Jessica Tobin:Right.
Joey Young:So that's important. So the first thing I think of here is okay, we've got a goal, we've got a timeline of about six months. The first thing I think of here is okay, we've got a goal, we've got a timeline of about six months. I so resonate with what you said about marketing. There is way more information out there than there are good ideas in marketing, and the problem that entrepreneurs have is not knowing how to market. It's knowing what to focus on and then sticking with it over the long term to make sure it works. Knowing what to focus on and then sticking with it over the longterm to make sure it works. So the first thing that I always recommend for something like this is doing that in-person, one-to-one, like connection building for their internal referrals. It sounds like you've been doing that. So you're you're not scared of calling up a you know a GP or you know a chiropractor and saying, hey, I can do X, y and Z, help your patients and you know I'll keep you on my referral list. So that sounds like it's going well, right.
Jessica Tobin:And I I do have a background in marketing prior to this, so I've, you know, that's definitely served me well in that I I'll find a decision maker. You know all of that stuff.
Joey Young:Yeah, and that's that and that's excellent. I want to point that out for anyone listening who feels like they're not confident reaching out to a human being and calling them and saying, hey, I have something that can benefit people that you serve. That's usually a fulfillment problem. If you don't feel confident in your service enough to personally talk to someone and recommend it, then that's your problem. That's the first thing you got to fix right. There is making sure you have a quality product. But you know, jess, obviously you're. You've got a great product and you're confident in it. So the next thing I recommend, which is the next easiest thing to get clients, is to do some sort of referral or affiliate program, because the low hanging fruit is people who love you and have experienced your service and want to others to do it, as people who love you and have experienced your service and want to others to do it. So have we done anything in that realm to get referrals on the back end, or or maybe renewals on the back end of your services?
Jessica Tobin:I have definitely given clients contact information, all of that to share with you know other people um getting there, I've gotten a few that have given me really nice um write-ups as well to use, which I haven't yet but I will Um, but I have. I have thought, I have thought about, uh, some sort of discount or something you know if they refer a friend or something like that, but I haven't put my focus into that yet.
Joey Young:Yeah, and I recommend that before diving too deep into the outbound marketing, because that is just low hanging fruit and it can be done very simply. For example, your program is six weeks, you mentioned simply, for example, your program is six weeks.
Jessica Tobin:You mentioned, yeah, six, yeah, so I I set it up as a six week package if they want and it's cheaper than if they do ad hoc, which you know a little higher price yeah, a lot of things, a lot of sense.
Joey Young:Packaging is awesome and I love that. I think there's an opportunity at the four or five week mark, when you're coming to the end of that cadence, having a bit at the end of the session where you just set aside and you say, hey, you know. You know, julie, it's been awesome working together. I realize our time's coming to an end, so I wanted to give you an opportunity to lock in a discount to continue to work together. And if you do that before we finish, you know, next week it's going to be X percentage off and you're going to be able to um lock in another six weeks or at that point it might even be beneficial to offer a larger contract. Maybe you meet less often but for a longer period of time, so you have a longer trail of recurring revenue.
Joey Young:Um, that's up to you. But, um, offering that discount right, right at the point where that, where they're hitting their, their peak results and they're feeling the best about working with you, that's the perfect time. Yeah, um, the other thing that they could hit them with that particular point is you know, listen, I'm I'm also growing and expanding my service and it would be such an honor and the biggest thank you for me. If you just wrote down the names of you know two or three people that I could reach out to and see if they're interested in what I have.
Jessica Tobin:Yes, yes. So for for the discount, what would be like a 10% discount, because that's also something I've tried to think of as far as making it worth their while, but not so much that I'm taking a huge hit in pricing.
Joey Young:Yeah, I think the cost of acquiring a customer. They call it CAC, c-a-c in business, and right now you don't have any cost besides your time. So I would think of it in terms of your time cost. How much time do you spend acquiring a new customer and how many dollars is that? That's the percentage you should take off of them signing up, because when they sign up you're basically discounting them the same rate at which you would spend in time to acquire a new customer, and then your returns after that stay the same. So do you have any idea what your time spent per new customer is at the moment?
Jessica Tobin:It depends on.
Jessica Tobin:Well, if it's on social media, that is a great ROI on my time because it really doesn't take very long and it has such a good reach.
Jessica Tobin:So I do want to continue to focus my time on on that for sure.
Jessica Tobin:Um, and then I usually, as far as going the route of reaching out to colleagues and people in the industry that's usually going to be a problem I would say like a at least a couple hours of my time because it takes, you know, at least an hour to do, you know, the initial contact information, the back and forth. Then there's usually, I do you know, we'll meet in person a lot of times, or so that's another hour, and then sometimes we'll exchange services as well, which is also very nice because then I can speak, you know, to their strengths and their abilities and same with me, because it's one thing to, you know, talk about what you do, but it's a whole other thing, and especially with movement and that kind of thing where your body is involved, if you can explain how it feels. And that's, I think, goes back to that you know, client referral and why that's so strong that you can have that first person experience to relay to other people, so that might be so to answer your question. Maybe about three hours if going that route.
Joey Young:OK, three hours. So at this point, how much do you charge for your six week program?
Jessica Tobin:Three, fifty. So that's about fifty eight a session. Ok, and then my single sections are sixty five.
Joey Young:OK, so fifty eight times three, it's about about 180 bucks, right, um, roughly. So I'm just. I'm just trying to get down to a rough number. You can dial it in, but but that's the ballpark. If you're spending three hours, and three hours of your time is that 100 and 180? Um, we can start to work with that. How does that feel?
Jessica Tobin:yeah.
Joey Young:Yeah, I think that would be a good place to start somewhere around there. And then, once you have that referral program locked in and the renewal is working for you, the next phase is, of course, reaching out and doing outbound marketing on social media, which you said is providing a good return on investment. So is there any particular strategy that you say is working the best for you, or is there any particular problem that's really bothering you right now in terms of your social media marketing particularly?
Jessica Tobin:I don't. I really haven't the the little bit. I really it's very effective. So I I really need to just do it because I do. So I really need to just do it because I do. I haven't even done the ads yet. Like I have again very low ROI on that because the ads are very scalable.
Jessica Tobin:So, you don't have to invest a lot of money. You pick your area. So again, that's a nice way to reach the populations. You know up north near me, and you know what I've gotten so far is just from regular posts, so I haven't even begun to get into the paid versions of all of it.
Joey Young:Okay, so the regular post seems to be drawing in people, and then are you spending time either messaging people in the DMs or doing any outbound like commenting or engagement.
Jessica Tobin:It's coming in through messaging, but I do you know, when I do getting, I do get engagement with the posts as well, and so I make sure to engage with the comments and that kind of thing too.
Joey Young:OK. So yeah, the way I think about social media, like any other prospecting tool, is you know what is the highest leverage activity and how can we make that a system to do that activity on a repeated basis? So for you know, a solopreneur, a simple KPI scoreboard with a weekly metric to track that is that high lever moving activity is the best way to just keep yourself accountable and stay focused on the high leverage activity. So, between the posting, the engagements and the DMs, what's the highest leverage activity? You've noticed that's giving you the results here. That's actually not just generating conversations, but it's actually booking you. Those calls the posts. Yeah.
Jessica Tobin:The posts and I do have in my website has a blog, and it's really nice that it's set up so that I can see the metrics of visits to my website and everything which I think most platforms have built in anyway, so I can also see, like from my.
Jessica Tobin:I posted about this and now I can see how many people I've reached or have visited my website, and I've made sure you know I have all of my business information on my posted on my website at the top of my website, and I've made sure you know I have all of my business information on my posted on my website at the top of my website.
Jessica Tobin:But that's also something that I enjoy is I'm a published writer, so I I've, I have already have a good body of blogs, so I I also like to use that as a way to market as well, because it's's no one wants to see the same stuff over and over and over and over again. You know eventually they'll they'll tune it out. So I I find that's a nice way to let people know who I am and what I do in a more interesting way. So you know another way to get, get people to my site and bring people in, and I have people, people, a few clients that have, um, gone to, uh, my, my website and read my blogs and from there, you know they'd been referred by other people, but they did their research first. So, and that also gave them continuing, you know, encouragement to get in touch with me, just because they understand what my philosophy is with health and fitness.
Joey Young:Yeah, yeah, it's huge. It sounds like that website is actually providing a great ROI for you. So that strategy of posting, then, is that going to be what gets you to the 25? Or do you think there's a gap there and there needs to be some other activity?
Jessica Tobin:I do think there will probably be a cap, but I also don't want to put all of my eggs in one basket either.
Joey Young:And I hear you saying you don't want to do ads. Yet the posting is working, so that's great, so we can continue that. But as far as a next step in terms of generating leads besides the talking to doctors and then posting I think a really easy next step could be and this and this is where this is where the art comes into the science, right, and you know, with your marketing background, you got to figure out what's, what am I good at, what am I passionate about doing repeatedly, cause you're going to do it a lot and then what actually generates results? And it's the overlap of that Zen diet, that Venn diagram. That's going to be a sustainable overlap of that Venn diagram. That's going to be a sustainable, usable tactic. If it's something you're good at and that works, but you're not passionate about it, you're going to burn out. And if it's something that you're passionate about and you're good at but it doesn't work, you know it's not going to work either. Right?
Joey Young:So, you know in terms of proven strategies to increase leads online and especially in the health space, and I assume you're talking about LinkedIn, Instagram, those sorts of sites.
Jessica Tobin:And Facebook.
Joey Young:Facebook. So you're going to find that a lot of people are on there looking for for the health solutions to their problems. A lot of people need that, especially in the United States here. So one possibility could be an outbound DM campaign where the weekly metric is a specific amount of people that you're reaching out to. Maybe it's X per day, maybe it's 40, 50 per week, 100 per week, whatever's at your capacity and this is similar to reaching out to individuals for referrals, but instead you're reaching out directly to clients to connect with them and starting those conversations in a very, very open and connection focused way. For those who continue to talk to you, you qualify in the DMs and then you talk to them about maybe here's a specific thing that that I could help you with, um in terms of their health, and then they think, oh okay, this person's an authority in that area, and then you're able to book the connection call from there, um, so what are your thoughts on something like that?
Jessica Tobin:Is would that be reaching out to people that are already in my network, or people you know, people that I already know, or is this?
Joey Young:Well, because you have that already with your posts. This, this is going beyond that. So I think about people in your network. They're going to see your posts and those who are interested it's going to show up in their feed. So we have to find a way to generate leads from people who don't know you exist and bring them into the realm of they know you exist so they can be, they can follow you, they can be, they can message you and they can find out about booking a service with you.
Joey Young:Um, so there, of course, there's many ways to make people don't know about you know about you, but one of the best ways to do it especially if you're already active in posting is is to utilize those posts that nurture people in your network and bring more people into that ecosystem of your posts. And with an outbound DM campaign, you can do that for free. You don't need to spend any money, and you can also scale it up and down depending on your time availability for this sort of activity. Um, so I have, I have specific scripts and stuff for reaching out and connecting with people in a way that's not sleazy and that, you know, respects their time and respects your time. So we can. You know that's probably like a phase two thing, but, um, I believe that that could be a great next step for you, if that you, if you feel like that's in your wheelhouse to be able to do and something you'd be able to do every week and have fun with it.
Jessica Tobin:Yeah, and that's again something I do have experience with professionally. Awesome be you know. So, finding finding individuals that seem like that you know that they would be a good fit for my business, and then reaching out that way.
Joey Young:Yeah, the best thing that you can do is find people who you have verified are interested in your solution, because you just don't want to be blasting out messages to anybody, right? One of the best ways to do this is to, let's say, an Instagram, find a page of an influencer who provides a similar service in your space, or is just a health influencer, and you're going to find on their posts, they get a lot of engagement.
Joey Young:And if you go to the people who comment on their post you'll know, these are people who not only are interested in this topic but took time out of their day to connect and to network and to contribute to the conversation around it. And those are the warmest leads you're going to find on social media without going the ads route which you said you're not ready for.
Jessica Tobin:Yeah, well, and I don't mind going the ads route, but this is more, it's going to be more cost-effective, you know. But that's a really good point that I hadn't considered. So that's something. And I do have my um private account and then I have my public account. So I've been, you know, that private account, like you said, I've been utilizing to, you know, advertise, to my current, you know network of people and friends and all of that. So that would be, and this is, you know, part of the reason why I have that public account. So then that's also a way to begin to interface with, you know, new people.
Joey Young:Yeah, yeah, and that's going to be the way to grow the network, because what I'm hearing, you know, you say, jess, I mean a big picture. I zoom out fulfillment is locked in. You're very good at sales. It sounds like when you talk to people, there's not a huge drop off than when people say no after having that initial consultation. So we're really we're we're moving back out to marketing and that phase is all about. You know how do I make people aware, people who are problem aware, aware of the solution that I provide, and so that's that's, I think, the stage that needs focus right now Um cause. Everything else seems relatively dialed in um in, based on what you told me, and we could do the DM route, we could do the ads route. I think both would work really well. It's just a matter of you know what sort of resource you want to utilize at this stage.
Jessica Tobin:Well, and I have no problem experimenting, you know, so I'll start DMs. It's just that time investment, See how that goes, and then if I feel that I need to add, add the ads, you know, then do that and that I do really like and I've, I've done the, gone the ad route before um, especially to advertise my blog and it's the same. You know, it's just very nice that it's all dialed in and worked in now, and I've been doing this for you know, since the beginning of Facebook essentially. So it's been really nice and, you know, using it for marketing all the way through, professionally, on and off. But so it's been nice to see all the different tools that have now been added that weren't available before. So I really do appreciate the fact that they will give you all of your metrics, so unique people, you know all of that where your reach is, how, how much engagement you're getting.
Joey Young:Yeah, Conversion rates. You know people will click through to your profile people who followed from that post that you promoted. All the details are super useful. I think, honestly, you could jump right into an ad if you wanted to. So that's what I would do. I would either do the outbound DM campaign or, if you feel more comfortable and you want to invest some money, do the ads.
Joey Young:Honestly, the biggest thing you're going to have to do, which is the hardest thing for all entrepreneurs is just picking one strategy and focusing on it for six months, and that's the power of the scoreboard, and I have a template of that I can send over, but it's just a simple spreadsheet to keep track of. All right, here's Jess's week and what Jess can do to grow the business, because we all have 80% of our week which is just keeping the wheels turning right. The grindstone's got to grind. We got to do what we got to do the admin, the meetings, the work that we already have, but with that 20% margin time, that's where we have the opportunity to grow our businesses, where the non-urgent but important tasks live, and that's that precious time is so easily used on three different things, which means that now we're down to 6%, 7% of our time focused on one strategy, which is going to hinder it in a big way.
Jessica Tobin:So using one strategy in that 20% time is going to provide a lot better results for you 20% time is going to provide a lot better results for you, and I think that's going to be a really good way to you know, giving it time to see how to judge its efficacy as well.
Joey Young:Right.
Jessica Tobin:And it's just something I don't mind investing in because you get such good, the metrics are so good with it. So it's not just you're paying to throw out information and to the wind and see if people talk to you, you can also go and see like what is points are effective and that kind of thing with it as well, because so it's, you know, like a built in value add, which I'm sure is why they did it.
Joey Young:Right, right, yeah. So all the data nerds can like go in and just just spend all day looking at the conversion rates and stuff, and I definitely count myself among one of those. I can.
Jessica Tobin:I can get lost in the data and so it's a little dangerous sometimes but I do and that and I do like you said, I really enjoy um creating those posts and ads and all of that stuff and it.
Jessica Tobin:It is good, nice too, because then if you feel a certain strategy you're using for marketing you're looking at the numbers doesn't seem as effective, then you can do a different post and adjust from there. So that's also a very creative and fun way to do it, so it's not just one thing all the way through, so there can be different posts and different, you know, as as you go along in doing it.
Joey Young:Exactly, yeah, yeah, that that strategizing by testing, I think is the biggest thing. And you know, from marketing background, all marketing is just testing, especially online, you know, ab testing, different headlines and posts, and so, yeah, I think I think, jess, you know you're, you're on a really good path. I think that you know if you want the ads route, you've got some expertise you want the DM route, that could be dialed in easily and then it could save some money. Either one would work well, I think. Honestly, it's. It's just a matter of systematizing what you're already doing and and maybe adding in dm campaign in the ads, um, and for that I would, I would definitely recommend the, the kpi, you know, scoreboard which I can send over and we can have a follow-up chat about.
Joey Young:But I don't think I think you're on a good path and it sounds like you're. You've got some momentum, a clear goal here, with 25 clients, um, and everything seems to be locked in. But but just, we need to accelerate just a little more, you know a little more gas in the tank to accelerate us towards this goal. So let me ask you again what was the biggest takeaway here from today? What was the takeaway for you that stuck out?
Jessica Tobin:I appreciate. I feel very validated. I've worked in studios for a decade and it is a struggle to get studio owners to allocate time for marketing that 20% should be spent trying to bring in new business, new clients, and I like to have a focus. So it's very helpful because there's just so many pieces and routes to go and things to try and do and routes to go and things to to to try and do, and so having that focus of all right, I'm moving forward with ads and having that target of 25 people, you know all of that is super helpful to give me, you know, a good focus to work towards a focus and a goal.
Joey Young:Yeah, well, I mean, you have expertise in ads and so when I think about the Venn diagram of you're good at it, you love to do it and it works, I mean, and you add in, like the bonus experience, I think you can be very effective with a small amount of money based on what you're telling me.
Joey Young:So the key for you is just going to be focusing on that right and pushing out all the other opportunities, because you sneeze and then there's a new marketing website up about how to get leads online, and so you just got to tune all that out and really dial it in and stay accountable with that, with a scoreboard you know, daily tracking those ads and the ROI and each one and tweaking things, and so yeah, yeah, but you know what I'm talking about here. So I'm I'm really glad that we got to have this chat and I hope that it'll, you know, push your clientele up and you'll be able to achieve this goal here in six months. I'm so excited. Um, how do people get in touch with you or find out more about your services? I want to. I want to give them the opportunity to look you up if they want to to give them the opportunity to look you up if they want to.
Jessica Tobin:My website is alignrochestercom A-L-I-G-N. Rochestercom. And then on Facebook and Instagram, because you used to be able to say the socials and everybody knew it was just Facebook and Instagram, but there's all these other things on Facebook and Instagram. I'm alignrochesterf Fitness, so either route. My website has contact information, information on my services, and so do my social. So it just depends on how comfortable whatever platform people are most interested in engaging, and the website will have my personal information. So that's where you'll find my email phone number, but I'm also very active in checking my direct messaging on social media as well.
Joey Young:Awesome and I'll include a link in the show notes here so people can just click there if they're listening to this on YouTube or a podcast. So that'll be great, jess. Thank you again. This has been so much fun. And to anyone out there who is interested in scaling their business, let's have a conversation like this. I'm more than happy to talk to more online entrepreneurs about how to grow their business in whatever way I can, so please reach out to me. That's joey at joeyhyoungcom. And hey, if you're here at the end of the show and you're listening this long, drop a review. Five stars is always nice. You know what is it. You know, if your mama said you don't have anything nice to say, don't say anything at all, just leave that five star review. And if you have any questions about, you know, the show or anything, that's dm at joey Young on.
Joey Young:Instagram or Joey at Joey H Young dot com. Until next time, my friends, happy scaling. Thanks, jess.
Jessica Tobin:Thank you.
