- 10 minutes 34 secondsEP | 742 - How To Close A Sales Call In Under 40 Mins
One of the biggest mistakes I see online coaches make on sales calls is they think the more they explain… the more likely someone is to buy.
And it's actually the opposite.
The more complicated you make something, the more confused the prospect gets.
And confused people do not buy.
I was reviewing sales calls this week inside IFCA and I noticed something that honestly happens to almost every smart coach.
They know TOO much.
And because they know too much…
They start teaching instead of selling. In this episode, I'll explain how to SELL instead of teach and why this is important for your potential prospect's ultimate transformation.
Time Stamps:
(0:45) Big Mistake On Sales Calls
(3:40) The Biggest Shift
(6:05) The Sales Script
(8:22) Sell The Vacation
(10:00) Let Me Know If You Enjoyed This
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11 May 2026, 9:00 am - 15 minutes 47 secondsEP | 741 - 10 Sentences To Help You Increase Your Confidence in Pricing Your Program
We've worked with over 4,600 fitness and nutrition coaches inside IFCA. We've helped them generate over $38 million in revenue. And without a doubt, the number one thing that determines whether a coach builds a real business or spins their wheels indefinitely is this:
What they believe they're worth.
Not their content. Not their niche. Not their close rate. Their pricing confidence.
So in this episode, I'm going to give you 10 sentences that will permanently change how you think about charging for your coaching program.
I'll walk through each one with a real example or a real story, and by the time we're done, you're going to have a completely different relationship with your price.
Time Stamps:
(1:07) #1: Charging Higher Prices
(4:12) #2: Charitable Isn't A Business Model
(5:05) #3: Skin In The Game
(6:02) #4: The Conviction Shift
(7:01) #5: Saving Time Over Money
(8:00) #6: Inspiration vs Motivation
(9:12) #7: When Prospects Start Valuing Their Time
(10:00) #8: Free or Full Price
(11:34) #9: Sharing Over Selling
(13:02) #10: Convincing The Wrong People
(15:00) Working With IFCA
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7 May 2026, 9:00 am - 26 minutes 2 secondsEP | 740 - DON'T Quit Your Job to Go Full-Time in Your Fitness Business Until You Can Answer These 3 Questions ft. Taeler De Haes
Are you feeling called to go all-in on your fitness coaching business but haven't made that leap of faith yet? Listen in on today's episode because we have not one but two success stories to share with you and how we went about it differently but got the result we wanted. Taeler De Haes is joining us visiting from Dallas and we wanted to share our stories and perspectives on this pivotal life and career decision and how to approach it intelligently.
Time Stamps:
(1:49) Taeler's Journey
(6:14) Navigating The Pandemic
(9:29) Erin's Story
(16:24) Money Mindset and Concert Tickets
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4 May 2026, 9:00 am - 40 minutes 45 secondsEP | 739 - Featured Replay: How Erin Signed 60 New Clients a MONTH Using The "Hero Success Story Method" to Creating Client Getting Testimonial Stories
We wanted to share with you a recent masterclass within IFCA talking all about the "Hero Success Story Method". This allows you to step into the guide role as a coach and position your clients as the heroes. This allows for potential clients to see themselves in your clients success and will help them believe they can do it too. We breakdown the entire framework and how to use it, how to upgrade your testimonials, and how to destroy sales objections using testimonials as well.
Time Stamps:
(1:30) Mcflurry Example
(2:48) Hero's Journey - Fitness Example
(6:38) It's About the Customer
(13:26) Power of Podcasting and Other Story Based Social Proof
(17:00) The Reality of What Prospects Want
(22:20) Erin Back in the Day
(26:15) Destroying External Sales Objections
(29:40) Asking for Referrals Early On
(38:40) Kevin's Perspective
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30 April 2026, 9:00 am - 13 minutes 4 secondsEP | 738 - AI Isn't a Tool. It's a Team Member (This is How You Use It Correctly)
Most people are using AI like Google.
"Give me ideas" "Write this for me".
That's not where the power is.
The power is when you feed it.
In today's episode, I'm going to cover what we've been using AI for that's COMPLETELY changed the game for us when it comes to sales.
Time Stamps:
(0:30) Feeling Behind with AI In Your Business?
(5:50) Data Driven Performance
(6:43) Solving The Constraint
(8:50) Avoiding AI As A Toy
(12:10) Let Me Know If This Helped
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27 April 2026, 9:00 am - 15 minutes 3 secondsEP | 737 - 5 Things Every Personal Trainer Gets Wrong When Going Online (And What to Do Instead)
There are roughly 400,000 fitness coaches in the United States right now. In-person and online combined.
There are 262 million adults.
Nearly 3 in 4 of them are overweight or obese.
79% of them are active on social media — that's over 207 million potential clients.
That means there are more than 500 potential clients for every single coach in this country.
Five hundred to one.
Online fitness is not saturated. Your algorithm is saturated. There's a difference.
Today I'm going to break down exactly how to transition from in-person to online coaching — without losing your clients, without undercharging, and without spending your life doing Zoom workouts.
We've helped more than 1,300 in-person trainers make this exact move. I'm going to walk you through the whole thing — the offer, how delivery actually works, how you get clients, and the math behind what this can realistically look like.
Time Stamps:
(2:00) The Online Fitness Market
(3:50) Free Guide In The Show Notes
(5:20) Why In-Person Training Has A Cap
(14:20) All You Need
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23 April 2026, 9:00 am - 9 minutes 33 secondsEP | 736 - Stop Posting More. Start Fixing Your Math [How to Scale Past $30k-$100k+/mo]
Want a FREE Business Audit Quiz? DM Me Biz Audit on either my Instagram or IFCA's Instagram!
If you've been posting consistently (content, stories, reels, DMs) working 50 hours a week, maybe even running ads... and you're still under $50K a month?
There is a very specific reason for that.
And it has almost nothing to do with how much content you're producing.
The coaches I watch break through — like really break through, $70K, $100K, $200K months — they're not outworking you. They're not more talented. They don't have bigger followings.
They fixed their math.
And most coaches never fix their math because they don't even know which number is the problem.
That's what today is about.
If you're a coach somewhere between $10K and $40K a month and you feel like you're working WAY harder than your income reflects — stay with me.
In this episode I'm going to walk you through the 5 numbers that determine whether you scale or plateau, the 3 archetypes of stuck coaches and which one you are, and the single number in YOUR funnel that's costing you the most right now.
Time Stamps:
(0:45) Why You're Under 30k A Month
(6:50) Archetypes
(8:35) DM Me "Biz Audit"
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20 April 2026, 9:00 am - 14 minutes 15 secondsEP | 735 - The ONE Problem Actually Breaking Your Business
In today's episode, I'm going to show you exactly how to identify the ONE problem that's actually holding your business back…
Because here's the truth:
It is almost never everything.
And if you can learn this skill as a CEO…
you will save yourself YEARS of stress, overwhelm, and honestly… bad decisions.
Time Stamps:
(0:27) One Of Those Months Where Everything Is Broken?
(4:42) How We Fixed The Problem
(8:12) The Leadership Layer
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16 April 2026, 9:00 am - 13 minutes 53 secondsEP | 734 - 42 Days of No Sleep, A Death & $55K Later | What We Left Out (Part 2/2)
Wrapping up this series, I wanted to share some of my story and buckle up because this is the honest truth at many vulnerable times in my life. I'll take you back to my childhood, what happened in 2022, and the most recent incident and hopefully this reminds you that entrepreneurship and life in general is hard.
Time Stamps:
(0:43) What We Left Off On In Part 1
(1:55) My Background
(7:00) What Happened in 2022
(10:23) The Turnaround
(12:35) The 55k Med Clinic
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13 April 2026, 9:00 am - 38 minutes 14 secondsEP | 733 - We've Never Shared | The Bumble Match & The Divorce That Led to a $40 Million Fitness Business (Part 1/2)
We wanted to do something a little different today. We've been running this podcast for 700 plus episodes and we've shared a lot of tactical stuff. Ads, offers, sales scripts, all of it.
But we've never actually sat down and told the full story. Both of us. Together. How we got here, what it actually cost, and what we'd do differently. In Part 1, we'll mostly cover Erin's story, how we met, and the highlights up until 2019.
Time Stamps:
(0:30) Different Style of Episode
(2:05) Erin's Business Beginnings
(9:50) Owning A Gym
(18:00) Jordan Starting His Coaching Business
(20:45) The Reality TV Show
(33:40) Starting IFCA
(36:40) What We'll Cover In Part 2
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9 April 2026, 9:00 am - 16 minutes 2 secondsEP | 732 - You Don't Have a Client Problem. You Have a CEO Problem
Most coaches think the hard part is getting their first clients but the truth is that's actually where the real problems begin.
In this episode, I'm going to walk you through exactly where one of our students was when she entered Legacy and more importantly what we had to shift to take her from early success to actually building a real, scalable business.
If you're sitting at your first 5, 10, maybe 15 clients and you're starting to feel overwhelmed or you're wondering what the next move is, this episode is for you.
Time Stamps:
(1:37) Recent IFCA Client Call
(7:24) How Are You Spending Your Time?
(10:05) Scaling Is Changing Strategy
(15:35) The Truth About Entrepreneurship
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6 April 2026, 9:00 am - More Episodes? Get the App