Fitness Marketing Tips From Kevin Gianni

Chris McCombs (CM):  Kevin, who are you and what do you do?

Kevin Gianni (KG): Hey, Chris, how you doing? I am Kevin Gianni. I own an in-home personal training business called Lifestyle Fitness In Home Personal Training. And we've been in business — actually, a fairly young business. We've been in business about two and a half years, to the date. Some of the things that I think the reason you're calling me is to talk about how I built my fitness business so quickly to be an extremely profitable and extremely efficient and easily run business. We just hired two new trainers, too, so we've grown pretty quickly in the last two and a half years.

CM: I know you're really into relationship building and I know that's vitally important to you. Can you tell us what that is and why it's so important?

KG: Yeah, absolutely. I think that relationship building is one of the most important things to our success — I say "our" success, I have a partner Annmarie who, when we started this thing we said, "What are some of the things that we think are most important about business?" And she'd had a ton of experience as an athletic trainer and I had my experience doing research for nutrition, and health and fitness, and wellness, and holistic modalities. And so one of the things we came up with was, "Hey, you know, some of the best things in business we come across are business that just have real people behind them." And that was one of our main goals. I mean, you can even see it on some of the stuff we have. We had a caricature done of us that really kind of represents us as people. So we wanted to make sure that we built great relationships because we knew it might not bring clients in right off the bat, but the more you can cultivate and build some of the relationships the more we could — we would benefit and be able to help them too.

One of the biggest things about relationship building, which we're going to talk about a little bit more today, is that you have to go into these relationships really genuinely and almost beyond your means want to help the people that you're working with. And to preface any sort of relationship building talk, you want to be working with people that you want to work with because if you don't do that what's going to happen is you're going to find that it's not working for you.

CM: Who should fitness professionals build relationships with?

KG: The best relationships that we've built — I have a list here and I'll go down and explain some examples of what we've done with them. The best ones that we built are with our clients. You know, clients are definitely the people that you spend the most time with as a fitness professional in home, I mean, it's even more intimate in the house than it is in the gym because you see everything. You see where they live, you come into their space, so that's the first one.

The second one, one of the best relationships we've built is with a gym equipment store. We have built relationships with a grocery store, nutritionists, chiropractors, natropaths, our BNI members — Business Networking is a national group that we both, Annmarie and I are both members of that we go it. It meets once a week and everyone passes leads and there's all different people from different professions in that sort of group and so we've been able to branch out to a whole bunch of different professions like real estate agents and life coach and even phone tech guy. We have a guy in my BNI group, he's like a roving lead source for me. Every time he goes out to fix phones, or there's another guy that fixes computer, they always talk about, "Oh, you need to get in shape." So just building these relationships.

You never know who's going to help you the most. It's just amazing. You don't want to look at someone and say, "There's no way a realtor can help me," because one of my best-dressed mailers we'll talk about later has come from a realtor. So that's something you don't want to mess with. You want to be open to all sorts of possibilities.

Some of the best ways to go about relationship building, 1) with your clients is to really deliver and know that when these people are working for you and doing things you tell them, they're getting results, they're going to be walking billboards for you. And a lot of your clients, because they are your clients, that means they can afford a certain price and that probably means that they're in a position where they either own a business or they are in some sort of managerial positions. That means they have influence to influence other people and they might have their own business list, they might have their own — just their own department that they manage and you might be able to build relationships through that.

One of the guys that we're working now — it hasn't — this hasn't come to be a reality yet, but he owns a newspaper and he wants to actually have a gym — they're building a new facility and he wants to have a gym there and he's like, "Well, when we build that gym you guys are going to staff it." And so we're going to hire a trainer to staff his gym. So really keep your eyes open to different possibilities with different people around because those opportunities will come to you as long as you build the relationship with them.

CM: Can you tell us a little bit about some of the individual relationships you build? I know you built a really good one with a fitness equipment store and I think a food store group. Can you tell us some stories on some of those?

KG: Absolutely. The gym equipment store, I came up with the idea — I didn't even come up with the idea. I got it and I stole it from my group, but — and that's another thing, man. Use the stuff, use other people's stuff because you don't want to try something new if there's something else that's already been tested and works.

And so I had this report when I bought him system. It's six tips of how to get into — or how to use your gym equipment. You just purchased the gym equipment, here's how to use it. And so I said to Annmarie, I said, "Hey, we have this report. Let's go into some of the local gym equipment stores and just see if we can get someone to actually hand it out to some of their clients because we have clients who need gym equipment and we were kind of sending them to Sports Authority. And we said, "You know what? This would probably be a better relationship between a gym fitness equipment store than with Sports Authority. And since it was Sports Authority, they don't give any service, they don't give any help with the equipment, the just kind of — all the stuff's piled in the middle of the floor there.

So what we did, Annmarie went out and she met with a couple different places and one of the places really — there was a girl there was really just extremely helpful. And so what we worked out was that if she sold a piece of equipment that was, say, $500, $1000, $3000, $5000, whatever it was, that she would hand them this report. And it was maybe a three or four page report that had six tips on how to use your equipment so it wouldn't become a dusty old shelf for some of your old college diplomas and everything else you have laying around in your basement. So we had her hand them out to all her clients and we did that about two years ago right in the very beginning and we've gotten six or seven clients from that one relationship. And we send people back to her and they buy treadmills and they buy other stuff, so we really created a nice synergistic relationship with her.

And we went to four or five different places and you're not going to find — the first time you go you might not find that one person, but Annmarie went to Tracy and it just turned out to be a perfect match for all of us and it really worked out well. And the great thing is, too, is that if we need something we go there and Tracy orders it and it's all taken care of. And I'll tell you, the prices aren't the best at that particular store, but the service is so good I feel very comfortable sending my clients there and so it's just a win-win for everyone involved.

The other thing that we've done, was a really great thing, is I bought Kelly Calabrese — I don't know how to pronounce her last name. I apologize to her right now. Do you know how to pronounce her last name?

CM: No. I have no idea.

KG: Okay. She does a lot of personal training marketing stuff and she does a shopping tour product and that really caught my eye when I saw it on a website. So I bought the program and it gives you everything on how to do a grocery store tour. And what you do is you have to go into a grocery store and you put on a little presentation about some of the fresh foods and everything and the nice fish and everything that people already know about. You know, what to eat at a grocery store is one of people's biggest questions.

So we used the program and I listened to it and said, "This is great." Now we need to find a grocery store. We didn't go to some of the big box stores, we went to a small local grocery store that has a nice local clientele, but it's being threatened by some of the bigger stores that are coming in. And, again, I sent Annmarie because she's much better looking than I am. She sat down and talked to the manager and she said, "Can we do this here? We're going to show them some of the nice perishable foods so that people who are coming through will be able to see some of this great stuff here and purchase stuff that probably has the highest mark up," or whatever. And what we did was had the tour there.

He said, "Okay. This is great. Let's go."

And the first tour we had five people show up. The second tour we had 12. And everyone was psyched, everyone was talking about it and we went to him afterwards and said, "Hey, can we put the fliers for the next one –" which is coming up, now it's coming up in a month — "can we put the fliers in the bags?"

He said, "Sure, no problem."

So now we have the opportunity to put 2000 fliers in every single person's bag who goes through that grocery store on a Saturday, just because we said, "We're going to have some people come into your store. We're going to bring some of our clients, people who haven't seen your store before. Maybe they're interested in shopping here now." And the grocery store owner knows how important that is, particularly if it's a family run grocery store and their idea of service. So it's worked really well for both of us.

And of course we shop there too and people see us there and they say, "Where do you shop?"

And we say, "We shop over here at the Double Food Store." It's a very nice relationship that we've built with them.

CM: Awesome. That is great right there. So how should one go about keeping these relationships alive?

KG: Give them stuff. Send them stuff. How do you keep your friends and your family relationships alive? You go out to dinner with them. You send them flowers. I have an account with the florist. I have an account with the gift basket company down the street here. So you just give away — I give away books. I call them up and say, "Hey, what's going on? What do you need from me?" Offer to babysit — just kidding.

I have a list that I put together a while ago, and Jim Labadie actually set it out, and it's an over-deliver list of 38 things that we've done to over-deliver to our clients and it's all under $25 because you want to keep it cheap. You want to keep sending stuff out because it can really eat away at your bottom line particularly if you're starting out or if you're trying something new.

Just make people smile. I get calls from people, "This gift basket was awesome." I'm sending it because I want to send it to them. Obviously you build relationships and you build client base, but you want friends, you want people who are going to stand up for you and you want to stand up for them too. And that's really helped a lot is to nurse them just like you'd nurse a relationship with a friend or with a — when it comes down to it, if you're looking at them as friends with the benefits of that sort of relationship are going to be so much beneficial that that's what they're going to be.

CM: This is great stuff. Could you tell us about what an endorsed mailing is?

KG: Yeah, absolutely. Endorsed mailings are a really cool way to kind of build on this relationship. The thing is, you have to have a relationship before you do an endorsed mailing and one of the — I can give you a little bit of the trials and tribulations of what we did when we first started. I set up appointments with all local doctors and chiropractors and nutritionists and everything and I just went in there and said, "Hey, give me clients." Not like that, but you know what I mean?

I didn't understand this and I thought people would just be like, "Oh, a personal trainer. Great. This is exactly what I've been looking for." That's funny, right? It's true, we've all thought it. "This is the first personal trainer I've ever seen in here," you know?

And so when I went in there I didn't really know how to do it. And luckily I didn't blow it with everyone and I did make some relationships from that and they've been beneficial to us. Now with some of these people that I've just talked about are some of those people and so that's — you have to be very careful. It's very difficult to just go to people and say, "Hey, do this for me." You really have to make sure that you have them in mind and what I always do with any sort of relationship that I’m building is I say, "What can I do to help you?" I mean, even if it's the first thing I say to someone, "I'm interested in what you're doing here. What can I do for you?"

And one of the things that we've done that's created an open door to be able to do some endorsed mailings is that we have a client file. And in our client file we have a whole bunch of exercises and we have a whole bunch of things. I know a lot of trainers give away some sort of file to their people, whether it's just a workout chart or anything. And what we do is we include some different businesses and we include their information inside of that.

So there's a local place here that does — they do take-out, new stuff where you can prepare the food on a counter and then bring it home and freeze it, they'll fast freeze it for you. I don't know if you've seen any of those. So we have their flier in there. We have a chiropractor's flier in there. We have a few different other people that we've endorsed in there. And what we've done is we've said, hey, we've gone to these people that we want to endorse and we've said, hey, this client file we give everyone, do you want to put your stuff in there? And we do it with the gym equipment store too. They have a little 10 percent discount coupon in there too.

So they put that in and that's a great way to enter, to get in the door, because now it's no longer, "I want to do an endorsed mailing with you or I want to build some sort of relationship with you, let's just do it," because you need to build some trust, so that's a great way to start doing that.

Now once you have built that relationship, a great way to take it further is to do some sort of endorsed mailing. Now an endorsed mailing is a variation of a few different things. The idea basically is for someone else to give you testimony and to suggest that maybe you — or, maybe that they try your services. That's probably as simple as possible. So it can be anything from a direct mail piece it could be a letter, it could be an article, it could be an advertisement. It could be an email, which is incredible because that's completely free, so that's a great way to do it particularly if you're running low on a budget because generally when you do some sort of endorsed mailing you should always offer to pay for it.

Most of the time, when I've done it, the person just says, "I'm sending it out anyway. It's okay, I'll pay for it. I appreciate your offer." But you should always ask, I think, and be ready to pay for it, too, because you're asking someone to send something out for them or piggy back with anything else that they're sending out.

So those are some of the ways that you can get out and be in front of a whole new group of people with the endorsement of someone else, just like if Jim Smith came up to you and said, "Hey, I'm a great personal trainer."

You'd probably say, "Okay. Great. You have a big head, buddy. Get out of here."

But if Jim comes recommended by a chiropractor in the chiropractor's newsletter, don't you think that maybe you'd give him a little shot and say, "Why don't we try this guy out?" Particularly if it's a free offer, a free phone consultation or a free — everybody does their own stuff. Our first consultation is complimentary. So we go out and we'll talk; we have no problem doing that and it's something we do anyway, really. So we're not losing any money. So it's a nice way to get in the door.

CM: What kinds of businesses are good to do endorsement ads with?

KG: Anything. The sky is the limit with this because you can get out of the regular mold. Like I said, I've done an endorsed mailing with a real estate agent. She has a list — this is a great story. She's got an incredibly small list of very close "MVPs" is what she calls them, and that's her power group. She's got, like, 40 people in this group that — they don't meet all the time, it's not like a mastermind group, but it's just a group of people that she finds are just integral to her business.

So I went to her and I said, "What can I do to help you out?"

And she said, "When you upgrade your house you can use me."

I said, "Great. All right. Fair."

She's like, "Now what can I do to help you?"

And I said, "I'm looking to do some sort of mailing. I want to get my name out to some of the people who are in your close circle."

And she said, "I have this MVP list," which I didn't know about.

I was like, "Well that sounds good."

And she said, "Well write a letter for me that says –" in her voice, because she didn't want to do it, which is good because then you have control over what it says. And she said give her an offer and she'll send it out.

And I asked her, I said, "I'll pay for it."

And she said, "No. I'll just take care of it." She said, "Use me when you get that house." Because she had some other stuff going out, so she was just going to slip it right in there.

So I wrote the letter, put it down, and it went out to 40 people. I got two calls right away and then I've been getting — I got two other residual clients, and this was over a year ago, I just got a call from a guy about two weeks ago from the same mailing. He had just — in the personal training business we all know if we do direct mailing we don't know where people put their stuff but eventually it shows up again. I don't know if they have it — maybe it's just on their fridge or maybe they've hid it under something, a rock outside, until their ready and then they pull it up or re-dig it out.

But a guy just called me about two weeks ago and he's like, "Oh, yeah, Linda's endorsed mailing — Linda's MVP club and I saw your letter."

And I'm like, "Where'd this come from?" But then I put two and two together. So four out of 40, that's not so bad. That's not a 10 percent response rate, that's a 10 percent closing rate, which is dynamite.

CM: Yeah, that's good.

KG: I mean, and those are small numbers. These don't have to be big. You don't — you do a direct mailing you could go out to 3000 homes or something like that and you can get a three percent response rate and then you can close one sale or two sales or three, whatever. But with this, because it's endorsed, because someone's out there giving you the thumbs up, you're just so much more likely to get something out of it and it's just awesome.

Now what I do as well is I have a newsletter that I send out, too. So I'll offer back and say, "I'll put you –" or "Why don't you write an article for my newsletter and I'll put that out too?"

If it's someone like a real estate agent I'm not going to exactly put "10 Tips of How to Buy Your House" in my health and fitness newsletter, but I will maybe put an ad together and say, "Here's a half page that you can just put your thing up here and whatever you want to put in there is cool with me." So that's a nice way to reciprocate that sort of relationship because just because you're sending out health and fitness information doesn't mean that they can't see a real estate agent or a computer guy's information too because everyone's looking for that stuff as well.

CM: What are the different ways to do an endorsed mailing to make it win-win for both parties?

KG: Again, with this the sky is the limit. I mean, there are just so many ways to get in the door and one of the things you can do is — man, I'm sorry. To make it a win-win you have to make sure that each person is benefiting from it. You have to make sure that it's not one-sided. You have to make sure that you deliver on what you promised. You want to do the best for people. So if something goes out and it doesn't get a response, do it again.

Or if something — if you're working with someone and you're not really finding any sort of synergies, maybe they want a cut. If you work with a massage therapist or something and they're sending out a mailing and you find that they're kind of like, "I don't know about a mailing."

Say, "Hey, I'll give you 10 percent on the leads that come through."

And they're like, "Hey, that's cool."

I haven't done that, personally. I've offered. No one's really taken me up on it, which is okay, but that's another way to make it a win-win for other people. You've just got to find what they need.

Ask them. Say, "What's going to really make this work for you? What's going to make you want to do this?" And then you'll be able to find out what they need. That's probably the best way to do it is to ask, and ask what they want. Say, "What do you want from this? What do you want to get?" And then you'll be able to deliver that.

CM: Who would write the letter?

KG: I would like to write the letters myself because you have the ability then to really make your offer clear and to really make your whole message very clear. If someone else is writing it — if they want to do it, let them do it, but generally you can suggest — the best way to suggest is to say, "This is great. If you want to write a letter, that's cool." I say, "I actually –" and what I said to the realtor and what I've said to a few other people and particularly in terms of email, I say, "I have something written already. If you want to take a look at it, maybe it's something you can use."

And say something like — you can say this word for word, "I always find that it's easier to just look at something else than to start from scratch." And people will agree with you then, and then you hand it to them — maybe you don't hand it to them there because then it looks a little planned, but you send it to them and say, "I'll write something up," or "I'll send it to you in a little bit." Then you send it through email and they look at it. And generally you'll get it back just as it is.

I was just talking to a guy yesterday — this isn't even about endorsed mailings, but it goes to show you the same type of philosophy here is that each one of his college recommendation letters he had written and he just had people sign off; the teacher just signed off on it. So this is the same idea is that if you don't have to do any extra work, you won't. And so no one wants anymore work, especially a situation like this where they're doing you a favor, do everything you can to make it very easy for them.

And this goes through affiliate programs, too. I mean, if you're endorsing something or having someone else endorse something for you, you really want to get that information to them, make it very easy for them to shoot it out to whoever it needs to go to.

CM: Should it be on any kind of company letterhead or anything?

KG: Theirs, yeah, absolutely. It should be on their letterhead because that'll just give you more credibility.

CM: Now what should the letter say?

KG: Well the letter should say, "Hey, this is Mr. Attorney" or whoever this is. It says, "You know me –" say something personal about business or if the guy likes to work out or if he doesn’t like to work out there's a reason why he's probably talked to you. He's probably had a communication with you about health and fitness and he'll say, "I came across this guy that I know, a trainer, who does x. This is what he does, this is why he does it. He's really passionate about what he does and he's willing to offer you some sort of benefit." Whatever it is, "Offer you x, offer you a free consultation to help you get to the next level in terms of your energy."

With a lot of business types it's — you can go two ways. You can go with "get the body of your dreams" type of thing or you can go with energy or more productivity, or just better quality of life type of stuff. It runs the gamut, but you can decide who the person is.

One of the even better ways, besides a letter, is to do some sort of article and to write a "10 Tips" article with an offer at the end because then it's a nice way — maybe include that with the letter — it's just a nice way to get the information out there and not as pitchy. Sometimes people will just read a letter and say, "I don't know," and then they get the information that there's an article behind it that has some nice quality information. It builds your credibility and it's a nice way to do it.

CM: Is it important that the offer is specific to the list? Like, if a trainer gives, let's say, a trial workout to everybody, should there be something extra for going out to the person endorsing you? Should there be some kind of special offer for them that's kind of exclusive to their list?

KG: Oh, absolutely, yeah. Just whatever it is — maybe this is going out to the first — not only just exclusivity, but scarcity as well. Something that says — I think for that realtor when I said only three people were going to be able to get it. Now, four people came along and I didn't say no, but only three people would be able to get it.

I've done things where, "Please respond in the next 24 hours because we're very busy. We want to make sure that people can fill your slots because we want to give you this gift." And of course exclusivity too, to those people. And you want to be exclusive to them because once you can start to work with these different groups of people, particularly — and since personal training is such a community-based type business, once you can get into a couple different circles —

They have that Kevin Bacon-six degrees of separation - Malcolm Gladwell talks about it in The Tipping Point, that there really is six degrees of separation. That came from another study that was done with mailings, I think. And so if you can get into five or six different social circles in your community through this, and possibly give away a one-time session with a person from this group; give away a one-time session with a person from another group, another group, another group. And suddenly you've had a personal communication — in fairly intimate situations, training since we're dealing with people's health — with six different people in six different circles. And guess what? Suddenly your name is everywhere and then everyone's talking about you because you've give them information.

And that sort of word of mouth stuff, that's what creates a perpetual type of marketing system where you don't have to do — I mean, if you don't want to advertise, you don't have to. If you don't want to do an endorsed mailing, you don't have to because people are just talking about you anyway and you're just showing up, "Oh, yeah, I've seen you" or "I've heard of you" or "I got a letter and I think it's time. I need to get in shape." So that's a nice — that's why if it's exclusive people are going to use it and they're going to feel like they belong to something special and they're going to tell their friends about it, particularly if you deliver when you go and give them that session and then suddenly everyone's talking about it.

CM: What else would you say to trainers who want to really start building relationships and do endorsed mailings and things like this? What would you leave them with?

KG: Get out the door. And I know that you're busy training, and I know that you're busy thinking about how you're going to get more leads, but get out the door and drive down the street and just stop into three business. Or just drive by, think about three of them that you'd be able to build some sort of relationship with and then either contact them, walk in the place, and just see. Chances are, you might not get any of them. But if you continue to do something, like if you do three a week or you do one a week, if you get on the phone and call a couple people, chances are you're going to get some sort of appointment. And chances are that out of that — say you get five appointments, out of one of those appointments it's going to work out. That's really the best advice to give.

I mean, I remember when we first started we had no money. We didn't even know how we were going to pay the next mortgage. And I said to Annmarie, I said, "How are we going to do this?" I said, "I think what we're going to do is we'll put together a little mailing." And this was a direct mail, but we didn't have enough money to buy all the stamps at once. It was that bad, right? So what we did was we put together 400 letters, we folded them all up, we put them into envelopes and we drove. We probably spent more money on gas than we did on what the stamps would have cost, but we didn't think about it that way, right? So we drove to the nice neighborhood that's a little further south from here and we just dropped them off in every single mailbox there.

And, I mean, we did — and the thing was this, the funny thing is we never got a client from that mailing, right? Never got a client from that mailing, but we got three or four of the houses that we remembered we mailed to as clients and just by going out there — and I believe in the law of attraction, I know you do too — just by going out there, we didn't have any clients, just by going out there the next day we got our first lead. Our first lead out of any other thing that we'd done from a person that we had not even solicited just call up.

And I said, "Wow, there's something about this." And so just getting out there, and just moving and doing something, and getting on the phone and calling and talking to people. I know people are afraid to do it. I was afraid to do it too. And just by talking to people — people aren't going to bite your head off. People might say "no," it doesn’t hurt. And I say that very genuinely because that's something that I needed to learn for myself. I just figured — I don't know what it was. Maybe my childhood, who knows, right? But "no" to me wasn't cool; I didn't like to hear "no."

And when I finally realized that "no" might just be because someone doesn’t understand what you're saying, not necessarily because they don't like you, that was really easy for me to accept. Now if someone says "no" I ask them why because now I’m like, "I might still be able to work with you," but I don't take it as any sort of downer or any sort of rejection because maybe they don't understand what you're doing. That's okay. You can explain it to them. If they don't want it, that's fine. This could be another person that you could go to.

We did that with the health food store where we went to two different health food stores. One of the guys I went to I had this whole idea that we were going to put — same kind of thing as the grocery store — we were going to put some fliers in the bags. By the time I went to him he's like, "This looks like a pyramid scheme."

I'm like, "What?" And I said to him, "How are you understanding this?"

He said, "Well it just looks like a pyramid scheme," because I think we were giving a little percentage back if someone actually called.

Then I went to another store and they said, "Okay, cool." It didn't work out for the long run because they actually closed down, but I have a feeling that would have worked. But they understood it, so some people will, some people won't.

CM: Kevin, I thank you for delivering awesome content, man. Where can people learn more about you? What are your URLs and services and stuff like that?

KG: I'm not a guy who teaches the training business. I just kind of do it and like it. I always like to give back, so that's why I want to do this for you, Chris. And one of the things I’m a big fan of is continuing education for trainers, and just about everyone. And I've put together a project with over 12 of the hottest minds in cutting edge health and fitness, Andrew Berken technique [ph] for toxification and wellness. And I've held these people to the flame to make sure they're pure content because I think pure content is some of the things that is missing from some of these events. So I really put these people together and I said what works, what doesn't work, what works for them. And the program is something that give answers in a new way and it delivers a lot of content that answers questions that trainers and health professionals have with those clients that normally —

Let me say it again. With the clients that you do everything that you normally do and it doesn’t work, and you're like, "What's going on here?" A lot of these people that I've brought on board really can help — really have dealt with a lot of those issues and they've dealt with things that we as trainers sometimes don't know about, toxification and any sort of body toxins or different types of hormones that could be effecting the results. And so that program is really cool and it is Fountain of Youth World Summit.

CM: What about your Live Awesome site?

KG: That was a lot of fun. LiveAwesome.com is where the experts go to reveal their secrets about weigh loss, fitness, cutting edge techniques. And what I do is interview more than once a week. I've been doing interview after interview with some of the awesomest people on the planet in terms of health and fitness, and all these interviews are — actually all the interviews are free now. I'm setting up the other side of the site now, but everything is free on that site. You can go check it out. You can get interviews with everyone from David Wolfe to Marion Nestle to Dr. Maria Grace, just tons of people who are willing and ready and able to give you a ton of great content in terms of interviews.
 

This Has Been a Fitness Marketing Tips and selling personal training Interview