After the last 2 newsletters being all about community and class numbers, I wanted to get everyone to do a little check in with YOURSELF. It’s June and half way through the year, the perfect time to revisit your goals and to do list and also check in to see how productivity is going and even to have a look at your own self-belief and confidence levels. As always, I would love to hear from, you so please check in with me via social media.
Fitness Pilates Focus Tour with Kelly Reed-Bank this tour is having amazing feedback and almost all dates are full now. She will be in Bristol & Woking 22/23 June if you would like to grab a place Click here to book

Seize the moment…or it will be gone.

Goal Setting

As it’s half way through the year it’s a great time to revisit your goals and your plans. You may need to back up and change course, or you may need to give yourself a kick up the backside to make sure you are on track.

Revisit your 12 month Goals list, recheck what you have accomplished so far this year, and check the additional goals that you want to get though by the end of the year.
Write your Goals list in YOUR PHONE.  I’ve said this so many times and this has been a revelation for me since I started doing it over a year ago. We all have our phones in our hands a huge percentage of the time. We are always checking it, so make sure you write your goals there so you can see them every time you look at your phone. This keeps you focused like a laser beam.
REWRITE your goals if they don’t feel right now. You MUST be flexible enough to change course if necessary. A goal may need to be tweaked, changed and updated, which is why I suggest you revisit your 12 month’s goals on a weekly basis.

Action Points

If you have an iphone use the Reminders app, it’s awesome. You can have multiple lists here. I have a 12 month’s goals list, home List, weekly lists and daily to-do list. This little tool is a lifesaver for me. I know it will work for you to.
Decide which of your 12 month goals you are going to do in order of priority.
Create an action steps of how you are going to achieve 3 of your 12 month goals.

DO IT NOW, STOP PROCRASTING AND MAKE A PLAN

Time Management

Since I have been working with Fitpros on coaching and helping push their fitness businesses further, I realise the biggest and most humungous obstacle is TIME MANAGEMENT.

“I have all of these amazing ideas for product development, employing other Instructors, becoming a speaker, creating a new brand, but I don’t have the time to work on it”  I probably hear that nearly every day.

When Instructors say this to me I am so sad.  Sad because I think we have so much potential, so much to give, so much to offer and so many opportunities. But in order to make time in your life to develop your ideas you are going to have to make space somewhere, or get rid of unfulfilling tasks in the week to really drive your idea through. There have been times over the last few weeks I’ve been working well into the early hours because I have to get a project finished that I’ve been working on, so I have to make and find the time to complete it. I think it comes down to how much you really want something. If you keep piling on more and more work on top of what you are already doing you will get burnt out and so resentful. Have a think what you need to let go of, change or outsource and schedule in time to plan your new project.

For busy fitness professionals who are juggling classes, one-on-one sessions and families, marketing, social media, keeping the learning going to keep pace with the ever shifting trends of the fitness industry, can be challenging if you aren’t organised.

This means that structuring the way you work is vital if you are going to have time to learn, work, and have a life. The following are quick tips to aid you in getting across everything in your day, week, month and year so that you may get more done in less time. I wrote an article similar to this last year and so I have updated it now to make it even more relevant.

1. Decide you want to be massively productive and CRACK ON!

Do what you need to do to get massively productive! Self-discipline is the key, make yourself do something that you need to do, whether you want to or not. Get on with it. If you want to be top in your field decide that you are willing to pay the price and roll your sleeves up and get stuck in. Eat that frog…Every day. Successful people do the things other people can’t be bothered to do.

Rachel’s Tip – Whenever I sit at my desk I tackle the biggest job first. I don’t answer emails or phone calls until I have made substantial progress on a project.

Is this the most effective use of your time?

I ask myself this question whenever I am doing something. I check my master list and my master goal list and whatever I’m doing I ask myself if this the best possible use of my time and will this get me closer to my goals.

Whenever you embark on a task ask yourself this question “Is this the best possible use of my time right now?”

3. Strategy breaks

Take two days a year, one day a quarter, half a day a month, one hour a week, and 10 minutes at each end of the day to plan and intend your day. Only do what you deem is important, and only work from a list. As new things come in, add them to the appropriate list as long as it links to your goals, and cross them off as they get done.
Rachel’s Tip – Make a to do list at the end of every day so your brain gets time to absorb it all while you are sleeping. Often you wake up with the answer to a problem or can make a decision if you write it down the night before. Have a masterlist then make a daily to do list that drives you closer to your master goals.

4.Believe in YOURSELF!!!!!!

You have to behave as if you have already achieved your goals. I am astounded that so many confident FITPROS who can get up and stand in front of a huge group of people yet underneath they are unconfident and insecure and have little self-esteem….This can easily be addressed and changed with a mindset shift

Please remember everyone has the same fear!!!! We all feel this, everyone thinks secretly “What if people think I’m a fake” or “I don’t my stuff” or “People will find out…”

The sooner you can get over this and start acting, behaving and believing that you are the true professional you ARE things will change. You have to shift your mindset and then everything starts to fall into place.

If you REALLY in your heart of hearts don’t believe in what you are doing and saying then it will show subconsciously.

Believe in yourself and what you are doing & saying – This has to be one of my top tips. Whenever I talk to Fitpros about falling numbers or ideas that haven’t worked out I have to ask them in your heart or hearts do you really believe in this? Have faith in your abilities and what you are doing and saying.

Rachel’s Tip – Put 100% into any venture you go after. Live and breathe it with your heart and soul for maximum success. If your confidence gets a knock have some inspiring music on your ipod or listen to a good self-development audio. I love Brian Tracey Audios; his business ideas are so logical and straight I always feel back on track when listening to any of these.

5. Get Outside and Change your Environment

Think about where you get your best ideas. It’s hardly ever sitting at your desk, so set up rituals that get you away from your work environment to access different parts of the brain.

Rachel’s Tip: If you are a social/people person like me, I can only work for about 4 hours at my desk productively, then I have to see another human being! Get out, take a quick walk, go to the super market,  post office and break up your office time, you will still get as much done. I get my best ideas when I’m teaching class or in the shower.

6. Chunk your time

Put things together so you can get things done. This means making all your phone calls in one hit, putting sessions back-to-back, then having administration time, then planning time. Plan to get things done in one sitting without distraction.
Do and work things only once; don’t read mail twice, open mail twice, choose what to do and don’t stop until 100% complete. Don’t chop and change! Focus until over the line, don’t get distracted. Doing this can decrease the time it takes to do a task by up to 80%.

Rachel’s Tip I write my Blog posts all in one go, film 4 downloads in a time, write 3/4 articles  etc. Batch your time.

7. Clearing
Get stuff out of the way that is in the way. Clear thinking, clear relationships,  get things off your mind, don’t carry it around with you. The reasoning behind this is you don’t need unresolved issues filling your creative mind. Your mind needs to be clear to be creative, so if a relationship, or situation is bothering you clear it up and get on with it.

9.  Use travel time effectively
Travel time can take up many hours each week. If you add up all the hours across a year it can add up to a university semester.  Why not use travel time efficiently and use this time for learning.  There are great books and audio programmes that can be read and listened to while travelling to and from work.  Use your travel time as learning time.

Rachel’s Tip I’ve listened to hundreds of audio books while I’m driving or flying. I then arrive at my destination motivated and inspired and have learnt new information.

I’m listening to Michael Heppell, The Edge and Neil Strauss, The Game; both are really different and very good and inspiring.

10.Do Something that Scares you – Take a Risk/Get Uncomfortable

Pushing yourself into the unknown or to an uncomfortable situation is great for growth and personal development. Start a new class, organise a talk, set up a new online programme…go on make a move and get things done.

How do you get more confidence about your abilities – My Top List to gaining greater confidence and hitting your goals faster

1. Confidence comes from gaining more knowledge – keep reading, listening to audios, going to courses.
Create a daily to do list so you have a daily plan and you know what you are doing, this will stop you wasting time and not achieving your true potential.
Start behaving and acting as if you have already achieved your goals.
Hang out with confident, successful people even if it’s online. We all know you become like the people you spend most of your time with.
If your confidence takes a knock or someone says something to you that hurts, remember it’s often not personal, it’s not about you, it’s about how they are feeling. Bounce it away from you and concentrate on being the best version of you.

Remember – You chose this profession to help others achieve their fitness and health goals. You want to share your passion so you are doing yourself and others a disservice by not fulfilling your full potential and being confident and believing in yourself, because that my friends is the key to all of our success.

I’d love to get your thoughts and feedback on this article. I have written it from the heart and hope it inspires you to check in on your own goals, ambitions, self-belief and confidence.

Jayne Nicholls

Opinions while subjective, should be very personal and special things to share. A totally objective conversation or article where no one really knows which side of the fence we stand on can be slightly boring, but I guess also from experience as no one is or has been more opinionated than I over my 25 year career, an obvious and forceful view, can be irritating especially if we think the polar opposite. 2 very different opinions shared = debate and debate is where we really learn to appreciate ”the other side”. I suppose that if by debating articulately and with a genuine understanding of your subject, you can change someone else’s opinion then this is wonderful conversation and a career in politics could be on the cards.
Where would we be without the opinion of experts to substantiate our views, especially when infant or forming and in need of some further content to help them grow. This is where the term ”evidence based” comes from and is the very back bone of any science or medical based research. The fitness industry has long benefitted from both evidence and opinion from people who have dedicated years to formulating their content with a genuine passion and prolonged interest.
With these people we can have the very best debates and learn to change what we think and the actions we take, on the flip side of this, my advice would be these 2 things:

Never argue with a fool, as you will both inevitably end up looking stupid
Never follow a fool as you will inevitably GET LOST.

Jayne Nicholls

Marvin Burton – Tip #8 Use slow tempo training to improve strength and technique
Lifting a weight fast will give a false representation of technique and ability. Momentum must start off slow and increase in speed when correct technique is established. To use cars as example, you wouldn’t drive a car that doesn’t have any breaks. The same rule apples when lifting weights. You first off all need to train stabilizing muscles and be able to control the movement before you start to accelerate. Accelerating too fast is often criticized when beginners train in a cross fit style.
www.marvinburtonfitness.com
www.instagram.com/marvinburton

Are You Easy Jet of Virgin? by Katie Bulmer Cook

In our world outside of fitness, as customers ourselves, we have come to expect different things from different companies and brands.

We know that if we book a flight with Easy Jet, we can expect the orange, budget service…minimal leg room, no freebies…more of a wham bam thank you mam experience. In contrast, if we opt to fly with Virgin, we have higher expectations. We expect outstanding customer service, complimentary drinks and snacks and all the other trimmings that go alongside the indulgent red branding.

This doesn’t mean that Virgin is better than Easy Jet, they are just different. Both are equally brilliant and successful because what they deliver and how they brand themselves matches their customer’s expectations.

As fitness professionals, to a certain extent, it doesn’t matter whether we are the cheapest, the most expensive, offer basic good customer service or outstanding ‘go the extra 3 miles’ service. The key is that the message we send out to potential customers, whether it be in person, with branding or online, is consistent not just over time, but with the service we offer.

Next time you launch a product, programme or class, ask yourself, ‘does it match my message?’

Here’s to successful branding and marketing,

Have a great week,

KBC

Tweet me your thoughts @KatieBulmer

DanceLady and Jimmy Spices

The Dance Lady went to Jimmy Spices the Restaurant chain for the first time. I have to admit I don’t “do” chain style restaurants !. I’m more of a country pub kinda girl. BUT trying out new experiences is important and my 2013 resolution was adopt a Flip it reaction to situations.
Arriving at Jimmy Spices, Bath, I was immediately aware of the “eating experience” atmosphere within the canteen style layout. And this is where the worlds of Fitness and moreover Kids fitness merge!
The environment was very friendly, spacious, well lit but with quirky decoration and branding. If possible try to make your teaching space child friendly, remove/store “adult”  fitness equipment  (this also prevents accidents or interfering ! ) if using circuit cards brand them in a kid like way ie Spiderman Press Ups, Iron Man Lunges , etc.

The first thing to strike me was the “mass eating ” or in the fitness concept, mass participation, everyone there for the same outcome. There were all shapes and sizes and ages in one environment,  something that we in the fitness world should embrace . Fitness should be much more about Family Fitness and should be much more about the experience and the feel good factor.  At the same time I was in the restaurant there was a family unit of Grandparents and grandchildren, which I thought was lovely. Wouldn’t it be great to see more mixed family units participating in health and fitness activities? Could you offer a regular Family Fitness session ?  “Dads n Lads ” circuits , or Mum and Me megamix ??.

The eating choice was fast, simple and easy. We should encourage the choices of fitness to be simple and easy to participate in. In class offer several different exercises, using different equipment if possible

And now for the food !! There was a carousel of dishes, some more simple ie Pizza and some more complex several Curry choices with different styles of rice and side dishes. There was something there for everyone. Within my party we had a vegetarian, a conformist and me a traditionalist ! We were all encouraged out of our comfort zones with different tastes, yet made to feel comfortable with our choices. I chose to try out different foods, rather than just choose what I know.
Again, all of this is the message we should be delivering in our Dance/Fitness activity sessions with kids. Allow your students to come out of their comfort zones, but encourage them, challenge themselves to new experiences. Within sessions for kids try to offer traditional Games activities that they know ie Duck Duck Goose, but spice it up with different rules and levels. Here is a link to some simple different activities http://www.thedancelady.com/free-resources/for-teachers/713-2/
The final reward for new experience is a fun, light-hearted taste delight! For me this was a combination of Jelly Beans, Marshmallows dipped in the chocolate fountain and waffles!  In fitness always finish on a high, a fun quirky dance routine or game.
So taking a leaf out of the Jimmy Spices book, let’s make our dance & fitness activities for kids a carousel of activities, with challenges and new experiences, but with always a physical reward or a treat at the end!
Have fun. Caroline DanceLady

For Better Or Worse…For Richer For Poorer…!!!
By Andrew Crawford

For all those readers who will soon get ‘hitched’ and say those famous words (…for better for worse, for richer or poorer…) whilst looking lovingly in their partners eyes and to those who are already settled in a loving relationship known as marriage this article is especially for you.

After a fun filled alcohol driven few days away, I landed early this morning whilst some of you were still curled up under those warm duvets with Terence the Teddy huggled against your chests.
My mind became occupied with a recent case which will fundamentally change the whole dynamics concerning the protection that a company will give it’s assets and their ownership.

Here’s a summary of what happened…..

A British oil tycoon lost his landmark divorce battle against his ex-wife in the Supreme Court yesterday and was ordered to pay her a substantial amount of money.
The most successful businessmen, argued that he could not pay his former wife as his assets were owned by his companies, not by him.
But the court ruled that property worth £11million was held ‘in trust’ for him by companies he controlled and owned and ordered their transfer to the ex wife.
Yesterday’s ruling sets a precedent because it reverses a previous judgment that had barred the wife from obtaining the properties as they were separate legal entities under corporate law.
That decision had raised the prospect of wealthy husbands being able to ‘bury’ their assets in companies they own to protect them from generous divorce settlements.

So Andrew……
What has ‘For better or worse, for richer or poorer’ got to do with Accountancy and Tax?

Well folks… the ramifications of this Supreme Court ruling could have an impact on divorcing couples of far more modest means. For example, could legitimate family businesses be at risk if one of the owners splits from his wife? And are there legitimate ways to protect your investments or property if your marriage hits the rocks?
The questions and answers by Emma Simon below will give you more details as it’s impact has in my opinion has wider implications other than in a divorce case.

I own a business. Is this now at risk if I get divorced?

There has been a lot of talk about whether this Supreme Court ruling gives family law judges the power to “pierce the corporate veil” and include business assets in a divorce settlement. Until now such assets had generally not be taken into consideration.

However, this ruling has not giving divorce lawyers carte blanche to grab any business assets. These can only be included in a divorce settlement is a judge rules there has been a deliberate attempt to “hide” assets owned by the couple in the company to reduce a divorce settlement. In such cases the Judge can order that this transaction be set aside, and be include the value of such assets in a settlement.

However, if this is a viable trading company, with other owners and creditors that has been running for years this won’t be included in a divorce settlement. Although of course any share you own in it could be taken into consideration.

Is it worth setting myself up as a company to protect certain assets?

No. If a company has been set up just a couple of months before divorce proceedings started this is likely to raise suspicions. There may be perfectly legitimate tax reasons to set yourself up as a company, and pay corporation tax at 20pc rather than top rate tax at 45pc. However, if it is deemed that this has been done solely to shift income, property or investments into a “company” structure, you may be ordered to simply hand over the shares as part of a settlement, effectively giving your ex ownership of these assets.

Even if this has been done years in advance, if you are the sole owner, sole shareholder and sole beneficiary of this company the shares you own are likely to be included in a divorce settlement.

Can I sell assets to family or friends to keep them out of my ex’s hands?

No. If the house is suddenly owned by your mother, or shares are transferred to a friend or business associate a judge can still order that the value of these assets be taken into account.

I have a secret bank account. What happens if I don’t declare it?

Divorcing couples are legally required to make a full and frank disclose of all their assets, income, property and pension – both in UK and abroad.

Both parties will be required to complete a document known as “Form E” – which asks questions about all aspects of their finances and requires them to provide documentation such as tax returns, a year’s bank statement etc.

Spouses are required to sign a legally binding statement that this includes all relevant financial information. If at a later date it is shown they have deliberately omitted information this is treated as contempt of court, and could result in the individual being fined, or even imprisoned. It is unlikely to put you in a particularly good light with the judge, who will be deciding how these assets are split. You may also be landed with additional costs, if you ex has had to employ a forensic accountant or specialist lawyer to track down these assets.

But it is an offshore account. How is anyone going to find out about this?

You may think you will be able to outsmart your ex, but are you confident you can outsmart his or her lawyers? Specialist divorce lawyers are used to couples trying to conceal assets and are well practised at uncovering “overlooked” accounts. Business accounts, bank statement and savings balances will be added up and if there is money unaccounted for questions will be asked. Family law courts have the power to compel accountants, and even bank manager to appear and be questioned about your finances.

What about my pension?

Both company pensions and personal pensions are taken into account. If you have a final salary pension you may have to pay a lump sum equivalent to the pension your other half could have expected to receive, had you stayed married. If this is difficult to pay, from the assets you have, then you may not be financially separated – but the spouse will be able to claim a portion of your pension when you retire. (If they remarry this will be cancelled).

A recent report suggested that over the past decade many divorce settlements have undervalued these pensions. In some cases an ex may be able to go back to the courts, and appeal their settlement to get a higher payout.

The ruling confirms that, if someone is the sole owner of a company, then if the court is satisfied that those assets are held by that company on trust for one party, they can be used as part of a divorce.
It means that business people cannot deliberately “hide” their assets in businesses and corporate structures to protect them in future in the event of a divorce.’
The Supreme Court has handed down a landmark decision in which, for the first time since at least the end of the19th century, it has accepted a general exception to the rule against ‘piercing the corporate veil’.
“….This is an extraordinary decision and the implications for corporate governance are potentially huge……”

Finally
For better or worse for richer or poorer, in sickness and in health, I thank you for the marriage between my words written in this article to your mind, conscience and occasional smile…… now it’s time to consecrate this marriage….wahey…!!

www.fitnessindustryaccountants.com
www.facebook.com/andrewjamescrawford

Vikki Scovell

In the last 2 hours whilst contemplating a BLANK Word doc which should be crammed with amusing and thoughtful anecdotes, I have eaten 2 peaches, taken the bread out of the croc to make cheese sandwiches, put the bread away because one thing my middle section  REALLY does not need right now is a cheese sandwich, tried on a new pair of socks even though it was obvious what they would look like, eaten 2 more peaches, watched a squirrel………. FOR AGES, written a list of things to buy on the internet (which I cannot afford and will not buy anyway), called the dog STOOPID in an attempt to feel intellectually superior (the dog turned his snout away and sighed in latin) and I have huffed and puffed artistically, and run my fingers through my hair distractedly, picturing myself as a tortured creative type.

Still nothing.

Every now and then, the computer pings softly as a Face Book update comes through.  I resist, remind myself that I am not important, it will not be a friend request from the PM or a private message about a new TV contract: it will merely be a request for me to LIKE someone’s re-cycled underpants business page.  After three or four pings, my resistance nips out to the loo, and I quickly peek at FB before it gets back.  Nothing of any world-stopping interest, a few people have ‘liked’ my picture of Babs Windsor just after her bra has flown off in ‘Carry on Camping’ which I posted as a bikini Bootcamp advert this morning.  I inwardly shiver at the word BIKINI and am glad that I didn’t eat that cheese sandwich.  Thinking of the cheese sandwich makes me hungry, and I feel exasperated at  always being hungry, always wanting to look OK in my bikini, and always being sure that I want the sandwich more than the bikini, right up until the last mouthful, when suddenly the bikini seems like a better option.
Still nada……
I picture myself smoking a pipe contemplatively wearing a flowing smock, like some loony poet, but that doesn’t work.  A car arrives and the doorbell clangs.  A man is at the door with a PARCEL; oooh exciting.  On the parcel in block capitals it says TO MY AWESOME DAUGHTER.   ‘Been using your credit card again has she?’  Says the man.  ‘Ha ha’ I laugh wincingly before RACING back to the computer to look at my bank account to see how much financial damage Child 1 could have caused in the window of craziness when I allowed her limited use of the card.  It’s not so bad.
Rien…..
I decide the only way forward is to get out and walk.  I stand up and the dog gets up and walks to the door.  I look at him suspiciously: he will not meet my gaze.  I wonder if he has placed the idea in my mind through thought transference, he simply looks blank.  We strike out into the lane leading to the fields.  It is still, overcast and moody.  The hedges are a riot of tumbling may flower and cow parsley and everywhere is plush green leaves and creamy blossom.  The dog trots on with purpose, and my feet hit the ground with a rhythm as steady as a heartbeat.  My brain gradually relaxes with the meditative foot fall, the clean grass smells and muted bird song.  All of the countryside is calmly going about its business: growing, feeding young, resting and just being.  I am almost unaware of how far I have come, and am suddenly in the bottom field where 3 young ponies t rot over for some affection.  I stroke their warm noses and chat nonsensically about how beautiful they are, how clever and good.  They are of course blissfully ignorant about cleverness, beauty or goodness, and are simply being ponies in a field who would rather like a scratch and a loud an exuberant fart.  In the near distance is my house with my computer in it, facebook still softly pinging, a blank word screen, an on-line banking tab which makes for dismal reading, and a crock full of bread and a fridge full of cheese.  I plod back up the hill noticing each wild flower and bird call, and even though I can’t ignore modern life forever, I have escaped for a while into a wi-fi and mobile-free world, which may make some people sweat with panic, but which heals my soul and lifts my heat.  Back at the house, I sit back down, refreshed in a wistful way, and ready to work.
Have a great week all, and don’t forget to take some time out to do something lovely to refresh yourself and stimulate your creative juices.  As I am signing off, Mr. Blue is rolling down the drive, and I remember I had promised to make him a cheese sandwich for lunch.  I can feel my resolve weakening and my tummy grumbling: oh well, how important is a bikini anyway?…………

Have a wonderful Thursday

Love Always

Rachel x

I’ve sent the same set of questions to more Instructors & business owners, as this has been such a popular feature. All featured have been teaching community classes and Bootcamps for a long time. They have taken the rough with the smooth, have had to adapt and change and streamline their businesses and services over the years and I hope you will find all of these extremely interesting and insightful.
You will also find a brilliant article from Paula Denvir on Burnout and usual contributions from Andrew, Jayne and Marvin.

Kelly Reed-Banks kicked off her Fitness Pilates Focus tour to record numbers last weekend. I am so proud of Kelly and the brilliant feedback her workshops and training get week after week. Fitness Pilates classes all over the UK  are going from strength to strength and this workshop shows the thirst for more ideas and knowledge dedicated Instructors have. This weekend Kelly will be in Manchester and Birmingham.

Enjoy this week’s newsletter and I look forward to your comments and feedback on the usual social media channels.

Turkey Deluxe 5 Star Fitness Holiday – I’m getting a group together now for the October Fitness Week. If you are interested check out the page on Choreographytogo and Lif you would like to join us. http://www.choreographytogo.com/home-m/turkey-fitness-holiday/

Kick Start Fat Loss™ Online Detox – My 7 Day Summer Beach Body Ready begins on Monday http://kickstartfatloss.net/online-january-detox/summerbeachbody/

Jayne Nicholls

Whatever conclusions we come to as a result of the past few weeks analysis of the popularity of community classes V club classes, one thing is definite and that is that these 2 options are just a tiny small percentage of the opportunities available for group fitness instructors.

Just this week I attended a running club where the County coach and club pro delivered a group session that while great fun was positively dubious in its information on mobility, the stretches were pre historic and the drills were child’s play.  Why would the 50 people there come to class when the coaches have taken on our role and deliver it to them in their own environment, speaking their language? Teaching classes used to be something that only ‘we’ did and now everyone can do it  making the options available to our communities so varied.

Maybe step and aerobics will never come back and maybe our stronghold is over BUT now could possibly be the time to create a more informed product. It’s a great thing that the supply of group has increased as it invariably increases demand and this is the crux of selling. The economics of fitness has never been so healthy.

We may have to re address what we deliver and who we deliver it to. If classes are flying then enjoy it but if not we must expand our range and diversify, casting a wider net to catch many more fish.
The key here is CHANGE, if we are all on top of change, we will stay profitable but if we dig our heels in and look for only what used to be the whole energy of our delivery and communication becomes tainted with desperation and this does not sell well.
Every time you leave the house someone must ask you a question about fitness, now is the time to stop giving it away and start becoming the local expert.

Marvin Burton – Tip #7 Wear suitable footwear for your training
Trainers are made for fashion and function. This is often overlooked when choosing your new pair of flash shoes. Weight lifting cannot be performed correctly without wearing weight lifting shoes. Cyclist should always wear cycling shoes. Running shoes are for…….. you guessed it! So if you are circuit training you need a cross training shoe, not a running shoe. Remember your feet are the stability platform for your hips and spine. Try taking your training shoes and placing them on a flat surface. Inspect them from behind and see if you have worn out the insides or outsides of your trainers. Over dominance in foot types may result in injuries. Lastly make sure you replace them regularly enough. Although there is an initial high cost its worth having a different pair of training shoe for outside training, inside training and cross training or running.
www.marvinburtonfitness.com
www.instagram.com/marvinburton

UK Community Classes & Businesses

Sallie-anne Sadler teaches in Norwich

Overview Tell me a little bit about your business/what you offer/teach/location/how long have you been teaching/class names etc.

Been working in the fitness industry since 1998 when I qualified as an Exercise to Music teacher. Since then I have trained in many disciplines to update myself and follow trends in fitness. From personal training to many group x courses. I have also worked as a tutor/ assessor/internal verifier for fitness qualifications too, including vocational and NVQ qualifications.
My current timetable consists of 4 Zumba classes , 1 Pop class( pop tunes from Zumba!) KSFL®Kettlebells, KSFL®Tone, 3 x Kick Start Fat Loss™diet and fitness clubs.
I also run a Sports Therapy clinic where I offer Sports Massage and Orthopedic acupuncture.

2.  Marketing How do you market your classes/How often do you market/Do you have a marketing strategy or plan.

I have tried all sorts of marketing, from leaflet drops, sponsoring taxis, to face book. The best type of marketing and cheapest for me is word of mouth and face book. Advertising doesn’t have to be expensive, just consistent. I try never to be complacent with my class numbers and push advertising even if classes are busy, as it’s when you take the foot off the gas things slow down!

3. Numbers – Average in 2013/ Average in 2012/ Average 3 years ago  – Are you busier/the same/less/much less/holding on by the skin of your teeth.

2011-2012   Zumba peaked! Classes of 70-100 people – pushing me into vat
2012-2013  classes of 50-70  de-registered for vat so under threshold
2013-present classes of 40-50

Kick Start Fat Loss™ and KSFL® classes are new this year so too early to compare but steady and numbers are growing.

4. Starting a new class – Do you do any market research first? Do you follow trends or do your own thing and tailor it to your locality/ Do you expect high numbers from the start or do your classes have to build.

I like to follow trends but more recently have tried to think what my clients would like and what would complement my timetable. I never expect high numbers, new things take time to promote and you have to be patient and give them time to build. I do however think that fitness classes in the community are going to trend again and am changing my timetable to incorporate a more balanced amount of fitness as opposed to 100% Zumba® like it was back in 2011.

5. Not working – What classes have you dropped/thinking of losing/
I have only dropped one Zumba® class but have replaced it with KSFL®Kettlebells. I try not to lose classes all together but think of what would my clients like instead. That way I have bums on seats before I start. If a class slot has pulled in 90 people previously then I know it’s not a problem with the time but a problem with the class style! So if it doesn’t work I simply try something else.

6.What are your community class plans for the rest of 2013.

Running more Kick Start Fat Loss™ classes, adding extra KSFL® classes such as, aerobics, stability ball, stretch and release and possibly step. Developing a daytime timetable to compliment my evening classes.
In general making my timetable well rounded so there is something for everyone.

7. What if???? – What would you do differently/What would you NOT do again/What didn’t work – marketing wise or class wise.

Would definitely spend less on advertising as word of mouth and face book can be so cheap and effective. Adverts have cost money but for little return.

8. What do you do to make your business successful?

1/ focus on what I am doing and NOT on what my competitors are doing. If I’m too busy worrying about them I’m not running my business properly.
2/ treat my business like a business not a hobby
3/ look after my customers, take time to chat and get to know them
4/ Never take it for granted always working and planning ahead for the next project or event
5/ keep an eye on industry trends
6/ NEVER take my personal life to work. People want to see a happy instructor not a moaning one!
7/ Follow the code of ethics !

And the biggy question that everyone asks a fitness teacher – How long do you expect to keep going and are you planning for the future?

Expect to keep going for many more years to come and my future lies within Kick Start Fat Loss™ where I will either sell the business on , or keep it running from behind the scenes. I also have my Sports Therapy Clinic if I wish to be less active in teaching classes.

Mark Tipping runs BodyFix in York

1.  Overview Tell me a little bit about your business/what you offer/teach/location/how long have you been teaching/class names etc.

I run Boot Camps and TurboBox sessions near York in the community and at my studio. I’ve run them both since I left my gym managers job in 2007 with TurboBox being a new brand for my boxing fitness sessions for the last 12 months. I also run Rugby based fitness sessions for under 5′s.

2.  Marketing How do you market your classes/How often do you market/Do you have a marketing strategy or plan.

I have an annual marketing plan that is also split down in more detail into a quarterly and then  monthly plans. I use various on and offline methods. We still use some old school methods such as flyers and posters on notice boards and I think these methods get a bad wrap from a lot of Fit pros. These methods have earned me a lot of money over the last few years. We do all the online stuff too, various directories,  website, facebook and occasionally twitter but not much. We primarily attract business via our corporate links and referrals though.

3. Numbers – Average in 2013/ Average in 2012/ Average 3 years ago  – Are you busier/the same/less/much less/holding on by the skin of your teeth.

It’s hard to compare numbers as we are not running like for like but our Boot Camps have stayed very consistent. My early morning group has been fully booked for about 2 years now and we do very little marketing for that time slot. I have found the pay as you go classes we were running were dropping off but I think it may have been a case that more people were going straight into our pay up front blocks and memberships

4. Starting a new class – Do you do any market research first? Do you follow trends or do your own thing and tailor it to your locality/ Do you expect high numbers from the start or do your classes have to build.

I have a couple of good client and ex client focus groups that I bounce ideas off for any new concepts I have. I try and do something that will stand us out from current trends rather than piggy back on what everyone else is doing. I used to find as soon as I launched new things we filled them up but more recently with increased competition its taken a little longer and a bit more effort to fill things up.

5. Not working – What classes have you dropped/thinking of losing/

I have dropped all the pay as you go circuit classes and made our TurboBox pre book only. The PAYG sometimes works brilliantly but it’s frustrating having numbers yo yo up and down so I made the call to get rid of it and drive people towards our pre pay options.

6.What are your community class plans for the rest of 2013.

We will be continuing with our Boot Camps and rolling out more of our TurboBox transformation programs which is effectively a 2 day per week boxing class based body transformation program. This is the model that has proved most popular with the licensees for it too as it gave more consistent income.

7. What if???? – What would you do differently/What would you NOT do again/What didn’t work – marketing wise or class wise.

I’ve moved away from free trials for boot camps, we were getting a good conversion rate….. when people turned up. Plenty of people booking a trial but never appearing. We have now made it a low entry paid trial then at least we get some kind of financial commitment from them.  When I moved into our bigger studio I had a load of time slots and wanted to fill them after having to battle for hall hire time slots. Big mistake, its quite rural here so population isn’t massive and all that happened was it diluted the same people but across a lot of time slots so meaning same income but more working hours!

8. What do you do to make your business successful?

Plan, adapt and innovate. It’s hard to keep re inventing the wheel but planning ahead and looking at different ways you can improve things and listening to what your client demographics needs are has helped us develop to where we are at. Something as simple as photographing your clients holding up their a4 written goals and putting it up on the studio wall can create a talking point and keep people focused,  I’m a big believer in it being the “little things” that can stand us out.

And the biggy question that everyone asks a fitness teacher – How long do you expect to keep going and are you planning for the future?

I’m only a youngster so no plans to retire just yet but my aim is to build TurboBox up to a point where I could potentially sell it. I have a meeting with a large health club about it possibly going in to their clubs so who knows where that could lead.

Angela Ross runs Physique Bootcamps in Tidworth

Nearly 4 years ago I was on the verge of complete burn out from teaching 25 classes a week alongside a busy PT schedule. I was at the stressed out point that most instructors don’t like talking about and hated it…..It was affecting my personal life too so I knew something had to change

I made the biggest (and most terrifying) decision of my fitpro career and ditched the majority of my community classes to concentrate on building my own brand and my own business

The creation of Physique Boot Camp has allowed me to have more freedom. It’s definitely improved my quality of life,  and I’m now financially stable (I no longer teach any community classes or pt)

We are a ladies only boot camp, all of our coaches have been in the trenches as they all were members with their own struggles before being trained up as a coach. I truly believe this is one of the key elements to the success of my business

Our sessions are held outdoors, this is a big attraction to some women due to the fact they are cooped up all day in their offices and don’t actually get any fresh air other than walking to the car

2.  Marketing How do you market your classes/How often do you market/Do you have a marketing strategy or plan.

Hmmm…marketing, that’s been a very interesting ride and something I really didn’t like doing initially!

The first thing in the marketing toolbox for me has to be a business mentor (not saying he’s a tool mind), this helps me keep my ideas fresh and ahead of the game

I did a very interesting coaching program last year with James Malinchak of ‘The Secret Millionaire’ who has nothing to do with the fitness industry but blew me away with systems that I could adapt to my business

I don’t actually have a high marketing budget at all, flyers, banners and branded t-shirts all create awareness in the local community

Regular press releases are a great way to get your name out there at no extra cost but you have to make sure it’s not just an advert for your business so think about what you’re writing. Charity events are also great as most papers have a charity page. We’ve just launched our PBC Clothes Collection for the women’s refuge which will get us great PR and raise the profile of the refuge…Win Win

Local schools have also been nice little marketing tool. I’m going into a school to do a healthy treats workshop. The kids get to bake then tell their parents what they did via my handout which will contain a link to download my snacks n treats recipe book for free (email capture for future marketing)

3. Numbers – Average in 2013/ Average in 2012/ Average 3 years ago  – Are you busier/the same/less/much less/holding on by the skin of your teeth.

My very first boot camp back in the day had just single figures, this has grown over the years to 100+ members with 2013 being the busiest year ever.

Looking at the figures February was the quietest month this year with May the busiest. We are just about to launch a new location and using all the marketing tools above I’m hoping to increase numbers to near 150 members

4. Starting a new class – Do you do any market research first? Do you follow trends or do your own thing and tailor it to your locality/ Do you expect high numbers from the start or do your classes have to build.

I wouldn’t say I follow any trends. We were one of the very first boot camps in the area and there have been a few pop up since but with little success

With regards to why women come to us and stay (I have members who have been with me since the start) we mentor them through the program, we have built a tribe that means they don’t want to leave

I know my avatar and that’s mega important to be able to market to them. We run a 2 week trial (fee paying) to allow newbies to try us out but I don’t advertise this on the website, the only way in is via a current member

6. What if???? – What would you do differently/What would you NOT do again/What didn’t work – marketing wise or class wise.

Firstly, I wouldn’t employ male instructors again (sorry guys)
I’ve done so in the past and they just don’t get it when it comes to training women, TOTM, stress of family life, the scales obsession….I could go on.

We ran a mid morning boot camp that just didn’t work so I canned it. I now know that the timing and location of this was all wrong. We are set to kick off a new mid morning bc outside a nursery at 9.15am which is perfect for mums who drop their kids off

I don’t see any reason for my business not to grow further. Obesity levels are rising and more people than ever need our help. But it’s not going to happen on it’s own. I will continue my education in the world of marketing and to ensure I’m ahead of the game

Fran Checkley teaches in Warwickshire area

1)      I teach Pilates and just call it straightforward Pilates. My husband runs a bootcamp business with 6 locations.
2)      I don’t have a marketing strategy at all I’m afraid :/ I just have a nice looking website which ranks highly on Google and all my enquiries come from that. Don’t get anything from facebook but I’m rubbish at updating my page and I haven’t got to grips with twitter. Bootcamp is much more structured, we have a list that gets regular emails, interaction on facebook (although that’s not great if I’m honest) and try to blog regularly too.
3)      Average in my Pilates classes has actually improved over the last three years. It seems that having a good website does make a difference as I’ve noticed an increase in numbers since tidying it up and having information such as prices and course dates freely available. Average at Bootcamp has definitely gone down during this winter. Bad weather had never affected numbers before but the harshness and duration have taken their toll. Also the marketing effort has fallen off, both of our faults that we just haven’t done it as well as in the past (due to personal issues taking over – IVF & subsequent miscarriage L). We’ve definitely learnt that consistency in marketing is key.
4)      I usually wait until one class is really full and then add another one. Usually expect it at be quiet at first and gradually build up as word gets around.
5)      I’m keen to drop at least one of the bootcamp locations and focus on getting the others back up to full capacity rather than running more quiet venues. I feel it would be better to have less venues with more people.
6)      I want to do more Pilates and have toyed with the idea of different names and different formats rather than just basic Pilates. I tried a morning class earlier this year and it just didn’t work where as my evening classes are always busy.
7)      I would do more marketing; more quality and more volume – I know I NEED to do this. Leaflets definitely didn’t work – I didn’t leaflet drop but put them in local businesses when I launched a new daytime class this year but just didn’t get anything from them.
8)      I don’t feel like I really do anything to make my business successful (the Pilates side anyway), it just sort of ticks along but could be awesome rather than just mediocre if I put the effort in. Bootcamp is successful as it has a strong brand that people identify with. We need to improve the blogging side, more regular newsletters and more events, i.e. In the past we did the three peaks and half-marathons and 10ks with our members but this has slipped as life has taken over. Social events to I think are important.
I expect to keep going forever(!), in fact I hope to be doing more community classes rather than less in the future.

Katie Bulmer Cook teaches in Sunderland

I’ve been teaching for 10 years and currently offer the following classes:

Real Results Club: Group PT, 3 mornings a week, 6.15-7.00am
Armageddon: Saturdays 7.30-8.00am and Tuesdays 7.15-7.45pm
The Little Black Dress Club: SGT Tuesdays 6.30-7.15pm and Wednesdays 7.15-8.00pm

For all of these classes I hire a local dance studio and the dance studio at my old school.

I also teach 4 classes in my local council run leisure centre, Aerobics, Legs, Bums and Tums and Aqua on a Thursday morning and Pilates on a Tuesday night.

I regularly change my community class names, and run a different courses, usually based around seasons, time of year etc. For example at Christmas time I ran a 12 week Guilt Free Christmas class.

I market mainly using my mailing list and social media, and also use a referral scheme with my existing clients.

I always create a lot of hype in the run up to a launch of a new class. I find using video on social media is very successful.

I also attend local networking events and have good relationships with other local businesses for cross promotion.

2013 class have probably been busier than 2012. In 2012 I may have had 2-3 spare spaces where this year pretty much all classes are full with people waiting for spaces.

Trendwise I usually do my own thing, and work around what I feel the people in my area are interested in and can benefit from. I expect high numbers from the start and build from there.

At the moment there’s nothing I’m thinking of dropping; in both the community and leisure centres everything is buzzing. Freestyle Aerobics and good old Legs, Bums and Tums is still heaving in the leisure centres, even with waiting lists for morning classes and in the community my 30 minute classes are thriving.

I’m going to be launching another Pilates with equipment course later in the year, and will definitely continue with 30 minute formats. I’m going to be running a Back To School course and will do Guilt Free Christmas again. I’m also considering an Abs class course. I really think the key is in the class name. We can deliver the best workouts in the world but if the name doesn’t attract people and appears old fashioned it just doesn’t fly.

My own mailing list is my goldmine and I would have built my mailing list sooner than I did as this is a huge part of my marketing and it really works.

I give great customer service, make it easy for them to get involved and take away their fears. I make people feel part of something, like a family and I also give them choice and reward commitment, e.g. buy a class pass for 10 classes for £39 or pay £4.50 pay as you go.

The main bulk of my business is in 1:1 PT, and delivering programmes that don’t require me to be constantly stressing my body and I plan to keep it this way. In the future I’m planning on doing more education work with local training providers and colleges.

Do you look after your wellbeing as burn out sucks!
By Paula Denvir

This is my first article that I have written since November and have lost count of the amount of times I have tried to write it.
Who would be interested? Who would read it?  I struggle nowadays with writing due to my brain fog which I will go into later. But seeing recent post on Facebook has inspired me to tell you about my recent illness and the importance of looking after your wellbeing.
In my last article I told you about having Meningitis which I assumed by the New Year I would be as right as rain and all systems back to normal. Hmm how wrong was I……..
Basically I ignored all signs that something was wrong for months and instead of having a normal virus it manifested into Meningitis.  Last summer I felt constantly tired, my arms and legs felt heavy, I just didn’t feel 100% but I just put it down to teaching in the hot weather and being dehydrated.
This carried on until October although my workload eased off and the weather cooled down off I went on a mini break with Mr D. It was just a weekend away to recharge and catch up with my hubby, plus getting in a round of golf.
2 days after my relaxing weekend away I woke up with a blinding headache it felt like my whole head was in a vice, my arms and legs felt really achy. It was although I had done 10 rounds with Tyson. I was sick and thought there must have been something wrong with the chicken I had the night before. I cancelled my classes and thought I could sleep it off. I slept all day and night hardly getting up and my symptom’s remained. I knew that something wasn’t right so and I had to be checked out. My doctor gave me a quick check up, wrote a letter and told me to go to the hospital straight away. I was thinking what a fuss I’ve probably got a bug or something.
I was admitted into hospital, put on a drip and kept in under observation. I questioned what was wrong they advised Migraine subject to tests. After having a CT scan, MRI scan & lumbar puncture (not a pleasant experience) confirmed it was Meningitis. I was shocked and stunned.
My symptoms got worse by the day and by day 4 I could hardly move but I was in the right place. I started to turn a corner by day 7 and knew that something had to give in my work schedule and announced that I was closing my studio. I was discharged from hospital 2 weeks later and told to rest & recuperate for a few months which I did.
I built myself up to return back to work in the New Year so I thought, although I had reduced my schedule going back knocked me sideways, I felt so weak. I started to train but couldn’t do much as I felt so fatigued, sick and it gave me a headache. I became very angry and frustrated that a few months ago I was probably the fittest and leanest I had been.  I hid all my symptoms from friends, family and clients, come on who wants weak, fatigued trainer!
It wasn’t just the physical tiredness, I noticed that I felt different mentally; I just couldn’t concentrate, found it hard reading and even having a conversation. My husband had noticed that I appeared vague and distant which isn’t me as I normally waffling on about something or another. I found even simple tasks like writing an email or a post on Facebook hard; I just had a mental block.
I carried on teaching, hiding how I was feeling physically and mentally. The last straw was when I couldn’t remember a routine that I know with my eyes closed It happened 3 times in one class. I stopped (rabbit in headlight scenario) I just laughed it off. I started to do my own research and brain fog kept coming up as a symptom from my virus. I kept a diary for my Neurologist to review and he did confirm Post Viral Fatigue similar to CHD and advised that it should go but couldn’t tell how long this would take and also that I could get Meningitis again at any time.
I have been honest and open about my experience as I would not want anyone to experience it. As Fit Pros we put some much pressure on ourselves and give so much to our clients we often tend to neglect our own wellbeing.
I hope by reading this if anything rings true you will be kind to yourself, take time out, delegate if you can or reach out in times of stress.  I have found that Reiki has really helped balance my energy levels and I feel so much better doing regular meditation and yoga.
It’s ok to show your vulnerable side, which I have learnt recently but wished I had done it a lot sooner.
Now I practise my own mantra which I’m always telling my clients “listen to your body” and hope you do too.
Love & best wishes.
PD
www.healthywellbeings.com
Find me on Facebook – http://www.facebook.com/paula.denvir.9

Little Black Book
By Andrew Crawford

For todays article, I am going to dive straight into something that will perhaps assist some of you if ever you are in this situation.

Have you heard of the Business Record Check?

This is something the Inland Revenue rolled out last year. I wrote about it earlier this year. Have a quick peak here to remind yourself.

http://www.fitnessindustryaccountants.com/business-record-checks.htm

I thought it was very important for you to know first hand what may happen if you are ever called in to face the ‘Interrogation’.

Yesterday I joined my client to attend a BRC.
Usually there are 2 Officers In attendance but today there was surprisingly only one. This was because they didn’t know I was coming. …..tee hee…!!

& nbsp;                                                                                                                                                                                                                                                                                                                                           ;                                                                                                                                                                    &nbs p;
They will start by opening up conversation about your business, general but very detailed. You will need to explain in detail how you business works. More importantly, how your income is derived.
Let me tell you now………..if your business does not involved the taking of cash, this BRC will only take about one and a half hours. If however you do take cash…then expect to be there for two hours plus…..!!

Ensure that you can trace your income from client, to invoice to bank statement. They wanted my client to have kept a record of each client and the amount paid by them. For Accountants, we only need to know the amount invoiced, received and banked.

This is where your ‘Little Black Book’ comes in.

Did you know that the Inland Revenue will accept your diaries as ‘Source Documentation’?

After quizzing them, I also put forward the idea of ‘Back of the Envelope’ records. This is what they said.

“……As long as it is ‘The Source’ it will be accepted…..”

So folks……write it down, even if it is on the back of an envelope. Then keep that scrap piece of paper to ‘support’ the amount you reveal on your Tax Return

If you use your bank account to complete your Tax Return, make sure you can cross check each figure. The best thing to do is to use a spreadsheet, enter your business expenses on this spreadsheet, then from this you complete the return.

My client had to pick random figures and track it back to the bank statement. These were picked at random by the Officer.
We decided to use the bank account only with no receipts…….you can do the same but they will insist that receipts are kept. I stated……many times throughout the interrogation, that a receipt does not necessarily prove that you made the expenditure, the bank account is a definitive source to the expense had occured.

Although one could argue that you do need receipts, it was accepted that because the bank account cross referenced with the spreadsheet that was used to complete the tax return that this was sufficient proof of expenditure.

It is important for you to record expenditure exactly as it appears from your bank statement, I noticed this was an area they concentrated on and throughout the whole of the interrogation they asked the same question in different formats.

What was this question?….or questions…?

How many hours do you work?
What is the average amount charged per client?
How much do you earn a month?
How many clients do you have in a week?
Do they pay cash?
How do you record your income?
Do the clients pay you or through a third party?
How is your lump sum broken down?
Can you identify which clients make up the weekly or monthly total?

You get the picture, it will all be weighted towards income.

Oh…….a few other things to remember.

They will inquire as to the types of expenditure you do.

Make sure you say this sentence BEFORE they do….
“All my expenditure is Wholly and Exclusively made of behalf of my trade/business…”

Beware and know that travel expenditure incurred from home to a permanent place of work is not a claimable expense. Make sure then, that this expenditure is not included on your spreadsheet.

Any expenditure with a personal element to it, eg mobile phone. Ensure you say….
“…I make personal adjustments to account for the personal element..”

If your Accountant deals with this side, tell them you produce the figures then send everything to your Accountant. Full stop.

Another thing that came up was clothing. As you KNOW………Uniforms are claimable but clothing is not…..so…..put a logo on it….!!!

Suffice to say…My client did not require a follow up visit and was adequate to prepare a tax return. I already knew this but had to go through this which showed my client that whatever we are doing, is in accordance with accepted protocols.

On your behalf, I did inform them of their inadequate service for tax payers including the unacceptable amount of time waiting on the phone for them and also the time taken to process simple business records.

Just to let you know, I was told that even internally they have communication and waiting problems concerning the phones and post. So if it is not good for them…..do not expect it to be good for you.

I also mentioned on your behalf what was the reasons that the boys and girls from the Big House (Westminster) were treated differently…………they looked at me and laughed ( my client saw and heard all of this)…..yes indeed, you must know that MP’s do not follow what you do ………that’s life….!!

Ok…Today was srtictly based on an actual BRC, not all of them will go the same way.(I pre-prepared for this) It will depend on the person you get asking the questions and how suspicious they are of you and the records you keep.

If you have tried to get hold of me in the past couple of weeks and I haven’t replied, this is because my inbox is rammed full and some of your emails will be bouncing back.

Until I have cleared this, you can also use adviceontax@gmail.com

Just remember to keep that Little Black Book for 6 years and if there are any private stuff in there………..Black it out….!!!

Oh…that’s the other Little Black Book……ha ha ha

www.fitnessindustryaccountants.com
www.facebook.com/andrewjamescrawford

Lots of Love Rachel xxx