Creating a Six Figure Weight Loss Consulting Practice Working Just 6 Hours Per Week by Sonja Bella

1300 969 367
www.weightlossinstitute.com.au
Creating a Six-Figure
Weight Loss Consulting Practice
Working Just 6 Clinic Hours Per Week
By
Sonja Bella
CEO & Founder
The Australian College of Weight Loss Consultants

1300 969 367

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The Reality....
• Currently 62% of all adult Australians are
overweight or obese, up from 54% three years
earlier
• In 2008 Australia was reported to have
become the world’s fattest nation
• And our health system is sitting on an obesity
related time bomb that will cost billions in
health care over the next two decades

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A Decade of Experience...

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The frustration begins...
• Diagnosed with borderline osteoporosis
• 300 female clients per week
• Education on healthy eating versus dieting
• Clients wanted detailed meal plans
• 500 clubs around the world
• Potential to make a massive difference to
the global obesity epidemic
• Focused only on fitness
• Began to realise that without behavioural
changes, often fitness and/or nutritional
changes were short lived
• Many industries tackling weight loss from an
industry biased approach which is not working

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Industry biased approaches to Weight Loss
• Weight Loss Industry – Diets / Meal
Replacements
• Fitness Industry – Exercise
• Health Industry – Drugs / Surgery
• Other Industries – psychologists, life coaches,
social support networks

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Weight Loss Clinic Trials
• At the end of the 12 weeks Clients wanted the
accountability to continue as they recognised
this as a key to their success.
• Changing services from Personal Trainer to
Weight Loss Expert, fees went from $60 an hour
to $766 an hour.
• There is a big ‘disconnect’ between personal
trainers / health clubs and weight loss; fitness is
not seen as a method of weight loss

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Elements for Success

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An Overview of the
Weight Loss Industry
What is the Weight Loss Industry?

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Industry Definition by IBISWorld
Weight loss providers include any company offering goods or
services specifically targeted as a weight loss solution.
As well as traditional weight loss advice and counselling
services, companies offer a variety of foods and beverages
targeted at those wishing to lose weight.
Please note that this industry does not include gyms,
personal trainers and other exercise orientated companies.

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The primary activities of this industry are:
• Weight loss counselling services
• Provision of low-calorie foods and beverages
• Sale of products and supplements to assist
with weight loss
• Surgery to remove fat or assist dieting
• Sale of books targeted at weight-loss
oriented clients
The major products and services in this industry
are:
• Books
• Food, drinks and dietary supplements
• Medicinal products
• Surgery
• Weight loss counselling services
Primary Activities, Products & Services

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Key Players

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An Overview of the
Current Trends

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Future Forecasts
• After the rate of national overweight and obese adults increased from 54% to 62%
in only three years, consumer concern about weight issues appears to be
increasing.
• In 2010-2011 Australians spent $789.6 million on counselling services, low calorie
foods and shakes, diet cookbooks, weight loss guides, dietary supplements and
even surgery in their quest to slim down. This marks a continuation of a solid
recovery following a difficult year in 2008-2009.
• Industry revenue is estimated to have increased at an average annualised rate of
4.1% over the past 5 years, with 1.7% growth expected in the current year.
• Revenue is forecast to grow at an average 3.2% per year over the 5 years through
2015-2016 to reach a total $922.5 million

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Industry Lifecycle
IBISWorld states that the Weight Loss Industry is Growing
• While the industry is more than two decades old in
Australia, it remains in a growth phase of its economic life
cycle.
• Revenue growth has proven remarkably resilient to drops in
consumer sentiment and disposable income. In particular,
seeing as there have been few new markets exposed by the
industry (male clients), growth has come almost entirely
from the same market. The industry’s products and services
have been wholeheartedly embraced for some time, yet
consumers continue to spend more on weight loss than
ever

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Industry at a Glance

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An Overview of the
Opportunities

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Major Markets
• The major anomaly in the industry’s target markets is the absence
of men.
• According to (ABS), men are more likely to be overweight than
women (45% and 27% respectively).
• Women are slightly more likely to be obese than men.
• About 80% of industry revenue comes from female customers.
• The smallest segment of the market is men over 45 years
• The largest industry market is women between 30 and 45 years,
closely followed by women aged 46-64 years; a combined 64%
share of revenue.
• Younger women spend less on weight loss, primarily due to the fact
that they tend to have lower incomes. The bulk of their weight loss
spending is on diet foods and dietary supplements, rather than
weight loss services and surgical treatments.

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Market Segmentation

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Demand for Services
• The demand for WLC will not be met by available supply for many years.
• WLC is fast growing and relatively under-supplied which is why many
people are attracted to becoming a WLC; either to become a professional
in their own right or to add WLC skills to their existing role.
• WLC do not need to be a specialist in any particular field. However,
approaching WLC from a particular expertise or niche is becoming more
prevalent. There is already a considerable Weight Loss Consulting
presence and influence in the following areas:
– Nutritionists / Dietitians
– Psychologists
– Life Coaches
– Personal Trainers / Exercise Physiologists
– Beauticians
– Pharmacists
– Nurses

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Business Models for Earning a
Six-Figure Income

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Group Clinics – My Formula for Success
$120,000 per year working just 6 clinic hours
per week!
Your formula for success:
• 3 x weekly weight loss groups (Mon/Thur/Sat)
• Each group has 10 participants
• Cost per participant is $997 for 13 weeks*
• Each session is 2 hours in duration
• This equates to $2,300 pw / $120,000 pa

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How were the sessions structured?
Participants received:
• Access to Nutrition Complete & Food Journals
• A copy of the Real Body Plan & Real Body Real Food Plan
• Handouts / Worksheets during each session
• Online support via email if/when required
• SMS motivational messages each week
Each two hour session consisted of:
• 45 minute group education session based mostly around
behavioural changes but also some general education around
weight loss
• 15 minute weigh and measure
• 60 minute group circuit / interval training session (strength/cardio)

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• Building networks within your community; eg
– GPs
– Nutritionists, Dietitians, Naturopaths
– Massage Therapists
• Strong promotional and marketing strategy
– Know your niche market
– Understand their key pain and drivers
– Understand their profile; where they eat, what magazines
they read, what social media they use, where do they hang
out, what makes them tick
– Be everywhere; networking events, community events
Keys To Success

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One to One Consultations
• As a Weight Loss Consultant you can charge
$75 - $150 per session or $750 to $1500 per
month depending on the frequency and level
of support and service you provide to your
clients.
• As an example, if you charged 10 clients an
amount of $1000 per month, you would earn
$10,000 per month or $120,000 per year.

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The Future of the
Fitness Industry

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Industry Outlook Australian Fitness Industry Report 2012
One of the biggest opportunities currently
facing the Fitness Industry is the potential for
it to link in with the general and allied health
sector. Traditionally, fitness has been about
servicing the ‘well, while the ‘unwell’ have
been left for health sector professionals such
as GP’s, physiotherapists and dietitians.

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Future Forecasts THE FUTURE OF FITNESS
A White Paper - Suzie Dale, Sue Godinet, Natalie Kearse and Dr Adrian Field (commissioned by Les Mills)
We are likely to see ‘merging’ and ‘blurring’ of
what constitutes a gym and health club. For
example:
– Clubs may become a key partner in working with
healthy and at-risk populations to promote and
sustain wellness. Given their regular access to the
consumer, fitness professionals might become a
central hub in the health information flow, feeding
health-monitoring information and insights to
healthcare providers.

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Weight Loss Consultants
The Missing Link?

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Current New Member Model
No Results or Too Confused = Attrition
Gym
Floor
Group
Exercise
Personal
Training
Membership Consultant
Induction to Club Products & Services

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New Member Model with a WLC
Personalised Weight
Loss Program inc
Recommendations
Personal
Training
Gym Floor
Equipment
Supplements
& Retail Items
Boot Camps
Personalised
Meal / Eating
Plans
Other
Programs /
Services
offered
12 Week
Weight Loss
Clinics /
Challenges
Group
Exercise

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Adding an additional 6 figure
income stream to your Health Club

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Breaking it down...
• A Weight Loss Consultant could easily add $2500 per week
or $360 per day to your club revenue
– Charging for personalised meal plans and/or weight loss plans
– Running Group Weight Loss Clinics
– Increasing Front Desk Revenue via product recommendations
(supplements, meal replacements, pedometers, etc)
– Increased Membership Base; advertising and appealing to the
traditional Weight Loss Market versus the Fitness Market
– Increased Membership Revenue; new Premium Weight Loss
Memberships
– Increased Retention & Referrals – better results, increased
attendance, increased accountability, higher usage of club
services

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Certificate & Diploma Overview

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Your Qualifications
• Certificate in Weight Loss Consulting
• Diploma in Weight Loss Consulting
• Qualified to write meal plans
• May be eligible to apply for Health Fund
rebates
– Health Fund program criteria:
• Professional Indemnity Insurance
• Membership of the Weight Management Code
Administration Council of Australia Ltd

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Certificate & Diploma Modules
• AILC01A Utilise relevant psychological based models in
understanding human behaviour.
• ACWLC02A Understand the principles of nutritional science
• ACWLC03A Undertake an initial weight loss consultation
• ACWLC04A Advise on appropriate diet, nutrition and weight
management products and services within recommended
guidelines
Certificate Completion

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Diploma Modules
• ACWLC05A Undertake regular weight loss consultations
• RTAACWLC06A Design, plan and deliver group weight loss
consultations
• ACWLCCUS402A Address customers needs.
• ACWLCREL401A Establish Networks.
• ACWLCSMB403A Market the Small Business.
• ACWLCMKG413A Promote Products and Services.
Diploma Completion

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Questions

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Today’s Summit Special Offer
Certificate + Diploma in
Weight Loss Consulting
$3950 reduced to $2950 - upfront
$3950 reduced to $3650 – student loan
• Diploma can begin any time after enrolment
• Completion required within 12 months
Call Now 1300 969 367

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74kg (2008) 61kg (2008) 53kg (2012)

Creating a Six Figure Weight Loss Consulting Practice Working Just 6 Hours Per Week by Sonja Bella

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Creating a Six Figure Weight Loss Consulting Practice Working Just 6 Hours Per Week by Sonja Bella