Have you ever read The 15 Invaluable Laws of Growth, by John Maxwell? One of his chapters talks about the Law of the Ladder. As a fitness professional, I see trainers make the mistake of basing their business growth on outward tools like certifications, toys, and products versus business, leadership and character.

Often times, trainers spend most of their time working on their training skills (I did this too when I first started out). If you work for someone else and do not own your own business, this is fine. But if you are in business for yourself, you are making a mistake.

There is a better way to increase your income than by spending more and more hours working on the floor, earning low wages and seeing very little of your family and friends. The solution is the Law of the Ladder. To begin with, answer this question: in what areas of your business have you focused on the most? Training skills or leadership qualities?

Compare how much you spent in the last 12 months on certifications, equipment, accessories, and products. Then compare how much time you spent in the last 12 months on personal development, business and marketing courses, information systems to build your business. Do they relate and have you seen an ROI in your business bottom line and lifestyle?

If after you run this diagnostic on your business and the bottom line is not showing your business in the black, it will probably reveal more of an outward focus on your business meaning it was all about the products, features, and your own appearance compared to an inward one based on your development as a leader, marketer, and entrepreneur.

Decide not to change your trajectory. Think about how you can invest more in learning to be a great business owner. Think about how to grow personally and find some mastermind groups to join. This is a great way to increase your bottom line!