Alright – so today we’ve got the honor of introducing you to Crystal Richter. We think you’ll enjoy our conversation, we’ve shared it below.

Crystal, looking forward to hearing all of your stories today. Can you tell us about an important lesson you learned while working at a prior job?

My business mentor was the best salesmen I had ever met. He found the negotiation process to be fascinating and an opportunity to get to the heart of the clients goals/fears/desires/insecurities. Now those are big topics to explore when you are selling a $59 a month gym membership.

SALES TOOL #1
– “NO ONE WANTS TO BE SOLD BUT EVERYONE WANTS TO BUY”
So how to become an assistant buyer when you ARE the salesperson? Well, you find out the WHY not the WHAT.
For example if 2 different people say, “I want to get in better shape.”
If you explore that WHAT a little deeper and
PERSON #1 says: I have a wedding in 3 months and I want to look smoking hot.
PERSON #2 says: My doctor says I have to.

The process of helping this person move towards their WHAT is going to be very different.

SALES TOOL#2
Which of these two people are moving TOWARDS PLEASURE? and which of these two people are moving AWAY FROM PAIN?

So there is your starting point in most sales conversations…and I dare say if you can figure out the
—TOWARDS PLEASURE —-AWAY FROM PAIN
motivation in your day to day conversations…with your partner, co-workers, friends…your entire dialogue will change.

SALES TOOL #3
– OVERCOMING OBSTACLES
This person obviously wants to be in better shape and the reason they aren’t already is because their obstacles spoke louder than their desires and beliefs.
So how can you help people overcome their obstacles?
The answer: VALUE STACKING

Anyone will exchange their hard earned $$$ and their most valuable asset “their time” if they truly value the thing they are exchanging it for. So in helping this person move towards their desired outcome (being in better shape) stack the value and minimize the cost.

By the end of this process not only have you completed a sale….you have helped someone move in the direction they desire and you have enjoyed the discovery process…discovering the heart and motivation of people around you is a beautiful pursuit of connection!

Crystal, before we move on to more of these sorts of questions, can you take some time to bring our readers up to speed on you and what you do?

I am in the industry of changing people’s lives! Which, if you think about it, so many of you are in that same industry. Each moment in our lives is a choice point…some big some small…but each choice affects the next moment and has the potential to lead you to the life you are created for:
Abundance
Physical Health
Love (unconditional self love and unconditional love for those in your life)
Ease and Flow with opportunities and goals
How I specifically help people change their lives (my trade) is I am a physical therapist. How would healing chronic neck pain or an achilles tendon tare lead to a life changing experience?
Well two of the main reasons are:
Pain can make people worlds VERY SMALL…so take away someones pain and their world opens up
Teaching this person that CHRONIC PAIN takes a LIFE STYLE change.

I have been born and bread to be in this industry. My parents were both super athletes their entire lives and their dream career was owning/running and raising their family in an athletic club.
I spent my entire formative years inside a gym. Understanding that fitness is for everyone…and also that athletics can be an excellent tool for adolescents to learn life skills:
Interacting in an affective way with community
Hard work pays off
What you think and how you feel will directly affect your experience on and off the court

At the age of 29 I was attending an IHRSA (The Global Health&Fitness Association) event I was meeting with the top class designers for Les Mills@ and this woman said to me, “we do not have to fight for members or class participants, there are enough people that need fitness to go around.”
So the answer to “WHAT SET’S ME APART.?” To me everyone has their own specific type of magic…their own secret sauce that set’s them apart…mine is LOVE. I love each person that trusts me with their health and wellness. Their mission their goals are just as important to me as they are to them. So even if their belief in themselves wains I am their to hold them up and and carry them through.

I am most proud of the woman I am and the woman I am becoming!

What’s a lesson you had to unlearn and what’s the backstory?

Scarcity! I decided to start working my freshman year in college at the local athletic club in San Diego, CA. Even though I didn’t have to because college was paid for because of my tennis scholarship at Point Loma University where I was studying to become a physical therapist.
Because of this, my pay checks were always invested into a mutual fund which my grandparents had started for me when I was 15 years old.
With this being said, I was a saver. I saved and saved. Spending money felt like a weakness. This mindset did allow me to never get into debt but also a fear to continue to live way below my means. Also, the belief of I needing to work and work and work
1 Hour = X amount of hard earned $$.
This is not an “abundance mindset”…heck it isn’t even a “live life balanced mindset.”
And then misfortune would have it that at 35 years old I was fired from my job of hustling all over town teaching fitness class after fitness class. My $4,000 a month job was now gone!
Fear gripped my heart and mind. It took me so long, so much hustle and effort to build up to that many classes. I came into my partners job (which was only making $1500 more per month than mine) and told her the terrible news.
She was not disappointed or shaken…she looked at me with love and resolve and said,
“Honey, we do not need your income to live our lives.”
I don’t know if it was how she said it with such conviction or the time in my life where I knew this 3rd density way of chasing money was no longer going to work…but her statement did indeed land. I knew I had to change my scarcity mindset around money.
I still struggle with this limiting belief, but my, now wife, continues to demonstrate the lesson which I learned in my athletics so many years ago:
IF YOU THINK A THOUGHT WITH PRESENCE AND FEEL THE EMOTION WHICH SURROUNDS THAT BELIEF YOU WILL DRAW YOUR DESIRED OUTCOME TO YOU.
So…What what is the thought you want to have?:
I live a financially abundant life…and money flows to me.
What does that feel like?:
It feels secure, calm, and grounding.
Currently we are living our best lives. We have more money than we ever have had, live in a beautiful home in San Diego, and have multiple streams of income.

Any advice for growing your clientele? What’s been most effective for you?

Fifteen years ago, I was going through the most gut wrenching breakup…this betrayal (as she had been cheating on me) had brought me to my knees. Instead of staying on my knees I chose to put myself in an even more difficult situation.

Move to a foreign country with NO JOB & NO MONEY$$.

Santiago, Chile bound in search of distraction from my broken heart.

Advise: If you are devastated and alone…being devastated and alone with no money is even more desolate.

As I wondered the streets in search of clients that would want English speaking lessons I found an athletic club.
Ahhhh yes…my safe place…a gym!
As I approached the front desk with my confident, I know what I am doing here, smile…I asked to speak to the manager.
With in seconds I was whisked downstairs (as they thought I was an upset member) to speak to the manager Claudio.
I explained my background and asked for an audition. As luck would have it the yoga class that evening was in immediate need of a sub. I accepted and 2 hours later had been offered a regular class on Thursdays at noon.
This, by no means, solved my money issues or broken heart but at least started the foundation of a community.
Three weeks later as I tried repeatedly to Skype my little brother for human connection…I realized Skype for human interaction was a cheap substitute.
I walked to the closest flower store and with the 5000 pesos I had. (The equivalent to $5 USD) and bought 4 white roses.
I took these roses to the 4 sweetest people I had interacted with over the past 2 weeks.
The coffee Barrista
The front desk girl at the gym
The homeless man I walked by on my way to the metro
The fellow I was renting my hostel room from

Nothing changed by the end of that day, accept my attitude.
Brining a little love or a big love to others can change your whole world.
It is actually one of my favorite ways to look at the pinnacle of the 8 Limbed path of yoga practice (SADHANA)
Enlightenment = A radical change of perspective

2 GREATEST WAYS TO GROW CLIENTELE & IN LIFE
– Put yourself out there even when you are uncomfortable
– Find someone in someway to love even when you are experiencing depression

Contact Info:

• Website: www.fitcoincoaching.com
• Instagram: @fitcoincoaching
• Twitter: @coachingcoin
• Youtube: @crystalrichter2699

Image Credits
Cynthia Sinclair Photography