Wendy, my approach was really different.
At the time I was teaching group fitness in London, England. It was my practice to follow what was happening in the fitness industry in the United States. I learned about Step Reebok. It had not yet arrived in the UK.
I recognized it as a viable opportunity start working independently. Hence, I started to looking for space to rent and found a local hotel where I decided to rent space to hold step classes. I between that time, I took the STEP Reebok, Power, Step and Circuit Step course and became proficient. Thereafter, I purchases 51 steps and started charging for classes. Back in 1990 I was charged three pounds per class and teaching three classes on most days.
That was perhaps one of my most proudest experiences in my career. I was able to make a professional name for myself so it became easy to market to individuals who wanted personal training services.
I hope my experience gives you some insight.