Building Better Trainer-Client Relationships

A great way to get more blog followers

2010-11-14T12:41:00.001-08:00

Are you a fitness professional with a blog?

Most likely, you have a few followers already--clients, friends, co-workers.

Here's a great idea--not a new one--but new for me.

Join a blog hop. A lot of the mommy bloggers do it and you should see their follower's list--it's amazing.

If those busy mommies can do it, while changing diapers and getting 2 hours of sleep here and there, you fitness professionals can too.

Here's one I just found. Try it.

Awesome Sales Tactic - Relevant for Every Generation

2010-10-01T04:58:00.000-07:00

I was ridding the house of things we don't use. I came across one of my husband's old books and tried to all-but-give this ugly little book away.

Alas, the book did not go, and somehow, it made it back onto my bookshelf. Thinking it must have magical powers to survive, I fliiped through it. A half a day later and I remember the old saying--never judge a book by it's cover...

The book is How to Have Confidence and Power in Dealing with People, authored by speaker and award-winning salesperson, Les Giblin. It's old, mind you. 1952 I think? Many cultural references are way outdated. (Who calls people sourheads these days?) But the truth in the book is powerful. It was relevant in its time and it's relevant today.

Do you want to improve your sales and reputation? Would you like to sky-rocket your clients' success?

If so, let's dig into Giblin's Triple-A Formula for Attracting People. It has nothing to do with marketing and gambling in the advertising industry. It's much more effective. It involves only two people--YOU and the person you make eye-contact with! We'll cover just one of Giblin's triple-threats today.

SELLING POINT #1: ACCEPTANCE

Have you ever met with a client, and in one first impression, assume a lot--and be pretty spot-on? (Don't lie to me. As fitness gurus, we can all be a little high and mighty when it comes to healthy standards.)

Don't be fooled by your professional facade. The other person knows when he's being measured by some invisible measuring tool. And they'll likely not feel comfortable from the start.

Les Giblin writes on page 60:

The critical, fault-finding type of person, who always see where others fall short and can usually also suggest a remedy, is never going to be stampeded by crowds rushing to be his close friends.

Getting straight to the people's problem isn't the first order of business. Nobody likes a know-it-all!

Strangely enough, the people who accept people, and like them just as they are, have the most influence in changing the other person's behavior for the better.

Change is much easier when we already feel safe to be who we are.

No matter where they're at in life, make the people you meet feel accepted--genuinely accepted; try to see life the way they see it. You'll sell yourself in an instant and you'll have better vision when it comes to solution and lasting change.

Addressing the Right-Brained Client, part 2: Solutions

2010-08-19T05:09:00.001-07:00

In our latest e-mail, we discussed the challenges of certain clients--the creative-type, right-brained people. They're very likable, but working with them can be frustrating, especially when you don't know where they're coming from!

1.) Emotional Roller Coaster -- You may have sold them on your service because of this. Suddenly, their heart isn't in it! How do you get them back on track?

SOLUTION?

Remind them why they hired you! Fitness isn't always easy and it's easy to lose sight of the goal. Paint the picture of their goal again. They need you to do this--often. Whatever you do, don't patronize them. Speak to them intelligently, respectfully but boldly. Be their personal motivator--even in things unrelated to fitness. They'll want you back each and every time.

Also, creative-types are very visual. Have them place a reminder of their goal in some place prominent--like a picture that inspires them. If this isn't enough, give them homework if you have too: have them make a vision board or collage addressing their fitness goals and how it meshes with their other life goals. Fitness isn't a separate component to people's lives. It's a part of their everyday. You know that, but it's hard for some people to see that. Especially if it's a new thing.

2.) Schedule Rebels -- Many right-brained thinkers hate keeping a schedule. It's repressive for them. They like change and the ability to keep things open--so they can change their mind at the last minute. Knowing when to make appointments--and actually keeping them--is difficult. This can wreak havoc to your own schedule and to the prescribed regimen that has your reputation at stake!

SOLUTION?

In some cases, placing boundaries for the client is essential. Put into place a policy for clients who may abuse your tendency towards flexibility. You don't have to be harsh about it, but be firm. Eventually, they're respect it or quit. If they really can't handle one-on-one appointments recommend that they try joining large group classes--so that they're lack of commitment won't harm you! See the solution for #1 if they're having trouble making fitness a real-life priority!

3.) Unrealistic Expecters -- Right brained thinkers often expect marvelous results in a less-than-normal time period. In fact, this is one of their biggest downfalls when it comes to their personal life--they often don't have a good grasp at how much time a task can take and have difficulty pacing themselves in life. They either (1) overwhelm and give-up, or (2) work hard and long only to burn out. How can you help them make realistic goals in realistic time frames?

SOLUTION?

You are the professional here. You know what's realistic and what's not. However, you don't want to kill that determined spark the client has. Ask the client questions. How much time do they really have without compromising other important aspects of their life? Help them realize that (again) fitness is a lifestyle and shouldn't cram out other priorities.

Also, give them real life examples--examples of people who outdo the norm and who are the norm. Work them when their motivation is high but place boundaries. Many times, you will have to pace them. Teach them to celebrate the smallest of goals within their larger goal.

4.) Pleasure-Seekers -- Right-brained thinkers have a soft-spot for anything that gives them pleasure. Unrestrained right-brainers will have a hard time "watching" what they eat and paying attention to the energy-in / energy-out theory. Changing their habits and attitudes will be a real challenge.

SOLUTION?

Rewards and accountability are crucial for right-brained clients. But rewards don't have to be expensive or crazy creative. It could simply be letting the client choose what they get to do during select sessions. Simply put, acknowledging and celebrating client success will encourage them to continue making changes.

As for accountability, don't be a micro-manager of their diet and time, but provide a checklist-like check-up. If they want to change, they will change with their help, but you can't force them to change. If you're too harsh, right-brainers will rebel for spite--even if it's at their own expense.

Be patient and understand that you'll feel like a recording. Give examples of why nutrition and consistent exercise is the key to their goal. It may take a while, but eventually they'll discover the real rewards of healthy eating and regular exercise.

5.) Little Kid Syndrome -- There are those rebellious right-brain thinkers that have a hard time with instruction and doing what they're told to do. How do you get them to respond to your instruction?

SOLUTION?

Sometimes being a personal trainer feels more like being a psychologist. My biggest recommendation for becoming a personal trainer has nothing to do with fitness or nutrition. It's knowing, understanding and learning how to successfully deal with people.

Even though a client may act out like spoiled child, treat them as an adult. Listen to what they're complaining about and verbally, sincerely empathize. Don't try to solve the problem right away. In fact, let them get away with rebelling a time or two and let them choose the course of one session.

But next session, explain why you choose certain routines, the science behind them. Treat them as a professional themselves--without showing off or using big words to make them feel small. Let them decide to make you their fitness coach again. They do need you, but they need to realize that they need you on their own.

6.) Blocked by Boredom -- The author of one of my resources cannot recommend the best time management techniques, because she changes hers so often. Right-brainers lose interest the minute something is not exciting, fun or new. Can you use this to benefit their fitness and nutrition program?

SOLUTION?

Just as time management advice goes, go with what works! And then when it doesn't satisfy--you see signs of boredom or resistance--change it up.

You may not need to change much. You may just do one small thing--like taking their cardio outside. Let them find their inner kid again and feel something new. It may not go with your regular fitness prescription, but as long as it keeps them interested in fitness, it works!

Are you working with right-brained clients? If so, how do you deal with them? Do you have any suggestions for rewards and accountability that doesn't stifle?

Also, is it easy for you to deal with creative-tyupe--maybe you're right-brained too? Or do you have a hard time relating? Let us know what you think. We'd love to hear your feedback!

Resources & Recommended Reading:
Organizing for the Creative Person - Dorothy Lehmkuhl, Dolores Cotter Lamping, C.S.W.
Time Management for Unmanageable People - Ann McGee-Cooper with Duane Trammell
Time Management for the Creative Person - Lee Silber
Clever - Rob Goffee, Gareth Jones

Addressing the Right-Brained Client, part 1: Challenges

2010-07-08T06:21:00.000-07:00

Note: Although this is not a scientific piece, it a refresher on some different traits that you'll find with different clients. The better you understand your clients, the better equipped you are to serve them and help them reach their goals.

Addressing the Right-Brained Client, part 1: Challenges

Do you have a client that can't seem to keep to a scheduled workout program? Maybe he or she changes her appointments around regularly, cancels spontaneously or arrives late consistently, maybe even forgetting something in their gym bag each week--socks, shoes, hair bands, their workout papers!

If you can relate, you may have yourself a right-brained client. They may seem undisciplined and scatter-brained, but this doesn't mean you can call it a hopeless relationship...

What is right-brained thinking?

Well, everyone uses both hemispheres of their brain, but some naturally lean toward using one side more than the other. Those tending to use the left hemisphere of their brain are noticeably analytical. They "feel" last, using logic and rationale to make choices first. They are probably very structured and organized.

But right-brained thinkers? They feel first--analyze last. They're the learn-by-experience model. Many right-brained thinkers can be recognized by some general stereotyping: emotional, passionate, intuitive, fun-loving, creative. Yes, their weaknesses may come off as undisciplined, unorganized and scatter-brained, but if dealt with properly, their weakness can become their strength--especially in their fitness or healthy eating goals!

Let's take a look at some of the stereotypical challenges in dealing with a right-brained client as a personal trainer or wellness coach:

1.) Emotional Roller Coaster -- You may have sold them on your service because of this. But emotions change quickly in everyone. Suddenly, their heart isn't in it! How do you get them back on track?

2.) Schedule Rebels -- Many right-brained thinkers hate keeping a schedule. It's repressive for them. They like change and the ability to keep things open--so they can change their mind at the last minute. Knowing when to make appointments--and actually keeping them--is difficult. This can wreak havoc to your own schedule and to the prescribed regimen that has your reputation at stake!

3.) Unrealistic Expecters -- Right brained thinkers often expect marvelous results in a less-than-normal time period. In fact, this is one of their biggest downfalls when it comes to their personal life--they often don't have a good grasp at how much time a task can take and have difficulty pacing themselves in life. They either (1) overwhelm and give-up, or (2) work hard and long only to burn out. How can you help them make realistic goals in realistic time frames?

4.) Pleasure-Seekers -- Right-brained thinkers have a soft-spot for anything that gives them pleasure. Unrestrained right-brainers will have a hard time "watching" what they eat and paying attention to the energy-in / energy-out theory. Changing their habits and attitudes will be a real challenge.

5.) Little Kid Syndrome -- There are those rebellious right-brainer thinkers that have a hard time with instruction and doing what they're told to do. How do you get them to respond to your instruction?

6.) Blocked by Boredom -- The author of one of my resources cannot recommend the best time management techniques, because she changes hers so often. Right-brainers lose interest the minute something is not exciting, fun or new. Can you use this to benefit their fitness and nutrition program?

Not all right-brained thinkers have every single one of these qualities. This is just a broad overview of the struggles of the mind they might have... And remember, as troublesome as it may seem--especially if you're not a right-brained person, turning them on to your practice and a lifetime of healthy living will be more effective than a t.v. ad! Passion is their thing.

Come back for part 2 as we discuss possible solutions for the challenges. We can help them turn-on to fitness for a lifetime affair.

Resources & Recommended Reading:
Organizing for the Creative Person - Dorothy Lehmkuhl, Dolores Cotter Lamping, C.S.W.
Time Management for Unmanageable People - Ann McGee-Cooper with Duane Trammell
Time Management for the Creative Person - Lee Silber
Clever - Rob Goffee, Gareth Jones

Pick-N-Choose Fitness Conferences!

2010-06-10T05:21:00.000-07:00

In a recent blog I gave eight reasons for why you should attend a fitness-business or personal training conference. (Re-ignite your fire!)

Then I promised to list a few options for the remaining year. (So, if you haven't already attended a great conference in 2010, you can find one, near you!)

Here it is...

7th Annual ISSN Conference and Expo
June 24-26, 2010
Clearwater Beach FL

EMPOWER Weekend Fitness Celebration
June 25-27, 2010
Columbus, Ohio

Perform Better 3 Day Summit - Chicago
June 25-27, 2010
Chicago, Illinois

Total Training Seminars
June 26, 2010
Duluth, Georgia

Yoga Journal Wisconsin Conference
July 8-11, 2011
Lake Geneva, Wisconsin

EMPOWER Weekend Fitness Celebration
July 16-18, 2010
Denver, CO

IDEA World Fitness Convention
August 4-8, 2010
Los Angeles, California

DCAC 2010 International Fitness Conference and Trade Show
August 4-8, 2010
Washington D.C.

2010 Zumba Fitness Convention
August 26-29, 2010
Miami, Florida

Total Training Seminars
September 11, 2010
Baltimore, Maryland

Inner IDEA Conference
September 23-26, 2010
Palm Springs, California

Yoga Journal Colorado Conference
September 19-26, 2010
Estes Park, Colorado

EMPOWER Weekend Fitness Celebration
September 24-26, 2010
Minneapolis, MN

Club Industry Conference
October 6-8, 2010
Chicago, IL

Winning Sports Nutrition 2010: Fueling Fitness and Performance
October 29, 2010
Tucson, Arizona

Total Training Seminars
November 13, 2010
San Diego, California

Yoga Journal Florida Confereence
November 11-14, 2010
Hollywood, Florida

16th MFA Medical Fitness and Healthcare Conference
December 1-5, 2010
San Diego, CA

Now, if all of these option are too far from where you are, there will be great opportunities offered in the early part of 2011. So save up a little extra for the 2011 educational expense... It will be worth it!

*Not all conferences provide CECs for all certifications; please check with your certifying agency first!

Risky Business: Wise or Foolish?

2010-06-10T05:04:00.000-07:00

R-I-S-K. Risk! Scarey-scarity-scare!*

We all know becoming an entrepreneur is risky business. You can put a lot of time, money and heart into something that never gives it back. But should that stop a person from taking a risk?

Personal fitness trainers, group exercise trainers and other health and wellness entrepreneurs cannot be afraid of risk. They have to try new things, even when it looks like a climb to the top of Mt. Everest. Speaking from a personal trainer's perspective, isn't that what we expect from our clients?

Take for example the client who doesn't want to try jogging--outright refuses--but envies their neighbor for completing a race. They tell themselves that they can't--they just don't have enough cardiovascular experience. You and I know the truth. They could, but they're just not willing to take the risk of feeling weak, winded or embarrassed--or they don't want to do the work. But you and I know that if they never try, they'll never know their potential as a runner.

The same is with running a business. We have to risk investing a lot and geting back, well, sometimes nothing but a valuable lesson or a grateful smile. But without a multitude of valuable lessons and grateful smiles, you may never really go anywhere. The business becomes lifeless.

Professionally speaking. Take a risk. Take on a new challenge that could grow your business, up your professional value and attract new opportunities. You may not get it right the first time, but with perseverance, patience and the right attitude, you'll learn something each and every time! Every valuable lesson molds the runner within. I mean, sure! It takes some conditioning to run a couple of miles, but with just a little practice and a lot of heart, a novice jogger can reach beyond his or her original goal.

So don't be too scared to move outside of your comfort zone. You can be scared alright. (It will help you stay grounded and know your limit.) But have an open mind; take wise risks with a passionate heart. You'll exceed your potential!

"While one person hesitates because he feels inferior, another is busy making mistakes and becoming superior." - Henry C. Link

*from a family-favored children's book, Bear Flies High

It's Time to Attend a Fitness Conference

2010-06-05T05:51:00.000-07:00

This isn't a blog to sell any one particular seminar, conference or summit. I just want to convince you that investing regularly in yourself and your profession is worth the cost.

How so? Let me count the ways... ;o)

1.) Potential CEC earners - many conferences offer personal trainers the chance to earn additional CECs to help you with your certification renewal. If you know you're going to have to spend money on a CEC course, why not spend a little more and reap other educational and motivational advantages?

2.) Rub shoulders with real movers and shakers. Get ideas that will impact your training style and / or business management.

3.) Meet tons of people who know exactly what you face as a fitness business entrepreneurs and enjoy the comradeship.

4.) Take a break from the ordinary. A long weekend away from it all allows you to hit your own personal refresh button.

5.) Suck up the positive energy. By networking with others and hitting the refresh button, you'll be filled with a renewed interest in what you've chosen as a career. Feel that first-year thrill of being a health and wellness professional again and let your enthusiasm radiate to co-workers and clients. They'll notice a difference.

6.) Learn about new trends and new challenges. It's like watching the weather when you're planning an outdoor picnic. It's much better to be informed of what's in store for your industry than surprised. (Just don't forget to formulate a plan B.)

7.) Challenge yourself. It's easy to slip in the old tried-and-true routine. But when you're face-to-face with other like minded professionals and see some of the stuff they've accomplished, it's a real motivator. Find someone that does something you wish you could and start working on a plan. A personal training who's lost sight of his goals or lost passion needs a new challenge.

8.) Make contact for future what-ifs. Not only can we learn from our new friends, they could be your door-opener for new opportunities.

I'll soon post a blog with a variety of fitness business / health and wellness conferences, summits, etc.. Pick one nearby for better cost-savings, but at the same time, compare the different agendas. It may be worth packing your bags for a plane trip--as long as it doesn't blow the budget.

So, stay tuned, and just one more thing...

While attending conferences don't lose sight of why you're there. You may be enjoying drinks at the hotel restaurant, but remember, you're still "at-work." You can still have fun and remain the fitness professional I know you are! You want to be remembered, but in a positive way.

Have fun! Stay safe. Get excited!

Announcement!

2010-05-12T05:29:00.000-07:00

We're back up! Running smoothly.

If you have any questions, please contact us through our website, personaltrainermatch.com.

Still, dedicated to the success of fitness entrepreneurs!

Just a shortie!

2010-03-05T13:20:00.000-08:00

The time for America to change and get active is now. People need trainers. AND... we really want to pump up our ability to provide an amazing, easy-to-use directory of go-get-'em personal trainers.

How can I get a big, fat directory of personal trainers quickly??? I need a good promotion.

We already think are prices are affordable. We are advertising for you. But with the economy, even $10 a month can be too much, especially for new trainers coming onto the scene... or any budget-minded entrepreneur!

So what's our offer?

For new members, we're offering the $18.99, normally the one-month membership, to include not just one month, but all the remaining months of 2010!

Get on board! Let clients keep find you. Rise above the competition!

Here are the easy instructions:
1.) Go here!
2.) Enter the registration information.
3.) Select 1-month membership / 1-time payment.
4.) Build your profile.
5.) Drop us an e-mail and give us this code: SWEETTWEET133
6.) Watch us work and market for you for the rest of the year!

To your success!
Admin

Instilling Confidence In Personal Training Clients

2010-02-26T08:38:00.000-08:00

In a recent article about raising children, I couldn't help but recognize that self-esteem and confidence-building techniques for children are not that different from adults.

For example, one of the best things we can do for our children is to let them know how special they are. Smile and hug them in the morning; snuggle with them at night, etc..

Okay, you're not going to be snuggling with your clients. (That's a professional no-no.) But the point?

Appreciate your clients for who they are--a person. Greet them with enthusiasm. Stop and quiet your mind, before you ask them how they're doing. Really listen. Make them feel that they're somebody important in your life, not just "another client."

Why worry about these things? After all, they hired you!

The way a person handles challenge and change all goes back to their self-esteem. If a person needs to lose 100 pounds, they need to feel they can--and not that they've been dropped in the middle of the Atlantic. Even if they have one person to help them swim, it's just one person and them and thousands of obstacles.

The big-goal client also needs to feel that, while they're bobbing in the waves, they have a life worth changing. People need to feel valuable in every aspect.

Let's take a look at some ways the personal trainer can help...

1. Look for their strengths--unrelated to fitness--and celebrate it.
Let's say your client has the natural ability to laugh. Let them know you admire their ability to see humor. (And then remind them of how healthy that is!)

2. Challenge the client.
I like to use the push-up challenge. They say, oh I can't do push-ups! Then I grin and say, oh, yes you can. Just try to do 3.

What happens? They do 1--sometimes even 3, and they're ecstatic! They accomplished something they didn't think they could do! They move on to the next task with a brand new attitude.

3. Acknowledge genuine effort.
Sometimes in a push-up challenge, they can't do one. What do you do? You applaud their effort for getting down on their knees and trying. Effort is half the battle.

4. Recognize change & accomplishment.
Let's say your client--the one who couldn't do one push-up--has been diligently working on the lying-to-standing exercise. You think she's ready to move on to the knee-assisted push-up. She does one. Make a big deal out of it. How? Send her a card to remind her of her success, one small step to a grander goal.

5. Look for their special area of athleticism & grow it!
Your client may initially sign up for one thing. Let's say weight loss. But you find your client is incredibly flexible. Look for ways to include exercises that allows them to see how flexible they are and how quick they improve. This develops a pride in their physical self.

6. Determine the best to show your client's progress.
Some people are visual--they enjoy seeing a chart with milestones passed. Some may appreciate a quick e-mail saying, hey look, this week you held your plank the longest ever. Some may look forward to receiving a physical test every few weeks--a test that shows them how they've improved, whether it's strength, endurance or speed. Positive feedback is essential!

7. Be a role model.
In a 2010 study from the University of Georgia, people who thought about a friend who had good self-control were more likely to show better self-control while eating, smoking, drinking--whatever the social situation.

So, inspire! Share with your client some of the choices you make everyday--without sounding like a know-it-all; you just might be the person they think of as they decline "seconds" at their next potluck.

8. Positive conversation.
No matter the topic. Try to keep positive talk flowing from your mouth. Moods and emotions are contagious. You need your client to be thinking as positively as possible. They'll perform better and when you leave, they'll feel better.

9. Teach personal responsibility.
Although we love the clients who stay with us for years, our job is teach them take personal responsibility for their health. Slowly teach them to make small changes outside of the one-on-one. Be diligent in tracking their progress and when you trust that a new healthy habit has been ingrained, move on to another healthy habit.

For example, make a goal for the client to take the stairs at work every morning, then every lunch break, etc.--until they take the stairs all the time.

When you see progress and that your client is making changes, add more goals. Each goal should get a little bigger than the last. You're not just teaching them healthy habits and self-care but really building their confidence in themselves!

10. Know when to refer.
If you're really struggling with helping a client. Maybe they need help outside of personal training. Don't be afraid to make references. Your client's well-being is at stake and the physical part is just a small part. By providing emotional support along with your fitness and possible nutrition knowledge, your clients are on their way to success. And what better way to advertise than testimony???

Living Off a Personal Trainer's Salary

2010-02-19T05:37:00.000-08:00

Did you know that 10% of employed fitness instructors and trainers earn $60,760 or more per year?

But what is everyone else making? Can you raise a family off a personal training income?

Here's a look at real time statistics taken in May 2008 by the Bureau of Labor Statistics (BLS), US Depart of Labor.

Median annual wages of fitness trainers and aerobics instructors were $29,210.

The middle 50 percent earned between $19,610 and $44,420.

The bottom 10 percent earned less than $16,120.

Other data shows the median annual wages for specific industries--taken in May 2008:

General medical and surgical hospitals = $32,140
Fitness and recreational sports centers = 30,610
Local government = 30,200
Civic and social organizations = 25,110
Other schools and instruction = 24,230

The full report on the BLS website also mentions that most employed fitness workers are part-time.

It also notes that:

These figures do not include the earnings of the self-employed. Earnings of successful self-employed personal trainers can be much higher.

What percentage do you fit in?

Do you want to improve your annual earnings?

Do you want to be included in the self-employed bunch?

Here's our advice for those expanding into the self-employed state. (Straight from the trenches!)

If you're starting out, position yourself so that not all of your eggs are in one basket. Yes, work to work as one self-employed. Work on and in your business. But also consider working as an employee too, at a local gym, studio or school, wherever they're hiring trainers.

Do be a smart employee. Make sure the company doesn't "own" you upon hiring. Schedule you're "employee" hours so that you still have time slots for your business appointments. And don't get too comfortable or fall into the "employee" state of mind. (Feeling comfortable and complacent will not grow your business.)

Even as an employee look for ways to make your services more popular. Believe it or not, you're not just making money for the company you work for, but you're growing your business there. You're starting that precious word-of-mouth referral system, and you're becoming the go-to guy or gal--without spending thousands of dollars on billboard and yellow page advertisements!

The reason behind low wages are many. Some fitness professionals do it as a side profession. Perhaps they have two loves--two careers.

Some do it for a transitional state, just for an extra source of income, to pay off debt or something.

Some work part-time intending to grow their career, but for some reason get stuck--don't grow.

The keys behind top earners are many things. First, they're good people persons! Secondly, they know what they're doing, as trainers. Thirdly, they're not complacent. They're independent thinkers, determined and professionally aggressive.

Go above the median: believe in yourself and start thinking about how to build your reputation--building upon your strengths. And don't give up. The money will follow!

Start here: smart, affordable exposure!

The Challenges of In-Home Personal Fitness Training & Advice for Working with Gyms

2010-02-11T16:25:00.000-08:00

I recently posted a discussion on LinkedIn for the Personal Trainers group members, and I had a really descriptive response from a man named, Carl Wagner.

If you're thinking about entering the personal training industry, or if you're considering changing directions, this response is quite helpful... (Know what you're getting into it and prepare!)

"I have been in personal training for a very long time. I've worked both in the AT home and in the gym settings as well as owning a PT business with over 30 trainers in 3 gyms.

"I have to say that you can maximize your time working in a gym. At home trainings there is always [travel time] to be factored in. It is harder to schedule your trainings because of unknowns in travel... All of this I found to very stressful - if I gave too much time I was early and had to hang out somewhere before my scheduled time, or I was stressed because I was going to be late at no fault of my own.

"SIDE NOTE: This may sound extreme - but you also put your life at risk the more you travel - every minute you are on the road you are at risk.

"Also since most business is word of mouth - you may train two or more people from the same neighborhood but at different times in the same day. The back and forth gets to be wearisome.

"Now all that being said - you tend to make more money with at home training than in the gym - but you must factor in your drive time. You may get 10-30% more per training but if you have a 15 minute ride (each way) you need to charge 50% more just to break even.

"Lastly, it is easier to stabilize your income as a trainer at a gym. You have much more opportunity to self-advertise simply by being busy on the gym floor. Not to mention you can have back-to-back trainings and be done with your work day and go home.

Now, if you're running an at-home training business or considering it; don't be too discouraged by this discussion. Every individual is different. But everything Wagner writes is true. In-home training is a lucrative career, but it isn't as easy as some would have you believe. Plan for how you're going to deal with the day-to-day stress and plan to work harder at marketing yourself. (And definitely don't forget the legal docs!)

If, however, you're leaning towards club-only training, consider more advice from Wagner....

"Be sure to look for a gym that is willing to take a [certain percentage] or flat fee per half hour of training time. Try to avoid gyms that want to hire you for a set amount per training. You need to keep the control of your rates and schedule.

"One last tip: to get the maximum [profit] for your trainings at a gym - do NOT go for the rich people that want to train 3X per week. They tend to be away on business more often and vacation more often... It is next to impossible to get the training time ($) back that you lose with a 3x per week person when they are out of town.

"The best thing to do is offer the average person on a budget something like this: Lets train together 2-3 times a week for 6 trainings until you get the hang of it. Then lets move to 1x per week or 1x every two weeks or 1x per month just to keep you moving in the right direction or to change up your routine.

"When you have a bunch of people going 1x per week to 1x per month it is very easy to reschedule them, if they need to change their appointment; hence you have a much more stable income at the end of the month.

"This is what I trained my trainers to do when I owned the business - and it is a very profitable model."

*These comments were editted slightly--for length.

Thank you, Mr. Wagner, for your advice and your perspective!

Is running an in-home fitness business different from running a club-type business?

2010-02-02T05:10:00.000-08:00

The in-home personal training business is different from the membership-driven gyms and athletic clubs.

Or is it?

The "club industry" is definitely different to manage. Gyms have a lot bigger overhead cost--unless you own a studio, and most of us personal training entrepreneurs don't have many (or any) employees. Even our targeted market is different from the gym's target market.

And maybe that's the beauty of our business. It is different.

But we've found that business strategies are very similar. What works for the club also works for the in-home trainer. The practical business advice being given to club owners for 2010 shouldn't be dismissed by non-club, non-studio trainers.

So, what are the 2010 business strategies for survival?

1.) (If you haven't already...) Keep a budget and be very conservative, predicting projected sales similar to last year. This is not the year to be overly optimistic.

2.) Watch for "small, everyday" expenses and slash what is unneccessary or unproductive. If you're a traveling in-home trainer, think about the gas you spend. Make sure you're making the most of your gas money and try to schedule clients and appointments geographically. (It's a small savings, but it adds up.)

3.) Don't take away a good thing, but do compare prices and shop around. You might find that that great personal training software program you use has a much more affordable competitor. Remember, more important than ever are the client you do have. Keep your clients engaged, and keep the things that bring exposure to you, yourself and your business.

4.) Think outside the box of your normal personal training services. What can you offer that would appeal to a larger group? (Think affordable, economical and worth your time.)

5.) Implement a solid referral system. Does your website have a refer-a-friend button? No? Add one and don't forget a valuable incentive. (But one that won't skew your budget.)

6.) Save 10% of your income. Unexpected things happen. If you can become a saver--bother personally and professionally, the rain that falls won't fall on your head. You'll have a financial umbrella.

7.) You'll hate me for this, but... Get a side job--for now. If you can't meet the income needed to stay afloat, don't give up, but do find a job where you can trust a weekly or biweekly payment. The economy will likely turn, and there are thousands and thousands of unfit training prospects. Your co-worker or new acquaintences are also perspective clients!

8.) Do what makes you money. You might find that outsourcing work costs you less stress and time when you pay someone else to do it. Then, by doing so, you can have more time spent doing something that pays--whether it's a fitness training or even that side job you wish you didn't need.

9.) Bigger is not always better! Don't let those sweet talking salemen and women sell you a billboard without having any money to pay for it. Trust us. We never tried a billboard, but we tried huge, beautiful ads in the yellow pages... Nothing against the yellow page ad--they're good, just don't think that bigger is always better. Go for an advertisement you can afford. Keep marketing expenses out of the red.

10.) Communicate with your clients. See what they really get from your services. You may be paying for a service to provide additional support to your clients--but noone really uses it! Or they get it free elsewhere. Get rid of anything that is costing you money and not valuable.

If you struggled in 2009, prepare again to fight another battle of expense and revenue. Hunker down and you will survive--maybe even thrive!

As for shopping around and keep marketing costs low, try us--personaltrainermatch.com. Can you afford $9.99 a month when we do the SEO marketing for you?

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Providing More Than Exercise & Nutritional Support

2010-01-25T12:12:00.000-08:00

Not all clients need hand-holding; some of them are great do-it-yourselfers and very ambitious; but others need a little more support. But how do personal trainers provide support beyond exercise or exercise and nutrition?

Well, we certainly can't follow our clients around and make them eat the way we want them too, nor can we make them run on the treadmill when we're not there. And we're certainly not licensed psychologists...

But there are ways to instill confidence! And if you the trainer can instill confidence and build a person's self-esteem, you're both on the path to success.

With a client's increased confidence, he or she has a better chance to grow and change. As one licensed psychologist said, the only way for people to change is for them to truly care about themselves.

Can personal trainers influence how a client feels about themselves?

Absolutely. Just one person can make a big difference!

How do you instill confidence in you clients????

Here's a valuable quote to grow your fitness business...

"Everyone has an invisible sign hanging from their neck saying, 'Make me feel important.' Never forget this message when working with people." -Mary Kay Ash

Provide What's Needed; Add More Clients

2010-01-21T10:31:00.000-08:00

The best way to increase business revenue in the personal training industry is to add more clients. Obvious, huh, but besides keeping clients, building relationships and creating automatic referrals, it's important to be flexible enough to add to the clientele. But how, when according to Club Industry Magazine, we'll be facing the same tough economy in 2010 just as in 2009?

If you want to play it safe, listen to ACE's listing of the top 10 fitness trends for 2010... You might find a new niche.

1.) Cost-conscious Workouts (Home and Gyme)
2.) Group Personal Training & Group Classes
3.) Time-efficient Workouts
4.) Exergaming (Ex: Wii Fit / Dancetown)
5.) Baby-boomer-specific Workouts (Exercise designed for aging adults)
6.) Functional Training (Think of the transportability and time-efficiency of suspension-type training where one tool can be used to tone the entire body.)
7.)Health and Fitness Awareness
8.)NCAA Accredited Fitness Certification (Awareness of proper certification)
9.)Specialty Exercise Classes (Anything from mind-body, like yoga and pilates to popular dance and fusion-typeexercise classes)
10.)Use of Fitness Training Tools (Get tech-happy)

Attitude is King in the Land of Personal Training

2010-01-19T05:07:00.000-08:00

Some people have the natural ability to put the feelings and worries behind a very believably happy, cheerful face. Some try to mask their day-to-day moods, and others, well, they let it all hang out.

Big sigh.... Helllllooooo. Oh.... What a day. My dog puked in my shoes, my car wouldn't start, and I got my Visa credit card bill today! Oh, you don't know the half of it!

As a personal fitness trainer, is it okay to show your clients your human side?

After all, everybody has emotions, and as one expert in the brain business said: we're all chemically different each day. In other words, we all have our ups and downs, a blue spell, a sunny spell... An erratic spell... But, really, is it okay?

I suppose the answer could be subjective. But I think it's safe that as long as you're somebody's employee, whether conducting in-home training or posing as a receptionist at the gym, it's your job to shine the spotlight on anybody but you! It's also your job to keep clients wanting that stress shedding workout--not to add more stress to their day.

Of course, it's okay if you're not cheery Denise Austin for every workout session! Just don't let it all hang out. Don't bring a crappy attitude into a client's session. You want them to get the best workout. It's your name on the line, and you can bring others down with a negative attitude.

Oh, my day could've been better... How about you, Mrs. Smith? Any crazy things happen to you today?

Keep it professional. Use laughter to kill your depressed state. You don't have to be the greatest actor in the world to do this, and you certainly don't have to be fake. But, do be careful about what baggage YOU are bringing into the session. Make your job easier. Keep it positive!

The One All-Important Question for Perspective Personal Training Clients!

2010-01-18T07:10:00.000-08:00

If you're a personal trainer, it's important to ask the right questions. Sure, there are a lot of red-tape questions that clients have to fill out before exercise sessions, but there's one question that needs to be asked first, before the paperwork comes out on the table!

"Why do you want to hire a personal fitness trainer?"

If they start talking goals, that's fine, but make sure you get to the juicy detail: what they expect from you!

Some personal training clients just need that motivation or accountability; some need reassurance and a beginning point.

If you don't know why your trainee hired you, aside from fitness goals, you could fall short of their expectations. No matter how great your workout program is, you could still end up losing a valued client. You'll lose another potential "walking billboard," as some of the marketing gurus say...

Ask the question--why do you want to hire me! Your fitness business and reputation depends on it!

Can PersonalTrainerMatch.com help your fitness business?

2010-01-15T14:21:00.001-08:00

Affordable Legal Documents & Personal Training Forms for Your Fitness Business

2010-01-12T21:47:00.000-08:00

Starting your own personal training and fitness business is challenging enough. Don't try to re-invent the wheel when it comes to legal forms, fitness charts, logs and client questionnaires.

We've got them for you -- only $9.99!

Save your money for other smart business moves--marketing, for example.

Wanted: Personal Trainers & Fitness Professionals

2010-01-12T21:24:00.000-08:00

Ever notice that some personal trainer - client relationships

just don't work?

We want to help build a healthier tomorrow by

pairing the right client with the right fitness professional--the first time around!