TrainerEDU

How do we track progress for our clients and show them the results that they're paying for?Body composition, performance, and specialty measures - there's nearly an infinite level of possibilities. Lets walk through the ones I've used!

As a trainer of trainers I often get questions from students about how to plan their next steps following completion of their certification training. Often those questions include big gyms vs. small gyms, pay structures, and how to choose where to work. And as a trainer in the industry for 12 years and counting, I’ve had the opportunity to work in a variety of settings and to learn about the different pay structures and the pros and cons of each.I’ve run my own business, worked in small gyms, done online consulting, and worked in big gyms.A lot of students are immediately drawn to big gyms because they assume that this is where the big money is. But, there are many things to consider, not just the pay.Here, I have a short list of what you need to know about how you get paid to train in a big gym setting. Use it as a guide while you plan the next step of your fitness career.

One of the most common questions I find among new or aspiring trainers is "Who should I train?"Let's dive into finding your niche. You have one or more whether you know it or not and the key to success in your business is understanding that niche deeply. You may be surprised at how much your business requires you understand YOURSELF first...I know I was.

Business Tools of the FutureWe live in some excited times where a single person can weild the power once granted only to large corporations. Save time, make more sales, and clean up your business by engaging leads professionally and efficiently (mail chimp), and taking the headache out of appointment setting (calendly)! 

Supplements are a tough topicMostly because much of the industry is more about profit than what's actually beneficial(Gee, just like some others I know...)Let's look past the sexy marketing and dive into what you and your clients should know about supplements. www.examine.com

Groups are powerful Are you using workshops and demos to grow your training business?You should be. Let me teach you the nuts and bolts of creating a workshop or demo -- and how to get people there! 

In my 7 years of management and instruction of personal training, the most common question I get from honest, high-integrity fitness professionals is this -- "What strategies would you suggest to help me overcome the FEARs of Lead Generation?"I have answers for you that work and I'm excited to share them. In Part 1 of this 2 part series, I cover 2 of the 4 Fears -- thee FEAR of interrupting and the FEAR of Rejection.Thank you for listening. I'm excited to help you overcome your fears and grow your business!

Its tough to approach a stranger with the message - "You're doing that wrong. Let me show you how to fix it."Get excited! I'm about to teach you how to do that well and to make it a business-building tool while you're at it!Enter "The Shit Sandwich" - It's more useful than it sounds!

What are you saying during a client session?Nonverbally, verbally, tactilely? What message are you communicating to bolster the client's resolve, direct their focus, and keep them moving forward? What message are you sharing with everyone who looks/listens in?Simply sitting beside your client while they workout and saying nothing might boost their performance up to 50%. Imagine how much more value you can add to a workout if you cue'd more intentionally and effectively! Happy Cueing!

Closing Part 3 - Overcoming sales objections. After you've slowed down for yellow lights, made your recommendations, and asked for the sale you're left with any remaining obstacles your potential perceives to get started today. Learn to address budget concerns, spousal rebuttals, and the dreaded "Let me think about it"!Don't be a deer in the headlights. Learn how to overcome objections constructively!

Did you know that the vast majority of trainers have never been in their "buyers position"? Meaning most trainers have no idea WHY their potential and current clients might buy from them! I asked past, present, and future clients for you. Here are the 6 reasons they buy. Meaning if you want to grow your business, you must be a ninja and demonstrate these things at every opportunity! Anything else is counterproductive!Happy training!

How do we balance the fact that what many of our clients think they want is not the same thing as what we know they need?In a discretionary income business, it's important that we deliver what clients want or they won't keep paying us. However if that's all we do, then we don't have professional integrity to implement what we know they need (sometimes they align and sometimes they differ!).Here is a story you can connect with and learn from! Be a NinjaHappy balancing!

In Part 2 of the Close we build on part 1 (overcoming objections before they become a problem) and talk about how to actually ask for the sale by the end of the complimentary session (or Ninja Test Drive). Remember the difference between sales in personal training and other industries is that we are STARTING a relationship with a client, not ENDING one. We dive into how to make your recommendations without giving away the barn and how to get good at asking "Are you ready to get started today?"I'm excited for you to get better and better at helping potential clients take the first step in the direction of their goals by hiring YOU.Happy closing!

The most important hour you can spend with a potential client. The one where they get to test you out as a trainer and you get to test them out as a client! This hour usually ends with your close and the potential to have built enough rapport (trust) and value with them that you inspire that potential client to become a paying customer -- taking a BIG step in the direction of their goals.Learn how to structure the session, the to do's and not to do's, and how to implement the session so that the test drive is smooth and meaningful for both you and them no matter the outcome. If you follow this pathway, however, you'll find the outcome is more often than not, a new client! Happy test driving!

Have you ever heard of "SMART Goals"? Not like this you haven't! This conversation can qualify leads while helping you sleep at night. It can inspire clients in the next step of their fitness goals to keep them coming back to your services. It can help you map out the macrocycles of the program so that both you and your clientelle on are the same page. Take care of you, your business, and your clients.Don't set DUMB goals!

Closing - aka "asking for the sale" is a commonly botched and even scary prospect for many trainers. At worst you stumble over yourself, at best you just feel anxious. In part 1 of closing, we will talk about addressing obstacles (time, support, budget, and readiness to change) BEFORE your close so that your presentation doesn't come to a screeching halt! Get ready for some immediately-applicable practices and verbiage that will help you improve your closing % and confidence closing.

This episode explores Maslow's Hierarchy of needs as it relates to our personal fitness goals as trainer. Find out what the "inner coach" people are paying for is and why your business development is directly tied to prioritizing and pursuing your personal fitness goals!

Part 1 of The Lead Generation Series covers a very fearful and common misconception among trainers. Lead generation is NOT sales generation. 10 years ago, I wish someone would've told me this! And I'm here to save you 10 years. Get excited!Lead Generation - In this series, get your sales philosophy right and approach people effectively in good conscience. This is the most important part of growing your business yet most trainers have never been taught!