Cancellation Policies can be tricky, but with the correct approach they don’t have to mean lost revenue and they don’t have to mean upset clients.

The following simple steps help us avoid most of the issues that can arise when a client cancels after our predefined cancellation deadline (24hrs).  This can work for you too!

Step 1. CSRs (Customer Service Representatives) – whenever booking an appointment, always remind clients, “If for whatever reason you need to reschedule, please give us 24 hours notice so we can schedule someone else into that time slot”.  This will regularly remind them of the importance of advance notice and the value of our time and that we have a policy in place.

Step 2. Ask all of your trainers review your cancellation policy and the importance of explaining it during the comp session. Also, make sure that your cancellation policy is included in the documentation your clients sign when they first start working with you.

Step 3. When someone calls and short notice cancels, we always ask “Is there anything specific that you would like your trainer to work on during that time?”  That information is then relayed to the trainer who MUST use the time for the client since the client is paying for that time!

Step 4. When a client is clearly upset….

• Listen to the clients’ concern
• Paraphrase & Empathize with the clients’ concern
• Then it’s our turn to explain our standpoint by…
  • First letting them know how much we appreciate them as a client and would never want to do anything that upset them so much that they didn’t want to train with us anymore
  • Then ask questions, state facts etc…
    • “Did you understand our cancellation policy?”
  • “Did you know that we used to have a 48 hour policy but in order to meet our customer needs but still maintain our viability as a business, we adjusted it to 24 hours but needed to be firm in that we could not waive the fee for whatever reason”
    • Can you understand how difficult it is to judge whose cancellation fee is waived and when ie “She’s a good client, so we shouldn’t charge her” or “Well we shouldn’t charge if someone is sick but should if their kid is sick or there is an emergency at work or they have car troubles etc…” We didn’t want to be the judge in any of these situations so we have a firm policy but always agree to do something for our clients during that time so they don’t feel like they are paying for nothing…
    • Can you understand the difficulty in maintaining a viable business if without a cancellation policy we would lose 25-40% of our revenues each week due to cancellations?
    • Is there anything that we could do better for you when you do have to short notice cancel so you feel you still get value from the time?
• Hopefully by this point they feel like they’ve been listened to, we understand their concerns and they better understand our situation. We can finish the conversation by again stating how much we appreciate them as a client and will continue to do whatever we can to take care of them and ensure they are getting fabulous results.

It is important for our clients to remember that even if they do need to “late” cancel, their trainer will take that time to work on their file, email alternate workouts etc.

This approach normally does the trick.  We receive the 24 hour notice we need to run a successful business and our clients  understand why we must stick to our policy.

Working with a client that is still upset after trying these 4 steps?  Stay tuned for next weeks blog post to learn what to do if all else fails…

Are you taking precious time out of your schedule to create policies, procedures, forms and systems?  Want more time and revenue to enjoy life and your work?  We can help!  The Business of Personal Training System has all of the forms, documents, procedures and systems you need to run a highly successful fitness business.  Why reinvent the wheel?  Take your business to the next level with the same system we use to generate $1 Million in PT revenue every year…out of our 5,000 sq ft facility!

Let’s Go Back Home
Imagine this scenario.  Your clients have scheduled a two-week vacation and have decided to drive to their favorite holiday destination. They get half way there, get a flat tire and turn around and go back home.  Sounds ridiculous, doesn’t it?  But this is exactly what happens when most people start exercise or nutrition programs.  They are on their way to their goals and they slip up.  Instead of “fixing the flat” and continuing on toward their goal, they give up and return to old habits and patterns.  We know that 70 percent of people who start an exercise program drop out within a matter of months.  And most people who lose 10 pounds gain them back.  So how do you help your clients avoid being one of the failures?  It is important to help your clients realize and accept that there are going to be obstacles, challenges or perceived failures along the way to any goal.  Those who succeed learn from the challenge and get right back on the exercise track.

The Here and Now
So many of our clients fall prey to the lure of immediate gratification.  The chocolate cake staring them in the face is too great a temptation compared to future weight loss.  They would rather experience the pleasure now and worry about the consequences later.  A binge today simply means tomorrow they will eat better or they will work out twice as long or hard.  There is always a way to justify a lack of discipline.  Discipline and will power are perceived as deprivation – your client is sacrificing or losing something.  But if they can imagine that each time they work out, stick to a nutritional plan or decide not to indulge in a less-healthy choice, they are actually giving themselves something – spiritually, emotionally and physically.  Sticking to an exercise or nutrition plan is the same as practicing discipline when your clients’ kids are driving them nuts.  As parents, they would like to scream, shout and lose it but instead they count to 10 and choose their words more carefully.  There is no doubt that practicing this type of discipline makes anyone feel better about themselves.  It is the same with exercise.  Your clients’ bodies deserve to be treated well.  Many athletes think of their body as a temple and so should your clients.  Suggest to your clients that they think of that the next time they are about to grab for a piece of cake.  Have them push it away and think of it as actually giving something to themselves rather than taking something away.

Now…no more excuses!  It is time to keep those clients coming back for more.  It is your job!

PRODUCT SPECIAL:
Have you always wanted to host a running race to help promote your business? Well, it is a great idea and it really works!  Our Event Management System provides you with all of the systems and documents you need to create, promote and successfully manage a racing event. These are the same documents and systems that we use to run all of our events here at Northwest Personal Training. There is no need to reinvent the wheel! This is your chance to pull off an event that helps promote your business and bring in new clients…just like you have always wanted to! Get 20% off the Event Management System through the month of May. Enter promo code EVENT20 at checkout. That is almost $60 in savings!

My knees hurt so I can’t exercise
The health benefits of exercise often outweigh the risks.  Certain conditions may make exercise more difficult but a good trainer can work around most problems.  Consult with a health professional who can help you design a program that addresses your client’s specific concerns.  For example, if a client is suffering from a knee injury, there is no reason why you can’t work on their upper body and abdominals while they are rehabilitating their knees.

I can’t see any results
One of the biggest hurdles new exercisers face is that the effort often does not match the result.  They have been exercising for five weeks and jump up on the scale.  Ugh, no change!  They feel the program must not be working and give up.  Unrealistic expectations can be a real downer.  Convince your clients to stay off the scale.  Monitor how many more repetitions your clients can do of a particular exercise.  Keep track of how many more minutes your clients can do of a given activity.  Your clients are making more progress than they think you just need to regularly point it out to them

All or nothing
Your clients are scheduled for a 90-minute workout but something comes up and they cannot get to the gym for the allocated time. They scrap the workout and decide they will try to fit it in tomorrow.  Your client has decided to eat healthier but one day they slip a bit at lunch and have a chocolate bar.  They decide that since they have already failed for the day, they might as well throw in the towel and indulge in a few cookies, a bowl of ice cream and a bag of chips.  Tomorrow is another day.  Can you see how this “all or nothing” approach works against your clients?  Wouldn’t a 30-minute workout have been better than no exercise at all?   Wouldn’t a single chocolate bar have been better than an all-out binge?  Sometimes, striving for perfection is what leads to failure.  The trick in trying to stick to a long-term plan is to helping your clients learn to compromise.  When it comes to nutrition, for example, focus on the 80/20 rule – 80 percent of the time they eat really well and 20 percent of the time they indulge a little.  When it comes to exercise, remember that any activity is better than nothing.

Stay tuned for more next week!

PRODUCT SPECIAL:
Have you always wanted to host a running race to help promote your business? Well, it is a great idea and it really works!  Our Event Management System provides you with all of the systems and documents you need to create, promote and successfully manage a racing event. These are the same documents and systems that we use to run all of our events here at Northwest Personal Training. There is no need to reinvent the wheel! This is your chance to pull off an event that helps promote your business and bring in new clients…just like you have always wanted to! Get 20% off the Event Management System through the month of May. Enter promo code EVENT20 at checkout. That is almost $60 in savings!

Getting your clients past these excuses can be the key to getting them to invest in your services!

I Hate exercise
In the beginning, exercise may feel like a chore to your clients but eventually it will become a physical and mental health need.  It is important to find activities your clients enjoy doing so that they will participate in them regularly, see the results and get hooked.  Have your clients use music, try hiking or walking and add variety to their program to make it more fun.  Have them exercise with friends.  Studies show you tend to achieve better results that way because it will become more difficult to skip workouts.  There is also no evidence to suggest that exercise needs to be painful.  If it hurts that much, your clients may be doing too much, too soon.  While exercising, they may feel some discomfort, muscular fatigue or a burning sensation near the end of a set or an exercise bout.  These feelings are normal.  However, while performing an exercise, they should not feel sharp pain.  This is not normal and they should stop the exercise immediately and consult a sports physician or physiotherapist.  All of us have experienced muscle soreness after a new activity or highly intense workout.  Remember the feeling after your first day of skiing, first aerobics class or the first run of the summer?  This sensation is referred to as delayed onset muscle soreness because it usually takes one to three days after the workout to kick in.  Many participants rate the effectiveness of a workout by how sore they are afterwards.  But it you are training appropriately, there is no need to be sore.  It is okay to think “Hey, my muscles feel like they had a great workout yesterday.” However, if your clients have a problem getting out of a chair, walking, or even just moving, they are training too hard – and not very sensibly.  To reduce the likelihood of extreme muscle soreness from training sessions, always warm up, cool down, and stretch your clients and progress them slowly.  Once they have established a consistent exercise routine, there are no extra health benefits from pushing them to be extremely sore.  Remember – pain is a warning signal that their body has done too much too soon.  When they experience extreme muscle soreness or pain, back off on the intensity of the program and progress more slowly.  “No pain, no gain” is a myth.  Pain is not necessary to improve their fitness and get results.

I’m too out of shape to exerciseOne survey found the top reason why people choose not to join a gym is because they want to get into better shape or lose weight first.  This backwards approach may never get your clients to their goals.  Help your clients feel comfortable going at their own pace and wearing whatever they want or design a program that allows your clients to workout in the privacy of their own home or neighborhood.

The Gym scene is not my thing
Sorry this will not wash.  There are literally hundreds of things you can teach your clients do at home to help them get in shape.  You could even suggest a couple good videos or books to help them.  And luckily, our studio is a very non-intimidating environment.

Stay tuned for next week’s obstacles & excuses…and how we combat them!

PRODUCT SPECIAL: This “5 Week Overcoming Obstacles & Excuses Series” is just a small sample of the type of information we provide in our Client Programming Systems & Forms Package. This package comes with all of the client programming systems we use to create the best and most consistent training sessions for our clients….and it comes with all of the client forms we use everyday….and it comes with our Fitness Results Manual!  Get  20% off our Client Programming Systems & Forms Package by entering promo code CSF20 at checkout. That is almost a $200 savings that you don’t want to miss.  We will even put $600 toward the full Business of Personal Training System if you decide you need the full deal after purchasing the Client Programming Systems & Forms Package!

I have no energy
Those who exercise regularly know from experience that exercise actually leaves you with more energy!  Some helpful strategies for overcoming this obstacle are to have your clients’ schedule exercise when they are less likely to feel exhausted from a long day at work or with the kids.  Have them get up 45 minutes earlier than everyone else and go for a walk.  It will start their day off on a positive note.  Suggest they keep their fitness gear in the car so that on the way home they can stop at the gym for their workout.  If they go home first, the couch and TV may be too tempting after a long day at work.  Or if they do find themselves skipping out on their workouts because they’ve got no energy, have them schedule in their workouts with you or a friend.  Whether they are tired or not, they still have to be there because someone is waiting for them.

I’m too old to start exercising
No, they would be too old not to exercise!   Every decade a 30-year-old sedentary individual will suffer from a 10 percent decrease in muscle mass and aerobic capacity and a reduction in flexibility.  Bone density deteriorates starting at age 35.  By the time your clients are 68, they will have experienced an 80 percent decrease in strength.  By age 80, an individual will have lost half of their muscle mass.  The good news is that if your clients exercise, these statistics will improve dramatically.  Even people as old as 90 have experienced the positive benefits of exercise so it is never too late to get started.  The Surgeon General’s Report indicates that 30 minutes of activity every day is enough to achieve various health benefits.  The level of activity is equivalent to gardening, performing household chores or light walking or cycling. Consider enrolling your clients in a line-dancing or ballroom dancing program.  Perhaps Tai Chi or Mind/Body stretch would be enticing to your clients. It doesn’t have to be intense, but they do need to start doing something!

Stay tuned for next week’s obstacles & excuses…and how we combat them!

PRODUCT SPECIAL: This “5 Week Overcoming Obstacles & Excuses Series” is just a small sample of the type of information we provide in our Client Programming Systems & Forms Package. This package comes with all of the client programming systems we use to create the best and most consistent training sessions for our clients….and it comes with all of the client forms we use everyday….and it comes with our Fitness Results Manual!  Get  20% off our Client Programming Systems & Forms Package by entering promo code CSF20 at checkout. That is almost a $200 savings that you don’t want to miss.  We will even put $600 toward the full Business of Personal Training System if you decide you need the full deal after purchasing the Client Programming Systems & Forms Package!

I don’t have enough time.
If your clients are having trouble finding time to exercise, they are not alone.  A perceived lack of time is one of the most common excuses for not starting or for quitting an exercise program.  But it really does not wash.  We have clients who manage large businesses, clients with 6-8 children and clients who seem to do it all.  How do they do it?  They make health and fitness a priority in their life.  When life gets rough, exercise is usually the first thing to go when, in fact, it should be the last.  Exercise is the glue to mental sanity when life becomes chaotic.

Somehow, when other people need your client, their needs tend to end up on the back burner.  Someone at work asks them to complete a project, their spouse needs their attention, their kids need some quality time, their friends are asking you why they have not called, and they have got a to-do list that extends well into the next 6 months.  You can see how easy it is for your clients to convince themselves that the morning workout can wait until lunch and then until after dinner.  Or maybe tomorrow and finally, “I’ll get back on track next month!”  Commitments, responsibilities and the demands of work, family and social life are always going to be there.  When your clients allow their own needs to become second to everything and everyone else, they will end up the loser.

Research, in fact, shows that people who exercise are more productive at whatever they are doing.  Translation:  Your clients will be able to do more when they are in good shape.  As for believing exercise is a huge time commitment, even 10-30 minutes a day, if done consistently, can result in health benefits for your clients

Have your clients make an appointment with themselves, just as they would for a doctor or dentist or a meeting with their boss.  That way, when someone asks if they can meet at 5, they can honestly say, “Sorry, I’ve got an appointment.  How about at 4:00?”  Scheduling fitness into their life is why personal trainers have become so popular.  Now, they are accountable to you as their trainer as well as to themselves.

Convince your clients to stop putting it off!  You’ve probably heard these before.  “I’ll start exercising right after New Year’s…in the spring…right after I’m finished with this huge project…once the kids get older…once the kids leave home…after I’ve retired…” Stop making excuses.  Now is the time for your clients to start because there will always be things competing for their time.  They can choose to make exercise a priority in their life now or wait until they’re forced to make it a priority.  Have you ever heard of the saying – People who cannot find the time to exercise, will be forced to find the time for illness?  We take our health for granted until we get sick.  People who swear they do not have a minute to exercise, and then find themselves hospitalized for bypass surgery and out of commission for weeks, soon recognize that the extra time taken to exercise would have been well worth it!  The message is clear.  Unless your clients take care of themselves now, one day they may find themselves unable to take care of their business, family or any of their other interests.

Another helpful strategy for overcoming the time obstacle is to have your clients sit down and record how they spend their time in a typical day.  Have them then go through the list and identify any time wasters.  It could be the television or computer or perhaps there is someone at work who constantly interrupts them making them less efficient.  Help them determine how they could manage some of these time wasters.  For example, if someone at work takes up a portion of their time, have your client make it known that from 10:00 until noon they are not to be interrupted so they can focus on some important projects.  Your clients will discover that they do have time to exercise – they just need to restructure their schedule to make sure they have time for the important things in life.

We have heard all of the excuses and we will help you help your clients overcome them all!  Stay tuned for more next week!

PRODUCT SPECIAL: This “5 Week Overcoming Obstacles & Excuses Series” is just a small sample of the type of information we provide in our Client Programming Systems & Forms Package. This package comes with all of the client programming systems we use to create the best and most consistent training sessions for our clients….and it comes with all of the client forms we use everyday….and it comes with our Fitness Results Manual!  Get  20% off our Client Programming Systems & Forms Package by entering promo code CSF20 at checkout. That is almost a $200 savings that you don’t want to miss.  We will even put $600 toward the full Business of Personal Training System if you decide you need the full deal after purchasing the Client Programming Systems & Forms Package!

Yours in health, fitness and business,
Sherri McMillan

PS.  We LOVE PTontheNet!  Our trainers use this online resource daily.  If you want to give it a try make sure to enter promo code NWPT at checkout to get 10% off your registration.  Go HERE to learn more.

PRODUCT SPECIAL: We are also announcing our April product special.  Get  20% off our Client Programming Systems & Forms Package by entering promo code CSF20 at checkout.  This package comes with all of the client programming systems we use to create the best and most consistent training sessions for our clients….and it comes with all of the client forms we use everyday….and it comes with our Fitness Results Manual!  This is almost a $200 savings that you don’t want to miss.  We will even put $600 toward the full Business of Personal Training System if you decide you need the full deal after purchasing the Client Programming Systems & Forms Package!

At Northwest Personal Training, our Spring Weight Loss and Makeover program has been a huge winner both from a financial and a client success perspective. Here are some of the details of our program:

How does the challenge work? Everyone will be assigned to a trainer’s group and the groups will compete against each other throughout the challenge.  A client can either be randomly assigned to a trainer’s group or request a certain trainer. A client can make this challenge as self-motivated as they like or they can utilize our services to help them through the process and maximize their results. Weekly weigh-ins are required so we can check their progress, and adjust their plan accordingly. The teams’ trainer is there to help clients stay motivated and answer any fitness questions they might have.

The program will be launched Wednesday April 25th at our Vancouver studio.  At the program launch clients will be weighed in and provided with exercise and nutrition guidelines to help them transform their body!  Note: If for whatever reason they cannot make it to the program launch, they must be weighed in at the Vancouver studio between April 23^rd – April 29^th unless otherwise arranged.

The final weigh-in will occur between June 4^th -10^th at Vancouver studio unless otherwise arranged.  All results must be in by June 11th at the very latest with no exceptions in order to calculate results.

The team with the greatest percentage weight lost will be deemed the winning team (although everyone is a winner in our books!).  Bragging rights go to the Personal Trainer with the winning team!

Spring makeover Challenge Options:  Clients pick an Option that works with their needs.  Here is how we promote the various options.

Flying Solo: I know what I need to do.  Just give me a finisher’s gift, weigh me in, and I’m good to go. The competition is all I need to keep me going.  Cost:  $47

Jump-Start: In addition to a finisher’s gift, can you please provide me with a NWPT Results Manual and take my pre and post girth and body fat measurements (2-30 minute appointments).  Cost:  $97

Rookie: I’m new around here and this will be a great opportunity to get me started on a trial membership.  Please provide me with a Group Training membership during the challenge in addition to the finisher’s gift, NWPT Results Manual and pre and post measurements (2-30 minute appointments).  Cost:  $197

Coach Me: Help me through this process.  Includes finisher’s gift, NWPT Results Manual, Pre/Post Measurements (2-30 min appts), and 12-30 minute private training sessions (suggested 2 sessions/week).  Cost—Members: $527  Non-members:  $597 (includes Group Training membership during challenge)

Tandem: Guide me closely on this journey.  Includes finisher’s gift,  NWPT Results Manual, Pre/Post Measurements (2-30 min appts), and 12-60 minute private training sessions (suggested 2 sessions/week). Cost—Members: $927 Non–members:  $997 (includes Group Training membership during challenge)

Inspire a Friend – Motivate a non-NWPT buddy to join & you BOTH get 10% off entry fee!

Besides the health benefits and bragging rights… This year, each week we are going to reward the individual that loses the most weight with a gift… $25 gift certificate for Northwest Personal Training.   

Grand Prize: Overall Male & Female winner will receive a plush gift basket filled with gift certificates and products… Including but not limited to an hour massage, 3 Endermologie treatments, $50 to Fit Right NW, Manicure & Pedicure, Climbing 201 – Belay On course, One night stay at Briar Rose Inn Bed and Breakfast, a bottle of Sycamore Napa Valley Cabernet Sauvignon, and $40 Dinner ~ Uptown Pasta.

Each registrant also receives a Fat Loss workbook that includes nutrition and activity logs, educational information, homework assignments and more.  We sell the rights and license to use this “NWPT Results Manual” for your own Fat loss programs or Weight Loss challenges and this month we are offering 20% off the normal rate. You can find more details on this topic, all of the forms we use to bring clients through this process and so much more in our Fitness Results Manual.   Learn more about it in this video where I walk you through all of the different sections of the manual.

Not sure if she really absorbed a word I said but it reminded me of my first job in the fitness industry at GoodLife Clubs in Canada. It was grilled into our minds the concept of BAM. BAM is an acronym and it stands for the BARE A$$ MINIMUM. We were taught that we have to know the exact minimum we needed to achieve to reach success – which is always more than the ‘other guys’. GoodLife Clubs are the most successful chain of clubs in Canada and it’s obvious why. They set the parameters for work ethics and productive action steps.

In order to achieve great things, you have to understand your personal BAM. So, what is your BAM? Here are some thoughts I shared with our team at NWPT today:

• I will always greet each client I see with a warm and personal greeting using their name as often as possible
• I will give out 2 Gift cards each shift
• I will make 2 motivational/sales calls each shift
• I will try to learn and memorize at least one clients’ name each da
• I will send out a motivational email each week
• I will always hold clients accountable and ask about their exercise adherence from our last session
• I will promote one event to each client each day
• I will always finish off each training session with a nurturing stretch
• I will contact inactive clients at least once per month
• I will always look at the my schedule every day for the upcoming days/week and make contacts to try to fill any open time slots

Come up with your BAMs and watch your career shine. Developing these types of habits now will benefit you immensely no matter what you do later in life!

The type of person who holds this belief system “This isn’t really my ultimate job or career so I’m not going to go above and beyond. I will wait until I’m doing what I really want to be doing and then I’ll give it my all!”…those are the same types of people who will never find themselves doing exactly what they want to do because incredible opportunities will never find them. Go the extra mile and people notice! Put in below the bare a$$ minimum and you will probably struggle your whole life.

Here’s a great quote that sums it all up.

“If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, here lived a great street sweeper who did his job well.” Martin Luther King Jr.

Yours in health, fitness and business,

Sherri McMillan

P.S. We are currently promoting our Spring Makeover Challenge we use to help our clients lose a significant amount of weight and help to increase our spring training revenues.  You can find more details on this topic, all of the forms we use to bring clients through this process and so much more in our Fitness Results Manual.  You can own the licensing rights to the Fitness Results Manual and make it your own.  Learn more about it in this video where I walk you through all of the different sections of the manual.

If your clients want to change something (their weight, their nutrition habits), they have got to change something!

Makes sense, doesn’t it?  But change is difficult.  Most people attempt major changes in their life without setting up a framework for success.  How can you get anywhere without a map or a game plan?  This is where you (the Personal Trainer) comes in!

Finding the motivation and inspiration to adhere to the changes in life day-in, day-out, is challenging.  Many people have very good intentions and start an exercise or healthy nutrition program, but within a few months 70 percent of them have dropped out.  When people quit, it’s because they can’t find a reason to keep going.  Motivation boils down to being sick and tired of the current situation and associating pleasure with the situation once the goal is achieved.  If your clients can associate enough displeasure with their present scenario and enough excitement towards achieving their goals, you’ll pinpoint their personal motivation for exercise and healthy eating and it will be much easier help them stick with their program.

Ask your clients to take these important steps to uncovering their true motivation:
Write down all the reasons you want to achieve your goals
~ The only rule with this list is that none of your goals can be related to your body size, shape or weight. Stay away from listing a goal such as losing 10 pounds or 4 inches off your hips.  Let’s keep this list positive, action-oriented, and focused away from body image~

Write down how your life will be better
~ Here are just a couple examples: wear whatever you want, your energy will improve, your blood pressure will drop, you’ll feel comfortable in any environment, you’ll be more productive at work, you’ll feel more self-confident, you’ll lower your risk for developing heart disease, cancer, osteoporosis, you’ll have enough energy to go hiking, play with your kids/grandkids, etc. ~

What went wrong last time?
~ Outline any obstacles that have surfaced in the past or that you expect will surface in the future.  Once you have outlined the potential obstacles, then you can determine your strategies for overcoming them.  You will be prepared – no surprises!~

Taking the time to sit down with your clients and have them physically write down this information will help them dig deep and find their true motivation.

As Buddha says:
“There are only two mistakes one can make along the road to truth; not going all the way, and not starting.”

Yours in health, fitness and business,

P.S.
You can find more details on this topic, all of the forms we use to bring clients through this process and so much more in our Fitness Results Manual.  This is the resource tool that we use to generate $20k every year with our Spring Weight Loss Challenge.  You can own the licensing rights to the Fitness Results Manual and make it your own.  Learn more about it in this video where I walk you through all of the different sections of the manual.