Overcoming Obstacles And Excuses – Week 3

I know that you have heard these excuses from your clients before.  Read this week’s addition to my series on helping your clients overcome obstacles and excuses.

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 hateexercise1 300x162 Overcoming Obstacles And Excuses – Week 3no 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.  Read the rest of Overcoming Obstacles And Excuses – Week 3

Overcoming Obstacles And Excuses – Week 2

Hey Fit Pros,
noexcuses Overcoming Obstacles And Excuses – Week 2Here we are at week 2 of our 5 week Overcoming Obstacles and Excuses series.  We hear these next two excuses over and over again!  It is time to have a response that will help your clients get over these obstacles once and for all!

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!

bofpt dvds Overcoming Obstacles And Excuses – Week 2PRODUCT 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!

Overcoming Obstacles And Excuses – Week 1

Excuses, Excuses…
As you all know all too well…Eighty percent of people still do not exercise consistently enough to enjoy any health benefits.  And clients come up with a ton of excuses as to why they’re not sticking to the program.  Over the next 5 weeks I am going to share the most common stumbling blocks to exercise and ways you can communicate to your clients to help them overcome them.  Now there will be NO MORE EXCUSES!

Stopwatch1 222x300 Overcoming Obstacles And Excuses   Week 1I 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.

Read the rest of Overcoming Obstacles And Excuses – Week 1

Careful and Consistent Marketing For Fitness Professionals

brand1 Careful and Consistent Marketing For Fitness ProfessionalsSo many Fitness Professionals don’t take the time to create a logo, message and image that can stand the test of time….and they pay for it later.  The last thing you want is to realize that the logo and messaging you chose for your business no longer represents who you are.  Thus, forcing you to create new artwork and rebuild your brand.  Get this essential aspect of your business correct from the start! Read how in this important blog post I wrote for PTontheNet.

 

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:bofpt dvds Careful and Consistent Marketing For Fitness Professionals 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!

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Group Fat Loss Program

Spring is here and people start thinking about shedding body fat in time for summer.  So it’s a perfect opportunity to offer a Fat Loss program or Weight Loss challenge.

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:

Read the rest of Group Fat Loss Program

What is your B.A.M.?

Last night I was helping Brianna with a project and checking her homework that was due today.  As I was going through her work, it became very obvious that she put in the bare minimum and didn’t check her work because there were so many errors. So I was trying to explain to her at the young age of 10, the importance of always doing your best.  I was explaining to her that you have to always do more than what is expected to impress your teacher, your coach, your boss etc. Doing the bare minimum will never lead to great accomplishments or success in any area of life.  Do more than what is necessary and great opportunities will come your way.

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.

FRM Video1 What is your B.A.M.?

Enter promo code FRM20 to get 20% off through the end of March.  That is almost $100 in savings.  This resource tool will pay for itself over and over again!

 

Change Something

Hey Fit Pros,

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:
Read the rest of Change Something

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Tell Them This!

How many studies need to be completed that prove diets do not work before our society gets it?  The diet industry is still a multi-billion dollar one and continues to thrive despite desperate pleading from leading scientists telling us that diets do not work.  We need to wake up and take a dose of reality – if it sounds too good to be true, it probably is!

As Fitness Professionals we know that if your clients want to lose body fat….diets don’t work, but how can you explain this to your clients in a way that will really sink in?

Try telling them this…..

Read the rest of Tell Them This!

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Fitness Pros – Do you want to get lucky?

Hey Fitness Pros,

“The harder I work, the luckier I get!”

I always related to this quote throughout my entire working career. No matter what position I held…whether I was a waitress making really good tips and all my fellow co-workers asking “How do you make such good tips?” I always thought it was so interesting that they didn’t relate to the fact that if you just bend over backwards, be extra special nice, really do whatever you could to take care of your customers’ needs, they would tip really well. Some people just didn’t get it. Once I entered the fitness industry, I would write articles for free, present complimentary seminars around the community, attend so many workshops and conferences, read as much as I could to advance my career….and as a result, my career advanced and so many incredible opportunities would be presented to me. In the beginning I had to work hard to find opportunities and recruit new clients, but then opportunities started to find me and clients started to track me down. Some might say, “Wow, you’re so lucky. You get all the good breaks.” But I couldn’t disagree more. I believe that the key to success in anything that you want in your life is “Knowing what you want and willing to do whatever it takes to get it.” Now life is a lot easier for me professionally. I don’t have to work as hard as I did when I first started my career 24 years ago. It’s the whole adage “Short term pain for long term gain”. I’m sure those of you who have been doing this for a long time can attest to what I’m saying. Those of you new to your career, put your time in and you will reap the benefits. Trust me, it works!

Yours in health, fitness and business,

Sherri McMillan

ps. On this note, here’s a resource that if you take the time to watch, I guarantee ‘luck’ will come your way! You’ve only got 3 days to take advantage of this special discount! I filmed a 10 hour Business of Personal Training DVD series that you can purchase and watch at your leisure.  You will learn everything you need to know in terms of marketing, sales, programming, customer service, operations and systems that need to be in place to operate a million dollar personal training business.  For all of my blog readers, we are offering the DVD series at 20% off the normal price all February.  Click on the link below and use promo code BPT20. If you decide to purchase our Business of PT corporate systems and the license to utilize all of our business systems, we will deduct the price of the DVDs from the license.  You can’t lose!

http://www.businessofpt.com/business-of-personal-training-dvd-series/

 

 

Host educational health and fitness workshops and lectures for clients

Health and fitness lectures offer a wonderful opportunity to educate your clients about important topics.  We believe that Education + Action = Results so we value offering education to our clients and then, inspire and guide them to take action, therefore, producing fabulous results! You can’t do better if you don’t KNOW better!

In addition to offering this value-added service to our clients, by encouraging them to bring their friends, family members and co-workers, it also offers a fabulous opportunity to gain exposure for our services.  Afterall, we’ve got a captive audience of people who want to know more about the topic we’re presenting and of course, we are in the position of being the expert but we don’t have the ability or time to address each person’s individual needs during the workshop.  Naturally, these people get excited about our services and what we can do to help them.

So offering workshops and lectures is a wonderful customer service initiative, as well as, a very effective marketing tool.

There are many opportunities to present health lectures or workshops at your gym/studio, corporate facilities, or local businesses or churches.  If you have or want to develop good speaking skills, these types of lectures can definitely help you grow your business.

The most popular types of lectures tend to be anything about fat loss or nutrition.  Workshops that address the best ways to condition abdominals or develop a healthy back also do very well.  You can advertise lectures to specific populations for example baby boomers, osteoporotic women, menopausal women, triathletes, vegetarians, gardeners, or teenage athletes.  You could offer cooking classes or recipe lectures to teach people quick n’ easy healthy meals. The options are endless!

The big question is should you charge for these or not?  It depends on the goal. When we do our in-house, monthly workshops in our studio, we offer them for free to our clients and their guests.  Our focus in on customer service and providing this added value to our clients.  However, often when we go out into the community, we charge a fee to offset the cost of travel and time.  Our average fee is $250.  We have done these workshops for free in the past if we feel the marketing outreach and potential exposure for our business and our services is very high. For example, if we know we are going to be presenting to a large group of people who are all very good, solid potential clientele, we will use the opportunity as a marketing outreach and waive the fee.  If you are going to host a workshop and charge the individual attendees, I’ve generally found a fee of $10-20 per lecture is manageable for most people and if you get an average of 25 registrants, the revenue will help offset the time involved with preparing for the talk.

The power of being in the spotlight as the health and fitness expert in your community is phenomenal.

Yours in health, fitness and business,

Sherri McMillan

ps. I filmed a 10 hour Business of Personal Training DVD series that you can purchase and watch at your leisure.  You will learn everything you need to know in terms of marketing, sales, programming, customer service, operations and systems that need to be in place to operate a million dollar personal training business.  For all of my blog readers, we are offering the DVD series at 20% off the normal price all February.  Click on the link below and use promo code BPT20. If you decide to purchase our Business of PT corporate systems and the license to utilize all of our business systems, we will deduct the price of the DVDs from the license.  You can’t lose!

http://www.businessofpt.com/business-of-personal-training-dvd-series/