"A Day in the Life of a Personal Trainer..."

2009 Recap!

2009-12-17T07:03:00.001-05:00

2009 has been an incredible year for me. In my personal life, I married a great woman and we have begun our lives together. 2009 had some ups and downs, however, I was preoccupied with plans for my wedding and producing my last DVD product Shatterproof Spine. A bit different than my previous video, Shatterproof Spine hit upon a topic that I feel is a very important in obtaining new clients and retaining old ones. 80% of the American population suffers from some sort of low back pain and discomfort; so why not develop a product that addresses the specific concerns of this debilitating condition? Shatterproof Spine is a lecture and practical using the works of Stuart McGill--renowned low back expert--and applying his findings and research to training.

Over the course of the year I have received tons of great feedback regarding the blog. Most of you have enjoyed the many diverse topics I have posted including:

Are You Still Learning?

Getting Rid of Chubbiness

Basics 101: The Hip Hinge

When a Client Teaches a Trainer
Staying Power in Personal Training

My training business has seen a rise in production too. I have learned how to attract new clients through effective marketing and closing skills. I have acquired a number of clients with multiple issues that need addressing with corrective exercise programming and proper cueing. As the year went on, so did the learning process. Its funny how much you can continuously learn more about your craft if you know where to look. This year I finished a number of books, including:

Dave Tate's Raising the Bar

Power Posture: The Foundation of Strength

Starting Strength (2nd edition)
Never Let Go: A Philosophy of Lifting, Living and Learning
...and I have begun to read Coach Boyle's newest book:
Advances in Functional Training: Training Techniques for Coaches, Personal Trainers and Athletes

I have had the opportunity to interview many strength coaches and fitness professionals that I admire--most of which have had a profound effect on my own training and approach to program design. Some of the coolest interviews I have conducted this year include:
Eric Cressey

In 2009, I also completed another project with the National Academy of Sports Medicine. This new project entails helping young trainers develop the essential business skills to become more profitable and potent in their job hunting endeavors.

I envision 2010 becoming a "break out" year for me. As wedding plans are now over, I can now fully concentrate on my business, training, and continuing education to help further me more and more into this profession that I truly love. I can't wait to share it with all of you! Be on the lookout for more great content in over the next 12 months!

Things I Did Differently in 2009

2009-12-14T06:49:00.000-05:00

My training business has been on a steady growth for me the last year and I think it correlates with my growth as a person. The more I learn about training, exercise programing, and the human body, the better I can serve the customers that come to me. My on-line business has also grown the last 12 months, and it is no surprise that most of the on-line relationships I have developed with other professionals have helped to cultivate my unfolding growth.

Personal and professional growth comes with its trials and errors. And I have committed plenty of errors over the years. There is nothing wrong with making mistakes in life, however it is important to learn from them--if not the first time, definitely the second time. I believe that the obstacles I have run into over the past few years in my business and personal life, were avoided the last 12 months using a combination of introspection, patience, and planning.

Things I Did Differently in 2009 to Help My Training & Online Business

1.) Joining Facebook & Twitter

The biggest and most important step I took to enhancing my business was finally joining online networks: Facebook and Twitter. For a while, I detested online networking and was not willing to give it try. But one day, I decided to try out Facebook and within a month, I was hooked. I loved connecting with old friends from childhood, high-school, and college. Then, one I was able to connect with my readers...it took my Facebook experience to a whole 'nother level. Joining these online networking websites allowed me to share a side of me that is important to those that read my work. I am a human that loves what he does, and loves to have fun with loved ones and friends. Facebook and Twitter allowed potential clients to "review" me before they hired me and learn a thing or two about my persona and training style. And that in itself makes it an effective tool. This is by far, the most important thing I have done to increase my business.

2.) Formed respectable relationships with other coaches and fitness professionals

Facebook opened me up to many professionals that I highly respect, and it allowed me to reach out to them for help. With a bit of coaxing, I befriended some fellow coaches that helped me along the way with words of encouragement, advice, and collaboration. In 2009, I have conducted 11 interviews with other professionals. These opportunities have allowed me to learn from, and connect with those that I am professionally fond of. I am profoundly grateful for the help and coaching that these individuals have given me over the past 12 months. My advice to anyone seeking to enhance their business: Develop mutual respected relationships with those that you want to emulate. You can learn alot from those that you look up to.

3.) Concentrated on creating quality content.

I learned that if you are going to run a blog and a website, you should put out quality information. Especially if you are going to spend some time on networking sites like Facebook and Twitter, putting out quality info is paramount. Over the past 2 months, I refined my writing skills. I bookmarked tons of fitness referencing sites and learned how to cite sources correctly in writings. The key to becoming a good writer is to write alot. Sounds simple? Well, it's not. Depending on how much you know about a subject; how much time you can dedicate to a certain subject; and what kind of information you can dispel on a certain subject that hasn't already been printed can be a daunting task. That is why I spend alot of my free time on other professionals' blogs. I love reading other people's online work. Reading the work of others is a learning experience culminated with inspiration, motivation, and discovery.

4.) Avoided discussion boards and online forums.

Possibly the smartest thing I could have done in 2009 was avoid online forums. It is true, I used to venture on discussion board and forums numerous times a day. In between client sessions, on break, or at home I would try my hardest to provide and contribute my own take on the numerous topics that were discussed centered around fitness and training. But that proved to be a double-edged sword. Forums are a love-hate component of the world wide web. You can gain some decent information shared by other or you can be castrated by a horde of strangers simply for thinking against the grain. Some--not all--forums house negative people that hide behind an anonymous cloak of handles and user IDs that are ready to strike if the majority is threatened. I guess it is no differentl than in life. When you force others to think outside of their comfort zone, they react by using malice or parsimony.

5.) Put out more learning products.

I have a host of products (books and DVDs) that concentrate on one thing: making you a better exercise trainer or enthusiast. My goal is to have you walk into the gym or wherever you train and stand apart from the countless fumblers that walk from machine to machine like zombies; or the circus performers that try a "salad" of different exercise methods in one session. I don't create products that promise fat loss...or bigger benches...I'm not that specialized. Frankly, I can't claim my methods are that effective if I am not there observing every detail and reinforcing specific cues. So, neither should the countless other Internet experts that claim their program exists only to make you leaner or stronger. If it was that easy, I'd have a new product out on the market: The 6-Week Jumping Jack in the Corner Fat Loss Program. I'm joking of course...kinda.

Shatterproof Spine was bred from my experience working with many golfers that described intense low back pain. After countless observation, training, and assessment--I figured it was localized to a mechanical problem with the muscle/tissue quality of that area. Sever problems pertaining to discs were referred out but the ones I could help were worked on using a bullet-point scheme:

Glute activation/strengthing
Tissue manipulation & Flexiblity
Core strength

Without a doubt, Shatterproof Spine became my best seller. The DVD, along with my entire catalog, are workshops that detail a lecture and practical. So you still have to take notes. But, instead of flying to a location to sit in on a seminar, I record them and ship them out to you. Nothing wrong with traveling to seminars. I encourage you to get out there and invest in yourself. But I found my passion of teaching others and that passion, hopefully transcends into quality.

How a Trainer Writes Articles

2009-12-09T08:35:00.000-05:00

I receive alot of emails regarding some of my articles and my writing style. Albeit, I am still a student of the game and writing is an ongoing development, I do use certain sources to draw my inspiration and ideas from. I want to pass that information along to you. If you are interested in sharing your work with others, it is important to provide quality content. Many people ask me how do I write? Truth is...I write about something everyday--fitness related or not. Short or long. General or elaborated. But I write. I believe it is important to provide quality information that people can use and are intrigued by. If that material makes you more money, so be it. If it makes me a better professional outside of the Internet, so be it. However, in this day of fast money and 20 year-old millionaires, the content of your character is always reflected by what you give out to your customers. And hopefully, I have improved each week doing that.

To give you an idea of where I look for inspiration on content, here is a list of some sources I frequent when writing.

My everyday life. Its true as the title of this blog suggests.

Sources:
http://www.physsportsmed.com/ (good place to get ideas)
http://www.training-conditioning.com/ (great print magazine that you can receive for free)
http://www.asep.org/journals/JEPonline (important to back up what you write)
http://www.ncbi.nlm.nih.gov/pubmed/
http://www.getbodysmart.com/ (in case, you forget some anatomy)
http://www.tmuscle.com/index.jsp (you have to sift through some of the BS on this one)

Citing References Correctly:
http://citationmachine.net/

Blogs I Read:
http://ericcressey.com/ (great info, great writing style with a mix of videos)
http://www.tonygentilcore.com/
http://www.mikereinold.com/ (smart dude)
http://www.robertsontrainingsystems.com/ (another smart dude)
http://alwyncosgrove.blogspot.com/

Exercise Examination: BB Cuban Press

2009-12-07T06:27:00.000-05:00

NAME: Cuban Press

LEVEL: Intermediate

PREREQUISITES: Good shoulder health with no apparent pain from impingement, tendonosis, or joint inflammation.

PRECAUTIONS: Risk of impingement is high during the first phase of cuban press (up phase). However, external rotators will be isolated and strengthen with this exercise. Dumbbells may be used, if barbell causes pain within shoulder.

Izzo's Take: I like it...but don't love it. I think it is a great 'warm-up' exercise for the shoulder girdle, however, I don't see many young, eager, testosterone-driven lifters going "light" on this exercise. When plates are added to the bar, essentially it becomes a clean/push press. That is fine, as long as they have progressed the exercise correctly using good form and have no apparent problems. Also, I am not sure about the author's claim that it "will increase your bench press by 30%"...I think proper technique alone will increase your bench by a certain percentage, but this exercise is great for the external rotators of the shoulder (infraspinatus and teres minor). These muscles are typically neglected in bench circles.

Looking at Dowager's Hump

2009-12-02T06:48:00.005-05:00

A few weeks ago, I finished a book aptly names "Power Posture", by Lee Parore. It is a very good book that really emphasizes strengthening the body's center base (pelvis to thoracic spine). When you really think about it, having optimal posture is about protecting the spine during movement. The spine serves as the chassis for the human body and we are only as strong, erect, and powerful as the condition of the spine is. That is why most corrective exercise emphasizes on maintaining an optimal posture and strengthening any weak links to ensure that the spine is maintained through physical activity and life.

The book also touched up upon something that I have been seeing my some of my overweight patients--mostly women up-wards in age--that I think most of you have seen.

Dowager's hump is a condition mostly seen in women (however some men can develop it also), that develops during advanced stages of osteoporosis. Exacerbated by poor posture, when one's posture is slouched over (kypohsis) for long periods of time (years) and a weight gain occurs, the spine begins to "bow". Much like the shape of a bow (bow and arrow), gravity continuously pulls the mass forward. If there is a pronounced weight-gain anteriorly (belly fat), the condition of the posture worsens. As the process of kyphosis (slouched over) progresses, slight fractures in the vertebrae may occur. This process is due to aging and the onslaught of osteoporosis. As the condition advances, a "hump" forms at the base of the neck. Sometimes, the hump is made up of fatty tissue or flesh in overweight individuals. This condition was terms "Dowager's"--meaning dignified elderly woman--because it is typically seen in aging females.

As a fitness professional, what can you do to help your clients or friends prevent the unsightly appearance of Dowager's hump?

1.) Practice good posture - it doesn't matter how many corrective exercises for posture you place in an exercise program; if they do not practice optimal posture during the day excessively, your exercises will never win.

2.) Consistency with good posture - building optimal posture is about consistency. Everyday gravity is waging a war on static muscles to "let go" and release; pulling the spine into a "bow". Combating this is very important through awareness in seated positions, walking, and standing for prolonged periods of time.

3.) Work the back - poor posture is a combination of weakness of the posterior muscles and overly strong anterior muscles. Maintain your back muscles--specifically the rhomboids, erectors, low traps, teres minor, infraspinatus, and glutes--strong through corrective exercise designed to target those areas.

4.) Move! - if you are upwards in age and overweight, it is time to lose the excess weight. See a nutritionist and follow a healthy eating plan. Combine that by following a sound exercise program or simply move more! If you are upwards in age, join a class that involves others in a social atmosphere and move!

Hope this helps you to understand what that meaty looking hump is on your overweight client or aunt's neck base is. Read more about Dowager's hump here.

9 Things I Observed While on a Cruise

2009-11-30T07:09:00.001-05:00

Returning from seven days on a cruise ship is tough. For 7 days, 3200 vacationers, newlyweds, and retirees are pampered and treated to the most exquisite gluttony desires while sailing the ocean blue to exciting exotic islands. Let me be honest with you and tell you that I took full advantage of what the cruise had to offer...plenty of food, booze, and sun. It was my honeymoon for crying out loud and you only have one in life...hopefully, right?

As a fitness professional, you never turn off your "senses". Even on a floating wonderland made of tons and tons of steel, to sands of paradise, I learned alot about myself and the people around me. Albeit, many travelers were from countries abroad so the experience surely taught me a thing or two about cultures overseas.

9 Things I Observed While on a Cruise

1.) Fitness Centers - Who really works out while they are on a "city on the sea"? Surprisingly, many do. Although, poor exercise form is contagious and many exercisers were using poor form on 80% of the exercises they performed. Most of the ship's facility was made up of machines and cardio pieces and albeit, I tried to run on a treadmill to burn off the bold amount of calories I consumed; but it was rather difficult with the slight rocking of the boat. In my opinion, given the fact that most vacationers list "exercise" last on their to-do lists, I appreciate the number of people using the facility and making an effort to "neutralize" their weight-gain through some activity (besides the act of shoveling food into your mouth at all-day buffets).

2.) Cruise Ship Trainers - Hmmm...I got a chance to speak to one from Italy. And although he had the lean, chiseled body to go with his model good looks, I don't think he really knew much about exercise programming and anatomy. However, I will categorize this as a "victim of circumstance". I don't think many of the trainers that work on cruise ships actually acquire clients that are serious about training. It's simply a case of "hand holding" for motivational purposes. On a cruise, the intent to exercise may be there, but the motivation to really put in some serious effort may be absent--therefore, a machine caddy is in need. I'll give these trainers props for working long hours and dealing with obnoxious travelers that would rather take advantage of the spa massage rather than a set of chins.

3.) Buffets - Gee...where do I start here? The amount of food consumed on a cruise may equal a decade's worth of Thanksgiving dinners. Its funny how much food people eat when they don't have to pay for it or cook it. Another thing to consider about buffets...give people choices of different foods and they will load their plates and say they are "trying" a new edible treat.

4.) Sitting in the Sun - I don't know why, but it makes you tired and sleepy. Add a stomach full of buffet food and it makes you downright sleepy.

5.) Stairs Vs. Elevators - No surprise that even on a large ship with 15 decks, the stairs are not popular. Regardless of the wait time for elevators (sometimes close to 10 minutes!), people will not take a flight of stairs to move up a measly 3 decks to where else? The buffet.

6.) Cruise Ships - Real simple. They are huge. Staff is great...over-worked, but extremely friendly and helpful--considering most are not American, communication is adequate. Its sounds "cool" to say you work on a cruise ship, but after my talk with the trainer I don't believe that so much anymore.

7.) Sea-sickness - Yes, a gigantic cruise liner does rock slightly--especially when you are cutting through the waters of the Atlantic Ocean. But with some over-the-counter Bonine, I was able to enjoy myself without feeling drowsy all day.

8.) Better Bodies Get More Stares - Yes, its true. If you are in excellent shape and look like it, chances are you are stared at and looked upon like you are from another planet. When you are in a sea of gluttony and softies, athletic types are a rare breed.

9.) Active Excursions Vs. Tours - Tours can be boring especially when you ride a bus around an island. When signing up for an excursion, my wife and I could not believe how many of the "non-active" excursions were sold out. Many of the physically demanding activities were still available. Is this a tale of the tape? My guess? Absolutely. No one wants to bust their tail while on vacation. So that left the kayaking, hiking, and dune-bugging to me and my wife.

Thankful for the Power of Choice

2009-11-25T07:00:00.000-05:00

Just want to wish everyone a great Thanksgiving holiday. I know its cliché to simply write "think of all the things you are thankful for in life", but I want to tell you something differently. I have been really getting into the work of Les Brown--a motivational speaker that I discovered while reading Eric Beard's blog--and I want you to be thankful for one thing in your life. Along with your family, friends, loved ones, and mentors, I would like you to be thankful for the power of choice.

The human spirit is fueled by the choices in life that we make. Your spirit is what transcends you and the power to fuel that spirit through the choices that you make minute by minute, day by day, or week by week is something to be thankful for. I meet so many people that live their lives as "victims", or "leaves blowing in the wind". They don't make choices, they make excuses. Their spirit is driven by fear and intimidation. I meet people that feel they cannot choose things in life--they'd rather be reactive than proactive. These are the people that need a helping hand. These are the people that need to discover the power of choice. The decision to do something about your health and your well-being encompasses something much stronger than any steel or iron. It is the flame to the wick.

As professionals, we have the power to help others discover that they have the ability to make a choice and act. This holiday, be thankful that we have that ability--and if you need some direction or clarity in your mission, take a look at this preview of Les Brown's work:

Blind Leading the Blind in Personal Training Business

2009-11-23T06:36:00.000-05:00

There is so much talk of entrepreneurs in personal training lately, that you can't help but want to find out more. The sheer idea of running your own business doing what you love is extremely attractive and has the potential to be very lucrative. Or is it?

It depends.

From time to time, I venture onto craigslist.org to find some clients or put out some "feelers" for people that are looking for personal training services. While on the site, I like to check out the fitness job section and read alot of the so-called requirements for many of the trainer job postings. Many of the posts I read are:

"We will train the right candidate our policies and training methods to ensure success."

"No degree required, just a passion to learn the field in the quickest way possible and start training clients."

"Our specific methods were developed to maximize client results and we expect all candidates to carry them out."

As I read some of these 'requirements" I chuckle to myself. And then I think, "what if these so- called methods are not really that good for the unsuspecting new trainer?"

Sometimes in our pursuit for the goal (making money), we lose sight of the challenges that make us who we are. We basically put all our chips into ONE system or ONE person's perception of attaining that goal. In any profession, we grow progressively by how we respond to each challenge that life throws at us. It makes us who we are and eventually becomes a learning process for life and our chosen profession.

Example: ever meet those people that always recite "we always do this like this"...or "you should do it like this because we did it like this and this is what we got."

I've met plenty of people in the personal training business that had it all: the perfectly clean studio jam-packed with the latest equipment and gadgets...the muscle staff tee-shirts and attractive receptionist. But when we shared each other's philosophy I sensed that they were waaaayyy behind on the latest advances on training. They still put out the same precautions you'll hear from those that don't continue to learn:

"Don't let the client's knee go past their toes."

"We only do squats against the wall using the stability ball."

"No push-ups. Only use the chest press machine".

Its disappointing that so many novice trainers enter the field and are eager to work with clients, but become stuck in a bubble by an independent fitness professional who is stuck in the dinosaur ages of training ideas.

Being eager to start your business shouldn't inhibit your growth as a professional or those which you hire. Ask yourself: is your system or philosophy the best out here? If not, get uncomfortable and find out what other methods work more efficiently and teach your staff the latest in exercise and performance. Otherwise, you are not only holding back your staff--but you are holding back your own progress. Think of it like this: what is your business competitor doing that you can be doing better?

A Dangerous Position?

2009-11-19T07:00:00.000-05:00

Is this a dangerous position?

I don't see it performed often; but when I do, I can't help but redirect my attention away from the person performing it. What does this position accomplish? In my experience, I have seen it popular among two groups of people: yoga enthusiasts and basketball players. The pose, called the "Yoga Plow" is popular in classes where mostly females contort their bodies (or spines I should say) to achieve a stretch in the glutes, hamstrings, posterior erectors, and deltoids.

A more thorough examination of the pose reveals more risks than benefits. The spine is made up of two curves: lordotic and kyphotic curves. The lordotic curve is begins just under the rig cage at around L1. The kyphotic curve begins right around the 12th rib and up to the cervical spine. In simple terms, the spine looks like a letter "S". Each arch is imperative to facilitate proper mechanics of the spine and movement. It is these very arches that set the human species apart from other mammals.

With this position or pose, users are essentially eliminating the spine's natural arches. Over time, repeatedly bending the arches back into a "unnatural" position will cause strain on the ligaments and facets of the joints located along the spine. Depending on the body type of the individual, this position also may compromise the comfort of the internal organs.

As I heard Stuart McGill once say (and often repeated by other strength coaches), excessive bending at the spine in compromising positions is like taking a plastic credit card and bending it. Sure the first few times it won't be a big deal, but try bending the credit card over 100 times. Eventually, you will see the 'white' crease that forms from excessive bending. A few more bends and eventually the plastic card breaks. Think of what your spine goes through over a lifetime.

There are plenty of other ways to lengthen or stretch your glutes, hamstrings, mid and lower back. Remember, just because you can do it, doesn't mean you always should.

Think of how many exercises you think are beneficial for your back, but are really detrimental. If you don't know which exercises are beneficial and what are high risk, its time for you to look into this.

Client Personality and Program Design

2009-11-16T06:55:00.002-05:00

Another question I have received....

Does the type of personality a client or athlete possess influence the way you design their program or a workout? How so?

Short answer? Yes.

I always take the client's personality into account when I design a program. Everyone is different and they should be treated differently. I wouldn't train a soccer player the same as a golfer, or a male the same as a female, so why wouldn't I let personality influence my program design?

If a client has a hard time with motivation or is intimidated by the gym, they need to be progressed a little slower with exercises that will encourage success. Successful execution of the program always builds "gym" self esteem and will keep clients coming back.

In the past, I have been very direct to challenge and motivate my clients - both females and males. Usually and surprisingly, the females always responded better to direct challenges and feedback.

It is not uncommon at times when I have to sit with someone and talk about life outside the gym to get them to open up and let go of their inhibitions in the gym. I have found that most times when general population clients are scared, they "hold-back" in their training and I can't have that. So, I have to break down hesitation, doubts, and apprehension. Sometimes, this takes 1 session or 1 week or 1 month. This is also a 'trust' issue, or what I call an "expectation trigger".

An expectation trigger is when you meet with a new client for there first workout and they are reluctant to give their all because they fear they may not be able to deliver what is expected. As the trainer, if you are able to sense this (and you should be), progressing clients through exercises (easy to hard), and progressing through gym space (smaller space to larger space) will make them more comfortable. Here are some other ways to optimize your client's comfort level and let their personality shine:

1.) Start with consults that are not so serious. If you sense they are uncomfortable or apprehensive, try having a consult sitting on a sofa where your bodies are side by side. Try giving your client considerable distance when you speak. Also, don't be afraid to talk about things not related to exercise!

2.) Use small space. If you own a studio or work in a facility, try using a small corner or area of the floor. Do this a couple of times and this will increase their spatial comfort.

3.) Perform exercises that do not draw attention. Progressing exercises from easy to difficult is simple to understand. But what if your new client is an athlete with incredible ability, but is sensitive to attention? Believe it or not, there are shy athletes. So you don't want to have them swing the fat ropes or jump onto plyo boxes yet. Those exercises draw attention and may be loud. Try to maximize their comfort level with other progressions using complexity and time.

Is Working for a Commerical Gym the Right Fit?

2009-11-11T06:15:00.005-05:00

It has been a crazy weekend for me so I apologize for the delay. Although I have a GREAT excuse: I was married this past weekend!!! So you can imagine where my time was spent ;)

I have a week before I leave for my honeymoon, so I wanted to address some emails that I have gotten over the course of the past couple of weeks:

QUESTION: "I am a certified personal trainer and I have interviewed with a commercial chain fitness center for a job. What things should I look for before I accept this position?"

JOHN: Great question! It seems there is a "hurry" to start up a training business as soon as one becomes certified nowadays. Although it is not a bad thing to think like an entrepreneur, however, one needs to muster up as much experience as possible to really be able to work well with clients and manage a business. Therefore, I always bring my answer back to working in a commercial gym. Typically shunned by most, I believe a commercial facility will hasten your experience faster than being on your own. Why? Commercial facilities have 3 factors that WILL work for you (if you can respond to them accordingly):

1.) The clients are already in-house. Think of it as "shooting crabs in a barrel"...each gym member is a potential client. They are using the facility for one reason or another and CAN use personal training services. I repeat: they CAN use personal training services. No need to fish out of your business zone here, simply get out on the floor and start marketing yourself.

2.) Business development. Every commercial gym service has a quota. The shake bar has a monthly quota, the tanning beds have a monthly quota, membership has a quota, and so does personal training. What does that mean? If you learn the business side of personal training, you will understand what it takes to be successful and stay afloat. Working with a good sales team will enhance your experience at meeting monthly income quotas and help you understand expenses and profit. You will either succumb to the pressure or you will embrace it. In either case, its just business.

3.) Team competition. Working with other trainers can not only be supportive, but it can be competitive. That is not a bad thing. Learn your strengths and team up with fellow staff trainers to encourage each other and keep you motivated on the business-side of things, as well as keeping you updated on exercise programming. You can have 20 trainers working with you on staff, but only the ones that get their clients results really shine!

Finding the appropriate environment to hone your skills takes doing some research and investigating. It's not a bad idea to send your resume to a few local gyms and attend some interviews. It gives you a chance to figure out which 'system' you will flourish in.

Before you attend an interview, I usually recommend new trainers to 'scope out' the gym beforehand. This is typically conducted during peak times. While checking out the facility, pay particularly close attention to the following things:

1.) How busy is the overall gym?

2.) What is the staff doing? Is the front counter staff mingling, busy, or painting their nails?

3.) Are the trainers busy? Do the trainers seem attentive with their clients?

4.) How are the trainers dressed? Professional? Tanks? Shorts?

5.) Is management present? (note time of day)

6.) Does the staff seem to know its members?

7.) Does the club feature new, working equipment? What other amenities? (massage, boxing, classes) This is important because it tells you that this club has a big budget and can pay $$.

8.) Club cleanliness? (Very important!--tells you alot about ownership)

9.) Does the club or management recognize its staff (employee of the month, staff bios) or members (member of the month)?

10.) And most important...did you get greeted at the door?

Remember, as a fitness professional you are also doing the interviewing. Be proactive and ask as many questions as possible. Don't be afraid to ask questions related to sales and business. Some managers like to be asked questions like that. It shows them you are prepared for business success and willing to learn. If you find that the management's philosophy doesn't match up to yours...no big deal. A simple handshake or courtesy message is all it takes to respectfully cut ties.

Big Day Today, Bigger Day Tomorrow

2009-11-06T06:12:00.003-05:00

Today is a BIG Day. Tomorrow is a BIGGER day. Yep...my wedding day. Sorry, no original blog post today. Today, I've got to run and make sure that every "t" is crossed and every "i" is dotted. Today is the day I make sure every vendor is all set and every detail is met. Saturday I will wed the woman who stole my heart.: the person who challenges me, comforts me, and accepts me for who I am.

See you back here on Monday!

Trainer Professional Tip #6

2009-11-04T06:39:00.002-05:00

Another installment in my Trainer Professionalism Provisions....

Looking People in the Eye

I meet many young eager trainers on a monthly basis.

My current intern does great with me. He sits with me for about 60 minutes a week and we go over exercise programming, communication, and client "handling". The other day, I had him go over some forms at the main desk--where the facility entrance is--and greet some of the members walking in. This was a chance to "open him up" and speak to strangers. I figured putting him in a position where he will see alot of foot traffic, will require him to get a little 'uncomfortable'. Again, my intern does a great job carrying out a conversation with me, but then again, personal training is also about building a "working" relationship with your client. That working relationship begins with EYE CONTACT. So this particular day was a lesson.

As I worked with my client, I kept my eye on my intern and watched him greet and speak to people walking in and out of the facility. With each person that spoke to him for more than 30 seconds, I noticed he had a hard time looking them in the eyes. He smiled, yes...occassionally glanced. But sometimes, as a person spoke to him, I noticed he kept looking down, around, and up. What could this mean?

It could mean alot of things. But let's put it into perspective as a professional fitness trainer. A customer likes to be looked at in the eyes. When one speaks and looks at another in the eyes, it is a sign of confidence, trust, and respect. Some salespeople are often deceptive as they will look at someone in the eye, until they say something that is untrue and they will look away for a VERY brief moment. Those moments are quick and go unnoticed. Some people just plainly suck and can't even look at other's in the eyes. Watch how many times this guys looks away and only looks at the person's eyes when he is being spoken to:

How does this translate to a personal trainer? Think back to how many times you have lost a sale and it probably had to do with not WHAT you said, but HOW you said it. If you neglect to make eye contact with a potential customer, the customer may sense BS. That BS may seem like lack of confidence, lack of respect, or overall, a lack of customer service. That customer may think you are not confident in helping them reach a particular goal and therefore, asking them for a fee of $500 is deceiving to them. You place DOUBT in your customer's mind. That doubt will lead that customer out the door--without the sale.

If it's confidence that is an issue--whether in exercise programming or sales--its time to address it. Read books and watch DVD's to learn as much as possible and once you learn all these new concepts; don't leave them bottled up inside your head---TRY THEM! Make yourself a guinea pig and try any new exercise concepts and learn how to make adjustments.

If sales are not your strong point, purchase some selling materials and practice in front of a mirror. My first few years, myself and fellow trainers would role-play in between clients to perfect our sales tactics. Sit across from one another and learn how to make your presentation. It is imperative that you are confident in what you do and can prove results. If not, your sales presentation is a complete hoax. So take your time and address your weak points. Once you master that, work on your communication skills. Addressing people by name, making eye contact, and building trust within the first few minutes of a meeting are essential to your business.

Where can you find more advice on this topic? Try here.

Why I Created Shatterproof Spine

2009-11-02T06:44:00.005-05:00

I work with a number of clients that exhibit the same commonalities:

They sit for a majority of their day.

They are not as active as they want to be.

They like to play golf, yet don't train to play golf.

They complain of low back problems.

When I was young, I had a cousin who kept his hot rod car in one of my Dad's garages for storage. It was a beauty. It was a 1967 Chevy Impala. It was a monster and it had an engine in it that would roar. My cousin used to stop by the house every other week simply to start up the engine and give it some gas. He never took it anywhere, he just simply came over to turn it over and give it a quick shine. One day, he revved it up so much that the picture frames around the house would fall off the walls. One morning, I walked outside to talk to my cousin. He was about 12 years older than me, so he usually thought of me as his "lil' cuz". I asked him why he comes over once in a while to simply start his car and rev it up for a few minutes.

As he polished the hood, the engine purred like a huge wild lion. He looked at me and said, "...because I need to rev it up once in a while so the battery doesn't die."

Today, I think back to that simple statement. Many of the clients I see are like that old Chevy Impala sitting in the garage. They are sedentary for a huge portion of the day, and then they attempt to get up and play 18 holes of golf. When they attempt to "be active" they suffer injuries because they haven't "revved up their muscular system". Like the car that is stored, it's engine needs to be turned over once in a while to keep it running smoothly.

Back to Shatterproof Spine...I noticed alot of the low back issues I was encountering were mechanical issues that could be helped with simple stretching and auxiliary exercise work. With every client that I met that had no previous medical history of disc injuries, we did some direct muscular work on that area and within week's time, low back pain began to disappear. The more education that went into each session, a new found understanding for preventing low back pain formed. And those clients that did sit all day, were able to make the 1 o'clock tee off without any low back pain.

Arming exercisers and trainers with this experience and information (taken from Stuart McGill's book, Low Back Disorders) was the basis of an easy-to-understand resource for a very common--yet resolving condition.

Have you gotten your copy yet?

Interview with Jason Pegg

2009-10-30T06:54:00.000-04:00

Who is this guy? Just another powerlifter? Noooo....

Read my interview with EliteFTS.com powerlifting team member, Jason Pegg as he deciphers what life is like under some heavy iron, and how he--like anyone else--manages to get up everyday and turn his passion into a satisfying career.

Read the interview:

A Powerlifter's Unraveling Perplexity of Training & Life:

An Interview with Jason Pegg

Ball Squats Revisited

2009-10-28T06:49:00.001-04:00

Lately I have been looking back on some articles I've written over the years and reading them. Gosh...its unbelievable how much I've learned in only the last 3-4 years. And through that learning, how I've changed my position on things that I thought were staples in my repertoire of training. For instance, I wrote an article titled, "Not Quite Ready for the Ball Squat" in 2006 and it was meant with mixed reviews.

You see at that time a few years ago, I was watching alot of trainers prop their sedentary clients on a ball against the wall and "squatting" up and down along the wall. What I really saw--looking back now--was sedentary clients leaning all their bodyweight against a 65 cm plastic ball and "rolling" up and down. Many trainers position their client incorrectly on the ball--having clients place their feet too far away from the center of mass. Once they begin squatting, there is no way they can keep their weight on the back of the thighs and heels. It is impossible to re-position the center of gravity (CoG) because most sedentary clients have weak hamstrings and glutes. So the lower they body travels down-wards, the more sheer force is placed on the patella tendon and quadriceps tendon. Hence, the ever familiar "knee pain" sedentary clients speak of whenever they try to "squat". The next step a trainer takes once they hear knee pain complains, is position the client feet further from the center of mass (CoM). Why? Because they are trying to displace the weight shifted forwarded by having the client position themselves to place it on their heels (posterior). This is the position that is normally seen in gyms and taught by unsuspecting trainers:

See where the knees are? See where the feet are placed? The center of mass (CoM: trunk/pelvis) is adjacent to the knees in the down position. This position creates shear forces onto the knee joint repeatedly. Mind you, people that perform this exercise are not hot, young models like the one I found in the picture. Most are 200+ pound sedentary females with already debilitating knee and hip problems.

In the picture, the center of gravity (CoG), displaces the engagement of the hamstrings in the movements. The trunk and upper spine create this displacement by keeping upright along the ball. Let me ask you...stand up from your chair and try to squat with your back and chest perfectly straight and erect, respectively. If you can do it with your thighs going down to parallel, please send me a picture.

Secondly, 90% of your clients will perform this exercise on their "toes". The weight and underlying restrictions they have in the hip flexors and lower back, will cause them to shift the body weight forward onto the "balls" of the feet--creating a more stressful environment for the joints.

It is time to teach clients the old primal movement pattern of a normal body weight squat. I think we, as trainers, have gotten away from basics for favor of fad tools and gimmicks. The stability ball may have its place in a training program--however, for movements that were once natural for the body should be performed...well...naturally.

Wedding Bliss Sale Continues

2009-10-26T06:19:00.000-04:00

Holy Matrimony!! My wedding is in 10 days! Get to this sale before it's over!!! Not much time left. All 6-DVD set complete with bonus download of "Secret Skills of Personal Training" eBook for only $129. Did I mention FREE SHIPPING on all orders of DVD's??

Here is the link: Special Wedding Discount

5 Exercises You Should Be Able to Perform Revisited

2009-10-22T06:50:00.003-04:00

Back in 2006, I wrote an article titled, "5 Exercises You Should Be Able to Perform", which received a fair share of feedback--both positive and clamorous. What were my 5 exercises destined to make this article worthy?

1.) Squat

2.) Lunge

3.) Step-Up

4.) Push-Up

5.) Ab Crunch

Keep in mind, that my experience as a fitness professional stems from years of working with general population clients--not necessarily high level athletes. I tend to work with people that come to me with a host of limitations--both mental and physical. All of which I must sift through to help them achieve a goal. That goal is becoming more active and almost always--fat loss. Upon meeting a client, I tend to always observe their body language as they explain to me what has prohibited them from achieving their goal in the past without me. I LISETN attentively to obstacles they have met and overcome in recent memory; paying particular attention to their tone of voice. Quickly, I assess their level of passion and commitment. Quickly, I profile which activities they will find enjoyment in and which type of instruction they will respond to with success.

With my mental notes intact, we take a brisk walk and talk some more. Sometimes, I am bewildered at how some of "normal" daily activities are tedious and struggling for them. Simply getting in and out of a vehicle is a rambunctious task. Or getting out of bed every morning is a gut wrenching chore that takes almost takes double...or triple the time it takes you and I!

I wonder...can you imagine everyday having to "work" to get out of bed or the shower? Aside from any physical impairment, can you imagine that something such as mechanical weakness or mental fear can rob time from your life and effect your entire perspective of life? Limitations make you negative...they make you weak...they make you dependent on others and in turn, lose your independence. My job is to turn all that around.

So when I wrote the article, I was thinking in terms of movements--not necessarily exercises. My email box was flooded with other suggestions and mostly, that the movements I chosen were too difficult, or were contradictory to a person's limitations. Again, think in terms of MOVEMENTS. Think in terms of how exercises mainly mimick movements and we simply add resistance to them! What a spectacular thing to take a human movement and add a load, and BOOM, it changes the way the body reacts to it! It helps add muscle...it helps improve circulation, respiratory response, and strength!

So lets look at my list of 5 "Movements-That-Are-Exercises" That You Should Be Able to Perform:

1.) Squat - A primal movement pattern learned at an early age and lost as we get older. The triple hip action is the first to go when living a sedentary life. Teach this movement first to your clients and all movements following will be easier. Spend as much time perfecting this movement. A good squat is not learned in 1 session. Remember that.

2.) Lunge - Another primal movement pattern that mimics anyone trying to cross a street quickly. Watch a hasten walk or run, or watch daily tasks such as mowing the lawn, weeding, or laundry. I guarantee you will see different degrees of lunges in all these movements. The trick to a successful lunge? The ankle joint and the hip flexor. Read more about lunges here.

3.) Step-Ups - When I encountered knee pain over a year ago, I incorporated step-ups into my regular routine. With certain height adjustments to the step and proper progressions, my knee pain disappeared within months. The step-up gets a bad rap--much like the lunge--because of the knee sensitivity that surrounds certain fitness circles. Truth be told, a flawlessly executed step-up is one of the best exercises for lower body movement and mimics more human movement patterns than any other (that is my opinion). Think of a world without stairs.....

4.) Push-Ups - For every time someone has fallen in their life, I cannot think of a movement that correlates to the recovery of an upright position other than the push-up and my next exercise. Upper body development is crucial to overall human performance and if progressed properly, the push-up is the single most beneficial movement. Much safer than dips, the push-up can be executed in different degrees in order to progress safely and effectively. Trick: Use a Smith Machine with varying bar heights for females.

5.) Ab Crunches - This one caught me a bunch of flack. Why? I understand the ramifications of flexing the spine repeatedly. Trust me...I do. I produced an entire product just for low back pain sufferers. Want to know when the worst time to flex the spine is? Morning--upon wakening. If you read Stuart McGill's work, he stresses the importance of avoiding flexion first thing in the morning because of vertebral disc dehydration. This is the process in which the discs of the spine lose water and therefore, lose a bit of cushion. Over the course of the day, as we are upright; fluid returns to the disc and expands them allowing more cushion for the boney structures. However, getting in and out of bed calls for spinal flexion and understandably, is a motion that we MUST perform. This does not mean we must add 100's of crunches to our routine. It means that we must evaluate this movement and look for ways to make it more efficient. Want to skip this movement? I say add Turkish Get-Ups. This is a perfect polisher for my 5 movements that anyone should be able to preform.

Please add your comments below!

HUGE Matrimony Bliss Sale

2009-10-19T06:49:00.002-04:00

Okay...I am getting married in 3 more weeks. Things are getting down to the wire...that means lots of phone calls to vendors, follow-ups with wedding party, and crossing my fingers for good weather. It actually snowed in Connecticut last week, so I am praying that mother nature will hold out on the cold white stuff for a few more weeks! All in all....I am very excited! Can't wait to get married and begin my new life together with my bride. With that being said...I am feeling extremely blissful and want you all to take advantage of my next offer.

Listen to this...after my wedding, I am taking off for a 10-day Caribbean cruise. When I get back...I have a schedule of projects and workshops that I will be conducting going into 2010. It is time to make room for new products and share information. That's why for a limited time only, I am giving away all 6 of my DVD's (as a set) for a VERY, VERY low price.....and with FREE SHIPPING! To make things even sweeter...I am also giving away a FREE copy of my eBook, "Secret Skills of Personal Training"!!

Blissful right?

Check out the link below to see how low, I am talking!

Special Wedding Discount Sale

Top 5 Easiest Clients to Attain...#1 Golfers

2009-10-16T06:45:00.000-04:00

Wow...finally the number one easiest type of client to attain. Golfers. More specifically...wealthy, baby boomer golfers. I finally realized this group was the easiest about a year ago. The reason for that is I train at a golf club and work with 75% golfers. There are 3 common traits I see in golfers:

1.) They are old.

2.) They are wealthy.

3.) They want to get better at playing golf so their egos remain intact.

Most golfers have been playing for years. I mean the ones that really know the game...
But most have not been training for the game as long. You see, I would say right around the time Tiger Woods began gaining popularity (10 years ago), the sport of golf began to be looked at as...well...a sport. Prior to Woods, golf was revered mostly as a recreational social activity. Men and women would gather on an afternoon and play 18 holes without a worry and burn 3-4 hours of their day on the green. Most club outings center around business meetings, client acquisitions, and leisure. When Woods came onto the scene, all that changed. Woods was an athlete and trained like one. Until Woods, training for golf meant swinging the club a few times before your shot. Now, serious golfers follow a strict regimen of training associated with the amount tournaments that enter.

When spectators noticed that Woods was winning...and winning frequently, consumerism blossomed. Not many people connected Wood's training to his winning. They only connected his arsenal of products he was using. Club manufactures, ball manufacturers, shoe manufacturers, and apparel companies boasted the newest, most advanced products to take a golfer's game to the next level.

You see, it is very easy for a wealthy golfer to drop $700 on a new titanium golf club with advanced shaft technology that promises to send the ball an additional 80 yards; and it is easy for a wealthy golfer to drop $200 on set of golf balls that will soar through the sky after a hard drive and land EXACTLY where you want it. Dropping the money on these products is easy. Old, wealthy golfers are easily manipulated by marketing. If it promises a lower handicap and better drive, they WANT it.

What about training you say? Hosh-gosh...they want no part of it. That's work. They don't need to work and they don't want to. However, no piece of equipment is useful without the hand (and body) that yields it. Soon, enough golf training began to catch on.

But what if I can promise you that a few "balance" exercises can help your swing? Don't believe it? Years ago, the amount of toys that came out of the training catalogs that focused on a "golfer's balance" was astonishing. Suddenly, golfers were standing on BOSUs, half foam rollers, rocker boards, balance boards, and dyna disks.

Today, I meet with golfers that share a common story. They share with me their prior training experience with trainers that involved tons of "balance exercises". To contrast their training, I will have them demonstrate such balance exercises. Guess what I see? I see a sedentary (not always overweight) 64 year old, try to balance on a 3 foot, 1/2 half foam roller as he swings a club slowly. This is the conversation that ensues:

Golfer: "See John, my balance has improved since I worked with the other trainer in Florida. I can really feel that I have control of my golf swing".

John: "So you are telling me that you balance pretty well as you swing your club on that long foam roller?"

Golfer: "Sure".

John: "Tell me, do you swing your club that slow on the green?"

Golfer: "No".

John: "Well then, how about you swing it like you normally would as you stand on that thing?"

Swings faster. Guess what happens? Falls off foam roller.

John: "What happened to that balance?"

Golfer: "Not sure".

John: "Your trainer in Florida didn't tell you or probably doesn't know, that standing on that thing and swinging your club slowly, doesn't transfer to the green. This exercise absolutely does not resemble the real-world game situations that you will face and I guarantee you will not hit the ball any better than you already have. All's you will show for it, is that you will get better at standing on a foam roller and maintaining your balance on it as your swing the club slowly."

Golfer:" So what do I do to get better?"

Ca-ching....

Do you see the direction this conversation will lead to a sale? If you can "un-learn" the present golfer that believes in gadgets, gimmicks, and fad training styles--and teach them the correct fundamentals to improving their golf game, the client is yours. I demonstrate many exercises and drills that will improve a golfer's posture, strength, and coordination here.

Now go get 'em!

Top 5 Easiest Clients to Attain...#2 Brides-to-Be

2009-10-14T06:34:00.003-04:00

As we wind down to the easiest client market to attain, it is obvious that they begin to show a common theme. Each group has a "need" that has to be recognized or discovered. Typically, this is accomplished by the client solely, but often times, it is achieved with the help of the fitness professional. The trainer should be skilled at "creating the need" or "motioning the need". Getting the wheel turning can be a an easy feat---but keeping it training faster and faster is a ongoing project. Here is number two...

#2 Brides to Be

A bride-to-be has alot on her plate. Besides planning one of the biggest days of her life, she also has the burning fervor to look attractive and desirable to her groom and guests. Let's face it, a wedding is a big stage to be on for one day and with all the attention on the bride and groom, it only makes sense to feel comfortable in your own skin. The desperation felt by a bride is caused by the "deadline"" she has. Her "need" to look good equate to feeling good. A bride wants to look attractive, feel attractive---look desirable and feel desirable. Those emotions turn into obsessions with physique alteration. Throw in a deadline (wedding date), and you have a perfect environment for an easy sale.

Most trainers also develop bridal bootcamps--which become successful selling points for all brides and women involved with such an event. Personally, the "weight" of a wedding day is enough momentum to carry into training sessions. The trainer is responsible for keeping the bride to be engaged and committed to the exercise program leading up to the stressful days before the wedding.

Top 5 Easiest Clients to Attain...#3 Seniors Concerned About Balance

2009-10-12T06:39:00.004-04:00

As my rankings begin to narrow down to the number one target market for personal training, please remember a few things:

A. These are entirely judged from my experience. Nothing is written in stone. You may have different outcomes based on how you approach customers or what you see entering your facility.

B. How easy is it to sell a package to these markets really depends on how much effort I put into my presentation. I am not 10 for 10, but I am pretty close on closing a sale with these customers. But if I am pressed for time; in the middle of writing a program or on a call; or I am just too busy to dedicate quality time, I may fail in obtaining a new client.

In either case, I am able to identify the attributes easily to qualify them for their respected ranking.

#3: Seniors Concerned with Balance

Senior citizens shop with their "trust goggles" on. Someone over the age of 70 once told me that if you can help ONE senior with something...they will tell all their friends. I guess it worked because at least once a week, I am approached by a senior between the ages of 60-90 to help them with....drum-roll please....BALANCE.

Let's face it. Aging is a breakdown of the body. Most seniors who don't regularly participate in physical activity can feel the breakdown of their bodies on a daily basis. The aging process is unforgiving--but not entirely out of their control. Most will frequent the doctor for a new prescription to something, and most engage in recreational activity like golf, swimming, walks, or gardening. However, most seniors also loose the ability to keep balance. The body begins to break down the senses needed to calculate each stride or step; or to calculate terrain changes in the surface they walk on. Falling is a common fear in most seniors. If a trainer can help increase the confidence in a senior in regards to preventing falls, the business will flow.

Now when I speak of balance, please don't confuse it with unstable surface training. That is not balance. Seniors need not to balance on BOSU's or 1/2 foam rollers. Seniors need exercises that mimic activities of daily living that depend hugely on unilateral stances, steps, and reaches. Increasing their strength and improving coordination are paramount. Most seniors need help with transferring bodyweight, changing direction, and reactive training. Ultimately, it is a question of strength.

When a senior approaches me with a history of falls, I make an effort to explain my rationale and demonstrate an example of the exercises and drills we will perform. Nothing fancy in the beginning because they will become fearful---fast. It is important to show simply drills in the initial stages of rapport. Easing them into business will help you earn their trust and supply you with more of their friends!

Top 5 Easiest Clients to Attain...#4 Biggest Loser Aspirer

2009-10-08T06:44:00.004-04:00

As I continue the roll with this series, I will pinpoint what have been the EASIEST clients to obtain for me. My rankings factor in the commonalities I see in "need" and "favor of commitment". What is favor of commitment? Answer: The ability to embrace commitment by understanding, acknowledging, and welcoming the expected sacrifices and discipline needed to achieve a chosen goal. Let's face it, some clients do not know what to expect when undergoing a training program with a professional. However, my next group has an EXACT idea of what to expect:

#4: The Biggest Loser Aspirer
Before I get into this one, let me tell you a little about my experience with the show. I think I stopped watching it after the second season. The first year it was aired, I was absolutely EXCITED that personal trainers were being featured on television. Up until that time, the profession did not have a main stage. No one really knew what a personal trainer does for a living. To say that the trainers represent the profession accurately is false. But as the show's initial season went on and I watched what some of these trainers were doing with the obese clients--I was appalled. I understand the need for TV ratings and creating the "WOW" effect, but many of these contestants were put through brutal, ill-willed workouts that had no progression, critique, and were plain 'ol unsafe. Since then, I have stopped watching the show. Now, without getting this into a "Biggest Loser" rant, let me explain how the show helps certain fitness professionals.

Each season, the show airs and the inspiration motivates most overweight viewers. The "Biggest Loser" TV show resembles a late night info-commercial that entices lazy, overweight individuals to get up and do something. Some commercial facilities even stage their version of the program in their facility. Believe it or not, this draws business. And business always picks up in the weeks leading up to the show's finale. Why?

People get jacked.
People get stoked.
People get excited and say to themselves, "I can do that".

I have had 11 clients come to me in the past 4 years weighing over 260 pounds. The heaviest was 387. In each initial consultation, each client told me they were "sick of being fat" and "were inspired by the "Biggest Loser" show. I am not advocating that each client undergoes the same--sometimes ridiculous--training program that is featured on the show, but these people come to you with momentum. The show CREATED the momentum and it is the trainer's job to solidify the "need" for a trained professional to guide them through.

In terms of the theoretical model of change, the precontemplation and contemplation stages are covered by viewing the TV show. When speaking to your potential client, if you (the trainer) can create the need to "lose weight now while we have momentum", then they will likely share in your enthusiasm and purchase sessions.

Top 5 Easiest Clients to Attain

2009-10-05T06:15:00.004-04:00

Take it from a personal trainer who actually trains and makes his living finding clients to train.

Over the years, I have seen "trends"--commonalities in the people that walk in and inquire about my services. The first few years, I didn't quite understand how to sell my services. I tried to sell to everyone the same way. All I talked about was the "benefits of exercise can do this, this, and this..."

Blah, blah, blah...everyone knows the benefits of exercise. Its everywhere. So they don't need me to sell them on that.

However, when I began to see trends in the common needs of the customers coming up to me, I realized that I can tailor my presentation based on what I observed and what I was told through my initial rapport. Let's face it, initial marketing does not end until they sign the contract and you receive the first payment. (And even after that, marketing your services doesn't end, but by then the results your clients achieve become your marketing).

I realized that if I can accentuate and emphasize certain aspects of my sales presentation, I can get them to agree with me more and more. The more they agreed with me, the more I knew they were going to buy my services. Don't get me wrong. This took me years to understand. This took alot of effort to decipher the common "signs" that I would see when a potential client walked in with a spouse, parent, or friend. I call it Client Profiling. I talk about this at length here.

So, once I learned how to curtail my service description to them, I realized that I had the power to get clients depending on how much effort I put in to earn their trust, and ultimately, their money. Sounds like trickery, right? Wrong. There are no tricks. Results were achieved. There were no empty promises. I want to help the right candidates, and in order for me to do that, I need to convince them that I am the right person to do so.

So I came up with 5 specific target markets that I realized are very easy markets to sell to. My rankings are based on how EASY it is to close the sale for each group. Don't get me wrong...many factors go into each sales presentation--season, time of the year, schedule, dedication, support, history, etc, etc...

I have to take these factors into account when formulating my rankings. In the end, they are based on how precise I am in pressing the right "buttons" that initiate a customer to agree that I am the right person to lead them to their goals, and eventually pay my fees. My list will describe the specific groups in order of most successful and easily attained. These rankings may fluctuate depending on your own community, locale, and demographics. So here is my number #5:

#5.) Young Athletes with Overzealous Parents

Parents of young athletes always have dollar signs in their eyes when they look at junior's young athletic career. They think they will be the parent of the next recipient of a 5-year extended contract and 20 million dollar salary. Truth is, aspirations are nice to have...but chances are slim. However, they will rob from junior's college fund to hire a trainer to help their child "reach the next level". Whatever the next level is--the most important thing is to make it fun, safe, and sport-specific. Parents are always eager to have their child participate in training "just like the pros"; and they will pay top dollar for it. If you say the right things to a parent, they will take those dollar signs and put them into your pocket.

How to Get Started in Personal Training?

2009-09-30T06:52:00.003-04:00

Just want to drop a quick post about my new project with the National Academy of Sports Medicine. I am working with them on a new course that will aid many solo fitness professionals. I can't go into too much detail about the project, but it is titled "Business Development for the Independent Fitness Professional".

I firmly believe that the NASM has developed the most complete and comprehensive personal training course available. It is--without hesitation--the number one certifying body that I look for when hiring trainers, and one that I truly believe can help you be the best fitness professional you can possibly be.

What does being the best mean?

It means delivering results for your clients, as well as earning a distinction among your peers and potential customers. The organization is strong, supportive, and distinguished among a sea of so-called other "certifying bodies".

Sure you can start your career with a foot-in-the-door certification, but now NASM has put together a terrific course for those that are just starting out. The Introduction to Personal Fitness Training course contains three chapters from me that detail what to expect in the personal training profession and gets you ready for the NASM-CPT course.

During these tough economic times, changing a career or starting one are not easy feats. Being prepared is your best weapon and NASM helps you do that. Pick up your copy of the course today!