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Becoming A Personal Trainer - Top 10 Things I Wish I'd Learned EarlierWhat qualifies me to write this? Well, I've been at it 15 years now. Surviving that long and prospering in this business is exceptional, just ask all the ex trainers! I was a personal trainer when it was still virtually unheard of in the UK. Back then people in the gym game would tell me it couldn't work...not enough clients, American concept - won't work here... you won't make it pay. My path began as an instructor at a city gym... I have actually been sacked for losing the Bosses Dad's flower baskets. That is a story for another day but suffice to say I was saved by the Boss himself, who I guess must have respected me and my work ethic. See number 6, befriending management and staff is a very good idea guys! I realised then that I needed to turn the corner and be more independent, so I could support myself even if a gym chucked me out... So here is my top 10 list of things I wish I had learned earlier as a trainer wishing to do well. 1) BE YOURSELF. Don't be too concerned with being 'professional', that's boring. The client buys you, not a professional cardboard cut-out. I know for example, that as a 'professional', I am not meant to swear, but hey when I am in the middle of a high intensity session with a client then, shit yes, I do swear. 2) LISTEN. Be quiet and listen, keep advice to a minimum. Ask brief questions to enable the client to take action. Such as, "What are your reasons for wishing to get fitter and healthier?" If you will do this one thing... listen up, I used to have a revolving door of customers starting and staying a few weeks - I'm talkative, as you can imagine after point no 1! Then I read "Time to Think" by Nancy Kline, and everything changed, I realised that I wasn't listening to people, including my clients. I discovered that good listening is an activity to be learned, not simply a space to get your next breath. Almost instantly my client retention was improved and so I was becoming more viable to stay in business and serve them... My service now costs many times more and yet client retention is greatly improved. 3) DON'T CHASE PROSPECTIVE CLIENTS. Return their calls, but only once, then let them come to you. Basically if they are not even motivated enough to track you down for a consultation, how motivated do you think they are going to be about the disciplines they will need to take on, like controlling what they eat and drink outside of the gym? 4) DIFFICULT AND DEMANDING CLIENTS. After trying to be nice to these folks a wise client once said to me, "...If you have to make that much effort, just part company". I say, life is too short, sack them, or charge them more till they go away. Demanding clients are subtly different to 'Difficult' clients, these demanding clients are useful and help us to grow as Trainers. Early in my career I had a client demand that I do some PNF stretching with her, at the time I had no idea what 'PNF' was, so I bought a book, learned it, and practised on her for free! Now I use that skill with virtually every client. If you don't know what 'PNF' is, go look it up. 5) GET PAYMENT UPFRONT OR MONTHLY WHEN POSSIBLE. Firstly it helps client motivation, and it sure is good for your cash flow, and hence your survival as a Trainer. Or else, you will be spending your summer holiday worrying as to where your next meal is coming from because your clients are all away! Get some clients to pay monthly by direct debit or bank transfer and put prices up regularly to stay current as a premium service provider. 6) FIND A CLUB OR GYM AND BEFRIEND THE RECEPTION STAFF. There are multiple reasons why this is a good idea, the first of which is that they will be a significant source of new clients! Who is the club member most likely to ask about personal training? That's right, the guys and girls at the front desk. Apart from this, it's just common sense to have a pleasant atmosphere and relationship with people you run into most days isn't it? 7) BE GOOD TO YOUR CURRENT CLIENTS. This might mean many things to different trainers and different clients, but basically supply what the client needs; vitamins, supplements, support, whatever... Help and improve your service to those already with you rather than chasing new business all the time. LISTEN again to what the client needs... my clients, its nutrition and accountability so I am working on those areas right now. 8) DO NOT MAKE HIGHER QUALIFICATIONS A PRIORITY OVER DOING THE WORK. This business is about people, not certificates, despite what the certificate companies and other vested interests would have you believe! I know of quite a few trainers who having invested heavily on certification, then struggled with actually running their businesses. 9) BE A RAY OF SUNSHINE. Be the cheery, say "hi" guy or girl, for clients and potential clients. For the avoidance of doubt, that means be nice to people, yes, everyone you come across! And have a positive paranoia if people are looking at you in the gym, they may well fancy training with you, even if they are laughing! There was this young chap recently, just looking repeatedly at my client and I, so I said "hi". It turns out he wanted to do some martial arts with me as he had seen me doing that with a client. When I first started out I would have assumed he had an issue with me or what I was doing, but over the years I have gradually realised that as PTs we are 'oddities' in a gym. Most people work out alone, so expect to be an attention grabber...that's OK! And on this subject, don't worry about other PTs at the gym, be nice to them but do your own thing, in your own way. 10) DON'T DO FREE STUFF EXCEPT FOR CHARITY. And don't give discounts to win business, give them to reward long term business or referrals though. When I first started out I thought discounting and free sample sessions would bring more business, and I tried cutting my price by 25% per session... All this did was annoy the other senior personal trainer at the gym I operated in and got me zero new business! The lesson is, start at a rate you are actually just uncomfortable with, because it will challenge you to grow into a trainer of at least that value… If no clients stay with you? Improve yourself to become that valuable to them. And see point 2 (listening). In conclusion, If I had known these ten things when I first started out, it would have allowed me to earn probably three times what I actually have. Good luck, this work is a load of rewarding fun, just remember it is about the client and about relationships, not just about us or what we know! Not a sporty person at school himself, Thor is passionate about working with people of all abilities and fitness levels to bring out their personal best. Learn how he became an in demand trainer and how you could do the same - get your free report now http://www.ptcash.co.uk Source: http://www.submityourarticle.com Permalink: http://www.submityourarticle.com/a.php?a=66335 |
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