Have you ever wondered about coaching for personal trainers so you could accelerate your business?

Similar to coaching your fitness clients, coaching for personal trainers is an investment in faster growth than you can make on your own with a plan that accidental success won’t give you.

What’s accidental success? The handful of clients that find you, the clients you’re given because someone else left or stopped training and you just happened to be in the right spot at the right time – that’s accidental success. Unless you make something of it and renew, get referrals, and begin to attract on your own, you have no business model that is sustainable. 

You need the answer to this question:

Where will your next fitness client come from?

You have to have a predictable way to attract a predictable number of leads, that you can predict a specific percentage will become customers. If you don’t have a lead-generating vehicle in your business, you may not have a business. You may have a hobby that ebbs and flows without predictable revenue. That my friend, is not a business. Try it with your light company, mortgage, or kid’s pediatrician or college education. You are going to have to pay them on time. 

So this episode is all about coaching for personal trainers, the very very basics of who you need to be in order to attract clients. You’ve got to have behind-the-scenes pieces in place. If you don’t know who you are and “why you” you surely aren’t going to convince a client of that.

My Guest is Personal Trainer and Health Coach, Carrie Leonardini. Carrie graciously offered herself up for live coaching for personal trainers and health coaches we do here from time to time. 

We began with remodeling Carrie’s introduction. The bio she sent me needed polish! Carrie is articulate, experienced, and confident  - all qualities that her target clients would find attractive. She also likes to have fun and use humor.

This introduction she gave me failed to tell her audience anything like that.

As she has gotten older she has delved deeper into learning and growing in the knowledge of what it means to be healthy and fit and she loves seeing not only the transformation in herself but in her clients as well.

As a Personal Trainer and Heath Coach, Carrie is passionate about educating and encouraging women to take back their strength, health and empowerment. She has a whole body approach that encompasses mindset, fitness and foundational health. She’s a mom of 2 and currently resides in Northern California and is working to reach as many women as she can to help them achieve a life of health, wellness and vitality.

So…

#1 thing I would love to unpack with Carrie… is how to write an amazing BIO. (for introductions, website, social media)

Something that attracts your audience -  your ideal customer – we refer to as your avatar.

Don’t use words that don’t mean anything. “older” “what it means to be healthy and fit”

Don’t waste a word.

Build credibility –

• Years with experience 12 years
• Certified Personal Trainer
• Health Coach

Build authority –

• Published on women’s

Build rapport – use the power of three

• Have a quirky sense of humor
• Snorts she doesn’t laugh
• Sense of fun
• Reading personal development
• Being outdoors
• Learning

If working with moms between 34 and 50 years old is your target then be sure you’re talking to them like you’d talk to a girlfriend on the phone.

Describe them as if you were describing your best friend. You should know them better than anyone.

Committed, Dedicated, Receptive

Mobility, Weight Loss, Feeling

How do they want to feel?

How do they feel now? Frustrated, fearful, discouraged, ready for change

Make yourself distinct not generic. Make someone listening know in seconds if they would want to have coffee with you or not.

Say something! (Say everything in a way no else can say it).

SHOW DON’T TELL

Tell me if you have a sense of humor by showing it. Don’t say “I have a sense of humor” show me in a humorous introduction that makes me smile!

Tell me if you’re a geeky science girl.

Tell me if you are in the boat rowing with me.

Tell me you have personal method or step-by-step program.

For instance…. I’m a triathlete. But that might alienate me from women I want to help. So I tell a triathlon training story about having snot from ear-to-ear and being allergic to the chlorine in the pool I swim in and more. I laugh at myself and paint an anything-but-glamorous or sexy image of myself. I use an introduction that says I now swim in paperwork, ride the desk, and run my own business for the last five years far more than I do any endurance training. So all those women sitting behind a computer all day know I get them and I am not exercising all day. 

Top 3 Questions Carrie asked me for this coaching for personal trainers session:

1. How to reach potential clients the best when you work independently and don’t have a brick and mortar place to hang your hat?

That’s an opportunity not something holding you back.

Everyone is looking on line FIRST.

Get content out there – videos and blogs.

Know what problems you overcome for clients that a brick and mortar business can’t.

2. Which in your experience has been your best avenue to generate clients? Video, blog, in person, networking, podcasting….and where should someone who is only a year or two into their business start?

ASK.

Literally ASK for the business. Think of three people you need to contact and do it. Today.

Passive marketing that’s always there is something you have to do… but it’s not going to bring you business.

Pick up the phone and call at least one person you know you can help every single day.  

3. Knowing what to focus on each day in your business that moves the needle forward so over time you have the domino affect from your consistent habits/practices.

ASKING a prospect to become a client every day.

Get out of discomfort.

Fill yourself up to the point you can work on more passive streams of revenue right now. So gradually you can create a lifestyle and work schedule you want. 

Look for speaking gigs every day.

Carrie also added this to me in our correspondence before we recorded this episode:

Writing is not my gift

Here’s the coaching for personal trainers tips I have for you if you’re thinking the same. Stop saying it.

You have to write.

You have to stop telling yourself anything negative about writing.

• Talk it and transcribe it if you don’t write well.
• Read Stephen King’s book on writing.
• Start getting better. 

Connect with Carrie:

Facebook.com/takeyoursheback

Interested in coaching for personal trainers or health coaches for yourself?

Connect with Debra via:

Fitnessmarketingmastery.com

 

Looking to attract women between 45-65? The Flipping 50 Specialist offers a certificate program PLUS templates and tools for your business and support marketing and positioning you as the expert. Coaching for personal trainers and health coaches is a significant part of the Advanced Specialist program.

Personal training clients don’t tell you everything. But if they could, this podcast might describe it best.

Allan Misner was your client. At one time he topped the scales at 250. He’d tried and failed many times. Today, he is a National Academy of Sports Medicine (NASM) Certified Personal Trainer and a Functional Aging Institute (FAI) Certified Functional Aging Specialist. He is the creator of the thriving 40+ Fitness Community, providing one-on-one and group fitness coaching, nutritional guidance, and personal training for clients over the age of 40.

I asked Allan for insight only someone who has been that client and now creates solutions for them could know.

Insights from this episode:

1. Know that: Anyone asking for help is being incredibly vulnerable and you want to respect that. You haven’t heard it before from that client even if you’ve heard it before.
2. Learn their language and use it.

If they use slang, you use slang. If they’re more proper, you be more proper. Your personal training clients are each different. You may have a method but it only works if you can relate to them.

3. Be able to justify every exercise that you recommend.

You should have  a reason why they do every move that is tied to their ultimate goal. Why are you having them sit or stand? Why are you having them do it on a machine or using free weights? Why standing on an unstable surface?

4. Get them in an area where they are comfortable.

When they’re feeling vulnerable they aren’t feeling safe with you. Who wants to return to a place they don’t feel safe over and over again? Your personal training clients give you their trust, for a short time, and you can earn it for longer. 

5. Explain why they’re doing the things they’re doing.

They (as well as you) need to know. When they can connect the dots between where they are and where they want to go and the steps you’re giving them being the solution to closing the gap your personal training clients will keep coming back and stay motivated. 

6. Be interested AND interesting.

Show interest in them. You are a part of their lives. For you it may seem like one of dozens of clients. But for them you are their only personal trainer. They want a connection with you that feels like a friend or family. It’s possible to do that without breaching professional boundaries.

“Conversational is the new professional.”

7. Be one of the five people they most want in their lives.

Be one of them that lifts them up. In your personal training clients lives you are in a unique place of influence. Where else can you leave every single customer feeling better when they walk out the door than when they walk in.

8. Have fun.

When you’re having fun your personal training clients have fun. That’s something we all want to rinse and repeat.

Allan’s new book: The Wellness Roadmap

Available at Amazon in hardbound, paperback, ebook, or audiobook. 

40plusfitnesspodcast.com/flipping

Social Media: 

Facebook: https://www.facebook.com/40plusfitnesspodcast/

Twitter: @40plusFitnessPodcast

A lucrative fitness career is not based on a degree (or another one) or a certification (or six more). It's not about luck. 

It’s about risk. 

About 35 years ago I told my parents I was changing my major from graphic design (they understood) to physical education (no one really understood yet).

About 30 years ago my step dad asked me, “just what is it you’re majoring in?” while I was in grad school, studying exercise and sport psychology. Again, he hadn’t a clue about what I was doing in school or about how it was going to help me once out of school (and off the payroll)!

I talked recently with Sara Kooperman of Sara’s City Workout. She mentioned what it was like - around the same time - telling her parents she was going to open a gym and teach aerobics … with a law degree. 

That’s a risk.

It was then for sure! There weren’t fitness businesses on every block or hundreds of thousands online yet. It wasn’t common knowledge that we all need to exercise. Today if you’re a high school student who wants to be a personal trainer no one looks at you like you just said you want to work long hours and be broke. If you’re 50 or 60 and decide you want to switch careers and be a health coach or trainer people will think it’s cool not that you’ve lost it!

Still it might feel risky. A lucrative fitness career doesn’t just come automatically with a degree or a certification or because you personally look fit.

Creating every new project elevates the game so the nervous feelings or insecurities you feel are a part of your success not signs of failure. 

Random Conversations

Someone just two days ago said hello to me in the women’s locker room at Rally sport where I personal train and train personally. She recognized me and asked me to remind her my name. We were literally 10 feet from the steam room where we met the very first Saturday I was at Rally. Exactly 16 hours after I drove into Boulder.

She said, “you made it.”

I said excuse me?

She said, I wouldn’t want to be moving into Boulder in these times. It’s a tough town. It’s expensive.

I was quiet. I didn’t know what to say.

But I was thinking.

There wasn’t a choice. I didn’t have a choice. I never thought it wasn’t going to work out. It hadn’t crossed my mind there was another option but to do it. 

Don’t think I didn’t consider other things, but for other reasons. There were other opportunities, not alternatives because of a dead end.

Had I not HAD to take risks and make things happen I don’t know what would have happened. 

I think… less. Just less.

I would have been comfortable. I would have been FINE. And by that I do mean the acronym. Fucked Up Insecure Neurotic and Emotionally disturbed. 

I would have gotten resentful and small instead of growing so much more. I would have missed moments that changed my life and others around me forever.

There were hard things. Incredibly hard things. But nothing about my life will be the same because of them no small things will matter the way they once did. I see people better. 

Weasel words that get in the way of a lucrative fitness career

If you’re giving yourself an out, a possibility that it won’t work here’s how that shows up: 

You say,“try it.”

You’re going to try it.

As opposed to you’re going to do it.

You won’t come up with the best answer right away. You may have to try different things… different headlines, different images in your marketing, different sales scripts even different exercises in a session, but that should feel like a strategic testing process. 

That’s just part of the steps anyone goes through to define the right answer to a new problem.

You don’t have to.

You have a spouse who’s really the breadwinner. You are just doing this because you love it. You’d do it even if no one paid you.

You may think these are good things, even be proud of them. Yet, they hold you back.

Invest in something (yourself for one). Take a risk. You’re not really reaching potential until you create something. Be an answer to a problem.

I didn’t have a choice. I sure didn’t imagine putting my house on the market, moving two states away, living in a relative’s lower level bedroom, and folding towels at the front desk as life goals for my 50th year on the planet.

Do You Give Yourself an Out?
But the alternative was non-existent. I didn’t want to have a “job” or stay in the same small (-minded or otherwise) business or town. Taking a risk was far better than the safe alternatives that were making me nauseas. 

You need to get there. 

If you’re not uncomfortable you’re not growing, not much.

If you’re lying to anyone else you’re really lying to yourself. 

You can have a lucrative fitness career that isn’t just a “job” or a hobby you do when you’re not doing what’s really important, or safe, for you.

You do have to take a risk to get there.

I encourage you to ask some tough questions of yourself. How safe is your current fitness career status right now? How much risk are you taking?

Ask the Hard Questions
Do you love where you are or do you wish you had a more lucrative fitness career that was also more fulfilling?

What are you going to do about it?

If you’re just starting out, how willing are you to take a risk? Are you looking for that safe position working for someone else with insurance so you’re fed clients? But might be also tempted to complain that they’re taking all the profits? How ironic that the business willing to take the risks should also take the biggest profits? 

It’s not an accident. No one is really out to take advantage of you. Even you don’t believe that. Businesses that stay in business take care of everyone. There is opportunity for you to do well and have a lucrative fitness career. There’s never been a better time to be in fitness. But the competition is growing. You want to be better and heard above the noise. 

You don’t want to be another choice. You want to be the choice. 

Want to talk?

P.S. If you're thinking, I don't want a lucrative fitness career, I just want to help people. That's noble. But nothing will enable you to help more people than having a lucrative fitness career. They're not mutually exclusive. They actually have to co-exist. 

Links to resources: 

Fitness Careers You Haven't Considered

Is it time for you to write a fitness book?

How would you like to charge more for services?

Or get more media exposure?

And have an easy NOT sleazy way to attract customers who really want your services? 

My guest today has the answers to how to do all three of those.

Oh, and by the way, there are way more than three reasons to write your fitness book. Bonus!

If you’ve already got a book don’t click away just yet. Are you promoting it in a way that gets you crazy good results? Has it really elevated your business? When you write a book that’s what you want, right? If you published it but it’s not working like a little soldier bringing you business every day effortlessly, this is for you too!

Melanie launched owned and operated 2 independent TV stations in Houston and Dallas Texas and has a background in Media, Marketing, Public Relations and Advertising. In addition, to creating and developing successful businesses she has created award winner advertising campaigns.

Here are the questions we answer on today’s episode:

1. Ask about my background and went from TV to publishing
2. Why should every business owner/ speaker/consultant have a fitness book
3. Best ways to write a fitness book
4. Most important things to include in your book. 
5. How long does it take to write a book?

We also talked about obstacles to writing:

• I have no time to write a fitness book!
• I’m not a good writer

Don’t miss the 10x10x3 Formula:

• 10 Most FAQs
• 10 SAQs
• 3 stories to each question

Awesome Tools: OTTER will transcribe your book if you record it.

Your book:

The one asset that can work harder for you than anything else you can do.

Fastest Way to Credibility

Why you want to write a fitness book:

• Credibility
• Raise rates (you’re now the expert)
• Foot in the door when you otherwise can’t get a response

Good Book covers:

• Contrast
• Keep it simple
• Bold colors
• Font is legible
• Be clear not clever
• Key word loaded

Connect with Melanie:

www.EliteOnlinePublishing.com 

amazon.com/author/melaniejohnson 

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5. Know that I SO appreciate it!

Note: this how to hire the right person podcast was originally posted October 5. Technology somehow through a wrench in the audio. This is a must-listen - thanks for your patience as we resurrected the audio file.

How can you hire the right person every time?

If you’ve ever hired the wrong person, or struggled to even find a few solid candidates to interview, then this is your episode. If you’re going it solo, a part of a team, you’re on Main street, deliver services, or you’re online definitely take a listen to this podcast.

I recently had this conversation with my best friend who has more than 35 years of experience hiring and between the two of us we’ve been hiring, training, firing or being quit for a hundred years! Yikes!

We both agreed this is still one of the hardest things to get right.

So if you want to earn from our mistakes and from my guest today… pop your ear buds in or turn it up because you are going to need a team if you’re going to grow and make a difference. No one does it alone.

My guest today is Claire Garrigan.

She was among the top 3% nationwide for membership and personal training sales year after year, Claire now helps small-to-medium sized fitness facilities increase their revenue by teaching owners and staff how to sell consistently and effectively. Her sales training program, The Selling Fitness Blueprint, has been used in membership-based gyms and by personal trainers throughout North America and Europe to help fitness professionals not only increase revenue but to get them confident and comfortable with selling-without feeling like a used car salesman!

Download the cheat sheet for this podcast right now to help you get the most out of this podcast. You’ll hire the right person with a plan and you can create it right now.

1) For a fitness facility hiring membership sales staff OR a digital trainer hiring his or her first team members what are some of the key traits they should be looking for in a potential hire?

2) What are some of the mistakes facilities make when hiring their staff, sales staff or otherwise?

3.) Before you even get to an interview what are some ways you can screen to filter out the best clients and repel those candidates who would hate the job and make you both frustrated?

4.) What steps do you like to have candidates do to weed themselves out?

5.) What’s are some questions we should be asking during an interview to find out if our potential hire would be a good fit for our facility and truly are the right person?

6) Once you hire the right person, how do you set them up for success?

Connect with Claire:

http://www.whyilovemondays.com

https://www.instagram.com/whyilovemondays/

https://www.linkedin.com/in/claire-garrigan-a5153b90/

Additional Podcasts You Might Like:

Career Truths podcast with Erin Carson

Personal Training Job Skills with Tom Durkin

 

4 Ways to More Fitness Clients Faster

Even during the holidays

1. Know who’s already looking for help.

This is what we call the low-hanging fruit for sure. When you want fast clients to fill your week you need to target those people who want it now. The fast track to more fitness clients is fitness seekers not couch potatoes.  You can always add those who need more education or more time to make decisions but they don’t help you grow fast.

2. Meet them where they are.

They are on line. Know you’re demographic (please, don’t say everybody). Then find out where they get their recipes, find workout ideas, where they connect with friends, or if they love to binge watch IGTV. 

3. Give them a quick win right now.

You get more fitness clients by giving more fitness tips they love. They will come back for more. To do this you have to know your audience. Is your ideal client fed up with every WOD featuring burpees she can’t do or hates? Is she in constant knee pain and wants to exercise and feel better but limited by painful movement? When you nail your ideal customer’s problem you know what she’s asking Google or YouTube and you can create an answer.

What you can’t give in this moment is your philosophy. No one wants to tune in to read a blog that’s preaching at her. If you aren’t thinking about ONE customer you are talking to then you’re talking to no one when you write a blog or create a video.

To get more fitness clients you’ve got to be empathizing, using words she uses and making a connection.

4. Tell them what to do next.

When you’ve done all the first three steps don’t leave them hanging! Once you’ve created 3 alternatives to burpees or 4 ways to relieve arthritis pain and move comfortably, then be sure you tell them what to do next! That’s called call-to-action and you think it’s silly but people need to be told exactly, don’t mince words, what to do.

Click here for my next video

Enter your best email here for my five inflammation reducing foods list

Be specific and tell them what to expect. How will it be delivered? How soon will it arrive?

 

 

Fitness careers are so attractive. What other environment could be as positive? Every day clients come to you and leave in a BETTER mood! 

Yet, fitness careers like any other profession can wear on you.

Motivation for consistently doing the things other people won't do (a simple secret to getting ahead) at times when other people won't do them can wain if you can't see how some of those less than "fun" tasks directly reward you or your business. 

Social media is such a black hole! It's a perfect example of where we may need to drag ourselves out of bed in the morning to do a task that feels potentially useless! And if you're lost in the weeds knowing how posting is helping you attract leads that become customers, it's easy to get discouraged! 

Fitness careers, whether personal training, owning or managing a business (or all of the above), are so like exercise for our clients and members. If you don't clearly see how what you do is helping you get where you want to go...it's hard to be "motivated" or even committed (which is much more important). 

The answer for us in the fitness industry has been in part measuring, followed by communicating the WHY of steps you give a client. We measure body composition, flexibility, strength for them.

What are you measuring to help you connect your actions to results? 

When I share social media strategy with fitness professionals, I don't go too deep into the social media weeds. We don't have to. The most valuable thing you can do is establish a system and do it consistently. From that you can directly measure the success of your actions. 

You can then adjust a variable and try it again. Each time you get better and your strategy improves. 

Fitness careers require wearing a lot of hats. Yesteryear they were giving tours, answering phones, education, booking literally in real time and space. They haven't changed so much as we've moved into digital space options. You may still be doing the marketing yourself. It's important that you know what numbers are the ideal numbers to track! 

Hint: It's NOT your number of fans and followers. It's not even likes on posts. There are more important numbers. 

When you can see how you monetize your actions, you'll be so much more committed to doing those actions. 

Fitness careers are rewarding. They also require components that are work and are not always things you love. While you're doing them, before you hire and delegate, create a system of actions - tracking - assessing - tweaking and testing new actions. 

Https://www.fitnessmarketingmastery.com 

Resource: 

(Also available at Amazon)

Do your clients suffer from emotional eating?

Do they cancel or seem non-compliant and fail to get results?

Do you think they just lack willpower or discipline? And… do you wish you had tools to help them??

You’re in the right place today. My guest and weight loss expert Tricia Nelson lost fifty pounds by identifying and healing the underlying causes of her emotional eating.

Tricia has spent nearly thirty years researching the hidden causes of the addictive personality. Tricia is an Emotional Eating Expert and author of the #1 bestselling book, Heal Your Hunger, 7 Simple Steps to End Emotional EatingNow. She is also the host of the popular podcast, The Heal Your Hunger Show. A highly regarded speaker and coach, Tricia has been featured on NBC, CBS, KTLA, FOX and Discovery Health.

Questions we cover about emotional eating in this episode:

1. What is your journey with emotional eating and how did it lead you to start Heal Your Hunger?
2. How do you know if your client is an emotional eater or a food addict?
3. Why do you think it is that 98% of all diet fail?
4. What causes emotional eating and binge eating behavior?
5. Is there more to emotional eating than eating too much and eating for emotional reasons? (I will describe the Anatomy of the Emotional Eater).
6. Do you have any tips to help clients differentiate between emotional and physical hunger?
7. What are three things you recommend a person do to end emotional eating now?

You will learn in this episode: 

• Why “comfort foods” are so comforting
• Why 98% of all diets fails
• How to help your clients differentiate between physical and emotional hunger
• 3 Hidden causes of emotional eating and how to heal them
• How to stop obsessive food thoughts
• The #1 weight loss mistake clients should never make
• How to manage stress before it drives your clients to the kitchen

Get Tricia’s Free NOW!

5 Things Your Weight Loss Clients Are Afraid to Tell You and

Why It’s Costing You Business

Deciding what your next fitness conference is going to be can be one of two things: incredibly overwhelming or random. There are so many educational opportunities available both online and offline that it’s mindboggling. Though you may decide online is it so you can skip logistics, travel and the additional time onsite education takes, there’s a missing component for personal trainers gathering information that way.

The interaction and networking of an onsite even provides a motivation and energy that no online program can regardless of how good.

If you agree with that, there’s still much to consider about the reason you’re going and the kind of conference you’re going to attend. Do you need marketing and sales training? Do you need a depth of information in a specific programming area to set you apart as a credible expert?

This episode is all about a conference that is the latter. If medical fitness is your area your next fitness conference should be for and about medical fitness. We know the world is aging and the number of 50 and over clients is increasing. They’re educated, experienced, and they’re looking for trainers who are the same. In this episode I share highlights of the recent medical fitness tour – a special in depth fitness conference for those fitness professionals who want to serve those between medicine and standard fitness prescriptions that no longer fit.

My guest

Tony Berlant is a consultant, a published researcher, an author coach, and a veteran of the health and fitness industry with more than 20 years of leadership experience. He earned his Bachelor of Arts degree from University of California, Los Angeles (UCLA) in Psychology, and his Master of Science degree in Exercise and Movement Science (focusing on Exercise and Sport Psychology) from University of Oregon. He has served as a certified personal trainer (NASM-CPT), a multi-club regional fitness manager, and a corporate-level Director for some of the most well-known companies in the industry.

He is currently acting as the Director of Education and Programs for the Medical Fitness Education Foundation, a non-profit organization dedicated to developing and delivering education and practical application for fitness professionals and other allied healthcare practitioners in the areas of chronic disease and other medical conditions. He consults for the organization, assists in the production conferences called the Medical Fitness Tour, and is involved in all areas of operations.

Questions we discussed in this episode:

How did your career with the Medical Fitness Education Foundation begin?

What is Medfit's mission?

How is Medfit's mission important to you?

New projects include Medfit TV, webinars, and the Tour- when was the tour "born?"

What makes the MedFit Tour a different kind of fitness conferece?

What cities are on the Tour?

• Phoenix
• New Jersey
• San Francisco
• Chicago (in conjunction with Club Industry) 

What’s the presenter and topic selection process for Medfit events? 

Our virtual fitness conference recap

Tony and I did a recount of the recent Medfit Tour in San Francisco and talk about highlights of topics and speakers offering medical fitness education during the 3-day event including:

Phil Kaplan

We have a broken, “I am…”

~Phil Kaplan

Andrea Leonard

Dr. Joel Fuhrman

“Exercise is the only way to speed metabolism without accelerating aging.”

~Dr. Joel Fuhrman 

Dr. Tonya Butler, (Functional Biomechanics in Special Populations) TriggerPoint Performance Therapy

Dr. Evan Osar, Co-founder, The Institute for Integrative Health and Fitness Education

“Every single medication has side effects.”

~Dr. Evan Osar 

Dr. Kevin Steele, President PTonthenet, and PTAglobal

Dr. Jessica Knurick, Toolbox Genomics (DNA Testing)

Danielle Spangler, Founder of Coremoms

Dr. Christian Thompson, Dept. of Kinesiology, U of SF

Is this your next fitness conference?

Learn more about the Medical Fitness Education Foundation and ways to access medical fitness education online or live:

Your FIRST next step:

MedFit Network  | medfitnetwork.org

MedFit Education Foundation | medfited.org

ATTEND:

Medical Fitness Tour | medfittour.org

Colin Milner is CEO of the International Council on Active Aging and founder of the active-aging industry in North America. Milner is also a leading authority on the health and well-being of the older adult, and has been recognized by the World Economic Forum as one of "the most innovative and influential minds" in the world on aging-related topics. 

In 2010, CanFitPro Association awarded Milner with its Lifetime Achievement Award for his contributions to the Canadian fitness industry. His efforts have many seeking his insights. Among these are: CNN, BBC, ABC, Newsweek, Wall Street Journal, NY Times.

Colin started at $4 an hour as a fitness instructor.

• Before ICAA what were you doing?  What was the trigger for you? The, I’m both feet in, I’m jumping, someone’s got to do it and it has to be me… moment?
• How has your work changed? How has it evolved?
• Is this what you imagined when you started it? 
• What do you expect to change - decline and/or grow in the future?
• What kind of sessions will trainers and health coaches find the upcoming ICAA events to help them expand their skills?

We tease some of the content and speakers at the upcoming ICAA conference.

 

Key Points:

• Definition is changing and it’s less about absence of disease and more about improvement of function
• The most necessary shift: Your own thinking
• The need for personalization is a key priority.
• Genetic testing, wearables and monitoring devices, artificial intelligence.
• Keeping them healthy so they don’t have to see the doctor for illness.
• What skills do you need as a trainer
• Understand the tools you’re using
• Integrate with other experts better for epigenetics, genetic testing
• How to get better results and prove the results.
• Former surgeon general Ken Smith talking about wearables 3.0 looking at what’s happening inside of your body  
• The active aging market isn't a special population but they are special: 

  ½ people in US are over 50

  50% of consumer spending

  spend $400 billion more than any other age cohort

  increased disposable income from 50 to 70%

  They are one of THE populations

Active Aging Week theme: “Inspiring Wellness”

1. increasing awareness
2. bringing in more people
3. connecting

Activeagingweek.com

Register as a host site

It’s all Free!! 

Get creative with activities that you can host, support, whether in wellness, fitness, or nutrition.

Upcoming Annual International Council on Active Aging Conference:

Long Beach CA

18-20thof October

17thpreconference: Falls/Fall reduction, Nutrition/protein and healthy aging/ID nutritional risk/malnutrition

Link to the conference details:

http://www.icaa.cc/conferenceandevents/overview.htm

Get Registered!

http://www.icaa.cc/conferenceandevents/rates.htm

This special episode brings two fitness professionals who’ve essentially made their careers helping other fitness professionals. They both work for the American Council on Exercise. 

Rachel Eidel is the Certification Program Manager for ACE’s Personal Trainer and Group Fitness Instructor programs. She was born and raised in Colorado and now lives in San Diego with her husband and 2 young daughters. She’s been with ACE on/off since 2010.

Alex Link is the Certification Program Manager for ACE’s Health Coach and Medical Exercise Specialist Programs. She’s been with ACE for 7 years. In her free time she loves to volunteer and travel.

What I asked Rachel and Alex during our interview:

What is your role at the American Council on Exercise and what you do

What educational background did you have before working for ACE? 

Any other jobs you held prior to what you're doing now (elsewhere or at ACE)

Was this a position you'd aspired to or was it something that evolved? 

What was your career goal - heading off to school or changing majors.. what did you see for yourself?

What's it like to work at the American Council on Exercise? 

What has changed in the time you've worked there - biggest changes in the industry or how your job has change based on demand or growth in certain areas?

What do you love about your position?

What's exciting about the future of health and fitness? 

What would you tell emerging trainers who are seeking jobs or internships? How can they prepare themselves best for a career today?

Is there anything you'd have done differently?

Behind the Certification Scene with American Council on Exercise with Rachel and Alex: 

All American Council on Exercise certifications require:

1. 18 years or older
2. HS or GED equivalent
3. CPR-AED

The two advanced certifications for ACE, Health Coach and Medical Exercise Specialist, both have additional pre-requisites.

Health Coach is Required to have 1 of 4 pre-requisites:

1. NCCA PT certification
2. 2 year degree in Exercise Science or related
3. ICHWC transition program
4. Work experience

The Medical Exercise Specialist must have:

1. 4-year degree in exercise science or related field
2. 500 or more hours of training documented

*To learn more on American Council on Exercise requirements visit www.acefitness.org 

If you have questions for Alex and Rachel, connect with them:

credentialing@acefitness.org

If you’re working in medical fitness or want to this episode and the information about the Medfit Network is a must listen. If you’re wondering how to leverage your knowledge, how to connect with physicians and get referrals, and be found more easily, listen here. 

Lisa graduated from the University of California, Irvine’s Fitness Instructor Program, and went on to get her Certified Personal Trainer through the American Council on Exercise. She has many specialty certifications to work with those with medical conditions, post-surgical/rehab as well as pre-& postpartum fitness.  

Lisa founded the MedFit Network, an online national registry of fitness & allied healthcare professionals who have education and provide services for those with chronic disease, medical conditions, disabilities, and women’s health issues. 

She established the MedFit Education Foundation in 2017 to facilitate education for professionals to keep up-to-date with the latest information on prevention, treatment and preserving the quality of life for those with medical conditions, chronic disease, etc via, webinars and a national traveling conference.

Lisa launched MedFit TV this year, a collection of educational videos, webinars, and interviews with leading experts in their related fields.  It is free to the public and MedFit Network professional members and subscriber-based for all other professionals.

Lisa has been recognized as a fitness leader several times including Personal Fitness Professional Magazine and the Huffington Post. She was also acknowledged by the White House as a Champion of Change finalist in 2016.

Lisa and I discussed these things during the podcast:

How she you started personal training

The fact that “special pops” is now most of everyone we train

When Lisa began there was no education or easy access to continuing education. What was that like?

Lisa’s real purpose now is going to make a remarkable impact on the personal training industry and she shares how she’s doing it on this episode. 

Questions we answer on this episode:

• How can you be a part of Medfit Network?
• What are the requirements or screening? 
• How do trainers become a part? 
• What's the mission for MFN?
• How is MFN getting the word out there?
• How can trainers benefit from MFN?

Lisa’s tips for leveraging your medical fitness expertise:

1. Strong website – keyword-rich articles
2. Create a Network
3. Use, refer, and get referrals
4. Write for others and establish credibility from a third party

Resources Lisa mentioned:

The E-myth Michael Gerber

Connect to learn more:

If you are a a fitness or allied health professional and would like to join MedFit Network:  www.MedFitNetwork.Org

If you’d like to learn more attending, speaking at or being a sponsor at the MedFit Tour: www.MedFitTour.Org 

If you’d like check out webinars, videos and interviews visit:  www.MedFitTV.Org

Listen to the other episodes in this series:

7 Successful Fitness Biz Pros Share Tips

Email Marketing for Fitness Professionals

How to Get More Personal Training Clients

How to Find the Right Business Coach

Get Hired and Stay Full

Simple Secret to Longevity as a Personal Trainer

Careers in Fitness you haven't considered

Download the worksheet to get all the notes from our guests.

Osteoarthritis is prevalent in the two largest segments of the population – baby boomers and seniors – there is an increasing need for qualified health and fitness professionals like you to work with individuals experiencing degenerative joint conditions of the spine, hips, and knees. [These are individuals, who often have a sense of urgency and more disposable income- who are activity looking for you].

During this interview, my guest osteoarthritis expert Dr. Osar will share with you the three keys to developing and designing a safe and effective program for individuals diagnosed with spine, hip and/or knee osteoarthritis. If you’re already training clients with osteoarthritis you’ll love this.

Additionally, Dr. Osar will share how to attract and develop a business model that successfully serves the needs of this rapidly growing population. If you wish you were training clients with osteoporosis, this will help you position yourself as a credible expert among doctors with patients they’d love to refer.

Questions We Answered During This Episode:

1. What are the 2-3 differences between training the older adult population with spine, hip, and/or knee osteoarthritis and the younger apparently healthy population?
2. What are key things that need modification and/or you want to avoid in training the older adult population with spine, hip, and/or knee osteoarthritis?
3. How can fit pros best position themselves as experts in working with the actively aging adult population with osteoarthritis?

Even if you’re already training clients with osteoarthritis (it’s hard not to!) you’ll pick up some tips to boost your confidence and reinforce the value you’re giving so you can position yourself better.

Connect with Dr. Osar

1. Learn more about the continuing education: IIHFE.com
2. See Dr. Osar at the MedFit Conference in San Franciscowhere he’s presenting on training clients with Osteoarthritis.

Details about the Medfit even in San Francisco: Main conference registration (Saturday & Sunday) include: + Nine educational sessions (with CEUs for fitness professionals) + Two 90-minute lunch & learn discussion groups + Networking and Expo + Saturday evening mixer with drinks, appetizers, and music + Complimentary 1-year professional MedFit Network Membership ($169 value!). Four optional half-day pre-conference workshops will be available on Friday, September 7 before the main conference. This 3-day event is for you if you want to start or enhance your career in medical fitness.

https://medicalfitnesstour.org/event/sf/ 

See you in San Francisco!

 

 

Simple skills build personal training careers. In an iconic fitness and health environment my guest has built her own career and launched the career of many others. She has seen and shares the simple habits that build sustainable personal training careers.

Erin Carson is co-owner and operator of RallySport in Boulder, Colorado since 1991 – present.  In addition to the leadership duties associated with running a successful training facility and health club, Erin runs ECFit Boulder, a strength program designed for those seeking to perform at their very best.  Her clients include world champions and olympians as well as everyday athletes seeking excellence.

Erin is the strength coach for many current and former world championship athletes including Mirinda Carfrae – 3x Ironman World Champion, Flora Duffy – 2x ITU World Champion, and Timothy O’Donnell – Long Course Triathlon World Champion – just to drop a few names.

Erin’s commitment to continuing education plus her proven track record of success with professional athletes has made her one of the most knowledgeable and accessible strength coaches in the world. 

Questions I ask Erin in this episode:

1. What are the most important qualities Erin is looking for when interviewing Personal Training Candidates?
2. What are the key behaviors that dictate early success for a trainer?
3. What are the biggest mistakes you see for trainers who truly struggle to make this profession work for them?

Three Key Take-Aways for the audience 

1. This truly is PRODUCT YOU!
2. Who you are is just as important (if not MORE IMPORTANT) than what you know
3. Pay attention and learn from the feedback coming your way.  Recognize that not all feedback is verbal.

The most successful personal training careers are not about accumulating degrees, and certifications. They're not even about selling yourself. Erin reveals the importance of what has to both come before the education, and before sales, and is the sustaining part of the most prosperous and rewarding personal training careers. 

Connect with Erin:

Ecfitboulder.com

Listen to the other episodes in this series:

7 Successful Fitness Biz Pros Share Tips

Email Marketing for Fitness Professionals

How to Get More Personal Training Clients

How to Find the Right Business Coach

Get Hired and Stay Full

Download the worksheet to get all the notes from our guests.

Have you explored fitness career options outside of the usual personal trainer and fitness instructor culprits? Do you aspire to do something other than own or manage a fitness center? My guest today has some experience with unique fitness careers and he's going to open some new doors for yours.

Barry Ennis is a 31-year old fitness professional from Los Angeles. For years he struggled with standing out from literally hundreds of other instructors just like him and letting his unique voice and message be heard. In such a competitive industry, he felt like he wasn’t able to have the impact that he knew he could have.

Berry hosts a podcast called Fitness Career Mastery where he interviews fitness professionals and gets them to share how they have worked through their struggles, how they’ve achieved incredible success, and how they use their voice to change people’s lives for the better.

That intro didn’t do justice for you ..let’s do a where-in-the world is Barry Ennis right now?  And what are you doing?

This episode  explores unique fitness career options to be sure you – listener aren’t missing something you were meant to do… but haven’t yet realized is even an option.

How many unique fitness career options are there ?

Find a problem that needs to be solved. Helping fitness professionals navigate through their career.

As opposed to produce content for the sake of producing content.

Quote of the day:

“Comparison kills joy.”

“Real artists don’t copy they steal.” ~ Barry Ennis  They’re inspired by something else but they turn it into their own.

How did you start? What was your first gig? Doing the consulting?

A second yoga teacher certification  led to moving to India to study yoga indepth and got a job from someone he met. Job in Dubai so many more opportunities emerge.

• International fitness consulting
• Fitness model on videos
• Virtual personal training or nutrition consultation

QuestionsI asked Bart in this episode:

• How did you find your way to where you are now?
• What tips do you have for finding your niche?
• What are some examples of unconventional careers in fitness?
• Which niches may have a longer path?
• Future predictions about fitness careers

Take-Aways:

1. Questions to help discover your passion and best fitness career options
2. Action step towards what you want to do (sending an email, doing some research)

For early access to Barry’s fit pro resource:

Send an email to be@barryennis.com

URL: http://fitnesscareermastery.com/

Personal training job skills, the kind that get you hired and keep you successful, are the focus on this episode with my guest, Tom Durkin, operating manager of Ames Racquet & Fitness Center and Fitness World locations in Iowa… in business for 39 inside 6 buildings every day and at least 5 staff meetings weekly with 350 employees shares ideal personal training job skills from the perspective of a business owner and operating manager.

As a personal trainer you’re going to be interviewed when you apply for a job unless you go into business for yourself. Even if you do take on the business world yourself, you will find the conversation I had with Tom Durkin who’s been interviewing, hiring, training, and firing fitness staff for 39 years valuable.

When you have the opportunity to take advice from someone who has consistently and successfully been in business for 39 years, do it. Tom and I discuss the personal training skills that have made trainers successfully create both a career and a life they love.

Listen to this episode for ways you can round out your academic education, and enhance your personal training skills so you are uniquely attractive to your employer and your clients. The real skill is learning how to say it, write it, and sell it.

What we cover on this episode:

The importance of personal training in business revenue generation:

#1 membership

#2 personal training

Tom shared the Personal training traits that make a trainer attractive when he’s interviewing:

• Education
• Marketing
• Sales
• Promotion

The importance these personal training job skills:

• Willingness to market yourself
• Separate yourself from other trainers
• Follow up

We discussed payment options and expectations in personal training past, present, and future:

Hourly vs. Commission

Books Tom recommended:

The Brand Called You 

Shoe Dog 

Resources mentioned:

Dave Smith’s interview- How to Get More Clients

Other episodes in this series:

7 professional secrets of personal training success

Email marketing for personal fitness business 

How can you find the Right Fitness Business Coach to accelerate your business success? What are you looking for and how do you know you're a good fit? 

If you've ever had a tutor, a trainer, or a sports coach of any kind, you know the value of getting it right by getting feedback and staying on track. If your fitness business could use a boost or you could use a mentor this is your episode. 

Canadian fit pro Shawna Kaminski has been a fitness professional in the industry for over 30 years. She has a Bachelor of Kinesiology and Bachelor of Education and too many certifications to count. She is a teacher at heart, having taught school for 20 years.

Shawna is the #1 best selling author of ‘Lose Your Menopause Belly’ available on Amazon.During her career she’s owned a small group training studio and multiple fitness boot camps and helps thousands of online fitness clients worldwide with her fitness and coaching programs.

 She’s appeared on national TV as a fitness expert, authored articles in numerous publications and created curriculum for international fitness businesses.

Shawna’s response to what she would differently if she were starting all over again was all about getting a mentor, and recruiting some one – a coach -  to accelerate her progress, spare her of mistakes, and eliminate the need to re-invent the wheel. I loved that answer – so I’ve got a question when she got started 30 years ago  how she did it. The fitness industry looked entirely different. Shawna talked about her start and a pivotal decision she made about attending a conference.

“I know how to help people, I need to know how to make a business out of helping people.”

Sound familiar? If you’ve ever said or thought that, listen to the fitnessmarketingmastery.com podcast interview with Shawna Kaminski today and then listen to the rest of the series (three episodes before this one and three following). 

Shawna points out you want to vet coaches, and especially choose those who have done it, are doing it, and walking the talk.

Questions we covered in this episode:

• Who was your first coach?
• How did you come to the conclusion a business coach is what you needed?
• How did Shawna find the right fitness business coach?
• Tips for finding a perfect coaching relationship
• Do you coach other personal trainers and owners?

We can buy speed:

Shoes.

Bikes.

Business Coaches.

4 Steps to find the right fitness business coach:

1. Consume free content online.
2. Confirm their level of success. Look for social proof. Check those people out.
3. Make sure they resonate with you.
4. Reach out to them. Is it a fit?

Connect with Shawna:

Website: Shawnak.com

Facebook: Shawna.kaminski

Instagram: @shawnakaminski

 

How to get more personal training clients using simple strategies with today's guest. Dave Smith is a professional fitness and weight-loss coach who was chosen as “Canada’s Top Fitness Professional” in 2013. He also founded the Online Trainers Federation, which helps fitness professionals start and scale their online businesses. 

The number one question by almost any trainer is how to get personal training clients. Until that's not the question trainers struggle to make a living doing what they want to do, and what can change lives. You can get more personal training clients easier than you think.

Essentially, Dave is teaching his secret sauce to other trainers. And today, he’s giving it up for you. In our time together I have two questions for Dave:

1. How do I get clients?
2. How do I get more clients?

Dave delivers on how to get more personal training clients. Dave and I have had podcast play dates together before. The spoiler alert is this: we have a good time. I think that’s so important… because I think it means that you will take more away from this episode because of it. 

Pretend you're brand new. You've trained your roommates, your parents, and your best friends. Maybe you've designed a program for your sister-in-law to get her body back after baby. Now what?

How do I get paid to train and attract those kind of clients?

Then… how do I attract more clients? 

TAKEAWAYS from today's episode:

• How to get more personal training clients 
• Why you don’t need a big following to have a big business
• The motivator
• What 1000 “true fans” means
• How to know what to create digitally
• Identify your "counter-trend" product/service offering
• Create your "no brainer" program
• Batch test your offer until it clicks

Resources:

Link to Facebook split testing tutorial

Connect with Dave at onlinetrainersfederation.com

 

Dan Ritchie said he wished he'd know email marketing was a big part of personal training success. Are you using email marketing correctly? Is it at least a third of your business? 

I asked Dan, the question I most often hear: There's a fear that if you send an email people will unsubscribe, what do you say to that?

If your email marketing skills need polishing, if you hate it, if you want to love it and reap the rewards from it, you'll love this interview with Dan Ritchie. 

Dan's a fitness professional and an educator at heart. If he can embrace the power of email marketing to help his business of helping people grow so can you. 

Email marketing strategies using resources like AWeber, Constant Contact, Mail Chimp, Office Autopilot, and Infusionsoft are becoming the norm. Once you have them though the real work begins. What will the customer journey be? Which emails will you automate and what will go out from you in updates and broadcasts? 

When you start exploring email marketing there's a lot to consider and Dan and I did. 

 

 

Questions we answer in this episode with Dan Ritchie:

• How often do you mail your list? What do you recommend?
• What is segmenting an email list
• How to segment a list
• Has deliverability and open rate changed?
• How to send hundreds of emails a day without any effort
• Email services for beginning and growing into
• What's a good "first" email platform you recommend for trainers? and why? 
• Subject lines that suck vs. get your email opened
• The book Dan recommends
• How easy is it to make money online

Book Dan mentioned:

The Hour a Day Entrepreneur by Henry J. Evans

Connect with Dan:

functionalfitnesssolution.com

vibrantfitnessforwomen.com

https://functionalaginginstitute.com for a Free Starter Kit

Let us hear from you! Is email marketing something you've avoided or thought you didn't need? Is it something you're paying more attention to in 2018? 

Does it help to hear that a higher range of email frequency achieves  greater success in passive sales? 

Personal training success is dependent on a mixture of fitness education, communication skills, and business intelligence. This episode is a round up of six influential fitness professionals. 

I’m introducing the career planning optimization series and I’m hosting influential fitness professionals about the business. Each is either a master trainer, or fitness owner, or industry leader in some way who has enjoyed longevity of successful and profitable business. They share their response to "What do you wish you'd known before you got into personal training?"

This episode previews the series of full episodes with each and every one of them where they share their tips for your personal training success. 

Earn from their mistakes by applying their tips to invest in your education, coaching, mentoring or hire better for staff members who can cover the bases you can't or don't want to do!

Inside this episode you'll hear from:

Dan Ritchie of Functional Aging Institute, FAI, about the importance of email marketing in personal training success. 

Dave Smith, founder of an online fitness professional's organization about the importance of influencing fewer people in a bigger way for personal training success. 

Shawna Kaminski, influential Canadian business owner - midlife women's fitness specialist, and coach for fitness professionals, shares her 4-step process of vetting a coach and the the value of coaches and mentors.

Forty-year business owner Tom Durkin shares the disappointing reality he faced after adding personal training to his programs and services. It provides insight for personal training success skills you want in order to stand out. 

Lisa Dougherty, Medfit Network founder, talks about what she wished she'd known about the population's changing needs.

Barry Ennis, who has an international presence and career that will inspire you, discusses his biggest tip for personal training success and a career bigger than you might imagine right now. 

Erin Carson, owner and manager of Rallysport in Boulder and ECfitBoulder online training for triathletes and anyone who wants balanced fitness shares her golden secret for personal training success. It's not another degree, another certification, and it's available to potentially any trainer.

Leave your comments below the show at http://www.fitnessmarketingmastery.com 

Leave a rating in iTunes (and subscribe to get the shows right to your phone). 

PTonthenet is an online education portal for health and fitness industry professionals worldwide. Since it merged with PTA Global, the two are a powerhouse of education, business tools, and convenience for a busy personal trainer or business owner who regularly onboard staff members. 

Kevin Steele, PhD President of PTAglobal/Ptonthenet is my guest on this episode. I talked with Kevin about his career and the mission of both companies. We dive into specifically special populations and medical exercise growth. His unique perspective and ability to look at the need and the demand for education in specific areas provides clues to the growing needs for the aging population. 

We answer not only questions about Ptonthenet and PTA Global, we covered these questions in this episode: 

• What have you noticed since PTonthenet was "born" in terms of popularity in special populations
• How has the demand for special population Ptonthenet content changed over time 
• What specific areas of special population content are growing more rapidly
• Is there a demand in one area that stands out
• How you can access ptonthenet for continuing education and business support
• How business owners can employ ptonthenet tools for a team of trainers or other staff members
• How you can contribute to PTonthenet (as an author)

We also discussed the new relationship between PTonthenet and the Medical Fitness Network. (Founder Lisa Dougherty will be an upcoming podcast series right here). 

The MedFit Education Foundation is working with PTA Global/PT on the Net to launch 12 medical fitness courses that include a donation to the foundation & a one-year membership to the MedFit Network registryfor course participants so the public can locate professionals like you who are qualified and ready to help them. 

Are you a medical exercise specialist or want to be?

The Medfit tour includes a two-day conference in San Francisco September 8 and 9. Main conference registration (Saturday & Sunday) include: + Nine educational sessions (with CEUs for fitness professionals) + Two 90-minute lunch & learn discussion groups + Networking and Expo + Saturday evening mixer with drinks, appetizers, and music + Complimentary 1-year professional MedFit Network Membership ($169 value!).

See details and Register here: https://medicalfitnesstour.org/event/sf/ 

Early Bird Registration through June 30th - save $100. This 3-day event will offer fitness & allied health professionals an opportunity to grow their knowledge in the field of medical fitness. Four optional half-day pre-conference workshops will be available on Friday, September 7 before the main conference.

Small group training is profitable and popular. Are you doing it?

In today’s world of fitness where working smarter not harder is so very possible today’s topic is exactly what you want to hear if you’re training coast to coast and wondering how to grow stable revenue you can count on.

Today we’re tackling small group training with my guest Steven Trotter. Steven's experience ranges from fitness program management in university rec programs on large campuses to facility design and organizational leadership. 

On this episode you'll hear:

• How Steven defines small group training
• The don’t-miss his analogy of the Super Shuttle vs. a private Limo
• Two big reasons you should consider offering small group training as a part of programming (or reinforce your growth of SMG!)
• How to Price and value position your SGT: how additions like nutrition- counseling or a promo week factor in 
• The specific % above break-even price for a minimum of 3
• How a participant’s involvement in an SGT program impacts adherence and attrition rate
• Tips for building rapport in small group training
• Screening tools/marketing tips to make sure that you get the right people in your small groups
• The difference between Small Group Training and group fitness: How to distinguish your paid program from free group fitness

4 Keys for success with small group training:

1. Have fun with it: If you're having fun with it your customers will too. Make sure you have the right butts in the seats teaching groups!
2. Make it memorable with tiny things: themes, names, and small expected surprises can make a difference. 
3. Celebrate small wins: most customers are terrible at doing this for themselves, so help them acknowledge it and the value of being in a group.
4. Control your product: Make yourself distinctly different and unique from any other option for you and your customer. You can't be just another group going on next door to a free program.

You can learn more about Steven and his work at www.globetrotterwellness.com

Books/Resources Steven mentioned:

Braving the Wilderness by Brene Brown

The Power of Vulnerability by Brene Brown

Thanks for your rating in iTunes.

Look for Steven Trotter (and I) at Athletic Business Conference 2018.  

Are you coaching clients with food addiction who want to lose weight? Are you frustrated with a lack of success, and lack of compliance?

Today’s episode is all about tips for coaching clients based on the successful life-changing transformation of one man who has become a coach. He walked the talk first. He researched his own journey. Michael Leppo shares what he learned as he researched his own midlife transformation.

This episode will remind you (and your coaching clients) that it’s never too late. After decades of food addition, weight issues, and conditions caused by them, anyone can make changes.

Coaching clients is an integrated approach involving the science of exercise and nutrition, along with the motives, cues and triggers for behavior. Michael’s story is a perfect example of where coaching the physical process can often miss the underlying root cause of the problem. 

This episode is all about coaching clients who have started and stopped and still want to lose weight but can’t break a cycle and don’t know why. You can be the bridge to a new pattern of thought, action, and permanent behavior change.

 Michael shares valuable insight you can use with your coaching clients:

• Two things that triggered his change
• His age when he decided to change
• 3 Ways to motive coaching clients
• Why coaching clients have a hard time breaking a habit
• What’s going on in the brain based on the food your coaching clients eat

We discussed:

• The “bliss point” of processed foods
• Why the term “food washed” can help you understand your coaching clients
• Coaching clients through behavior change by better brain chemistry 

Michael offered suggestions to avoid these common mistakes working with coaching clients:

• Focusing on what you want to say next instead of listening to what’s being said or not said (why the common acronym WIFM is a priceless coaching tool)
• Asking closed-questions or leading questions (what to do instead)

Connect with Michael Leppo:

www.positivedailyfuel.com

Email: positivedailyfuel@gmail.com

Twitter: positivedailyfuel.com

Do you have a money mindset holding you back? Could you be earning more if you had a better relationship with money? 

Deborah J. Fryer, PhD is a catalyst for change and a transformational coach and speaker. She works with creative, spiritual, high-achieving entrepreneurs to help them tap into greater confidence, creativity, productivity, prosperity and inner peace. 

She Tells Her Money Mindset Story:

Yes. Headlines are I quit my life as a filmmaker in my 40s to go to medical school. When I was 49 I lost everything. Lost 1/3 of our house to the flood, my dad dropped dead 2 weeks later, and the next day I was working in the Anatomy Lab and it was my job to take a human heart out of the body. That changed everything for me. I realized I already had everything I needed within me and I started teaching what I already knew. Holding a heart in hands was one of the most powerful experiences of my life an it informs everything I do, teach and live - expand/contract, receive/let go, inhale/exhale, work hard/rest hard, etc.  

Deborah’s Money Mindset concepts:

You have hidden in your body a specific blueprint that dictates exactly how much money you feel comfortable earning, spending, saving and contributing. This secret subconscious programming runs like an inner financial thermostat that keeps you comfortable within a VERY narrow range. When you decide you want to grow – you want to work less and make more money, be your own boss and have more free time, have more authority and contribute more generously – your nervous system goes haywire.  

You have a money storyand Deborah has news for you. 
Your money story is not YOURS.
It’s not YOUR money.  

And it’s just a STORY that you can rewrite it when you decide you want to.

Questions Deborah answers in this podcast:

1. What is the role of the subconscious mind anyway? 
2. How does your subconscious programming affect your life? 
3. How do limiting beliefs affect our ability to achieve goals we have never done before? 
4. How does a listener change her money mindset or money story?
5. What does anatomy have to do with our money story? 

Quotes from this episode:

• Money shame
• Running your business backwards
• The way you do anything is the way you do everything
• Shift one thing you shift everything.

Amazing guests will join Deborah on the Money Mindset summit. One of my all-time favorite speakers, Dr. Sue Morter and 26 other doctors, thought leaders.

Energy, consciousness, neuroscience, your inner pharmacy,

Register Here for Master Your Money Mindset:

https://aq360.isrefer.com/go/MYMM2.0/a82

Connect with Deborah:

https://www.facebook.com/deborahfryer
https://twitter.com/djfryer
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Is your fitness brand clear? Defining your brand in a way it's distinct and immediately recognizable is a must if you want to stand out. If you're spread thin, juggling social platforms, email, and your clients I'm willing to bet that you're social media platforms and your website don't all have a cohesive fitness brand. 

I know because I've been there. I am there. It's one thing that is going to require a constant monitoring. Things move rapidly and you may reinvent but you don't want to lose your fitness brand. 

Here's the five I discussed on this episode: 

• Make every profile image across your social media sites the same
• Make every social account reflect the same URL if possible
• Give every signature product/service distinction. 
• Do use your brand colors but don’t be afraid to mute them or dial up intensity to change a season, re-introduce or refresh an offer.
• Make sure every page of your website has a thread of your brand running through it. 

You can buff your fitness brand in as little as 10 minutes with one of these steps. Spend time doing each of them for the most powerful brand. 

Every social media platform has it's own rules and way to engage. Your products and services all have a uniqueness. Your webpages hold a blog, a schedule, rate schedules, and more. But there's still only one fitness brand that should be clear across all of them,

Like you have a personality, so does your business. Define your personality. Colors, fonts, and logos are just a start. What filters, how close, what backgrounds, and what mood describe your fitness brand? Is it what you say or what your customers say? 

When you merge your intention and your customers whispers in the locker room you've really defined your fitness brand.  

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Planning the launch of programs throughout the year is only as effective as the content you have finished that goes out during that launch. 

If you're an entrepreneur you're so busy doing day-to-day tasks and reacting to email, phone calls and life that you may never have the time to really create a plan.

Todays episode is all about the importance of it and the encouragement to do it this one time so that you have it in place all year. If you have evergreen programs you launch several times a year, or even monthly, taking time to create blogs or videos that will help relaunch and fill that next session. You can do it without scrambling, praying, or running a class that's not full and not the best use of your time. 

You'll need to carve out some time - probably that you have dedicated to something else right now - maybe your weekly blog or article has to be a rerun for once, or you let someone else guest-post instead to buy you some time. This is going to make your hard work you've put in on creating a program pay off so it's going to be worth it. 

You have the day to day things: the clients, meetings, classes, and returning calls and emails.

You have the long term programs you know you'll run. 

But if you don't have the promotion for those programs they may not be as full as they should be. They can't help as many people and they can't bring you continued revenue in the way you need them to either. Without promotion of the courses, workshops, or classes you've created it's like a vehicle without wheels. It's not going anywhere. The only way people will see it is if they come to you. But if you were out driving it around more people would become aware of it. 

So if people are aware they have a problem or they want some change, they have to also be aware of you and that you have the solution. They need to get why you're the right one for them. 

That all takes content that connects with them. 

http://www.fitnessmarketingmastery.com 

Are you creating fitness blogs, videos, and or podcasts? You wouldn't start with "hey, you!" when someone walked in the door, but it may feel like you're doing that to your customer. It may feel to them like you aren't even talking to them. 

Have you ever been in a room and felt like the speaker or teacher was talking and that everyone else in the room was an insider but you didn't know what she was saying? 

When you say talk to "everyone" or "all of you" you suddenly alienate the one single person readying your content right now. 

That's the message landing context but the problem begins with the way you're thinking. By writing "everyone" or "all of you" I would guess that you're trying to be inclusive, all-inclusive. You're trying to cast a wide net. But it doesn't help you when you're all-inclusive. 

A line of exercise machines is fit to an average body type, right? If you've been in the fitness industry for even 5 minutes you know that no body has an average body. So it is when you try to build a newsletter, blog, or other content piece that is for some "average anybody." 

If you talk to one individual you'll have a much better chance of connecting. You talk to one person at a time more often (at least most of us) than you ever talk one to many. When there's a group of people sitting in a room at least if "all of you" is spoken they look around and understand collectively that includes them. But alone in a room it's just falls flat. 

The problem though you may be thinking, really? are you going on and on about this little thing?... it is a problem, is that there's a disconnect. Everyone doesn't buy your product. One person at a time reaches into their wallet and buys your program. 

Next, the small thing you're overlooking is follow up with people who just aren't ready and low hanging fruit. That 85% of people who has to think about it a lot longer (I've recently had two women in my group program this month tell me..."I've followed you for over a year and it took this long to reach out for her." So what if I hadn't continued providing free blogs and videos that solved problems and asked for her to take the next step? Either she wouldn't have gotten ready or she may have been asked by someone else. 

Eighty-five percent is an awful lot of people. I'd want to keep them. Don't you? 

http://www.fitnessmarketingmastery.com