Monthly Archives: January 2015

10 Tips for Aspiring Personal Trainers

We now arrive at the last tip in my 10 part series for you.

To recap what we have covered here is a quick summary:

– Business Tip Number 1: More money, less time. Sharing the cost of sessions with other members.

– Business Tip Number 2: Red or Blue? Peak & Off Peak prices to fill your diary.

– Business Tip Number 3: Bootcamps. Personally my Golden Goose for making P.T affordable for all.

– Business Tip Number 4: The Price of Advice. Your time is precious, charge people for it.

– Business Tip Number 5: Free Knowledge. Write a blog, send a tweet, spread your knowledge for free.

– Business Tip Number 6: Limited Space Available. Create a sense of urgency.

– Business Tip Number 7: Down Time. All work and no play make passion go away.

– Business Tip Number 8: Contracts & Direct Debits. Secure and stead cash flow.

– Business Tip Number 9: Simply Does It. Don’t baffle people with long words, there’s no need.

I hope you have been able to get some new ideas from these posts, so now it’s time for my last tip:

Business Tip Number 10: Work Together.

The life of a trainer can be one of solitude, but that does not always make for the best business. Learning to work with other P.T’s that possess skills that you do not will only help improve your annual income.

When you work with another trainer you can:

– Combine ideas
– Create new business strategies
– Reach a wider audience of members
– Improve your overall business
– Learn new training skills
– Increase your knowledge in every aspect of business

Don’t be jealous of more experienced trainers and never belittle those with less experience. Working with a more experienced P.T will make you a better P.T, while working with a less experienced P.T will help reignite your passion.

If you use all of the tips I have given you I can honestly say that you will improve your business, remember this one sentence and you won’t go far wrong – Knowledge is power, but your powerless if you don’t use it.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

We are at the penultimate part of this 10 tip series.

I hope I have been able to teach something from my own personal experience, remember all it takes is just one little tweak and your business can go from average to extraordinary.

Today I will give you what it took me a decade to learn.

Use it well.

Business Tip Number 9: Simply Does It.

When I first started out as a trainer I wanted to teach people as much as I could. Each time I had a potential client speak to me and ask a question I would give them all the technical reasons, scientific justifications and more to answer their question, but soon I learnt that this only confused my potential clients leaving them without answer to the question they asked.

I became frustrated because many potential clients didn’t seem to understand the answers I gave them, what seemed simple to me left them staring in to space, but it was then I realised that they don’t need the technical answers, all the need was for me to tell I could help them achieve their goal.

Nothing more, nothing less.

The ability to simplify your knowledge is a skill that takes time to master.

The majority of the general population does not have a degree in sports science, nor do they have a basic level 2 in fitness instructing. The simpler you can keep things the more clients you will gain.

Here are my best answers to two common questions:

Q – How can I lose weight?
A – Through good nutrition, lifting weights 2-3 times per week and cardio training 1-2 times per week.

Q – What should I eat to lose weight?
A – Mostly whole foods such as meats, veg, fruits and the occasionally treat. Think 80% good, 20% bad.

Essentially you want to keep your use of language as simple as possible. Use words your potential clients will understand, this will help them learn, incase their basic knowledge and make them feel more comfortable.

The questions are often complex but the answers are always simple.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

Hopefully after the last tip I gave you you’re able to see the wood through the trees and planned some time off.

Being self employed can be incredibly lucrative, but as quickly as the winds changes so can your business.

The biggest problem being potentially inconsistent money from month to month, but I have a secret that can potentially remove this worry for you.

The information I am about to give you can work very well, but it can also leave people feeling trapped, this is a tip you might or might not ever use.

However, through experience I have seen it work very well and become invaluable.

Would you like to know what it is?

Business Tip Number 8: Contracts & Direct Debits.

Having a contract is a basic fundamental when it comes to personal training, they will protect not only you but also your client, just incase things turn nasty.

They type of contract I am describing is similar to a phone contract in essence, meaning a regular monthly payment will be set up – That is the way I describe it to new clients.

This will mean your clients sign up for either a 3, 6 or 12 month period of personal training (Bootcamps are best month to month, therefore are excluded.), each client will set up a Direct Debit for the required amount to be sent to your account on an agreed upon date. This will guarantee a steady flow of income for several months at a time.

Before a clients signs an agreement it would be worth you listing the benefits they will receive, here is a small list of what I would advice to be offered with each long term contract:

– Online Support: Nutrition, Q/A, anything the client requires to aid the to achieving their goal.
– Free Merchandise: Hoodie, T-Short or Vest etc.
– Progress Tracking: Online access to their progress such as body stats, fat %, Strength progression and more.
– Referral Benefits: % of a fee for a client you’ve obtained as a direct referral.

Essentially for the contract to be appealing you will want to offer a supreme package, it must contain the very best of what you have to offer.

No compromise! It must be your best.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

With all of the extra business you will amass from the tips so far, you might want to think about some down time.

Before I go on, please just answer these few questions for me:

– When was the last time you had a holiday?
– When was the last time you have a full day off?
– When was the last time you have any time at all to yourself?

If you can’t really give a definitive answer to any of those questions I suggest you read on.

Business Tip Number 7: Down Time.

As trainers and coaches it can be hard to turn down business because the work isn’t always guaranteed, but while this may seem like a good idea at the time it will only lead to you becoming over worked, demotivated, potentially ill and worst of all… you might even lose your passion for training.

There are 52 weeks in the year and trying to work everyone is futile.

You should allow yourself at least 1 months holiday per year. You don’t need to take it all off in one go, but taking the occasional 2 week break, mixed in with long weekends will serve to help keep you inspired and remain passionate.

Here are my personal recommendations for how to organise your holiday time:

Total holiday – 28 Days.

– One 2 week vacation per year, thats 14days gone – based on the assumption you work Sat/Sun. I would take this in what is your own businesses quietest period.

– 1 long weekend each month – give or take, this will take the remaining 14 days off your target holiday allowance. Long weekends are great for a quick break that will help you come back more inspired than before.

These rules are not set in stone, but I have found they work perfectly for me, however you need to find what works perfectly for you.

Now that I have covered the aspect of holiday entitlement, I am going to ask you one more question.

– Do you have any time to yourself each day?

For many the answer will be no. This is a part of the problem that leads to the negative effect I stated above.

Lets say you work form 6am-9am with clients and then again resume at 12pm-2pm followed by another short break until 5pm-8pm and then you finish. That’s a standard 8 hour day, all be it broken down across the day. In those times where you’re not working it is worth picking one of the 3 hour gaps and just disappearing for a few hours.

Here are some suggestions of what you can do in that time:

– Read
– Shopping
– A hobby – Knitting is good.

Essentially relax in anyway you find pleasurable and the other 3 hour gap can be used for admin work.

Learn to take some time to yourself, you will thank me for it in the long run.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

All of these tips so far have been aimed at saving you time, increasing your hourly value, gaining more clients and improving your brand awareness.

This tip will further help to make you a sought after trainer.

Business Tip Number 6: Limited Space Available.

Creating a sense of urgency is a long forgotten aspect of personal training, many personal trainers will make themselves too available and by doing this they look like they’re not busy, this will potentially devalue what people think of your services.

When you offer something that is in limited supply people will desire it more. As far as basic human psychology goes, it is always worth remembering “we always want what we can’t have” and as a result if we think we might miss out we will want it even more.

There are several ways you can create a sense of urgency, but don’t be fooled in to thinking you just need to say you’re fully booked, remember that people need to see you being busy to believe it. If you successfully use the tips we have covered so far this will be easily achievable for you.

Here are the best ways I have found to convey that your services are not to be missed out on:

– Limiting Members in Bootcamps. Openly writing you have 3 places left etc.
– Posting your available PT times in peak hours.
– A waiting list for future bootcamp/PT bookings.
– Limit the time you run offers, if people miss them even by only a day it’s tuff, they missed it.
– Have a trial period for PT clients, almost like a probation for your clients to make sure they are willing to give 100%.

My last piece of advice for this must only be used if needed, it can be very powerful but it can also work against you…

– Be prepared to say NO to those who don’t give you 100%.

In my experience I have found this last tip has motivated people and given them the kick up the ass they needed, but be warned, this can make you seem arrogant and create unneeded tension if you use the wrong tone of voice or body language.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

I gave you a tip pertaining to charging for your consultations instead of them being free, thus increasing your perceived value to potential clients.

How do you feel about a little contradiction?

It is common practice in the fitness world for people to almost contradict themselves with every other sentence they utter, but that isn’t the issue and what I would like to add is even after I reveal this tip to you it’s how you use it that will make all the difference.

Business Tip Number 5: Free Knowledge.

Wait… Didn’t I say yesterday that you should charge for your time and advice?

Yes I did, but charging for your time/skills and offering your best knowledge for free are two different things.

Time is valuable and needs to be paid for, it is also true that knowledge is equally as valuable but considering how much high quality free information there is available on the internet, through social media and in books that can be borrowed, giving away less than your best just won’t cut it these days, but you don’t need to give away all of your secrets for free ;), just some of them.

How will you go about giving away your best knowledge for free? That is a simple case of learning what it takes to be a good writer.

Simply start writing.

Once you do you must keep on doing it, you will get better each time you write and as a result attract more people who will potentially pay you for something more in depth and specific to them.

Here are some must have sites to dispense your pearls of wisdom on:

– WordPress
– Facebook (A business page.)
– Twitter
– You Tube (If you’re not camera shy.)
– News Letters (Specifically for clients or people who sign up to it.)

These are great tools for increasing your brand awareness, along with showing people you know your stuff and you’re worth what you charge.

What kind of knowledge should you be imparting to the masses?

Anything that you yourself would value knowing is essential, you can also do a Q/A to find out what people want and go from there.

The biggest secret to making this work though is very hard to achieve, you will only attain this by practice.

What is it?

Keep it simple (Your writing that is.). Trainers and people of a similar ilk will love the technical jargon, but most people are not that way inclined, by keeping it simple you will appeal to more people.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

This tip is unconventional. Seriously, it breaks the norm, along with potentially scaring off clients and trainers alike, but it is a powerful tool to have.

If you thrive on going against the grain and breaking the norm then read on.

Business Tip Number 4: The Price of Advice.

The price of advice is steep… Free.

This is what you are told from your very first days in the business, they will say the magical free session or free consultation will help you acquire new clients because you’re able to showcase your skills, but sadly it more often than not leads to people wasting your time.

Time is precious, more importantly though, your time is precious and you must charge people for it.

Charging a consultation fee might seem like madness, but in fact it is actually genius… They often coincide.

When you charge potential clients for your time you are establishing your value as a trainer. I have found that people will be more likely to buy sessions if they have to pay for a consultation, simply because they are already happy with handing over their hard earned cash to you for your knowledge.

*It also shows they are happy with the potential of having you as a trainer.

You can also have a reduced rate introductory P.T session instead of a consultation.

The real benefit of this tip is that it will separate those willing to actually pay for sessions from those who just want something for nothing.

Here are my suggestions for what you should include in your consultation:

– Body Stat Analysis
– Nutritional Review
– Training Review
– Your Success Portfolio
– Client Goal Setting
– How You Can Help Them
– Your Rates/Current Offers

The final piece of the puzzle in this consultation check list is this:

– Ask when they can start and get them booked in!

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

Today I will give you the third tip to help improve your business, what can you expect to learn today?

– How to offer an exceptional deal.
– Save time.
– Increase your hourly rate.

Business Tip Number 3: Bootcamps.

Offering a bootcamp is similar to small group training, but there is a big difference, it comes in the ability to train a large amount of people (Potentially up to 12 or more.). This means your hourly worth will increase.

Lets say you offer a bootcamp 3 nights per week at 7pm each night, the bootcamp has 12 people attending and each pay £100, that will make you a profit of £1200 for only 12 hours work.

This means your hourly worth is £100 per hour.

As you can see from that small example a bootcamp is an invaluable tool to increasing your business.

A question you might be asking is what should your bootcamp consist of?

In my experience, offering all of your best knowledge, skills and resources is the best way to fill a bootcamp.

Here is my advice for you:

– A reasonable price £100-150 per head.
– Confine it to a 4-6 week period.
– Limited spaces. 12 is an ideal number for one instructor.
– A minimum of 12 sessions, with a maximum of 16.
– Initial and final body composition analysis.
– Tailored nutritional plans for each individual.
– A PDF copy of the bootcamp for each member upon completion.

I would also suggest offering merchandise for free too. T-shirts, vests and hoodies are always appreciated by clients. You could also offer a celebratory meal after the bootcamp, but this isn’t necessary although it is a nice personal touch.

Remember it is worth putting in a high degree of effort for each bootcamp, the rewards will be worth it.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

Would you like to free up your peak hours for more clients without losing your current people who train at peak times?

In this post your will

– Learn how to free up peak training times
– Fill dead hours int he day with paying clients
– Fully book your diary

Business Tip Number 2: Red or Blue?

Filling your diary in peak times can be relatively easy. Most people will be free at these times, but you will often find some hours in the day that are dead time when they don’t have to be.

If you want to learn how to fill those dead hours with paying clients then read on.

Have you ever heard of Red & Blue?

Red Hours are your peak hours – Red Hours: 6-7am, 7-8am, 5-6pm, 6-7pm, 7-8pm, 8-9pm – in this time you would charge full price for a single session.

Blue hours are those times during the middle of the day – 8-9am, 9-10am, 10-11am, 11am-12pm, 12pm-1pm, (Lunch 1-2pm), 2-3pm, 3-4pm, 4-5pm – these can often remain free because no one is around in the day… Or are they?

Red hours are peak times, thus they deserve a peak rate of pay £40 for example.

Blue hours on the other hand are the off peak. These are the times that many P.T’s struggle to gill, offering these at a reduced rate £30-£25 per hour will help you fill these times, potentially enticing some of your clients who train at peak times to move to an earlier app in the day, freeing up a peak slot for a new client to take.

This will also help you gain some clients you may have potentially missed due to cost, thus allowing you to fill your diary at all times of the day.

Enjoy
Ross

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10 Tips for Aspiring Personal Trainers

Before you read on, answer these questions:

– Are you a new trainer or experienced trainer looking for new ways to get more clients?

– Would you like to earn more per hour for less work?

– Are you willing to try new things?

– Do you want to know the secrets it took me 10 years to learn for free?

If you have answered yes to all of those the please keep reading. If you didn’t please email me because I want to know your secrets :).

I will be writing 10 Posts containing a different tip each day to help any and all trainers who are willing to listen.

Business Tip Number 1: More money, less time.

The new year heralds new gym members. These people are likely to be unfit, unconfident and potentially frightened about working out. This is where you can help them not only achieve their goals and improve their self confidence, but also gain their loyalty.

Lets just say you know of 4 new gym members who joined/started at the same time, but they can’t even afford one P.T session per week individually because it is too expensive for them… What can you do?

Drop your rates?
Move on and try someone else?

Or perhaps…

Offer them the opportunity to train together at a reduced rate.

This is known as group training.

What are the benefits?

– Lower Cost to clients.
– Affordably sustainable.
– Helps them feel comfortable with fellow gym members.
– Time efficient.
– Great publicity.

For example:

Your hourly rate might be £40. Charging each person only £10 each for one session per week will help you offer affordable training to them and gain more clients. Also giving them the comfort of people in the same physical situation as them.

I would suggest asking for an upfront payment of £40 from each person for 1 session per week for 4 weeks.

While that’s only £160, you’re only doing 4 hours work for it.

This will give you the opportunity to gain more clients in a similar way, eventually leading to more booking sessions with you at a reduced rate to them, but not to yourself.

Group Training is time efficient. It will help you build a portfolio of clients who achieve great results through your training, thus leading to more clients in the future.

More tips to follow.

Enjoy
Ross

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