Monthly Archives: January 2020

Business Basics

💷3 Options for PT Pricing💷
 
As a coach/trainer it can be hard to know how much to charge, or at least that is what many say.
 
It’s not hard, not really.
 
A lot of PT’s would rather use this as an excuse so that they can say people can’t afford it, or there wasn’t enough money in PT.
 
Essentially allowing for their own failure.
 
😭😭😭
 
Good Morning ProZoners,
 
You’ll find these three options to pricing useful.
 
Other key elements to remember though are as follows:
 
– Your product must have value to people
– Offer solutions to clients problems for greater sales
– If no one wants what you’re offering the ask them why
– Be willing to change your product/bias/angle if needed
– A narrower client niche is better than a large one
 
Keeping those in mind here are the ideas for fees.
 
🔍🔍🔍
 
1 – Deviation from the Mean.
 
Say the standard rate of PT in your area is £100 per session (for ease of numbers).
 
To fill your diary you can offer the following:
 
🔱 Priority Pass +35% on standard, so £135
 
This gives them an ‘All Access Priority Training Pass’ meaning they get first dibs on all good prime times slots, free access to bootcamps, workshops, seminars, ongoing nutritional/lifestyle coaching and more.
 
You’d base your packages off of this number.
 
🔱 Frugal Finance -15% on standard, so £85
 
Unlike the all access the ‘Economy Training Pass’ will have them able to pick from off peak training hours, free classes in those times, selected access to seminars/workshops (say 4 free per year) and reduced rate supplemental fees for nutritional tweaks, lifestyle coaching and so on.
 
You’ll have two very different types of client, those who want it all and those who want to save some £££, both have a place.
 
2 – Pay Now, Save Later
 
You offer two options in this as well.
 
A 6 month agreement where you clients pays upfront, or a 12 month one.
 
Nothing in-between, and for this we shall use arbitrary number examples again just for effect.
 
📆6 Month: £6000
📅12 Month: £10,000
 
In each you’ll offer all the bells and whistles, the only difference is the length of time investment which saves them 2K (remember these are arbitrary examples).
 
Now if one person can afford this upfront then you’ve done very well, however it’s not aimed ideally at one person, it’s aimed at groups of people with similar goals.
 
👩🧑👨👩‍🦱👨‍🦱👩‍🦰
 
Say you get 10 people, that’s £1000 each for an entire years worth of training, nutritional/lifestyle coaching and ongoing support, and if we put each at say 5 sessions per week (3 training, 2 nutrition/life coaching/support) that will mean potentially up to 260 session across the year.
 
(you could also do it with 2 people, 4 people, 7 people, etc)
 
£1000/260 = £3.84 (ish) per session per person.
 
That is an absolute bargain no matter which way you slice it.
 
Of course their sessions would be almost set in stone at regular times/days, that is a potential downside, yet for £3.84 a session can anyone really grumble?
 
3 – A Leap of Faith
 
This last one require guts.
 
😬😬😬
 
When a potential client asks for your fees you respond with this:
 
“You pay what you feel my services are worth.”
 
Offering blocks of training works well with this, and you can also remember that if someone offers a fee that is an insult you can tell them as such and refuse to train them.
 
Oh yes, using the above and having someone say “How about £10 per session then.” – you’re fully within your rights to say that is quite insulting and shows they don’t value a high quality service and as such you don’t wish to train someone in that mindset with such disregard for investing in their own health.
 
👊👊👊
 
Make them feel bad, a little bit of shame for them playing the fool can go a long way.
 
One reason this style works well is that people will area number in mind they’re wiling to pay, so why not have them pay it willingly.
 
🤓🤓🤓
 
There you have it, a few options for pricing.
Any questions please leave them below.
 
Enjoy,
Ross

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A Sinister 6 Sessions of Strength.

This nifty little protocol will help get many people strong.
 
There is no other prerequisites for doing it than to follow it to the letter.
 
🤓
 
Choose two lifts you wish to focus on (I suggest 1x Upper/Lower).
 
Before starting test your 5RM on your chosen lifts.
 
You’ll alternate which one you focus on session to session, so sweet up as an A-B alternating split, training every 5 days.
 
You will do 6 sessions of each (12 in total), this means 60 days of training.
 
^ On the days you’re not in the gym feel free to focus on mobility, going for long walks or if you practice a sport then do that.
 
Let us say it’s Close Grip Bench Press & Trap Bar Deadlift because my bias likes those.
 
For the Focus Lift this is the rep/set protocol:
 
Cluster Set:
– 5x 2-1-2 (rest 10-20 seconds between each)
– 3min rest after complete set
– Change loading each set by 20% Increase or Decrease
– DOn’t repeat the same load twice
 
For the Secondary Lift this is the rep/set protocol:
 
3×10 – 50%, 75%, 100% – 10RM (you should only just get 10 on the last set)
 
For your Accessory Lift, this is optional*.
 
In the suggestion below my suggestion is based on a PHA style to working on lagging areas for maintenance purposes, so quads, triceps, lats, etc.
 
Example for context:
 
15min time limit, if you can get out 4-5 rounds in the time increase the loading where needed or tweak the movements, you can change the movements each session.
 
C1 – Pull Up x3-6
C2 – Walking Lunge x10-12 (per leg)
C3 – Dumbbell Press OH x3-6
C4 – Hollow Body Hold x30sec
 
Set & rep wise you’ll be
 
Here is what a session will look like:
 
Session A –
 
A1 – CGBP – Focus Lift
B1 – TBDL – Secondary Lift
C1 – Accessory Lift (your choice)*
C2 – Accessory Lift (your choice)
C3 – Accessory Lift (your choice)
C4 – Accessory Lift (your choice)
 
Session B –
 
A1 – TBDL – Focus Lift
B1 – CGBP – Secondary Lift
C1 – Accessory Lift (your choice)*
C2 – Accessory Lift (your choice)
C3 – Accessory Lift (your choice)
C4 – Accessory Lift (your choice)
 
The idea of this is to focus on getting stronger each session, its not about conditioning.
 
By the end of the 6th test yourself with a 5RM once again.
 
Enjoy,
Ross

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The age old question

Them – “What is better, volume or load?”
 
Me – “The answer is yes.”
 
*face palm.
 
You’ll find these sorts of questions are common.
 
How to answer them without being didactic is where things become tricky because without more context any answer is right, or wrong, or irrelevant.
 
In reference to the above it was surrounding body composition, fat loss specifically.
 
The short answer for that is volume, however…
 
Volume with/that induces sufficient mechanical tension.
 
You see mechanical tension is the driving factor behind MUR (motor unit recruitment) and this is the important factor and why the answer from above is yes.
 
When it comes to high threshold motor unit recruitment (HTMUR), you can achieve this via heavy loading – 85% 1RM+ or by causing extreme fatigue in the type 1 muscle fibres and 2a’s in which they draw upon the deeper fibres/units to help them keep going.
 
From a hypertrophy standpoint volume and going to that point of fatigue and HTMUR with moderate loads is king, and while you’ll build strength that type of strength won’t be on the same level as that built with heavier loads to elicit the same response.
 
The heavier loads however will often have less hypertrophy due to the high demands on the CNS and not being able to hit potential volume requirements to trigger maximal hypertrophy.
 
It’s why there is no one answer or protocol that does it all.
 
When you look back at successful lifters and their training you’ll find the coaches alternated periods of loading, volume, and everything in-between to continually elicit HTMUR so that a continued adaptive response would be the result, hopefully.
 
The other benefit of alternating between all of the above is so from building muscle, to learning how to express the strength potential of said new muscle and then performing in comp.
 
Basically you need to have working sets in your training (be those volume or load/intensity based) that force you to go beyond where you currently are.
 
You see working to your current limits won’t take you to the place in which you’ll discover new ones.
 
A lot of people forget this.
 
It’s one of the main reasons a large amount stall and fail to make any further progress in training, and even life, at which pint they make up various excuses about being happy, maintaining and other such nonsense when in reality they’re just being soft and aren’t willing to truly push for more.
 
I know I said there is no best of both, and there isn’t even though there kind of is, ish.
 
From a recommendation standpoint I’d suggest the following for a blend of the two above –
 
(They will work for everyone, that even means you unique snowflakes out there)
 
– Ramp to a heavy 2,3 or 5 rep set (muscle potentiation)
– Back off sets = true working sets
– 6-20 reps per set
– 2-3 TRUE working sets (0-2 reps in reserve)
– An average loss of 1-2 reps of 2.5-5% loading per set indicate correct loading/effort in previous set
 
*If you feel the need for extra volume or prefer a simpler approach then take 60-80% of your top set for the day and do 50-100 reps in as few sets as possible.
 
Both the above, provided you lift with intent, will hit that much desired HTMUR.
 
Focus on doing better instead of simply doing more.
 
Enjoy,
Ross

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More Reflection from a Fledgeling

My friends of PT/Coaching ilk, some reflective thoughts for you.
 
Are you fuelling your ego or enriching your soul?
 
Looking back through some old programming I’ve done over the years for people when I was far more green to the industry I can spot the exact moment things went to shit.
 
By that I mean that my programming got lazy.
 
Excuses of –
 
“They don’t want to change enough.”
“It’s t heir attitude.”
“We must stick with XYZ because… reasons.”
 
All creeping in to cover up the truth, I got bored because things got hard.
 
Once things got hard and a choice was presented:
 
– Talk honestly & openly with the client about moving forwards meaning more time, effort and energy needed to be spent for the greater good of the person in front of me
 
– Spam out arbitrary programs for profit and an easy life
 
Some people got the former, many got the latter.
 
Those privy to the first were good long term clients and got a decent amount of progress, the rest in the latter camp made some progress however it wasn’t what it could have been.
 
That was over a decade ago.
 
It was at that time I made the conscious choice to focus on the quality of service, and giving people an experience that would enrich their lives, over just fleshing out my bank balance.
 
Yes, my profits took a hit. A massive hit, yet it was worth it.
 
This is why not you’ll find if you ask me for a program I will give it to you for free, because I can and it’s the right thing to do.
 
If you require coaching however, well that comes at a rather hefty price.
 
As PT’s it’s easy to fall into the trap of dishing out templates, throwing a google search out there and pilfering a program for someone else and claiming it as your own.
 
We’ve all done it, because it’s easy.
 
Making the commitment to producing high quality work is a tall order that requires a lot of your energy invested into it.
 
This is where the emption of going down the easy path sinks it’s claws into many a young trainer, even some experienced ones too, and the only ones who suffer are the clients that pay their hard earned cash for a result/service/product.
 
By suer I mean they don’t get the best results/outcome/experience.
 
This is why PT gets a bad rap.
 
Most are no better than used cars salesmen.
 
Fellow PT’s….
 
You wouldn’t want to invest in a something lacking substance (it’s why you won’t hire a coach, you know most are full of shit because it’s a reflection of your own self you’d rather ignore), yet you’ll sell/give exactly that to your clients.
 
Harsh as this sounds it comes from experience.
 
Letting people down isn’t what we want for anyone, yet it happens because of our inability to say these very simple words:
 
“I’ve reached my limit.”
 
You see we can only take people as far as we know how, to go further we need to invest more in our education and abilities, at great cost to ourselves I might add (financially & physically).
 
That being said, this is how we can take everyone to the next level, that is if you wish to work with those beyond the level of beginner and stop claiming your ultimate success in your business is the result of your skills and not randomness and the fact you’re exploiting the ‘beginner gains’ phenomenon.
 
As such we can’t lament what is done, it’s done.
 
No point in being sorry, instead we must be better.
 
Take a look at your programming and how you conduct yourself as a PT/coach, are you the coach you want to be or a mere shadow of it?
 
Make the choice to be better now and in the long run it’ll all be worth it.
 
Enjoy,
Ross

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A Training Protocol too simple to hurt as much as it does.

Morning Y’all,
 
Being a little bit of a nerd I personally enjoy the principles behind things not everyone wants that, so why not just get straight to the good stuff 💪
 
Protocol 1 – 6-12-25
 
A classic from Charles Poliquin.
 
Choose three movements.
 
Do a set of 6 for the first, 12 for the second & 25 for the third to fully decimate a muscle group/area.
 
Examples for each movement pattern:
 
Do 2-3 sets of the following with 2-4min rest after A3.
 
Push –
A1 – Weighted Dip x6
A2 – Close Grip Canadian Press x12
A3 – TRX Tiger-Bend x25
 
Pull –
A1 – Weighted Ring Chin Up x6
A2 – T-bar Row x12
A3 – Face Pull x25
 
Squat –
A1 – Front Squat x6
A2 – Squat (close stance, heels raised – cyclist squat) x12
A3 – Duck Stance Leg Press x25
 
Hinge –
A1 – Snatch Grip Deficit Deadlift x6
A2 – RDL x12
A3 – Prone Hamstring Curl (neutral feet) x25
 
If you do this correctly you will find a drop of in loading % of each set after 2, this usually because at our top weights we’ve got 1-2 good sets in us, then things start to fatigue so a reduction in load of 5-10% is sensible.
 
Enjoy,
Ross

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READ THIS! YOU KNOW IT’S GOOD BECAUSE I’VE WRITTEN THE TITLE IN CAPITAL LETTERS!!!!!

In fitness These days you have about 10 seconds to grab someones attention.
 
🤔…..😳
 
Given this marketing nugget of information.
 
I’m now about to take at least 5minutes of your time, that is if you’d be so kind as two continue reading 😁
 
Truth is that I’m far from a marketing expert.
 
One skill that I do happen to possess though is thin ate ability to gain peoples attention through being 174% asshole.
 
Yep, people love a villain you see.
 
Well, at least they like to argue with you and especially correct or prove you wrong.
 
Yep, making a deliberate mistake will gain traction.
 
Making yourself seem incompetent can get your content out because we can’t help but be pedantic little fuckers and score a point on someone.
 
Same goes for disagreeing, which often goes like this:
 
“Ah, I see you have an opinion. I too have an opinion and its better than yours, so sit back, relax and prepare to be incinerated by my epically referenced social media comment that will leave you crying in the corner.”
 
A controversial topic of two can get people talking.
 
Here are three fitness ones that never fail to innate a fire under peoples asses:
 
– Being fat means people all judge you
– Bench press is overrated and I have 3 better replacements
– Big & Strong is only possible with steroids
 
Essentially the more outlandish you make something sound the more people will engage and expose your content.
 
That being said, you can also take this route: emotion.
 
Sharing a relatable story that tugs at the heart strings.
 
This gets peoples into quite the persuadable state of mind, especially if it rings true to them on a personal level.
 
Take a look at the content you share, how you market and ask yourself this – why would anyone engage with this?
 
What is the hook essentially.
 
Is it a promise, a challenge of authority/perception/belief, maybe it is something else yet regardless of what it is you need to have one in everything you put out.
 
This will be closely linked to your CTA (call to action).
 
Say we use thee two points to tweak one of my aggressive examples (we will take the first one), this would be the result:
 
‘Fancy being able to never feel judged for your weight/size ever again because today I will show you how’
 
Here is the breakdown of my terrible writing:
 
Fancy being able to never feel judged for your weight/size ever again = emotional hook
 
Because today I will show you how = CTA (an indirect one)
 
Now apply this to your marketing and aim to have it hit home in 10seconds or less.
 
^^ Vine was great for this, Loved that app.
 
Enjoy,
Ross

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I wonder who also finds these common.

Dear PT’s,

Do you struggle to fill up your training slots and sell your services?

Many do.

Today I’m going to give you two common reasons this happens, at least from my experience and that of those I’ve worked with across the years.

It can be very frustrating to think you’re doing it all right and still make no headway.

However therein lies this issue, thinking you’re doing it all right and knowing you are, they’re two very different things.

The former will end up blaming the world and its dog.

The latter understands that the real issue is much much closer to home.

This leads us to the first reason many struggle to get the value of their services out to their target market.

It appeals only to them on a personal/emotional level.

A trap many fall in.

Since being told to follow their passion and immerse their business ethos in it, long with all of their products too.

Now not a terrible premise, yet it’s heavily bias towards other people (those you have available to you) also sharing your views, passions and valuing the same things, and this is the problem because many don’t. 

You see people want what they want for the reasons known only to them.

Do you know what those reasons are? 

In fact have you even asked, or did you simply assume and hope that everyone felt the same way you did about what you had to offer?

I’m willing to bet it’s the latter of thew two above because that was how it panned out for me and many others in the early day.

A lot of people who go self employed see their business as ‘their baby’ and this is foolish.
It’s a business and just like many others it needs to be run like one.

Know your clients needs/wants/values/perceptions/biases
Understand their problem & the solution you need to offer them

You see PT is s service industry, yet many PT’s offer a service that most don’t really want, or rather don’t need, and this is due to a lack of understanding.

It baffle me how many won’t ask clients what it is they want and how they want it to be delivered.

Now this doesn’t mean the client would be right in their thoughts, however it will give you the right language, motivations and marketing tools to appeal to said clients and get them onboard, then from hear you can educate and lead them down the righteous path of progress.

I know, that’s only the first common issue.

The second is a real ego killer.

Are you ready for it?

You’re not special.

You are one of many in the industry and don’t offer anything different, unique or appealing.

As a PT you need people way more than they need you and they know it.

Now that you know this, how can you apply it to hep you not simply be one of many and truly stand out?

Simple, tell people the TRUTH.

This is a nuanced approach, I won’t lie to you. It’s going to ruffle a lot of feathers and perhaps even put people backs up, yet the information you’d be giving people is true & useful.

Is it good information, well yes, however it may not make people feel good.

If you asked me if this was carrot or stick, I’d say it’s more a whip.

What you’d tell people would sting initially, then hurt long after because the truth often cuts deep and can cause some major discomfort and that is why many PT’s won’t dare speak it.

Knowing this though is what can separate you from the rest.

Say you speak to someone and start asking them ‘why’ they desire the goal they do, then proceed to ask them ‘so what’ (as in so what will it really do for you, and so what does that mean to you, etc), digging deeper and deeper until you find the emotional trigger and root cause, or rather their real driving force behind their desire to change.

This is the fire you need to fan until it’s a blazing inferno.

Yea it’s nice to tell people what they want to hear, yet when they don’t get results then the fault lies 100% with you because you pandered to them, as such the service you offer is lacklustre and see and something that doesn’t work.

Is this how you want to be seen as a PT?

Now with the above you wouldn’t tell people such things with malice or spite, you’d use tact, yet whatever you do say still needs to be the truth. 

An example:

Not optional – “Well, you’re fat, like really fat. I almost harpooned you when you waddled in.”

Optimal – “In truth do you feel it’s fair to say that you’re carrying more body fat than you’d like, and as a result of that it’s affected your confidence among other things?”

It’s often not what we say it’s how we say it.

Taking not of the above and aiming to apply them to the way you currently run your fitness business will yield results.

You simply have to have faith in the process and realise that it’s going to be quite the learning experience because you will find your flow with it all.

Start by asking yourself this:

Do I know what I need to do & am I willing to do it?

Enjoy,
Ross

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McFly wasn’t the only one lacking it…

There is something that all those who give up have in common. 

They lack discipline.

When training is no longer fun, the initial wave of motivation has worn off and they realise their trainer was entertaining them instead of actually training them it can leave many deflated.

Sadly there can be no lessons without a cost. 

Well, unless you heed the words above in which case you’ll save a lot of money and wasted time. 

The shine of training wears off in anywhere from 1-3 years.

Believe it or not this isn’t hyperbole, it’s the truth. 

As such you need to create the habit of discipline.

Like anything it’s a skill and need practice to master. 

Stephen king used to set aside 4 hours to write according to a little book I read based on how he writes. 

Initially this wasn’t his natural ‘flow’ time because such a thing doesn’t just happen on a whim, it’s created. 

There was conscious sacrifice and the reward was skill. 

You see success is about how much you’re willing to give (of yourself) and what you’re willing to give away (creature comforts). 

There is always a price to pay, the question is a can you afford it?

Rather can you afford not to pay it if you truly want to become something more than you currently are, that is the real question here. 

How many times have you given up on something, not because of any cosmic catastrophe or unforeseen circumstance, just because you gave in to the weight of it?

^^ Give this some thought. 

You don’t have to want anything in life, yet if you do then you’ll find having an iron clad discipline will come in handy. 

Enjoy, 

Ross 

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Planned Randomness, an oxymoron worth taking note of.

Recently I’ve been working on some volume in my lifting days (2 per week). 

The first attempts were based around a basic ladder (or pyramid, however you say it) of 1-20 in a superset with another movement performed at a static rep range.

The first few times I tried to complete the full ladder everything went around set 15-17.

In the subsequent attempts a random approach of reps was tried, still use the 1-20, just not in sequential order.

This meant a mixture of set intensities, so 20reps followed by perhaps 17, then 3,6,1,19, allowing for some interesting feelings lifting wise. 

It made hitting the 210 rep total far more enjoyable. 

Selecting random rep numbers each set with a static load can make for quite an interesting training session, all you need do is choose a total amount of reps (or tonnage if that’s your thing) and go for it. 

This means you’re not sticking in the 10-15 rep range, or the 6-8 rep range, although that is indeed an option, you can use whatever rep you like (my aim currently is once solid 5×20 can be done or 3×30 then the load needs increasing).

You can track progress in the following was if you keep the load the same for say 3-5 sessions. 

  • Time taken to hit rep goal
  • Number of higher rep sets utilised
  • Total amount of sets used
  • Your HR during/post (a great forgotten gem to track)

^ When you hit the target you can change the movement variation or increase the load, dealers choice. 

Well worth your time, especially if like myself you’re only lifting two days per week currently.

Here is my current protocol –

Day 1:

A1 – Trap Bar DL – 210 total reps
A2 – Pressing Variation (any) – 100 total reps
B1 – Pulling Variation (any) – 100 total reps – if time provides

Day 2:

A1 – Squatting Variation – 210 total reps
B1 – Pulling variation (any) – 100 total reps
B2 – Pressing Variation (any) – 100 total reps

It’s not fancy, it is however very effective.

Say you don’t hit the rep goals first try, don’t sweat, well do sweat just don’t worry, keep working until you do then perhaps change the variation.

Enjoy, 

Ross 

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Your Excuse, Your Failure

“It gets harder as you get older.”
 
Well yes, but actually no.
 
This is something I’ve heard no less than a dozen times since January the 1st, and from people in their 30’s.
 
Okay, your 30, not dead and the reason you’ve gained fat, lost muscle and feel shit about yourself is because you allowed it to happen because life got comfortable.
 
Yep, it’s all on you, the universe or other cosmic entity just went with the choices you decide to make.
 
Age, like having kids or some phantom/elf diagnosed medical condition, is the perfect excuse for people to hide behind because to question it will have you almost burned at the steak.
 
In full candour, life it simply hard there are very few breaks given and the struggle is real.
 
In this knowledge you have two real choices:
 
1 – Do the best you can with what you’ve been given
2 – Hide behind excuses like everyone else
 
There isn’t much more to it really.
 
Yes barriers, unfortunate events and general shit will crop up, that is inevitable however it’s how you choose to deal with it that counts.
 
Excuse or effort, it’s your call.
 
Don’t get me wrong, I’m far from free of the above because so many excuses have come from my lips, so well thought out that I almost even convinced myself of their validity and who they truly stopped me moving forwards.
 
This of course was all bullshit, they were just excuses that gave me a reason to give up and not feel too bad about it when the truth of the matter was so much simpler.
 
It wasn’t important enough to me.
 
That is literally what it comes down to, and in addition to that I learned from a very young age that telling people this, that things or they didn’t matter went down like a lead ballon. So I started making excuses that would protect everyone and give me an out.
 
All bullshit really and as I got older and less worried about the world and the people in it I found my attitude evolved into what it is now –
 
‘I will tell you the truth regardless, you can choose to response or react because I’m done.’
 
Excuses come in may shapes and sizes, as do our legitimate barriers/obstacles.
 
There is one crucial difference between them though, a barrier/obstacle will have options to overcome it and still slow you to move forwards, even if slowly, essentially they simply slow you down and will eventually no longer be an issue/consideration.
 
An excuse on the other hand will be there forever because you’re allowing it to be there because you’ve created it and to remove it will involve you being 100% honest with yourself in the fact that you put it there to sabotage yourself and give you a reason to fail, quite, give up and stay weak or helpless.
 
Excuse or effort, your choice.
 
If it really means something to you then you’ll find a way, like life.
 
Life will always find a way to keep growing, you should too.
 
Enjoy,
Ross

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