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According to economists, we are not in a
recession (by their definition), but it sure feels like
a recession to a lot of our people. Every time I
hear someone say "times are tough out there," I am
reminded of an expression I heard long ago: "Tough times
don't last--tough people do!"
If you believe you are going through TOUGH
TIMES, what do you do? Do you quit? Do you sit around
commiserating with your colleagues? Do you complain?
Or do you blame?
One potential course of action is for you to
"SHARPEN THE SAW!"
Allow
me to explain. Jim and Mark are two woodcutters. Mark
works hard all day sawing wood; occasionally, when he
pauses to wipe sweat from his brow, he notices that Jim
is sitting down. Mark notices that Jim sits down
several times throughout the day. At the end of the
day, when their foreman tallies up how much wood each
man cut, it turns out that Jim cut twice as much wood as
Mark. Mark is obviously shocked and asks Jim how he
could have possibly cut twice as much wood, since Jim
took so many breaks while he kept working hard all day!
Jim was surprised by Mark's question and
replied, "I wasn't taking a break, I was sharpening my
saw!"
If times are tough, maybe it's because
you--like Mark--are not sharpening your saw!
The IFPA has close working relations with
major health club chains, gyms, personal training
studios and trainers--fitness professionals (that have
been IFPA certified for 15 years and are now highly
successful owners and managers) are all reporting to us
that there are 2 critical areas that trainers need to
improve to be successful, to make money and to survive
the tough times:
(1) Fitness Consulting and Assessment Phase
(2) Exercise Management Phase
The Fitness Consulting and Assessment Phase
is and always will be the most critical phase of the
personal training process. This phase is when the
potential client first meets with you to determine if
the client will begin the personal training program.
This is where you must use your knowledge, skills and
abilities to influence and motivate the potential client
to purchase your personal training "package". Packages
are normally a set fee for anywhere from 10-100 prepaid
personal training sessions. When the potential client
signs the agreement and gives you a check/credit
card/cash for your agreed upon price you have "SOLD
THEM" on the program and "CLOSED" the deal!
If you are going to survive tough times you
must become an expert on "closing". Owners and managers
all over the USA are complaining that trainers can't
sell and they can't close. Virtually every manager
tells us the closing ratio is around 8%, meaning that
trainers close 8 out of every 100 people they talk to!
If fewer people are coming in the door, then it becomes
essential that you gain the knowledge, skills and
abilities to increase your closing ratio. If you don't,
you cannot survive in this environment. People will
NEED your services more than ever, but if you cannot
convince them, their health will fail, along with your
career!
SHARPEN YOUR SAW!
The IFPA Fitness Consultant Specialist
Certification course teaches you all the counseling,
consulting, sales and closing knowledge, skills and
abilities you need to become a world-class closer! Not
only will your closing ratio go up fivefold at the
conclusion of this course, it will continue to go up as
you use the skills you learn. Within a few weeks of
using and perfecting your new knowledge, skills and
abilities, you will discover your closing ratio nearing
perfection! By following the exercises, models, scripts
and role-playing in the course, your closing ratio will
get closer and closer to 100%! Not only will your
closing ratio soar, but you can use these same skills to
increase your RETENTION!
SHARPENING YOUR SAW GETS YOU MORE CLIENTS
AND KEEPS YOUR CLIENTS!
Problem Area Two: Exercise Management Phase
The second complaint we receive from
managers is that personal trainers do not follow IFPA
Safety Guidelines, IFPA Exercise Key Teaching Points and
proper biomechanics when taking clients through a
workout. All our IFPA certified managers are very aware
of how much the IFPA emphasizes this knowledge in our
curriculum, but it seems some of our certified
instructors get complacent. There are two very good
reasons why the IFPA course is meticulous when it comes
to exercise technique: (1) Safety and (2)
Effectiveness! If you get complacent, clients get hurt
or at the very least, they fail to make good gains. If
you want to retain clients, teach all exercise to
PERFECTION! To help you in this endeavour and SHARPEN
YOUR SAW! The IFPA has produced a highly informative
DVD: "How To Take A Client Through A World-Class
Workout".
This 2-hour DVD will provide you detailed,
concise, never-before-seen exercise
techniques--performed to perfection so you will PERFORM
TO PERFECTION! Perfect exercise management ensures
safety and effectiveness and leads to far greater
RETENTION! It is far more expensive to look for new
clients than to keep old clients. SHARPEN YOUR SAW and
increase retention, client satisfaction and your income!
The IFPA Fitness Consulting Specialist
Certification course is regularly $499. The "How To
Take A Client Through A World-Class Workout" is $99 for
a total price of $598.
To help you survive the tough times and
SHARPEN YOUR SAW, your IFPA TEAM is offering you $350
off this special, SHARPEN YOUR SAW PACKAGE. You can,
for a very limited time, receive the IFPA Fitness
Consulting Specialist Certification course; when you
complete and pass the exam you will be awarded 24 IFPA
CEUs to renew your other certifications!
"Tough times don't last--tough people DO!"
If you are one of the many people that HATE
SELLING and LOATHE CLOSING, then you definitely NEED
this course, because you will learn to CONSULT, not
SELL, and MOTIVATE, not CLOSE! You will learn
COUNSELING TECHNIQUES, not AGRESSIVE SALESMANSHIP! You
will develop skills to build RELATIONSHIPS, not
MANIPULATION! This course will improve your communication
skills making you a far more effective communicator!
The exercises in the workbook will greatly increase your
ability to establish long-lasting RAPPORT with all your
clients and potential clients--quickly, effectively and
PAINLESSLY!
This course contains everything you need to
become a MASTER MOTIVATOR, SUCCESSFUL TRAINER AND
WORLD-CLASS CLOSER!
SHARPEN YOUR SAW!
GET THROUGH THE TOUGH TIMES!
HAVE FUN!
MAKE MONEY!
REDUCE STRESS!
Pick up the phone right
NOW
(800-785-1924) to order this
Special SHARPEN THE SAW PACKAGE for only $249, or go to
the IFPA website NOW at www.ifpa-fitness.com!
What will you learn in this course?
In this course you will learn how to quickly
and efficiently identify the different personality
types. Once you have identified the different
personality types and learned the different
characteristics of each type, you will learn the words
to use, how to use them, what to say and when to
precisely tailor your communciation so they understand
your message.
People are not "difficult", they just
communicate differently, have different motives and
influences. You will learn how to close everyone by
learning different words to use and how to close
different personality types.
The course will also teach you an
understanding of your own personality so you will be
aware of your strengths and weaknesses and how you can
adapt to close any personality type you meet!
This course provides customized scripts, but
even more important, this course will teach you to
develop your own customized scripts, specific to your
needs, wants, goals, personality and the personalities
of your clients.
This course will also provide you all the
answers to all the objections you will hear from all
your potential clients. What do you say when a
potential client says, "I don't have the time!" or "I
don't have the energy!" or "I don't have the money!" or
"I don't have the motivation!" or "I want to think about
it!" or "I have to talk to my spouse about it!" or "I
have nothing to wear!" or "It's against my religion!" or
"My wife likes me fat!" or any of the other excuses you
hear from potential clients???
This course will provide you with the
answers to all the objections potential clients will
give you on why they can't start an exercise program.
You will be so well prepared that you will easily turn
all objections into closings and all stalls into CASH!
This course will provide you everything you
need to know to convince everyone to begin and maintain
a personal training program with you.
This course will give you great power to
close clients; remember to use the DVD so you can
deliver on your presentation.
Pick up the phone right
NOW
(800-785-1924) to order this
Special SHARPEN THE SAW PACKAGE for only $249, or go to
the IFPA website NOW at www.ifpa-fitness.com!
______ IFPA NEWS ______
International IFPA & Dr. Jim
Bells Presentation Schedule 2009
Bangkok, Thailand:
Mar 27-29, WAAAM Medical Conference
Mar 30-Apr 1, American Board of Anti-Aging &
Regenerative Medicine
Mar 30-Apr 3, IFPA Personal Fitness Trainer
Certification Workshop
Singapore:
Apr 3-5, WAAAM Medical Conference
Apr 6-8, American Board of Anti-Aging and Regenerative
Medicine
Apr 8-12, IFPA Singapore-Asian Fitness Conference
Kuala Lumpur, Malaysia:
May 22-24, WAAAM Medical Conference
May 25-27, American Board of Anti-Aging and Regenerative
Medicine
May 25-29, IFPA Personal Fitness Trainer Certification
Workshop
Manila, Phillippines:
May 29-31, WAAAM Medical Conference
June 1-3, American Board of Anti-Aging and Regenerative
Medicine
June 1-5, IFPA Personal Fitness Trainer Certification
Workshop
Estoril, Portugal:
June 4-6, WAAAM Medical Conference
June 7-9, IFPA Personal Fitness Trainer Certification
Workshop
Bali, Indonesia:
Oct 9-11, WAAAM Medical Conference
Oct 12-14, American Board of Anti-Aging and Regenerative
Medicine
Oct 12-16, IFPA Personal Fitness Trainer Certification
Workshop
Australia:
Oct 16-18, WAAAM Medical Conference
Oct 19-21, American Board of Anti-Aging and Regenerative
Medicine
Oct 19-23, IFPA Personal Fitness Trainer Certification
Workshop
OTHER INTERNATIONAL LOCATIONS TO BE ANNOUNCED:
Goa, India; Paris; Monaco; Dusseldorf; London; Moscow;
Rome; Sao Paulo, Brazil
Prestigious National Events Dr. Bell Will Be
Presenting At:
2008
Las Vegas:
Dec 10-11, American College of Anti-Aging Sports
Medicine Professionals (ACASP)
Dec 11-14, A4M Medical Conference
2009
Orlando, FL:
Apr 20-22, ACASP Sports Medicine Certification
Apr 22-24, A4M Medical Conference
San Jose, CA:
Sept 8-10, ACASP Sports Medicine Certification
Sept 10-12, A4M Medical Conference
Las Vegas, NV:
Dec 7-9, ACASP Sports Medicine Certification
Dec 9-12, A4M Medical Conference
______________________________________________________________
Dr. Bell will be Presenting at the First Annual
Iberian Congress on Anti-Aging Medicine June 2009, ESTORIL, Portugal.
For more info:
www.a4miberia.com
Dr. Bell will be Presenting an IFPA Personal Fitness
Trainer Certification in Portugal, June, 2009.
For more info, email:
info@a4miberia.com web:
www.a4miberia.com/IFPA.h.
Dr. Jim Bell will be presenting at
the 5th Malaysian Conference and Exhibition
for Anti-Aging and Aesthetic Medicine.
Date: May 17th-19th,
2009
Venue: Shangri-La Hotel
Kuala Lumpur, Malaysia
For more info:
Web:
www.saaamm.org
Email:
info@saaamm.org
For more information on Indonesian
events, email:
Indonesia@ifpa-fitness.com
or call +62 21 780 2778
(International).
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James
T. Bell, PhD. is the
founder and CEO of the International Fitness
Professionals Association, IFPA.
 More
Books from Jim Bell, PhD.
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