I’ve Got to Get This Off My Chest Before I Explode!!!

Many of you have been extremely concerned that the decades-long surge in personal training seems to be tapering off.  You are concerned that your client’s economic needs are making them spend less and less on personal training.  You are concerned about your survival.

If you are in a situation where your personal training business is still booming, GREAT!  You have more time to prepare for the challenges of the highly competitive environment that is approaching.  If you are in a situation where your personal training business is slumping, you are going to need to take drastic, aggressive, monumental action immediately.

You Are Going to Have to Grow or Die!

Knowledge is power, but only when your knowledge is driven into action.  Often you know what to do, but for a variety of reasons--self-doubt, fear of failure, fear of success, laziness, procrastination, lack of discipline, and other reasons--you never take the necessary action that could cause your breakthrough to higher levels of achievement.

Your clients are becoming more knowledgeable about fitness, exercise, and personal training.  Your clients have a more subtle understanding of the personal training services available today.  Your clients have a more discerning knowledge of the price and value of personal training than ever before and may be wondering if you are providing enough value for what you charge.

Move Ahead or Get Left Behind!

If you are not providing STELLAR SERVICE, then you are being left behind!  If you are not 100% FOCUSED during each and every session, then you are being left behind!  If you are not completely committed to helping your client achieve their goals, then you are being left behind!  If you are not continuously motivating your client to achieve optimum performance, then you are being left behind!  If you are not teaching them the right exercise programs and the right exercises, with the proper biomechanics so they can achieve all their fitness goals, in the least amount of time, with the highest possible degree of safety and effectiveness, then you are being left behind!  If you are not using the proper technique, principles, and guidelines of exercise and nutrition science to solve your client’s problems, then you are being left behind!

Is the IFPA Certified Functional Trainer the Answer?

NOPE!  It is only PART of the answer.  Your job as a personal trainer is to solve problems.  You were taught that there are 10 components of fitness and you were to use Fitness Assessments to determine your client’s problems.  Then you were taught to use Exercise Prescription, Program Design, and Exercise Management to help your client to solve their problem.  Simply relying on Functional Training as a “one size fits all” answer to all your client’s problems is being naïve, or worse, lazy!

You need to GROW!  Depending on your client’s problems, they may need strength training or running or PNF stretching or yoga or circuit training or rehabilitation exercise or sprinting or machine work or tubing exercises OR functional training (you get the idea?).  You won’t know what your client NEEDS until you complete your NEEDS ASSESSMENT to discover their problems.  Once you uncover their NEEDS, you will have to do something that many trainers in our industry find abhorrent:  YOU WILL HAVE TO THINK!  Then you can customize your program design to precisely satisfy your client’s NEEDS. 

This is one major problem in our industry.  The functional training mentality of  “one size fits all” has had a devastating impact on trainers, because far, far too many trainers were not getting the job done.  They were not meeting their client’s NEEDS.

But this is only part of the problem.  If we are to turn this around, we are going to need to look at the problem as a whole.

WHAT IS THE PROBLEM?

Why are you losing clients?

When you lose a client, there are always reasons why.  There are reasons you can control and there are reasons you can’t control.  Since you have no control over your client’s decision to move across the country, you should not waste any time on reasons you can’t control.  Focus all your time, effort, energy, TALENT, and TENACITY on those things you can control.

THE 9 Fundamental Reasons WHY TRAINERS LOSE CLIENTS:

Reason #1:  Give bad service:  Don’t show up for a training session.  Don’t return calls.  Show up for a session hung-over, tired, sloppy, dirty, smelly, or irritable.  Sit down on another piece of equipment while your client exercises.  Talk about yourself.  Talk about others—clients, trainers, etc.  Talk to other people during the personal training (PFT) session.  Don’t spot, teach, or motivate during the PFT session.  Insult your client, other clients, or members of your gym.

Reason #2: Lack of commitment: You need to continuously demonstrate your commitment toward your client and toward helping them achieve their goals.  They expect you to help them achieve their goals in a safe, effective, and timely manner.  If you fail, you lose the client.

Reason #3: Fail to motivate your client: Your client depends on you for some level of motivation.  If this motivation is low, you need to motivate them to come to the gym.  If their motivation is moderate, you need to coax them to greater effort.  If their motivation is high, you need to coach them to achieve optimum performance.

Take the hard-nosed approach and tell them “I just train you.  You need to find the motivation to exercise somewhere else.”  You can go ahead and fool yourself and give the tried and true academician’s response to motivation and say, “all motivation is internal,” and once again, you lost the client!

Reason #4: Don’t teach the appropriate exercise program:  You probably know the horror stories as well as I.  The 40-year-old lawyer has never worked out a day in her life.  She comes to the gym for her first workout and she is enthralled by the mountain of muscle standing before her as she is introduced to her new personal trainer.  Without “wasting” any of her time on “paperwork” (PAR-Q, HHQ, or any other medical, health, or fitness history questionnaire); without “wasting” any of her time on that “Fitness Assessment Junk;” without “wasting” any of her time on “unnecessary chit-chat;” her Neanderthal trainer takes her through “HIS” personal back routine:  24-8RM sets of back exercises with 4 forced repetitions each set, to make sure she “gets her money’s worth.”

You should remember that the IFPA Personal Trainer Certification Course taught you only the essentials of the exercise sciences.  You must always remember that what you learned was the concise and ESSENTIAL information you needed to know to train people safely and effectively.  The IFPA did not waste any words or time with you, so never forget what you learned and always use what you learned.

Reason #5:  DON’T Teach Proper Exercise Biomechanics: Every exercise has a RISK and a BENEFIT.  Some exercises have a higher benefit and lower risk than others.  You should use the proper exercise with the proper biomechanics that matches the needs and abilities of your client.  Beginners, those who are deconditioned, and clients with one or more muscle, nerve, joint, or biochemical dysfunction should be instructed to perform low-risk and moderate-to high-benefit exercises as can be safely allowed.  With all the critically important knowledge you were required to learn in order to pass the IFPA Certification Exam, you did not have the time to master all the 150 weight training exercises you will need to fulfill your destiny.

Keep reading and be patient!

THE SOLUTION TO THIS PROBLEM IS COMING!!!

Reason #6: Don’t teach proper principles, guidelines and techniques: Yes!  Once again, you need to review your IFPA Personal Training Course, but there is still much more for you to learn.  You need to focus on your next frontier.  This frontier is you, the personal trainer, as the PROBLEM SOLVER!  That is precisely what you need to become, a PROBLEM SOLVER!  Your clients are coming to you with a vast variety of fitness, health, nutrition, and physical problems.  You must learn to solve those problems in order to “PROVE YOUR WORTH” to your clients.  Your client’s problems will come under 4 major categories of dysfunction.

Once again, with the critically important knowledge you had to already master, there just wasn’t the time for you to learn how to identify all of your client’s dysfunctions. 

Now is the time!

You will need to commit yourself to becoming a “Master Problem Solver.”  You need to discover how to identify:

1. Muscle Dysfunction

2. Joint Dysfunction

3. Nerve Dysfunction

4. Biochemical Dysfunction (Nutritional Deficiencies, Overtraining, and/or Stress)

And much, much more!!!

You need to learn how to correct your client’s dysfunctions safely and effectively!  OR, in the cases where medical and health interventions are required, you need to know which medical and health professionals you need to direct your client to, in order for the client to receive proper care (MD, DO, DCM, ND, RD, PT, Acupuncturist, Massage Therapist, etc.).

That is your role as a problem solver!

If this seems like a daunting task, please relax.  The IFPA has developed the course you need that will teach you everything you need to know. 

Reason #7: Poor Ethics: Lying, cheating, and stealing are guaranteed to lose your clients.  In Colorado Springs, CO, at the foot of snow-capped Pike’s Peak, the highest elevation in the continental USA, is an extraordinary site, the U.S. Air Force Academy.  If you ever have an opportunity, please go, because it is a magnificent site.  As you approach the beautiful entrance, you will see an inscription, carved in the stone above the beautiful entryway.  The inscription reads:  “WE DO NOT LIE, CHEAT, OR STEAL, NOR TOLERATE ANYONE AMONGST US WHO WILL.” 

If you are to fulfill your destiny; if you are to become the personal trainer you are meant to be; if you are to become the person you are meant to be; you must conduct yourself with the highest degree of ethics, honor, and integrity.

Reason #8: Lack of Knowledge: You have probably already met the growing legions of clients that are reading everything they can get their hands on about fitness, health, and nutrition.  You have probably thought:  “What do they need me for?”

Well, guess what?  They do need you, but only if you have more knowledge than they do.  REVIVE YOUR RENAISSANCE SPIRIT and become a PROBLEM SOLVER!

This newly developed IFPA course is designed the same way all IFPA courses are designed: practical, concise, and effective.  You will learn precisely what you need to learn, in order to become a WORLD CLASS PROBLEM SOLVER!

Dedicate yourself to understanding the state-of-the-art and novel knowledge provided in this course that will teach you the dynamic new fitness assessments, guaranteed to unlock the secrets of your client’s unknown and undiagnosed dysfunctions, the same dysfunctions that cripple your attempts to lead your clients to their ultimate fitness destiny.

Dedicate yourself to learning innovative and advanced concepts in Exercise Prescription, Program Design and Exercise Management.

Dedicate yourself to learning the over-150-strength training exercises contained in this course.  All the benefits.  All the risks.  All the proper techniques.  All the proper biomechanics.  All the details that will make you a “MASTER PROBLEM SOLVER!”

SET GREAT GOALS; THAT IS THE ONLY WAY TO GET GREAT RESULTS!

If you want to start turning your clients into MASTERPIECES, you need to master the knowledge contained in this innovative IFPA course.  Armed with the powerful knowledge contained in this course and your committed focus to envision your success, you will meet with a success you have not dreamed of! 

Reason #9: Lack of skill: If you lack the skill to demonstrate the proper form on an exercise, can’t teach an exercise, can’t motivate, can’t communicate, can’t do fitness assessment, exercise prescription, exercise management, or program design, you are losing clients.  You can go ahead and look around the gym and say, “Well, everybody else is doing the same thing,” but that doesn’t make it right. 

When you went through the IFPA Personal Trainer Certification Course, you learned the most practical information in the industry.  You learned skills that put you well above other trainers that go through the other “academic” courses available.

Are you using those skills?

Do you remember EVERYTHING you were taught?

Have you continued your education?

Do you think you might benefit from a refresher?

Since most people typically forget 80% of what they learn within 48 hours of learning it, is there any possibility you might have forgotten something important?

This newly developed IFPA Course is going to force you to accomplish two critical goals:

1. You will become a MASTER PROBLEM SOLVER. 

2. You will be forced to review the most critical concepts you have already learned, but have forgotten from your IFPA Personal Trainer Course.

But that’s not enough for me and it should not be enough for you.  I have an insatiable need to ensure that IFPA Certified Personal Trainers maintain the IFPA reputation of having the MOST SKILLED TRAINERS in the industry.  So I have provided you the two best tools in the industry to guarantee you satisfy that need.

Beyond having the two best textbooks in the industry for teaching you everything you need to become a MASTER PROBLEM SOLVER and teaching you everything you need for safe, effective, and optimal muscle training--whether your client needs to correct dysfunction, or to master the correct biomechanics of lifting for optimal or maximum growth and strength, depending on your client’s needs--the course also provides a revolutionary DVD that will provide you an unprecedented learning experience.  You will see and learn, in action, precisely how to do each and every exercise, test, fitness assessment, etc. all carefully crafted to get you to your goal of MASTER PROBLEM SOLVER.  And, best of all, the IFPA Course provides you with an exclusive and revolutionary Workbook that has been precisely developed to act as a “private tutorial” from me.  Utilizing this Workbook, I will take you step-by-step  through the entire educational process to make sure you turn all the education you gain into the skill you need to become a MASTER PROBLEM SOLVER!

IT IS YOUR SKILL THAT BRINGS YOU SUCCESS!

WHAT IS SUCCESS?

You may think success is defined by how much money you make, or all the neat toys you have, or the army of clients that think you’re great.

I am going to tell you how I spell success.  I recently lectured at the Club Industry Trade Show in New York City and one of the truly fun occurrences for me at this or any trade show is the opportunity to see old friends.  Seeing so many old friends has led me to a revelation that I want to share with you that changed my meaning of success.  At one moment during the Trade Show, I realized that 9 of the first 100 Fitness Trainers certified by the IFPA were standing at the IFPA booth together.  After 12 years, here at one time were 9 people who started with the IFPA, virtually the first month the IFPA came into existence, and here they were, standing together, still part of the IFPA 12 years later.

I am very proud of the fact that the IFPA has certified over 50,000 fitness professionals, but I am far, far, more proud of the fact that we keep so many of you as part of the IFPA Team.

YOUR SUCCESS IS MY SUCCESS!

I don’t want you or any other IFPA Professional to fail; that is the reason for me writing to you.  The IFPA Course has been developed to ensure your success.

HELP IS ON THE WAY!

The IFPA Course I have been telling you about and the course you NEED to become a MASTER PROBLEM SOLVER is the IFPA Certified Bodybuilding Instructor.

I know, I know!  I probably misnamed this course because so many people have the wrong idea about what bodybuilding is all about, but I’m a little older than you (OK, maybe a lot older than you—be nice).  Understand, from my perspective, bodybuilding is about using exercise, nutrition, and a health and fitness lifestyle to optimize your physical being.  Done correctly, bodybuilding is the most healthy, most beneficial activity anyone (young, old, or in-between) engages in!  And I promise you, this Course is all about optimizing health and fitness.  It is not only used for competitive bodybuilding, but for building a better and healthier body.

The IFPA Certified Bodybuilding Instructor Course is $599 and it includes everything I just described and more: 2 textbooks, DVD, Workbook, Study Guide, Certification Exam, Certification Diploma, Wallet Card (when you pass the exam), and something unique to this course.  Since I know how critical this course is to your success, you are going to be awarded 24 CECs, plus successful completion will renew your IFPA Personal Trainer Certification (and any others) for a period of 2 years (other CECs renew you for 1 year). 

You and I are on the same team.  I know you need this course to become a successful problem solver and I am going to make it easy for you to get started on this course.  The course is $599, but I am going to get you started on your RENAISSANCE by letting you get it NOW for $199 (you pay the balance of $400 in 30 days).  You can get the course and start increasing your income and solve your cash flow problem.

Everything you need to take your career to higher levels of achievement than you can possibly imagine is in this course, except two:

(1)               Your TENACITY: You have to get TENACIOUS!  Get to work learning all the innovative knowledge this course will provide you and…GET TENACIOUS on turning your newfound knowledge into ACTION AND SKILL by faithfully and fully performing every exercise I ask of you in the REVOLUTIONARY TUTORIAL WORKBOOK I have provided for you.

(2)               The brand new “How to Take a Client Through a World Class Workout” DVD.  This is a two-hour DVD featuring me and the IFPA Personal Trainer of the Year, Francine Phelps.  This DVD will clearly demonstrate how you MUST train your clients to guarantee you will never lose again.  This is the final gift I give to you to help you fulfill your destiny of becoming a great trainer and problem solver.

The DVD is selling fast at $99 each, but it is my GIFT to you to ensure you continue the tradition, the heritage of excellence you joined when you became a member of the IFPA team!  View this DVD as soon as you get it.  Use the techniques to immediately improve your training (and your income)!  Simply incorporating these techniques into your training will improve your business many, many times the cost of the course.

This is a $99 DVD that I am giving you FREE, simply because I want you to be a success!  And, more importantly, our society NEEDS you to be a success.

You should already know that I was honored to serve on the Governor’s Task Force for the Obesity Epidemic in Florida.  I have communicated to you before the horrendous danger of the Obesity Epidemic running amok throughout our society.  I have just received some horrible news concerning the epidemic and American lifestyle.  I have been informed that for the first time in world history, the adult parents in this great nation of ours will be burying our children.  Recent research findings are indicating that, due to the deplorable anti-health lifestyles, our children will see a drastic reduction in their lifespan, so dramatic that parents will see their children die.  I cannot imagine anything worse than to bury your child.

You are probably experiencing as much disbelief as I am over this.  I was shocked when I heard this.  Once I got over my initial shock, I decided to take action and this letter to you is part of that action.  My calling is to train and educate you.  Your calling is to train and educate your clients.  You must help me with my calling as I must help you with yours.  If you fail to take this course, you risk failing your clients, our citizens.  You and I cannot risk failure.  Working together, we can succeed, we can stem the Obesity Epidemic.

Please, CALL NOW and work with me to success!

(Offer available UNTIL July 31, 2005).

 

Sincerely,

James T. Bell, PhDc

President, IFPA