How to become a good personal fitness trainer - Client Psychology

Uploaded by StartFitnessBootCamp on 05.10.2012

bjbj Personal Training How to become a GOOD personal trainer - YouTube [0:00:00] How are
you doing everybody; this is Jonathan your fitness business management expert. In this
video I'm going to go over my interpretation of what separates a good personal trainer
from a misguided personal trainer. I don t necessarily believe in using the term bad.
So a misguided personal trainer will look at himself or herself under these terms; totally
ridiculous and a possible never heading repetitions. This is the kind of trainer who likes to beat
their client into submission. If you just do the workout I set it up for you you ll
get in shape and my workouts are God s gift to fitness, nobody else does it quite like
me and I fine tune it so that even before you walked through the door, this workout
is perfect just for you. That s why I give it to everybody that I have and everybody
does the same thing. But there is a different way to look at personal training. It s the
way that I suggest that a personal trainer looks at himself or herself, and that is to
realize that all individuals need emotional regard. Or simply put you need to care about
your clients. I think you're going to be best served instead of looking at personal trainers,
95% and 5% psychology realizing that the opposite is actually true. Personal training is 95%
psychology 5% exercise. It all starts with why your client wants to hire you in the first
place. So consider your prospective client. Somebody that comes up to you and says, I'm
a personal trainer, I will tell you that in my experience, 98% of those people are seeking
personal training because of other people. Now these other people are either looking
at them, going to be looking at them, that s one category or have stopped looking at
them. Sub category number one, people are going to be looking at, this is the type of
client that s going to come up to you and say, Hey I have five weeks until a vacation
and I got to fit into a bikini and I need to get into shape. Or I have a high school
reunion and see everybody is going to be looking at me and I've got to get into shape. I have
an anniversary, I have a communion, I have, I have something coming up a lot of people
are going to be there, a lot of people are going to be looking at me and I need you to
get me into shape. Or they move onto a neighborhood where having a personal trainer is like a
cool thing, so they just have to keep up Joneses. I just want a personal trainer, is really
because somebody else is looking. The other category of this 98% are people who have people
around them that are no longer looking. So my spouse is no longer really all that attracted
to me. Or in my circle of influence where I was the pretty one, or the fit one, I no
longer hold that standard anymore and I want it back, what my social standing has been
tarnished or damaged in some way. So I need you to help me get back in shape. Now let
me tell you something about this 98% of people that want personal training. They are the
kinds of people that will have undefined goals, okay? And in such instances where you may
become dedicated to their initial number or goal that they gave you when they first met
you, they are there likely to fall off as soon as they get what they want emotionally.
Where all over sudden they receiving a lot of compliments, Oh you're starting to look
good. Are you losing weight? And you find it s going to be harder and harder to keep
them. Because it wasn t really about their goal, it was something outside of them; they
were just seeking affirmation from others. So you have to understand where they're coming
from. These are the kinds of clients when they have a vacation, as soon as the vacation
is over, they're gone until next year when they ve packed on all those eats over the
course of the holidays or what have you, or vacations and they are on, I did it again,
I need you again. So it can be kind of a roller coaster of clients. That s your 98% that it
s depending on other people for affirmation. There is that 1% of clients who are seeking
a personal trainer for either specific personal fulfillment; it s only what they want or athletic
performance. Now these people are going to tend to have more rigid goals, are going to
be much more irresponsibility to get them to where they want because they want this
number for a specific reason. So they either, they want to shave time off before you ve
got to dash or they want to have this little number percentage of a body fat for show.
So they would probably be more dedicated but you ve got really know what you're talking
about and put your time into these clients because they want the result that they came
there for. They're not just going to say, Oh guess what happened? I got a compliment
from my husband, he s a great trainer, let s do whatever he wants. No, it I got to my
goal, okay you did your job, great. [0:05:09] Now there s one other category of clients,
that other 1% and that is the toxic client. That s the client who s overweight, over out
of shape or unhappy with themselves and really on a deep psychological level, they don t
mind being in that kind of shape, they don t want to take a blame for it. So who takes
the blame for it, you. This is the kind of client that you beat your head against the
wall for everyday because you put so much work onto them, give them the meal planning,
give them the best focus you can. And then as soon as they leave the gym, they just kind
of do whatever they want, eat whatever they want and then when it s time for them to take
measurements, they look at you and go like, What are you doing? Why am I paying you? s
like this is the kind of client that you may want to fire and/or get rid off because they're
going to cause you more stress than good. Focus on that other 99% and I think you ll
go a lot further. Now let s talk about what I think personal training is only 5% exercise.
I think you're going to be best off if you spend most of your time when you're first
with your client talk, understanding exactly what they want. First you want to get a baseline
for where they're starting from. In addition to getting a baseline, it s also going to
prove that you have one or two things that clients are going to expect from you if they're
going to hire you. number one, it s going to be a knowledge based and the other one
is going to be charismatic enthusiasm and I always like to say that you can t spell
charismatic, enthusiasm without C-A-R-E. You gotta care, it s going to be a continual theme
if you haven t gotten that yet. So after you ve got your baseline for your client, then
you could ask a great question, Mrs. Jones, is your goal a number, a look or a size? because
if you ask them upfront, What are you looking for in a personal trainer? If they don t have
a vacation and this is predominantly women that I always have dealt with because 85%
of my clients are women. They ll just say, I just want to lose a few pounds and I just
want to tone up. I guarantee if you ask what do you want? That s what everybody says they
want. They don t understand the specifics of what they want. They don t understand the
difference between weight loss and fat loss. They don t understand that the scale doesn
t really matter. So all of these have to be explained to them upfront if you're going
to do it the right way. Also it helps you to understand that you are knowledgeable.
s get back to the misguided trainer for a while. There s a tactic misguided trainer
use in order to sell personal training to clients and it s very effective. Essentially
you talk to the client; you make sure they're not higher risk and then you beat them senseless.
You ll put them through a workout that they have no business doing because they haven
t worked out in five years. You ll look at them and you ll say, Man you are really out
of shape. You should be able to do this. And then you will essentially guilt them, they
ll sign up with you for personal training. Or you can use another tactic that misguided
trainers use. They ll talk to their clients very briefly. You ll say, Mrs. Jones, what
do you want to work on today? Then Mrs. Jones will say the same thing. She ll definitely
well I want to work on abs and then you ll say I want to work on abs, the under of my
arms or I want to work on a little bit of my legs and my abs. but abs is always included.
So what they do, they burn them out, they give them crazy abs routine, they give them
a bunch of triceps pull downs and kick backs so that area is sore. They say, Mrs. Jones,
do you feel that? That s working. So you're going to end up losing weight. Mrs. Jones
is so excited because she thinks that in order to get into shape, she has to be sore. So
she signs up for personal training. But there is a catch. The trainer got the sale but a
month down the line, Mrs. Jones hasn t lost any weight. Why? Because she wasn t properly
educated on what she needs to do to get into shape. You're much better off giving a client
some realistic look of what they're going to expect in their personal training experience.
I always say, okay well after we ve gone through is your goal number, look or size then what
should I expect? How much time are you going to give me to get you? You ve always got to
explain, is like peeling an onion. There s no such thing as part reducing. We as trainers
know this. So why do we preach to our clients? Oh yes if we work on your triceps, your triceps
will get smaller but your stomach is going to stay the same size. Mrs. Jones, actually
you have a frame based on genetic pre despositioning. You do store fat in some places more than
others. So it may take a little bit more time for you to lose weight here or there or wherever
the case may be. [0:10:11] But essentially we are going to be peeling an onion. So as
your arms get smaller, your legs will start to get smaller, your stomach will get smaller.
Just about proportionally until you start to get to a healthy body fat range and that
s when we can start to work on fine tuning and chiseling things up. But as of right now
starting at such a high body fat, you're going to have to focus on this number and that s
going to be knowledgeable, is going to help you because, okay I was working this number,
let s see this number go down and they ll start to notice that their clothes are fitting
differently, you ll have more energy, you get stronger and then it s not as hard for
the client to psychologically accept being with your for four months and experiencing
marginal change. Okay let s take six weeks and experiencing marginal change. Because
she knows she s supposed to be with you, it s going to take six months. And either she
s going to accept it or she s not but you're doing yourself a service and you're doing
this client a service by giving them a realistic view. You're going to be much more miserable
if you have a bunch of people that you sold off pure tactics of just making them sore
or kind of making them guilty because they will constantly complain, Why am I not getting
in shape? I don t like this work out. Blah, blah, blah. But if you're going over the workouts
and what Mrs. Jones likes before you ever exercise with her. You can also find out what
is going to be the best kind of exercise routine for her. Let me tell you something. I've done
a lot of different routines; I ll tell you that in terms of fitness, everything works,
all right? It s just a matter of how consistently you can stay to it in terms of exercises I
should say, everything works. Zumba works walking works, running works, crossfit works,
interval training works, boot camp works, Bill Starr 5x5 works, Chad Waterbury 10x3
works, escalated density training works. It s just a matter of what motivates the client
most continue to see so that you can reinforce and it s just your workout. Everything that
they have to do outside of the gym. Even if your client trains with you five times a week
for an hour a day, we all know the analogy. There are 167 hours in a week. So if they
spent five hours of the week with you, that means its only 3% that you have direct influence
over and the other 97% they can mess up the 3% very easily. So you just have to use that
3% to keep them happy and motivated while they're exercising. So you can also constantly
check up on how they're doing, show them that you care charismatic enthusiasm and remind
them what to do when they get out, when they are out to the world. Now let s talk about
health. Before you get to exercise, there are three main things that you should be watching
on your client. That is their nutrition, that is their sleeping habits and that is their
stress level. Again it s going to show that you care. Now when it comes to stress level,
I don t want you to turn into a therapist, but you should be aware of high stress and
low stress and being able to equip a client with stress relieving techniques. Why? Because
a lot of people can be emotional eaters especially that 98%. Let them get an insult from somebody,
let a kid call them fat, let their husband say, Oh you're not looking too hot today sweetie,
they will go into a stupor and like finish a box of oreos in no time. So you want to
make sure that you're on top of their stress level. Also their sleeping patterns. You need
to sleep if you're going to properly function and if you're not getting sleep, you can t
probably work out, you're not alert, you're more likely to hurt yourself. People that
tend to stay up really late eat for no reason, they're not even thinking about it, I'm up,
I'm bored so I ll eat. So you want to make sure they're not overeating because they're
awake for too long. Then last but not least the actual choice of the food that they do
put in their mouths are very important allowing themselves toward them performing well in
their training sessions and creating the right caloric deficit for them to affect weight
loss and fat loss. So I know that's a lot of information, take a breather if you need
it. So all these stuff is going to be important. The exercises, it s really just about what's
going to keep them coming in the door. Some clients like to dance, some clients like to
BOXING , talk about a stress reliever. So clients work best if they know that they have
to do certain number of repetitions. Some clients work best if they know that they only
have to work out for three more minutes. Some clients work better if they know they have
a downward kind of clock, like 30 seconds left, they are extremely motivated. [0:15:18]
Or man you're about to do your running for 30 minutes, if you go three more minutes,
it motivates them in a different way. So you have to understand, what type of training
motivates your client best and that's going to be something that you re going to be talking
about with your client when you're having one-on-one. That way, that's how you can blow
them away. You don t want to guilt them, you don t want to give them false hope, like I
just did 100 triceps pull-downs, I think I'm going to get more toned by tomorrow, I see
a muscle! I see that all the time. You want to; okay is this the kind of workout that
will best help you? Yeah and you think this is something you want to do? When they get
bored, let me tell you, when clients say that they're bored, they're really just saying
give me something new, all right? Don t get insulted if your client tells you in a very
respectful way, Can we change things up? Because what they're saying is they want to stay with
you. the client that just quits out of nowhere and when you see them a couple of months later,
I was just bored, that s what you should be scared of and that s when you should feel
bad. But if they tell you they're getting a little bit bored, don t let it bother you.
You should have a whole array of different types of workouts. We are not in the days
where being a trainer is about being the biggest guy or most most ripped woman in the gym,
it s about being most knowledgeable. When you have different types of workouts that
you can give to your clients, that keeps the interaction fun and that gives you more time
to reinforce that 97% that you're not going to be with your client. So take the front
end time to ask questions, to care about your client, to show charismatic enthusiasm and
focus less on the exercises. Focus more on what the client is looking for, how the client
is growing from, month to month, day to day and I guarantee you will see a lot more success.
My name is Jonathan; I hope you find this video helpful. Remember if you have any questions,
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