In a recent article about raising children, I couldn't help but recognize that self-esteem and confidence-building techniques for children are not that different from adults.
For example, one of the best things we can do for our children is to let them know how special they are. Smile and hug them in the morning; snuggle with them at night, etc..
Okay, you're not going to be snuggling with your clients. (That's a professional no-no.) But the point?
Appreciate your clients for who they are--a person. Greet them with enthusiasm. Stop and quiet your mind, before you ask them how they're doing. Really listen. Make them feel that they're somebody important in your life, not just "another client."
Why worry about these things? After all, they hired you!
The way a person handles challenge and change all goes back to their self-esteem. If a person needs to lose 100 pounds, they need to feel they can--and not that they've been dropped in the middle of the Atlantic. Even if they have one person to help them swim, it's just one person and them and thousands of obstacles.
The big-goal client also needs to feel that, while they're bobbing in the waves, they have a life worth changing. People need to feel valuable in every aspect.
Let's take a look at some ways the personal trainer can help...
1. Look for their strengths--unrelated to fitness--and celebrate it.
Let's say your client has the natural ability to laugh. Let them know you admire their ability to see humor. (And then remind them of how healthy that is!)
2. Challenge the client.
I like to use the push-up challenge. They say, oh I can't do push-ups! Then I grin and say, oh, yes you can. Just try to do 3.
What happens? They do 1--sometimes even 3, and they're ecstatic! They accomplished something they didn't think they could do! They move on to the next task with a brand new attitude.
3. Acknowledge genuine effort.
Sometimes in a push-up challenge, they can't do one. What do you do? You applaud their effort for getting down on their knees and trying. Effort is half the battle.
4. Recognize change & accomplishment.
Let's say your client--the one who couldn't do one push-up--has been diligently working on the lying-to-standing exercise. You think she's ready to move on to the knee-assisted push-up. She does one. Make a big deal out of it. How? Send her a card to remind her of her success, one small step to a grander goal.
5. Look for their special area of athleticism & grow it!
Your client may initially sign up for one thing. Let's say weight loss. But you find your client is incredibly flexible. Look for ways to include exercises that allows them to see how flexible they are and how quick they improve. This develops a pride in their physical self.
6. Determine the best to show your client's progress.
Some people are visual--they enjoy seeing a chart with milestones passed. Some may appreciate a quick e-mail saying, hey look, this week you held your plank the longest ever. Some may look forward to receiving a physical test every few weeks--a test that shows them how they've improved, whether it's strength, endurance or speed. Positive feedback is essential!
7. Be a role model.
In a 2010 study from the University of Georgia, people who thought about a friend who had good self-control were more likely to show better self-control while eating, smoking, drinking--whatever the social situation.
So, inspire! Share with your client some of the choices you make everyday--without sounding like a know-it-all; you just might be the person they think of as they decline "seconds" at their next potluck.
8. Positive conversation.
No matter the topic. Try to keep positive talk flowing from your mouth. Moods and emotions are contagious. You need your client to be thinking as positively as possible. They'll perform better and when you leave, they'll feel better.
9. Teach personal responsibility.
Although we love the clients who stay with us for years, our job is teach them take personal responsibility for their health. Slowly teach them to make small changes outside of the one-on-one. Be diligent in tracking their progress and when you trust that a new healthy habit has been ingrained, move on to another healthy habit.
For example, make a goal for the client to take the stairs at work every morning, then every lunch break, etc.--until they take the stairs all the time.
When you see progress and that your client is making changes, add more goals. Each goal should get a little bigger than the last. You're not just teaching them healthy habits and self-care but really building their confidence in themselves!
10. Know when to refer.
If you're really struggling with helping a client. Maybe they need help outside of personal training. Don't be afraid to make references. Your client's well-being is at stake and the physical part is just a small part. By providing emotional support along with your fitness and possible nutrition knowledge, your clients are on their way to success. And what better way to advertise than testimony???
Friday, February 26, 2010
Friday, February 19, 2010
Living Off a Personal Trainer's Salary
Did you know that 10% of employed fitness instructors and trainers earn $60,760 or more per year?
But what is everyone else making? Can you raise a family off a personal training income?
Here's a look at real time statistics taken in May 2008 by the Bureau of Labor Statistics (BLS), US Depart of Labor.
Median annual wages of fitness trainers and aerobics instructors were $29,210.
The middle 50 percent earned between $19,610 and $44,420.
The bottom 10 percent earned less than $16,120.
Other data shows the median annual wages for specific industries--taken in May 2008:
General medical and surgical hospitals = $32,140
Fitness and recreational sports centers = 30,610
Local government = 30,200
Civic and social organizations = 25,110
Other schools and instruction = 24,230
The full report on the BLS website also mentions that most employed fitness workers are part-time.
It also notes that:
These figures do not include the earnings of the self-employed. Earnings of successful self-employed personal trainers can be much higher.
What percentage do you fit in?
Do you want to improve your annual earnings?
Do you want to be included in the self-employed bunch?
Here's our advice for those expanding into the self-employed state. (Straight from the trenches!)
If you're starting out, position yourself so that not all of your eggs are in one basket. Yes, work to work as one self-employed. Work on and in your business. But also consider working as an employee too, at a local gym, studio or school, wherever they're hiring trainers.
Do be a smart employee. Make sure the company doesn't "own" you upon hiring. Schedule you're "employee" hours so that you still have time slots for your business appointments. And don't get too comfortable or fall into the "employee" state of mind. (Feeling comfortable and complacent will not grow your business.)
Even as an employee look for ways to make your services more popular. Believe it or not, you're not just making money for the company you work for, but you're growing your business there. You're starting that precious word-of-mouth referral system, and you're becoming the go-to guy or gal--without spending thousands of dollars on billboard and yellow page advertisements!
The reason behind low wages are many. Some fitness professionals do it as a side profession. Perhaps they have two loves--two careers.
Some do it for a transitional state, just for an extra source of income, to pay off debt or something.
Some work part-time intending to grow their career, but for some reason get stuck--don't grow.
The keys behind top earners are many things. First, they're good people persons! Secondly, they know what they're doing, as trainers. Thirdly, they're not complacent. They're independent thinkers, determined and professionally aggressive.
Go above the median: believe in yourself and start thinking about how to build your reputation--building upon your strengths. And don't give up. The money will follow!
Start here: smart, affordable exposure!
But what is everyone else making? Can you raise a family off a personal training income?
Here's a look at real time statistics taken in May 2008 by the Bureau of Labor Statistics (BLS), US Depart of Labor.
Other data shows the median annual wages for specific industries--taken in May 2008:
General medical and surgical hospitals = $32,140
Fitness and recreational sports centers = 30,610
Local government = 30,200
Civic and social organizations = 25,110
Other schools and instruction = 24,230
The full report on the BLS website also mentions that most employed fitness workers are part-time.
It also notes that:
These figures do not include the earnings of the self-employed. Earnings of successful self-employed personal trainers can be much higher.
What percentage do you fit in?
Do you want to improve your annual earnings?
Do you want to be included in the self-employed bunch?
Here's our advice for those expanding into the self-employed state. (Straight from the trenches!)
If you're starting out, position yourself so that not all of your eggs are in one basket. Yes, work to work as one self-employed. Work on and in your business. But also consider working as an employee too, at a local gym, studio or school, wherever they're hiring trainers.
Do be a smart employee. Make sure the company doesn't "own" you upon hiring. Schedule you're "employee" hours so that you still have time slots for your business appointments. And don't get too comfortable or fall into the "employee" state of mind. (Feeling comfortable and complacent will not grow your business.)
Even as an employee look for ways to make your services more popular. Believe it or not, you're not just making money for the company you work for, but you're growing your business there. You're starting that precious word-of-mouth referral system, and you're becoming the go-to guy or gal--without spending thousands of dollars on billboard and yellow page advertisements!
The reason behind low wages are many. Some fitness professionals do it as a side profession. Perhaps they have two loves--two careers.
Some do it for a transitional state, just for an extra source of income, to pay off debt or something.
Some work part-time intending to grow their career, but for some reason get stuck--don't grow.
The keys behind top earners are many things. First, they're good people persons! Secondly, they know what they're doing, as trainers. Thirdly, they're not complacent. They're independent thinkers, determined and professionally aggressive.
Go above the median: believe in yourself and start thinking about how to build your reputation--building upon your strengths. And don't give up. The money will follow!
Start here: smart, affordable exposure!
Thursday, February 11, 2010
The Challenges of In-Home Personal Fitness Training & Advice for Working with Gyms
I recently posted a discussion on LinkedIn for the Personal Trainers group members, and I had a really descriptive response from a man named, Carl Wagner.
If you're thinking about entering the personal training industry, or if you're considering changing directions, this response is quite helpful... (Know what you're getting into it and prepare!)
"I have been in personal training for a very long time. I've worked both in the AT home and in the gym settings as well as owning a PT business with over 30 trainers in 3 gyms.
"I have to say that you can maximize your time working in a gym. At home trainings there is always [travel time] to be factored in. It is harder to schedule your trainings because of unknowns in travel... All of this I found to very stressful - if I gave too much time I was early and had to hang out somewhere before my scheduled time, or I was stressed because I was going to be late at no fault of my own.
"SIDE NOTE: This may sound extreme - but you also put your life at risk the more you travel - every minute you are on the road you are at risk.
"Also since most business is word of mouth - you may train two or more people from the same neighborhood but at different times in the same day. The back and forth gets to be wearisome.
"Now all that being said - you tend to make more money with at home training than in the gym - but you must factor in your drive time. You may get 10-30% more per training but if you have a 15 minute ride (each way) you need to charge 50% more just to break even.
"Lastly, it is easier to stabilize your income as a trainer at a gym. You have much more opportunity to self-advertise simply by being busy on the gym floor. Not to mention you can have back-to-back trainings and be done with your work day and go home.
Now, if you're running an at-home training business or considering it; don't be too discouraged by this discussion. Every individual is different. But everything Wagner writes is true. In-home training is a lucrative career, but it isn't as easy as some would have you believe. Plan for how you're going to deal with the day-to-day stress and plan to work harder at marketing yourself. (And definitely don't forget the legal docs!)
If, however, you're leaning towards club-only training, consider more advice from Wagner....
"Be sure to look for a gym that is willing to take a [certain percentage] or flat fee per half hour of training time. Try to avoid gyms that want to hire you for a set amount per training. You need to keep the control of your rates and schedule.
"One last tip: to get the maximum [profit] for your trainings at a gym - do NOT go for the rich people that want to train 3X per week. They tend to be away on business more often and vacation more often... It is next to impossible to get the training time ($) back that you lose with a 3x per week person when they are out of town.
"The best thing to do is offer the average person on a budget something like this: Lets train together 2-3 times a week for 6 trainings until you get the hang of it. Then lets move to 1x per week or 1x every two weeks or 1x per month just to keep you moving in the right direction or to change up your routine.
"When you have a bunch of people going 1x per week to 1x per month it is very easy to reschedule them, if they need to change their appointment; hence you have a much more stable income at the end of the month.
"This is what I trained my trainers to do when I owned the business - and it is a very profitable model."
*These comments were editted slightly--for length.
Thank you, Mr. Wagner, for your advice and your perspective!
If you're thinking about entering the personal training industry, or if you're considering changing directions, this response is quite helpful... (Know what you're getting into it and prepare!)
"I have been in personal training for a very long time. I've worked both in the AT home and in the gym settings as well as owning a PT business with over 30 trainers in 3 gyms.
"I have to say that you can maximize your time working in a gym. At home trainings there is always [travel time] to be factored in. It is harder to schedule your trainings because of unknowns in travel... All of this I found to very stressful - if I gave too much time I was early and had to hang out somewhere before my scheduled time, or I was stressed because I was going to be late at no fault of my own.
"SIDE NOTE: This may sound extreme - but you also put your life at risk the more you travel - every minute you are on the road you are at risk.
"Also since most business is word of mouth - you may train two or more people from the same neighborhood but at different times in the same day. The back and forth gets to be wearisome.
"Now all that being said - you tend to make more money with at home training than in the gym - but you must factor in your drive time. You may get 10-30% more per training but if you have a 15 minute ride (each way) you need to charge 50% more just to break even.
"Lastly, it is easier to stabilize your income as a trainer at a gym. You have much more opportunity to self-advertise simply by being busy on the gym floor. Not to mention you can have back-to-back trainings and be done with your work day and go home.
Now, if you're running an at-home training business or considering it; don't be too discouraged by this discussion. Every individual is different. But everything Wagner writes is true. In-home training is a lucrative career, but it isn't as easy as some would have you believe. Plan for how you're going to deal with the day-to-day stress and plan to work harder at marketing yourself. (And definitely don't forget the legal docs!)
If, however, you're leaning towards club-only training, consider more advice from Wagner....
"Be sure to look for a gym that is willing to take a [certain percentage] or flat fee per half hour of training time. Try to avoid gyms that want to hire you for a set amount per training. You need to keep the control of your rates and schedule.
"One last tip: to get the maximum [profit] for your trainings at a gym - do NOT go for the rich people that want to train 3X per week. They tend to be away on business more often and vacation more often... It is next to impossible to get the training time ($) back that you lose with a 3x per week person when they are out of town.
"The best thing to do is offer the average person on a budget something like this: Lets train together 2-3 times a week for 6 trainings until you get the hang of it. Then lets move to 1x per week or 1x every two weeks or 1x per month just to keep you moving in the right direction or to change up your routine.
"When you have a bunch of people going 1x per week to 1x per month it is very easy to reschedule them, if they need to change their appointment; hence you have a much more stable income at the end of the month.
"This is what I trained my trainers to do when I owned the business - and it is a very profitable model."
*These comments were editted slightly--for length.
Thank you, Mr. Wagner, for your advice and your perspective!
Tuesday, February 2, 2010
Is running an in-home fitness business different from running a club-type business?
The in-home personal training business is different from the membership-driven gyms and athletic clubs.
Or is it?
The "club industry" is definitely different to manage. Gyms have a lot bigger overhead cost--unless you own a studio, and most of us personal training entrepreneurs don't have many (or any) employees. Even our targeted market is different from the gym's target market.
And maybe that's the beauty of our business. It is different.
But we've found that business strategies are very similar. What works for the club also works for the in-home trainer. The practical business advice being given to club owners for 2010 shouldn't be dismissed by non-club, non-studio trainers.
So, what are the 2010 business strategies for survival?
1.) (If you haven't already...) Keep a budget and be very conservative, predicting projected sales similar to last year. This is not the year to be overly optimistic.
2.) Watch for "small, everyday" expenses and slash what is unneccessary or unproductive. If you're a traveling in-home trainer, think about the gas you spend. Make sure you're making the most of your gas money and try to schedule clients and appointments geographically. (It's a small savings, but it adds up.)
3.) Don't take away a good thing, but do compare prices and shop around. You might find that that great personal training software program you use has a much more affordable competitor. Remember, more important than ever are the client you do have. Keep your clients engaged, and keep the things that bring exposure to you, yourself and your business.
4.) Think outside the box of your normal personal training services. What can you offer that would appeal to a larger group? (Think affordable, economical and worth your time.)
5.) Implement a solid referral system. Does your website have a refer-a-friend button? No? Add one and don't forget a valuable incentive. (But one that won't skew your budget.)
6.) Save 10% of your income. Unexpected things happen. If you can become a saver--bother personally and professionally, the rain that falls won't fall on your head. You'll have a financial umbrella.
7.) You'll hate me for this, but... Get a side job--for now. If you can't meet the income needed to stay afloat, don't give up, but do find a job where you can trust a weekly or biweekly payment. The economy will likely turn, and there are thousands and thousands of unfit training prospects. Your co-worker or new acquaintences are also perspective clients!
8.) Do what makes you money. You might find that outsourcing work costs you less stress and time when you pay someone else to do it. Then, by doing so, you can have more time spent doing something that pays--whether it's a fitness training or even that side job you wish you didn't need.
9.) Bigger is not always better! Don't let those sweet talking salemen and women sell you a billboard without having any money to pay for it. Trust us. We never tried a billboard, but we tried huge, beautiful ads in the yellow pages... Nothing against the yellow page ad--they're good, just don't think that bigger is always better. Go for an advertisement you can afford. Keep marketing expenses out of the red.
10.) Communicate with your clients. See what they really get from your services. You may be paying for a service to provide additional support to your clients--but noone really uses it! Or they get it free elsewhere. Get rid of anything that is costing you money and not valuable.
If you struggled in 2009, prepare again to fight another battle of expense and revenue. Hunker down and you will survive--maybe even thrive!
As for shopping around and keep marketing costs low, try us--personaltrainermatch.com. Can you afford $9.99 a month when we do the SEO marketing for you?
We do "work for you", trainers!!! Check out our good grades report here!
Or is it?
The "club industry" is definitely different to manage. Gyms have a lot bigger overhead cost--unless you own a studio, and most of us personal training entrepreneurs don't have many (or any) employees. Even our targeted market is different from the gym's target market.
And maybe that's the beauty of our business. It is different.
But we've found that business strategies are very similar. What works for the club also works for the in-home trainer. The practical business advice being given to club owners for 2010 shouldn't be dismissed by non-club, non-studio trainers.
So, what are the 2010 business strategies for survival?
1.) (If you haven't already...) Keep a budget and be very conservative, predicting projected sales similar to last year. This is not the year to be overly optimistic.
2.) Watch for "small, everyday" expenses and slash what is unneccessary or unproductive. If you're a traveling in-home trainer, think about the gas you spend. Make sure you're making the most of your gas money and try to schedule clients and appointments geographically. (It's a small savings, but it adds up.)
3.) Don't take away a good thing, but do compare prices and shop around. You might find that that great personal training software program you use has a much more affordable competitor. Remember, more important than ever are the client you do have. Keep your clients engaged, and keep the things that bring exposure to you, yourself and your business.
4.) Think outside the box of your normal personal training services. What can you offer that would appeal to a larger group? (Think affordable, economical and worth your time.)
5.) Implement a solid referral system. Does your website have a refer-a-friend button? No? Add one and don't forget a valuable incentive. (But one that won't skew your budget.)
6.) Save 10% of your income. Unexpected things happen. If you can become a saver--bother personally and professionally, the rain that falls won't fall on your head. You'll have a financial umbrella.
7.) You'll hate me for this, but... Get a side job--for now. If you can't meet the income needed to stay afloat, don't give up, but do find a job where you can trust a weekly or biweekly payment. The economy will likely turn, and there are thousands and thousands of unfit training prospects. Your co-worker or new acquaintences are also perspective clients!
8.) Do what makes you money. You might find that outsourcing work costs you less stress and time when you pay someone else to do it. Then, by doing so, you can have more time spent doing something that pays--whether it's a fitness training or even that side job you wish you didn't need.
9.) Bigger is not always better! Don't let those sweet talking salemen and women sell you a billboard without having any money to pay for it. Trust us. We never tried a billboard, but we tried huge, beautiful ads in the yellow pages... Nothing against the yellow page ad--they're good, just don't think that bigger is always better. Go for an advertisement you can afford. Keep marketing expenses out of the red.
10.) Communicate with your clients. See what they really get from your services. You may be paying for a service to provide additional support to your clients--but noone really uses it! Or they get it free elsewhere. Get rid of anything that is costing you money and not valuable.
If you struggled in 2009, prepare again to fight another battle of expense and revenue. Hunker down and you will survive--maybe even thrive!
As for shopping around and keep marketing costs low, try us--personaltrainermatch.com. Can you afford $9.99 a month when we do the SEO marketing for you?
We do "work for you", trainers!!! Check out our good grades report here!
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