Here’s something for trainers to consider –

You’re weird. The first thing you do when you check into a hotel room is go see the hotel gym. And you get excited if it has free weights 🙂

You not only don’t mind being sore after workouts – you like it 🙂 It actually makes you happy.
For most clients, being sore is not desirable. It doesn’t make them feel good. It makes them feel worse.

You are not your market.

But maybe you should become your market at least for a while as I don’t think we understand the people we’re training as much as we should.

Here’s my point:
My friend David Jack once asked the audience at a Perform Better seminar: “Do you practice what you preach?”

We all thought he meant “do you go to the gym, train, eat well etc” but he didn’t. He said:

“Going to the gym comes easy to you, it’s well within your comfort zone – do you take yourself OUT of your comfort zone – do you work on what is hard for you – e.g. your finances or relationships. Maybe you’re judging people for being out of shape and asking them to take themselves out of their comfort zone, hire a coach and start exercising and changing their diet but those people have everything else in their life in great shape…..”

We as an industry tend to ignore what we’re NOT good at and immerse ourselves in what we’re good at.
I spoke to a trainer just last week who quite honestly knows more about the thoracic spine than he does about his finances. I think that’s almost irresponsible in a way.

Do you practice what you preach?

A lot of us will tell clients that they can get great results training two or three times per week. But then we train 6 days a week.
Have you ever done 8 weeks of training only going to the gym 2-3 times per week? To see what your clients are actually experiencing? (that exercise alone will radically improve your program design skills).

Answer these questions?

Do you think a trainer is valuable?
Do you think a good trainer can get you to your goals faster than you could on your own?
Do you think a good trainer is worth the investment?

I bet all trainers answered yes to those questions….

So who’s your trainer?

Don’t tell me that you think it’s a valuable investment – but not for you! That’s a sign you don’t believe in your own service. It’s hypocritical.

“If you can see John Smith through John Smith’s eyes, you can sell John smith what John Smith buys”

Most trainers have a real problem with understanding the mindset of the clients. They are trying to sell something based on their own viewpoint and not that of the prospect.

Understand the client mindset.


AC