26 Aug Consultation Series: The Final Edition
The Final Edition
Have you been practicing your impromptu consultation? If so, you have probably noticed that it is easier than you thought to talk to people and that by having that blueprint you aren’t scrambling for what to say.
Today, I want to dive into the meat of the consultation. This will be a longer blog, so I named it an “article.” With over 2,000 words, I have created a BLOG “NO NO.” However, this is not training on blogging, it’s training on the consultation! We can go over how to blog later, “maybe.” So sit back and enjoy, this is the same blueprint that helped me grow my personal training business to a six figure income, and it’s yours free if you read it.
The Sit Down
Now let’s move onto a sit down consultation. This is when someone has an appointment with you, and they are coming into your facility to see if this is anything they want to do. The mindset you should have at this time is more of an interview stance. What do I mean by this? Understand that should this person decide to sign up and train with you, decide if this is someone you would want to work with. Showing up to work knowing that you have driven clients, clients who are doing what it takes to achieve their goals, makes it much more enjoyable coming to work. So you never want to “talk” someone into training with you if they are not into it. Your whole time with them will be “talking” them into actually following through with their goals that you basically gave them. With that being said, let’s jump into the road map of the “Sit Down Consultation.”
What to Bring
Have a legal sized pad of paper or notebook with a pen ready with their full name on top. Side note: you may have forms already printed out to look more professional and that is fine, just don’t get so “professional” that you become un-relational with people (end side note). When they arrive, greet them with a handshake and look them in the eyes. Express how excited you are for them for looking into bettering their health. When you sit them down in your designated area, you will explain what is going to take place; a road map if you will. Explain to them that you are going to get 3 goals from them, that they are going to write them down themselves, and your are going to look over their goals from a personal trainer’s perspective. You are going to see if you understand what it is that they are actually looking to achieve. Once that is done, tell them that you will mutually agree on 2 goals. After mutually agreeing on the 2 goals, you will show them the right program for them. At that time, if and when we have the right program, you will discuss the cost. Once you have explained the process, ask them if they understand and would they like to get started. Remember permission marketing? You are asking them permission, and they are already getting used to telling you “yes” and agreeing with you. Ok, so they agree with you. What’s next?
The 3 Most Common Goals
Take the legal pad with their full name on top and write the words goals 1-2-3. Have them write down their goals. This is what they would like to achieve while working with you, so health goals. Most people will just try to tell you their goals, but you must have them put it in writing. Ask them to be as specific as possible, if they want to lose “weight,” how much and by when? The point of this part is to get them to be detailed in what they want. Once they have written them down, you now tell them that you are going to decipher them from a personal trainer’s point of view. The most common goals you will see are: 1) lose weight — 10 to 30lbs, as soon as possible; 2) tone up; 3) have more energy.
Lets’ start with “Lose Weight.” Now we know what they mean, but they are not saying what they actually want, they are saying what they think they want. More than likely, they are not looking to lose muscle and become more unfit than they already are, so you must start changing the way they look at things. Explain to them that they are looking to lose body fat not muscle. They will agree with you and say that is what they meant. We understand that, but you must show them that the spoken word is powerful, and they must start speaking about dropping body fat instead of losing weight. Scale weight is indiscriminate, and although a new person will more than likely lose weight on the scale, it is not our end goal. Our goal in the “Lose Weight” section is to decrease a person’s body fat. So, on the piece of paper you will cross out the words “Lose Weight” and write “Decrease Body Fat,” then circle it. You are now ready to move onto goal 2.
“Tone Up.” This is a fitness buzz word. Here again, we know what they mean, but they are not saying what they want. The word “tone” comes from the word tonus, which is your muscle tension at rest. It actually has nothing to do with what people think it means, but the fitness industry has used this word so many times and it is now translated into “getting lean so I can see my muscles” or “getting cut.” When you hear the goal “I want to tone up,” ask them this, “What do you mean by that?” More than likely they will ultimately be saying they want to drop their body fat and either gain or maintain lean muscle mass. Once you uncover this and the client understands what they are looking for, you will cross out the words “Tone Up” and replace it with “Decrees body fat and maintain lean muscle”. They will agree with you, and you are ready to move on to goal number 3.
Have More Energy
“Have more energy” can mean so many things to so many different people. Start with the question, “How do you mean more energy?” Let them explain and you just sit and listen, looking for afternoon slumps, fatigue, sleeping patterns. The underlying issue that we will talk about here is their metabolism, It’s their internal engine. Most likely if they are dealing with energy issues and irregular sleep patterns, it would be pretty safe to say that their metabolism is not firing on all cylinders. Explain to them that by increasing their metabolism, they will have more energy and will be burning more calories throughout the day. What you are looking to do here is to paint a picture for them that they aren’t really looking for “more energy.” They may want that effect, but they need to understand that they are looking to increase metabolism. Side note: quick changes to their nutrition can help the afternoon slump, but the big picture here is just get them moving. As long as you can get them feeling better right away and know that they are working towards the bigger picture, you are on the right track, and you will have a waiting list of clients (end side note). So for this example, you will get them to agree with you that this goal is to increase their metabolism. Just like in the other 2 steps you will cross out “More Energy” and replace it with “Increase Metabolism.”
Now that you have a good idea of what they are looking to achieve, this is the point in the consultation when you will mutually agree upon 2 goals. Draw a horizontal line on your paper to break the page up and write the word “goals.”
This is when you will go back to the 3 goals that they wrote down and you just spoke about. Explain to them that these are the results that they want to achieve, but in order to get these results they will have to focus on something completely different: The Work! Showing them that dropping body fat is only a bi-product of the right work done will help them to take the focus off of the scale and their current situation with body fat. These 2 goals that you will mutually agree on will be all they need to focus on. If they focus on these goals, everything else will have to happen. Encourage them, “It will be like you are forcing your body to drop body fat, giving it no other option.” So what are they?
- Increase or Maintain Lean Muscle
- Increase Metabolism
Let’s talk about “Increase or Maintain Lean Muscle.” First of all, you must be careful what you write here because if you are dealing with a man and he wants to “get huge” using any of the following words could get tricky: lean, tone, sculpting, or anything that would give the impression opposite of getting huge. Also if you are dealing with a woman or someone looking to drop weight, you don’t want to use words that would give the impression that they are going to get big bulky muscles. So, it will be up to you to determine the exact words to use, but this is the general way that will work for most. Everyone understands that you don’t want to lose muscle, but many don’t focus on it. They all understand that it will help them drop body fat,but few actually write that as a goal. This will give the person permission to only focus on getting their strength to increase which inevitably increases lean muscle. Having a tangible goal like this allows you to guarantee results. You will be able to show them measurable improvements — things they were not able to do before working with you; numbers don’t lie. All they have to do is show up, and you will accomplish the first goal that you have both mutually agreed upon. Now let’s move on to goal number 2.
“Increase Metabolism.” With this let’s understand that your muscle directly affects your metabolism. If you continue to lose muscle as you age, your metabolism will continue to slow down as well. The old saying of “If you don’t use it, you lose it” comes into play here. You see, as we age we become less and less active. Therefore, our bodies will adapt to the situation. Your body will realize that it does not have to continue to carry around this extra muscle, so it will get rid of it, slowing down the metabolism. Just the opposite is true as well. If you are putting demands on your body that it is not use to, it will adapt. Your body does not know if you are working out with weights in a gym or getting chased up the tree by a bear. All it knows is that if it is in this same situation again it needs to be stronger and faster. This is called creating a stimulus to your system. The recovery phase is when the body will repair itself and grow lean muscle, increasing your metabolism.
You can basically guarantee that these goals will be met as long as they show up. They will increase their lean muscle and increase their metabolism just by working with you. So with both of you on the same page and them understanding the goals and realizing what they are working towards, there is another step that you must unveil to them: NUTRITION. The better their nutrition during this time, the faster that they will “see” their body fat decrease, the faster they will get results in general. You must show them that you have no control over them while they are outside the gym. Explain that out of the 168 hours in a week, you will see them at most 3 of those hours; that leaves 165 hours. Nutrition and lifestyle play a huge role in this journey, and you must get across to them that it’s up to them to follow through. You are not their babysitter, just the messenger.
Having a Menu
This is the point that I will draw another line on the piece of paper and show them the “Personal Training Menu.” This will be your sessions listed out and how much they cost, what they will get and how long they will be with you. Each facility will have its own way of doing things and how much training costs, so you must work with them on this, but to stay professional you must have some sort of menu that the client can choose from. This will allow them to make their own decision and participate in the process, and if you have correctly walked them through this consultation and taken time with them, you should and will have an extremely high closing rate. Other trainers in the gym will notice your professionalism, and you will have raised the bar in that facility. Good work.
Now That They Are a Client, What’s Next?
So they sign up for 3 sessions a week, pay you up front for 3 months of training and then ask, “So, what do I eat?” This is where I highly recommend choosing a nutrition/supplementation line. You may charge for product, but legally with a personal training certification you may not charge for a diet plan. The details to this aspect of training will be in the nutrition section of our course, but you should have a menu for this as well with 3 plans: Good, Better, Best. This will allow them to see the options and choose for themselves, and for you as a personal trainer to step into earning multiple streams of income. Congratulations! You’re an entrepreneur and business builder. Enjoy your journey with your new client and don’t forget to ask them, “Who do you know that would like to lose fat and have more energy?” Start looking for referrals right away.
By mastering this consultation blueprint you will be able to walk people through the process like it’s normal conversation. You will build trust; you will build relationships. Most of all, you will build your business FAST.
Making a Difference