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hy should the first month be free?
Because if you want to be running
a pumping PT operation in the
months to come, you’ll need to free up your
first month, be prepared to give away as
much free advice as possible, deliver free
sessions at the drop of a hat, and have an
abundance of initial consultations for, you
guessed it, free. Now, this is not necessarily
advice, but more like reality for the majority
of personal trainers. Once this reality is
accepted, you can ensure this ‘free’ month
sets you up for a successful career packed
with high earning ones!
First impressions count, but don’t get
hung up on the old adage ‘you only have 7
seconds to make an impression’, because
with that thinking all opportunity is lost by
the eighth second. Not here. You’ve got
one month to create the right impression of
yourself as you enter the gym to embark on
your PT career.
So, here, in no particular order, are 10
must-do's to set the foundations on which
to build a solid second, third and fourth
month... and beyond (and considering
your PT business is unlikely to hit financial
freedom in the first 31 days, what have you
got to lose?)
W
1. Create a champion network
Meet everyone that’s ‘gym famous’. Fame in
the gym is defined as staff members, team
members or (the best type) members that
are known by more people than they know
themselves. These champions are well
respected, they’ve been around for a while
and, without a doubt, they are the most
influential people in the gym. Every time
something amazing happens, whether it’s
good or bad, these people not only share it,
but influence it with their take on reality.
You need these people to be the
ones that share your ‘story’, because it
has more impact when others tell it than
when you tell it yourself. Your story may
be filled with amazing achievements and
attributes; you’ve completed an Ironman,
you’ve competed at bodybuilding, you’ve
won a powerlifting competition, you’ve
earned honours in your Human Movement
degree, you’ve undergone a mind-boggling
transformation, you’re prepared to care for
your clients like none other and will be going
the extra mile to get the desired results for
everyone you work with... but if you tell it to
everyone you encounter, you risk sounding
like a bragger. If your club champions, the
social influencers of your gym floor, regale
You can ensure this ‘free’ month
sets you up for a successful career
packed with high earning ones
others with these impressive feats, however, it becomes that Holy
Grail of marketing that beats all others – truly impactful word-of-
mouth. Think about it: ‘I’m awesome’ versus ‘He’s awesome’.
2. Tidy your ‘office’
Your office is your gym. Pretty awesome office, eh? Ensure you keep
it tidy, and are seen keeping it tidy, by clearing things away not only
before members arrive, but during their visit. Have respect for your
office right there in front of the members. It may take three times as
long because there are people in the way, but that’s part of the point.
Every weight plate you unload should be done with your head up and
a smile on your dial. Every time someone finishes, be there with a
‘Let me help you rack the weights... great work by the way!’
Your approachability will grow exponentially for members with
every interaction that happens naturally. Not only is it pleasing for
a member to see a PT tidying up after the ‘other’ members have
left their equipment out, it becomes the easiest inducer of head-
turner marketing. For your success, you need members to know
who you are, how you carry yourself and what your style is. This
can be done by doing funky exercises and solid coaching with your
client and, of course, making some noise. But, if all of the trainers
are being awesome then there’ll be no head-turn as it’s simply the
norm. Tidying is different. It’s not degrading, it’s invigorating. It’s
pride building. And it’s such a head turner that you’ll have members
saying, or at least thinking, ‘It’s so good to see you tidying up after
the members that don’t unload their weights’. The attitude you take
into a tidy office will transfer into the positive profile that you’re
attempting to pass onto the members. This is not direct marketing,
but it’s real, and it’s long lasting.
3. Become an appointment addict
Set appointments to set appointments with prospective clients, set
appointments to confirm appointments, set appointments to follow
up appointments, set appointments to complete appointments…
get addicted to appointments! Start by locking in non-negotiable
appointments, just like you would with your doctor or accountant.
Hit the phone, or your other preferred method of communication
(if it’s effective), like crazy. Hit it non-stop. Hit it like Rocky Balboa!
You can build up the amount of time that you spend doing this: start
with 15-minute blocks in which you contact people, and then build
up to 30, 45, and 60-minute blocks. Do this at a different time each
day, and once you’re within your appointment, give it 100% focus.
4. Stay fit
Look after yourself. Don’t get sucked in by the advice to always
carry your client’s water bottle: instead, always carry your own
water bottle! Eat clean and live lean to stay energetic. Don’t stress
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