Discover exactly how to start a successful personal training career!

Table of Contents: Introduction Chapter 1: Personal Training – The Basics Chapter 2: Getting Certified Chapter 3: Developing Your Business Chapter 4: Networking –Marketing Yourself & Your Business Chapter 5: Your Varied Clients & Programming Conclusion

INTRODUCTION Personal training is one of the fastest-growing careers in America. With obesity rates higher than ever, and obesity-related illnesses on the rise, the need for individuals in the health industry is imperative. For those with an entrepreneurial spirit, a career as a Personal Trainer can be lucrative - with potential to make upwards of $130,000/year. By choosing to be a Professional Personal Trainer, you can expect career satisfaction immediately and job growth within the first year. If you’re ready to become personally and professionally successful, than a career in the Personal Training field may just be for you. There are many different options for you to take full advantage of all that a career in the fitness industry has to offer. This book will help you explore all the possibilities. Despite what the movies, television and magazines portray, Personal Trainers come in all shapes and sizes. Besides being healthy and fit, there is not a certain “look” that a professional Personal Trainer must possess. This industry caters to a variety of different personality types, body types, ages and both sexes. Staying fit, knowing your stuff, and being able to work well with a variety of people will get you far in this career. When you choose to be a Personal Trainer, you not only choose a career, but you choose a lifestyle. It is important that you live the healthy, active lifestyle you are encouraging your clientele to do. You are a walking billboard and your own marketing machine, the more you look the part, the more people will want to train with you. And, when you thoroughly know your stuff and excel in your craft, the more clients you will be able to retain and the more referrals you will get. Throughout this eBook, you will learn the basics behind what it takes to become a Personal Trainer. You will learn about the types of clients you will encounter, various training methods, and how to become properly educated through an online certification program at Wexford University. You will also learn about the NESTA certification and what that means for you and your career. Even after you receive your certifications, you will discover that continued education helps you to stay informed and knowledgeable about your field. This eBook gives you the tools you need to successfully structure your business to get the most out of each day and make the most money you possibly can. It is important to understand that “being fit” is only a small portion of what it takes to be a successful Personal Trainer. There is a lot of hard work, studying and experience that goes into this career. The fitness industry will test your patience, drive, motivation, stamina, emotional and mental toughness, as well as your physical body. As you begin your journey into Personal Training, know that, like anything, the hardest part is the unknown. Now that you’ve taken the first step by buying this book, you can rest assured that through hard work and dedication, you can join the many others who

have taken the leap and be a part of one of the most financially stable industries in the world. Quick bullet points are placed throughout the book so you can get the information you need in a hurry. We know you’ve got a busy schedule!

CHAPTER 1: Personal Training Basics While you may know what a Personal Trainer is and does, you will find that with all the predetermined ideas about personal training out there that everyone from your boss at the gym, to your clients, to your mom has a different idea about what a Personal Trainer does. Gratefully, the core principles of what the job involves is true for every one – client, trainer, gym and session. In your career as a Personal Trainer, you will:

ü Guarantee that your client continually works toward their fitness goals every day.

ü Safely motivate each client to work harder and do more than he or she would do if they were working out on their own.

ü Create lifelong skills that will help your clients live a healthier lifestyle than before they met you.

ü Potentially break unhealthy lifelong habits your clients’ possess and exchange them for health and wellness.

ü Push, motivate, inspire, and listen to your clients to help them reach the optimum success.

Doing all of those things is not as easy as they sound. However, the more fitness plays in your own lifestyle, the more you will inspire others just by working hard and having infectious motivation and energy. Have you ever noticed how some people just give off such an energetic vibe that you can’t help but feel inspired? The more money you make as a trainer, the more you will find that the energy you give off is what you will get back in return. Just as no one wants to be around a deadbeat, negative or depressing person, people will flock to you and want to train with you because of the positivity and energy you bring to the table. Part of your job is motivating yourself as well as motivating your own clients. Everyone from Hollywood celebrities to new moms know the fantastic benefits of training with a Personal Trainer. As a Personal Trainer you will have numerous clients with a variety of goals. The more versatile you are as a trainer, the more clients you will have. The broader range of your expertise, the bigger and fuller a book you will have. Because you already have a love of fitness, you will have an easier time engaging with others. Anyone can study and develop technique, but to be truly successful and thrive in the industry it is important that you can transfer your passion with others through encouragement and motivation.

There are certain basics you must know in order to properly and safely Personal Train an individual or group. You must know how the body works. Through your education at Wexford University, you will develop the skills you need to properly and safely do that. Here are some of things you must know as a professional Personal Trainer:

Anatomy This is the foundation of wellness. By understanding anatomy and physiology, you will have the knowledge to create the necessary exercises in a program for your clients. Knowing the proper use and function of each muscle, you will be able to knowledgably help your clients. It is important to understand anatomy so you are aware of proper angles and ranges of motions for your clients to comfortably and correctly do each one of the exercises you give them. Through your studies, you will be able to recognize different body alignments and different types of imbalances in strength and stability of muscle groups that need to be improved. Thoroughly understanding this information will allow you to create successful programs for your vast clientele. Anatomy is not simply about muscles and bones, you will also need a great deal of knowledge about the cardiovascular system and how exercise effects the oxygenation of the blood and working muscle groups. Although it may seem overwhelming at first, the more you study – both in and out of the gym – you will find your grasp on the subject will grow. And, the more you can use the anatomy vocabulary and verbiage, the more your clients will trust you. It is in your best interest to completely understand this subject. Once you have completed your certifications you will know this stuff inside and out.

Kinesiology Kinesiology, or kinetics, is the foundation of human movement. Everything you need to know about the way the body moves is based on the principles in Kinesiology. If a client has irregular movements or has a special condition, than you may be required to create a special program for them. Effectively knowing how the body moves will allow you to adjust postures and provide your clients with a more efficient use of their body. Another special group of people who benefit greatly from Personal Trainers are athletes mainly because of a Personal Trainer’s extreme knowledge of movement. Athletes wanting to maximize their potential will hire a Personal Trainer to help them because of their extensive knowledge in this very specific area. Nutrition As you know, everything you eat impacts the way your body performs. While you may eat healthy and have a pretty good understanding of nutrition, you will be surprised how much there is to learn. At Wexford University, you will learn everything you need to

know to understand proper nutrition and well-being. The knowledge you gain will assist you in properly helping your clients choose the best foods to eat before and after their workouts. You will also have a deeper understanding of working with special populations such as diabetics and those on the border-line of high, low sugar problems. By having the proper training, you will be able to recognize early signs of these very specific problems and keep your clients safe.

Safety Safety should always be your number one concern. Along with a Personal Training Certification many gyms require First Aid, CPR and AED training. It is in your best interest to have proper training when it comes to emergency situations. As a trainer, you will often people pushing people past what they typically will do – out of their comfort zones. Because your client trusts you with their health, you need to be prepared at all ties.

Before You Get Certified Most gyms, studios and spas will not hire you as a Personal Trainer unless you are certified. That is why NESTA and Wexford University are so important to the success of your professional career. Doing an internship at the gym or simply having a strong presence is a great way to start. If you work out every day and are friendly to the staff and members of the gym, you have a better chance of being hired and developing a strong clientele. Developing your contacts early will help you get on the right track when it comes to building your book later. Personal Trainer Insurance You may be wondering what Personal Trainer Insurance is and why it is needed or, if it really is needed. Because you are working with people and their bodies, often out of shape and/or fragile, it is important to protect yourself in case your client gets injured while you are training. Typically, if you are employed by a gym, studio or spa, you will be covered under the insurance policy of the business and will not need to purchase Personal Trainer insurance for yourself. However, you will need to check with the management directly to be sure that is the case. If you are planning to go into business for yourself – typically the most lucrative way to earn a living as a Personal Trainer, than it would be in your best interest to have insurance coverage before beginning work with any client. If you independently train outside of the gym, it is wise to purchase liability

insurance to protect yourself in case of a lawsuit. Even if you are the best trainer in the world and have the nicest clients ever to exist, things happen and you need to be ready – just in case. Purchasing Personal Trainer insurance is essentially purchasing peace of mind. You may be able to purchase discounted insurance through your NESTA certification. Check their website for details. Another thing you may want to consider is Personal Trainer liability insurance. As a Personal Trainer, your body is your office. Meaning, the demands you put on your body every day – from training yourself to regularly training multiple clients day after day is rough. There may be some days that you do not even get an opportunity to sit down for a lunch break. Any time you see a Personal Trainer eating, he or she will probably always be standing. There is not a lot of down time in this industry. So, if you get injured – either in the gym or out – and are unable to train and run the day-to-day operations of your company, then you will not be able to make money. By having disability insurance you will be covered while you are not working. Disability insurance typically costs less than liability insurance (anywhere from $1/day to $1/month) but it is worth it if you find yourself disabled and unable to work. When you get your Personal Trainer Insurance, check the NESTA site to see if they give discounts on this as well so you can easily add it to your policy.

Daily Schedule One of the many perks of working as a Personal Trainer is your schedule. Although you may start your day early and end in the late evening, for the most part, you make your own hours. The peak hours for a trainer are before and after the “typical work day.” Meaning, you will be busiest before 9am and after 5pm. A successful personal trainer makes the most of this prime time. Of course you will have trainers at other times too, including the weekends. Mid-day is an off time, but you will find that you can work out during this time. People who work from home, have a flexible schedule, and many stay-at-home moms will work out in the middle of the day. These types of clients are great because they are not working around the schedule of their desk jobs. They are perfect to place in time slots that are harder to fill such as 11am and 3pm. Unless you work at a gym, studio or spa that pays you for floor hours or has a base, you will not make money unless you are training. This is especially true if you work for yourself. You will need to make the most of your schedule and be efficient with your time. That said, it is also important that you allow yourself to take breaks and days off. It can be very easy to want to work all the time, but you also need to make time for yourself. If you let yourself get run down, you will get sick, and then you won’t be able to work. To stay healthy, motivated and avoid burn out, it is very important to take time for yourself.

Sick Time and Vacation As mentioned, in most cases, if you do not work, you do not get paid. There is a small exception for when a client cancels and gives you less than a 24 hour notice. At some gyms you may charge for that. In some gyms, studios or spas, after a certain probation period, you will get a certain amount of vacation and/or sick days. One way to accommodate your clients, is to try and vacation when your clients vacation. Typically around the holidays in the winter and during the summer this is much easier to do. People have a lot going on during these times anyway and may cancel. The longer you are a trainer the more you will get to notice trends and know when your clients take their vacations. It is certainly fine to ask months in advance about vacations and time off so you can arrange your schedule. Your clients will appreciate you doing so as it helps their schedules as well. Planning a vacation is fun, but you won’t be able to plan when you’re sick. If you notice yourself feeling under the weather, let your clients know as soon as you can so you can reschedule them a few days out. Most clients will be understanding. To help them, you might want to suggest a replacement workout they could do on their own on the day they would have been working with you. As a Personal Trainer you will get very close to your clients and want them to have the best experience possible. Going the extra mile will always benefit you and your business. If you have to cancel for sickness or any other emergency, be sure that you try to reschedule your client within the same week, if possible. That way, neither you nor the gym will lose money because a day of training was not lost, it was simply shifted. As a Personal Trainer you make your own schedule and have the ability to make up for missed sessions by filling up a less busy day.

Quick Chapter Review Points:

1. As a Personal Trainer you will have numerous clients with a variety of goals. Keep this in mind as you train. Not everyone has the same fitness goals so a different program for each client is crucial. 2. Anatomy, Kinesiology and Nutrition are three major subjects that you need to know thoroughly to successfully create programs and give your clients the important information they need. 3. Safety should always be your top priority. Always keep your clients safe and know what exercise are appropriate for them and what they are limited in doing. 4. Get certified. You will need a Wexford University Degree and in almost all cases a NESTA national certification as well. 5. While you make your own schedule, take advantage of the “prime times” of training

and get people in before 9am and after 5pm. This is when you will make most of your money. 6. If you don’t work, you don’t get paid. Plan vacations accordingly. If you are sick, take time off. You do not want to make your clients sick or burn out. You always need to be on top of your game.

http://www.nestacertified.com

http://www.wexford.edu

Chapter 2: Getting Certified For many who consider becoming certified Personal Trainers, they will go online and do research. You will see there are many different types of certifications and a variety of levels to consider. Each one requires a different level of commitment and some are better than others. Some course can look very authentic and sufficient through fancy marketing and sales wording, however not all certifications are created equal. Many states require that you pass a recognized certification which can only be achieved from one of a few well-monitored and standardized organizations that lead the fitness industry. Preparation and hard work is what it takes to pass the required tests which is why now that you are embarking on the life changing path of becoming a Certified Personal Trainer, it’s time to get motivated and start studying so you can get certified. Most gyms will not hire you unless you have some form of certification. Many gyms require more than one certification. Before you even submit a resume, make sure you have completed your online certification program and passed an exam. You can have all the experience in the world, but your chances of being hired are much greater if you are certified. By enrolling in Wexford University, you turn your passion into a profession. And, because it is an online university, you can study at your own pace and on your own schedule. Even if you are currently working a full time job in a completely unrelated field, you can get your personal training certification in no time because of the innovative technology used in their degree programs. Once you have completed your education at Wexford University, you may still want a nationally accredited personal training certification. The best place to get that is with the National Exercise and Sports Trainers Association, or NESTA. Unlike other national personal trainer certifications, a NESTA certification lasts 4 years. Most other certifications are only good for 2 years. The continuing education programs through NESTA are fantastic because not only do they help you stay on top of your game in the industry, but they also keep your certification up-to-date. With the correct number of continuing education credits, you will not have to re-take the NESTA personal training exam. Instead of spending your time testing, you will be learning valuable information and training – two things you enjoy doing anyway! Being NESTA certified means you have an organization full of resources at your fingertips. Be sure to take advantage of the FAQs and helplines on the website. These can be a great resource before you take the exam. If you have any questions or are unsure of a specific detail, you will find all the answer through the website. The customer service departments are more than willing to help answer your questions and

make the entire process of becoming certified easier for you. They also want to see you succeed as a Personal Trainer. The better personal trainer you are, the better the entire organization looks. It is a win-win for everyone. Although you will already have study materials from Wexford University that provide you with all the knowledge you need to pass your NESTA certification exam, you can find a number of books and study materials on the NESTA site (Nestacertified.com). They have their own study materials available for purchase directly from the site. Having all the study materials in one place is convenient so you can get started immediately towards your personal training success. You may have even highlighted and taken notes at Wexford University that will really help you when studying for NESTA. Along with textbooks and study guides, the website often offers study guides and even practice tests to help you increase your knowledge and prepare further. The fitness industry is constantly changing, and the newest editions of all study materials are sold on the official NESTA site. You can count on those materials being on the test. Although it may be tempting to try to save money as you are looking for study guides and materials, it is in your best interest to purchase the materials directly from the website. A cheap book is worthless if the information is outdated. Always purchase all of your Personal Training guides, books and information from the site with which you are certified. The practice tests available are certainly worth the price because they are very similar to the actual certification test. By taking the practice test time and time again, you will ingrain the information into your head through memorization and also get a more thorough idea of what parts you need to study more. Perhaps you thought you had nutrition down, but it turns out there is stuff you didn’t know. Maybe anatomy and muscle groups are an issue for you. By practicing, you will know this before you go in on test day. While some people have no problems doing various portions of the test such as anatomy, others may find programming or nutrition easier. When you take the opportunity to study completely, you will put your knowledge into perspective before taking the test. The more you study, the more confident and ready you will feel when it’s time to take the test. Another very important thing to know is that the NESTA exam is different every time. Even if you had a friend take the test the week before and he tells you some of the things that were on the test, you can’t be too certain they will be on yours too. Chances are you will have a completely different test. Be sure to study everything from general behaviors and nutrition to muscle groups, injuries and exercise programming. Don’t leave anything out on the study guides even if you think you already know it all. When you take the certification exam, be aware that even though you may completely understand the subject, the test wording can be very tricky. They do it on purpose so

take your time. It is in your best interest not to rush through the test and definitely go back and check your work.

Once you feel completely ready for the exam, check the website and set up a time to go to a testing location or learn how to take the test online. It is extremely important that you are 100% prepared for the test because the exam is not inexpensive! If you do fail, you can take the test again. You may have to wait a certain amount of days to re-take it, but you certainly will have the opportunity to do so. After you pass the test you will receive a package in the mail with your certification. You will also get more information about the NESTA organization and continuing education opportunities, membership information and other great that you can only get by being a member of a certified organization. The publications that you will receive (typically monthly) from NESTA are priceless. The information comes directly from doctors, researchers, scientists and leaders in the industry. Unlike the fitness articles you may read in fitness magazines or online written by journalists, the NESTA newsletters are backed by research and scientifically grounded. One of the many privileges of being a Certified Personal Trainer is having unlimited access to these amazing publications for free. Sometime between getting your certification from Wexford University and getting NESTA certified, you will want to get certified in CPR, First Aid and the AED defibrillator. This can be done at your local YMCA or straight through the American Heart Association in your area. Just check online for testing times and centers. As a professional in the industry, it is in your best interest to have this life-saving certification. Most gyms will not hire you without it. It is also extremely crucial if you have your own Personal Training business or studio that you are CPR certified. Even if you never have to use it, you will need it for insurance purposes. This certification needs to be re-taken every few years for a nominal fee. If you work in a gym they may pay for you to get re-certified.

Quick Chapter Review Points: 1. Most gyms will not hire you without a degree or certification. A degree from Wexford University and a NESTA certification are the perfect combination and will get you hired easier. 2. Be sure to get all of your study materials and books directly from the Wexford University and NESTA sites. Many other sites have books you can purchase but are often outdated or contain inaccurate information. You can be sure you are getting the best information on the Wexford and NESTA websites. 3. Practice and study for the exams. Even if you feel as though you know everything, be sure to stay over and over again until you have it down perfectly. The exams are a big deal.

4. Consider getting CPR, First Aid and AED Defibrillator certified as well. These lifesaving tools are crucial in any fitness and health facility.

http://www.nestacertified.com

http://www.wexford.edu

Chapter 3: Developing Your Business Believe it or not, for some people, the idea of “going to the gym” seems like a terrible experience. They are either unfamiliar with it, had a bad experience at one time, or just would rather be doing a hundred other things besides working out. Some people actually have a fear of going to the gym and being ridiculed. Although you are not a psychiatrist, you may feel like one! At times you will find that gym members and client come to you to discuss their problems, and to help alleviate any anxieties they may have about exercise or the gym. Remember that positive energy that was mentioned earlier? That comes in to play a lot when you are developing your business. The more you can calmly help someone feel comfortable at the gym and even enjoy the workouts they do, the more they will benefit from the gym, progress, and the more money you will make. As you develop your business, part of your job may be to handle any misconceptions people have about Personal Trainers and workouts in general. Your clients will have all sorts of misconceptions about strength training and cardio that they heard, read in a magazine or on the internet. As a certified Personal Trainer you will share your knowledge to help your clients exercise safely and effectively. Because of your expertise, they will want to continue training with you. Plus, the results they are getting speak volumes. All of your clients who have developed amazing results are walking billboards for you. Not only is your body a billboard, but all who train with you are representations of your quality training as well. The relationship you build between your clients is often a very close bond – even a friendship. You will be there for every pound lost, every strength gain, every struggle, every feeling of defeat, every victory and every goal they reach. And, because you see your clients so regularly (at least twice a week for most) you become a major part of their lives. And, you’d be surprised how important they become to yours. You will share job in their victories and feel pride with every milestone. Don’t be surprised if on your birthday, during the holidays, or any special occasion in your personal life, that your clients give you small gifts. You will soon discover how much you mean to them. Many of your clients may be referrals from other clients. This is the best way to develop clients because you barely have to do any work! No cold calling or marketing. Your book builds because of your reputation. This is the best use of your time too because it doesn’t require any extra! If you are not getting referrals, you will need to do marketing and advertising for your personal training business when you are not working. If you already work long hours, this can feel like a lot of extra work. It may also become very low on your To Do List. Owning a gym or running your own studio is the most lucrative way to make money in

the business. But when you are first starting out as a Personal Trainer, consider working at a gym. You will gain a better understanding of the business as well as develop your own training style. It is also a great way to learn business and training styles from other trainers – what to do and what not to do. Being in the gym environment is also a fantastic way to meet new people and potential clients. Keep in mind, however, that even though you are working at a gym, you will need to have an entrepreneurial spirit. In almost all cases, you are responsible for getting your own Personal Training clients and selling personal training packages yourself. Your competition is all the other personal trainers at the gym, not to mention all the other gyms and personal trainers in the area. You will not only need to be able to prove to people that you are an excellent personal trainer, but also be able to successfully close sales. So while being fit and healthy is extremely important, the better your business background is, the more business you will get. You will learn some sales techniques and ways to develop your business at Wexford University which will help you get started. You can also further your knowledge by readings sales books, attending workshops, and watching how your competition closes sales. So many Personal Trainers start out as employees because there is so much more to a career in personal training that can be learned from a book or by studying. While you will certainly get the foundation you need with a program at Wexford University, you still need on-the-job experience to be the best personal trainer you can be. Working at a gym, studio or spa is one of the best ways to make that happen. The hands-on application and experience you will get from working with other professionals on a daily basis is invaluable to your business and growth as a trainer. The way you learn and develop your skills as a personal trainer is different for everyone but working in an environment with other people who are passionate about the fitness industry is an exciting and remarkable place to be every day. Having your own style when it comes to developing your own exercise programming is crucial and it is what will set you out from your competitors. With an ability to create effective, well-balanced fitness routines that also keep your clients engaged mentally you will appeal to a wide array of clients. While you may have a specific niche such as sports performance, part of what will make you good at what you do is if you can train all different body types at all stages of the fitness cycle. Members of the gym will see the people you work with and you will be attractive to more clients if you have all different types of people you work with and train. For some new trainers, they are able to build a successful business from the moment they get their certification, for others it is a little harder. It is important to have access to people in the industry who can mentor you and give you guidance to help you build a foundation. One such person is John Spencer Ellis. While you may not get the opportunity to know him personally, his website is full of practical and useful information that you will not be able to find anywhere else. It can be found at http://www.johnspencerellis.com. The more you know, the more successful you will be. Who knows, you may be someone else’s mentor one

day. It’s important to understand that the main difference between getting hired as a Personal Trainer and running your own business is that you need to be prepared for all that “running a business” entails. The actual training part will be a piece of cake in comparison to the worries and responsibilities of owning your own business. If you are thinking about going into business for yourself, be sure you are prepared so you are not caught by surprise. For example, there are a lot more up front expenses that go into owning your own studio or gym. You will have to pay for everything from the fitness equipment to the marketing materials. When you start out at a gym, all of the marketing is done for you. In most cases, you won’t even have to buy your own business cards. Of course, that comes at the price of the gym taking part of your training money – instead of getting the full hourly rate as you would by owning your own company, there is an overhead for the gym. There are so many pros and cons for working in each scenario. It is up to you to see what works best for you and where you see your career going as a professional Personal Trainer.

You should have a goal for the number of sessions you hope to do in a week and month. Once you have built up your book through demos, assessments and helping people around the gym, your clients will become physical marketing billboards for your business. Word of mouth and friend referrals will be your direct source of new clients. It is very important not to get discouraged in the first few months. It takes some time to build up your book. It also depends on what time of year you start out as a certified personal trainer. If you start in January when so many people are hoping to accomplish their New Year’s Resolutions then you will have no problems getting clients. However, if you start in the middle of the summer when everyone is on vacation or working out outside, it might be a little harder. 80% of your business will be client retention. It is important to not only take an interest in your clients’ workouts but also their lives in general. Because you will be working with them for a while (hopefully!) you will see how various life experiences effect their lives. From losing a family member, losing a job, getting married, going to a reunion, having a baby or just having a busy schedule, you will be a part of it all. You will notice that some clients change their exercise and eating habits when they are dealing with something emotionally challenging. You can be there for them and help them get through it in a healthy way. The support of a personal trainer is so crucial and really makes a difference especially in terms of weight gain during difficult times. Your job as a Certified Personal Trainer is more powerful than you will ever even know. Eventually you may get such a big client base that you will want to open your own business. This is a fantastic idea on many levels – if you are completely ready! You will make a lot more because you will not be paying a gym any overhead and you control

your own schedule and work hours even more than being employed by someone else. Of course there are pros and cons of having your own business and working for a gym and it really is completely dependent on your own goals and personal work ethic.

Being a Professional Certified Personal Trainer is one of the most reward, satisfying and enjoyable careers you could ever have. Your impact on society is huge and essential to the well-being and health of your clients and generations to come. You are a superhero and lifesaver. Just think, when you help an obese person lose weight, you are not only making their way of life happier and healthier, you are changing their entire life. You may also be making their marriage happier and healthier, their relationship with their children better (they can run around easier and take care of them), life at their jobs easier and more efficient, you save them money on medical bills, etc. etc. The list goes on. As you sell yourself as a personal training, think of all those things and try to portray them to prospects. The more you can appeal to their emotions, the more successful you will be. They may come to you saying they want to “Lose weight,” but if you can go deeper and really find the root of why they have that goal, you will hook them and close the sale. Perhaps they were “fat” all their life. They were picked last at recess or gym class, they were made fun of, they don’t feel beautiful or handsome, they are trying to look good for their wedding, they want to ask out the girl of their dreams, and so much more. The possibilities are endless. You just need to appeal to their emotions and help them understand why hiring you will literally transform their life.

Quick Chapter Review Points: 1. Part of your job as a Personal Trainer is to handle any misconceptions about fitness, the gym and personal training in general. 2. Consider starting out by working at a gym, studio or spa to get hands-on training and a greater exposure in the fitness industry. Once you feel comfortable you can always go out on your own and have an independent business. 3. Have a Personal Training style that sets you a part from the rest. 4. When selling personal training packages, try to get to the emotional root of why someone wants to lose weight or train. This will help you sell better and close the deal every time.

Chapter 4: Networking –Marketing Yourself & Your Business Success in the fitness industry takes time and a lot of hard work (a lot!). Do your best to not get discouraged even if your book has not developed as fast as you were hoping. Achieving a full book can take up to a year so be patient and keep doing your marketing. Always present a positive attitude and be an example of health to your clients and potential prospects. By doing so you are sure to gain a significant amount of clients and develop a long lasting, lucrative business. Although it’s a little easier to do marketing when you are in an established gym, studio or spa, you still have to get out there and make yourself known. Personal Trainers have all different types of networking and drumming up business. Here are a few suggestions for you to try and see what works best for you. Search Engine Optimization (SEO) If you are starting off as an Independent Personal Trainer, this would be the best place to start. Search Engine Optimization may well be the strongest marketing tool you could have. Even if you are a brand new gym with absolutely no contacts or marketing material out to the public yet, you can still have a website that ranks #1 for various phrases that relate to your business. For example, “Personal Trainer Chicago” or “Personal Trainer Tallahassee” or wherever you may be. If your site ranks at the top, you are more likely to attract clientele simply by them clicking on your site after doing a simple search. The good news is, it does not take a lot make this happens. If you have a medium sized budget and either web design skills or hire someone to do the work for you, you can create an attractive website. Your contact information, credentials and services on the website are a great place for potential clients to start to get to know you and eventually reach out. You may also want to create a blog and put it on your site. The more SEO you have in your blog the more traffic you will get to your site. Besides referrals and word-of-mouth, SEO is definitely your best option. Workshops, Fairs and Trade Shows As an employee of a gym, studio or spa you may be invited to attend local fairs or trade shows. Typically these are for gyms to market themselves. You will see many other gyms there. But, as a Personal Trainer, it is a fantastic time for you to go, represent your gym, and take names for potential clients too. These events are typically done with a booth when you can hand out your business cards and information. While you are there consider demonstrating some exercises, do body fat tests or other body composition tests. You could even have samples of protein shakes or protein bars to lure people to the table. Being hands-on can attract clients and peak their curiosity. You might want to bring some gym tee shirts, water bottles, sweat bands and other fun items

so people remember you. Be sure you also have plenty of information to hand out as well as your business cards. It would be in your best interest to have people sign a clipboard or guest book so that you can call people later. The worst thing you could do is give out handfuls of business cards and not get the name of anyone who stopped by your table. If you are proactive and take the time to meet everyone and get names, you will be much more successful. At some workshops and trade shows you may have the opportunity to get on stage and give demonstrations or a quick lecture on proper nutrition, form, or other informative subject. Be sure you take the opportunity to do so and get your name out there. Community Partners Often, local businesses will be willing to let you pass out flyers or pamphlets at their location so you can gain exposure. Some may even be willing to do a trade of services. Such as you get a discount on sandwiches if you offer them a discount on personal training. Lifestyle accounts that are health or fitness related are good choices for you to gain exposure. Places like health food stores, sandwich shops that offer light or healthy options, gym equipment shops, workout clothing stores, and salons are all great places to start. Having your promotional materials in doctors’ offices, chiropractors’ offices, massage therapist locations and other health professionals’ waiting rooms will not only give you exposure but also help you build credibility and professional contacts. Again, offering discounts in exchange for the marketing opportunities is also a nice gesture. Take every potential opportunity you can to work with clients in a public location. Whether you give free demonstrations in the middle of your gym as a gym employee or do your services at local parks and beaches as an independent Personal Trainer. The more exposure you can get to build interest in your programs, the better. You could even grab a friend and ask them to let you “train them” in a very public setting. This creative marketing session will help you get actual clients and build your book because you are essentially showing off your skill as a top Personal Trainer. When potential clients see your current clients getting results, enjoying themselves and working up a sweat, you will look extremely professional and desirable to them. Even someone’s grandmother may see you giving your demonstrations and want your name for their grandson. You never know who you are performing in front of, so never underestimate who is watching. Therefore, always look your best. Wear clean, fitness apparel and always look showered and clean. Do your best to smell good and come across as having a high level of success.

Stay Organized and Be Smart with Your Time One key trait of all successful Personal Trainers is that they are very organized and smart with their time. You have the potential to have 50 sessions a week and the only way you will be able to stay scheduled and not overbook anyone is to be very organized with your time. Each session requires you to build the program and annotate

achievements or rough patches in the training session. You need to take the time to keep records and communicate with each client. This needs to be done on the day of the session –no more than an hour after the session – so you do not forget anything. Your work with a client is not just the half hour or one hour you are with them, it is the preparation and programming creation involved as well. If you are extremely successful you may want to consider having an assistant or intern that can help you organize your book, make phone calls and handle any cancelations.

Offer Free Training When a Personal Trainer is just starting out they may offer free training sessions or partial training sessions so gym members can get an idea of what to expect from the trainer. While it may seem as though you are “wasting your time” by working for free, you are actually making valuable contacts and networking. Also, other gym members who see you training do not know that those sessions are free. They see you working with several clients right out of the gate and they will assume you are a good, successful trainer. Perception is everything as you build your business. If you are sitting behind the personal training desk, twiddling your thumbs, reading or chit chatting with co-workers it does not make you look desirable. However, if you are out on the floor training a variety of clients, you look as though you are in demand and that will attract clients. There are a few things to keep me mind as you offer free training, however. Only offer free training for a very short amount of time. For example, only offer it for 3 hours a couple days of the week for one week. And, only one free session per person. People will take advantage of your free services, so be sure you stay on top of that. When you are not offering free training, you can simply go around the gym, spa or studio and introduce yourself to people. As they work out, offer a suggestion. Say, “I see you’re doing biceps. Have you thought about throwing in some bicep rows?” Or, “Let me show you another cool way to do that exercise.” You could even offer to give them a free stretch after their workout. Anything you can do to be visible and friendly will help you network and get new clients. Having an outgoing, social personality is a huge plus in this industry. The more you can get yourself out there and talk to people, the more successful you will be. You might think that people do not want to be bothered during their workouts. After all, 90% of the people in the gym have their headphones or earbuds in their ears and seem focused. Be wise about when you are talking to people – by all means, do not interrupt their workouts. But if you find a good time to introduce yourself, say, as they grab a shake or a drink from the water fountain, definitely say hello. You could even create a connection by bringing someone a towel or giving them an ice cold water bottle if they look like they are working hard during their treadmill session. All of these things seem like small gestures now, but they really add up when it comes to building your book. Besides, you are in this business because you love fitness and you love helping people get healthy and encouraging them to enjoy their workouts. Many of these suggestions are things that might just come naturally to you. If so, you

are definitely in the best career path possible. Keep in mind that while you may give someone a workout suggestion, or a towel or a bottle of water a few times, it might be weeks or months before they want to train with you. Even after giving someone a free workout, they may let you know how much they loved it, but not buy training right away. It is extremely important to not feel discouraged. People buy training packages on their own time. If you have done your sales pitch and have given them a demonstration, sometimes that is all you can do at that time. When the potential client is ready, they will purchase the package. That said, be sure that you do not fall off their radar. Ask them how their workouts are doing. If they struggled with an exercise during your free workout, ask if they have tried it again. Staying in front of them is a great way to keep communication open and create potential business. Group Training and Group Classes A great way to network is to offer group training. Whether it is a husband and wife doing a couples session or an entire 3rd floor accounting department, when you expand your services and offer group training, you will be successful. You will find that some people do group training once a week and then want to train one-on-one with you later in the week too. This is the same for teaching group classes such as boot camps or specialty cardio or strength training classes. People tend to stick with group training and classes longer because they feel accountable to the other people in the class. The social aspects of the class as well as the competition encourages people to work hard and stick with it. When they see results from the class, they will want to do solo training with you. These types of groups and classes are great for your schedule book because they pay well and make the most of your time. When you train one-on-one if they cancel, than your hour is shot, but in a group training session if a person does not show up, the class still goes on and you still get paid. Similarly, current class members will invite friends to join the class. If they like you and the class they will join or train with you. You didn’t have to do any extra marketing or outreach at all. This type of word of mouth marketing is priceless. Facebook and other Social Media for Networking Using social media as a networking tool is a fantastic way to market your business and gain potential clients. The ability to post or tweet a message is certainly more cost effective than running a paid ad, doing direct marketing or even running your own website. You don’t have to pay graphic designers to design a website or flyer for you because you can post real pictures and videos of your own directly to your followers. And, both Facebook and Twitter offer advertising tools for a nominal cost to help you market your business. You can get the best bang for your marketing dollar on places where people already spend a great deal of their online time.

Social media is a great way to track everyone you meet. If you feel at all awkward or uncomfortable about asking someone for their name or phone number at a trade show, workshop or while you are out on the town marketing, simply have them add you or LIKE your Facebook page. You can easily keep track of clients, past clients and potential clients this way. Plus, you always have access to emailing them and inviting them to various events. You have greater exposure to your blogs by posting links to your wall or tweeting them out. It also allows people other than your fans or followers to see the posts because, if it is good, it will be shared or retweeted. The viral exposure is invaluable to your growing business. You will be seen as an expert in your field and more and more people will follow you. When it comes to impacting your website’s positon in search engines, social media does you a huge favor. When you post your blog or website, all of your followers will click the link. This doubles your exposure exponentially and boosts your search engine ranking. Social media is a great way to increase your customer service. This is especially true if you own your own gym, studio or fitness spa. If a customer has any questions, they can bring it up and you can immediately address it. When fielding customer comments, concerns, and questions, social media is extremely beneficial. Customers using one of the common platforms like Facebook or Twitter can easily communicate directly with you, and you can quickly answer them in a public format that lets other customers see your responsiveness. Be sure that the Facebook, Twitter account and other social media pages you use for your personal training business are strictly for business. You do not want any inappropriate pictures or status updates that could hurt your business.

Quick Chapter Review Points: 1. You are your own billboard for your business. Everywhere you go be sure to market yourself and be a good example for the fitness industry. 2. Create a website, develop community partners, train for free, and be active on social media to expand your network. The more you can expand your outreach, the more contacts you will make and the more your business will grow. 3. Do your best to keep track of current, past and potential clients using Facebook. Always add people as a way to inform them of your schedule, invite them to events and have them see your blogs. 4. All social media accounts you use for your business should not be linked to you your individual accounts in any way.

Chapter 5: Your Varied Clients & Programming Before training a client, you will have a small assessment with them. During this time you will have the opportunity to go over their fitness goals, their current exercise routine (or lack thereof), their eating habits and other similar information. It is also just a great time to set the tone for the relationship. They should feel comfortable and relaxed with you. During this time you might have them fill out a PARQ form (Physical Activity Readiness Questionnaire) and other paperwork that pertains to training. You should have a packet of forms for each new client and keep them in a special place where they are easily accessible. The more information you keep, the safe you will be in case of a lawsuit. Again, this happens rarely, but it is in your best interest to protect yourself and stay safe. Find out the exercise background of your client. Find out what kind of activities the client enjoys participating in or what types of sports they did in high school or college. Discuss what kind of activities your client tries to avoid and what their experiences have been with exercise in the past. This will give you a basic idea of why they are at the stage of fitness in their life they are at now. It will explain failed diets and unrealistic goals they may have. This initial assessment is a time to help them set SMART (Simple, Measureable, Attainable, Realistic, Time-bound) goals. By knowing their past behavior you can be aware of what to look for if they start to back off from their goals. As a professional Personal Trainer, it is your job to catch your clients’ negative tendencies early so you can factor that in to their program. This is also a great time to discuss client expectations. Be aware of what they need from you as their trainer. No two clients are the same and neither are their expectations. You will need to listen to their needs, but also intervene and tell them what you can and can’t do. Many people have unrealistic goals and have extremely high expectations from their trainers. While the Personal Trainer is the one creating the programs, the client needs to do the work and that includes eating well when they are not with you. Go over your rules and policies (or the gym’s rules and policies) for missed appointments and cancellations. This will set the precedence for all sessions going forward. You may even have them sign a form stating that they understand the cancellation policies so there is no confusion later. Goals and Expectations No matter how much you would like to see your clients reach their maximum potential,

you need to know that their current fitness level and goals should be first and foremost in your thought. While you may see a client has potential to do a marathon, they may have no interest in that and would rather stick to their goal of losing a few pounds. When creating a program you need to be aware of their immediate goals and try not to stray onto your own agenda for them. Similarly, your client may not see their full potential. As a professional Personal Trainer, you should be encouraging your clients to go farther and faster than they think they can. Know what they can do and get them there. Their own mental limitations may far exceed what they actually can do physically. Your number one concern when creating programs for your clients should be safety. The desire to create effective and engaging programs that will keep your clients happy and purchasing more training packages should be coupled with your goal of ensuring the program is safe. The key to balancing these factors is through the initial fitness evaluation. You will want to re-evaluate your client every few months to keep their progress in check and discuss new goals. Every exercise you include in your programs need to serve a unique and specific purpose. You should always be able to explain to your clients in layman’s terms the reason for each activity. This is not the time to use the large vocabulary and extreme knowledge you learned at Wexford University. Although there is certainly a time for that, you need to speak using vocabulary your client can understand. Millions of years of evolution means that various components of our bodies work in tandem with each other. Although certain exercises exist to target particular areas of the human body, you should have a deep understanding of how they all work together. Your clients will judge and gauge your skill as a trainer not only by the program you provide but also in your ability to explain what is happening to their bodies. Whether you decide to work at a gym, studio or spa first, or have a personal training business of your own, always be honest with your clients about how long it will take for them to reach their fitness goals. Most people have no idea that there are 3500 calories in one pound and that a healthy weight loss plan is only 1-2 pounds a week. While these facts may seem so common to you, they are typically unknown to those who struggle with their weight. In order for you to get clients, you will need to prove that you are knowledgeable but also give your clients and potential clients information that is easy for them to understand.

Developing the Perfect Fitness Program You should start by setting up a short-term goal (7 to 10 days). Ensure that that goal meets the criteria both physically and psychologically for your client. You will be creating short-term goals with your clients throughout your time with them. Next you will need to create long-term goals that the program will ultimately help your client reach. Whether

it’s a weight goal, strength goal, or both, the goal should be obtainable in around two to four months. Nothing should be longer than 4 months as the client can get bored. They could say, “I want to run a marathon next year.” So, you could create 2 to 4 month goals of increasing their mileage, speed and doing smaller 5K, 10K and half marathons to keep them engaged until their big event happens. Every time a goal is reached, adjust the program.

Each time you work out with your client, you should have an appropriate warm-up that correctly prepares the body for the activities involved in the upcoming workout. This could be anything from a light warm-up on a cardio machine such as a treadmill, elliptical, rowing machine or bike. You could also do a dynamic warm-up that involves jumping jacks, knee hugs, kick butts and other similar exercises. It is extremely important that you do not skip the warm-up. It is a crucial part of the workout. Help your clients understand why it is so important. The body needs time to prepare for the higher intensity work involved in the program ahead. If your workout will take the entire hour or half hour (depending the length of your session) you could have your clients come early and warm-up on their own. This holds them accountable to their own health and helps them begin to take initiative in their workouts. If you begin working out with a client and notice they are not able to do the exercises yet, you should stop and warm up further. Just because you give your client the option to warm-up, does not mean they will do it as thoroughly as necessary. Do not assume. Make the correct adjustments until they are able to comfortably do the workout. The actual workout should be a balanced mix of cardiovascular training, strength training and flexibility exercises that help your client achieve their desired goals. All of the workouts you choose should correctly fit in the time allotted and give your client a challenging workout that is just right for them. Be sure to offer light breathers and water breaks during the workout. When you first start working out with the client, do not have your client go all out. There is nothing more discouraging than not being able to do the first workout with a trainer. They should leave feeling sore, but energized and ready to come back for more. The more enjoyable you can make the workout, while still offering a tough challenge, the more your client will stick with the program and purchase more training packages. Part of the fun of being a professional Personal Trainer is creating exciting and challenging workouts for your various clients. Before a client does an exercise in your program, you will need to demonstrate it. Showing your client how it is done will allow them to feel comfortable with what is ahead. If the client is doing an exercise for the first time, observe their natural movements and make any necessary adjustments. In all of your programs include notes and record any changes in free weights or machines. Be sure you are recording all of the improvements as they get stronger.

In your records, keep track of any exercises that your client finds especially difficult. This will help you determine when he or she needs to increase the intensity and give you the opportunity to show your client how they are gradually improving. This is especially important to boost their morale.

When creating the program for each specific client be sure to include exercises they should be doing on the days you do not meet. Many of your clients and gym-goers in general have no idea what they should do at the gym. Which, is one of the many reasons they hire you! Be sure to help them out by giving them detailed instructions for their weekly workouts. Also, having a weekly schedule of exercises helps keep them accountable for all of their workouts – not just the one with you. Some Personal Trainers do not share programs with their clients. They keep them for themselves because they do not want their clients to only use programs and fire their personal trainer. This is not a practical way to think. Sharing the exercise programs and plans is what makes the clients want to work with you! It is simply an added benefit of hiring you as their trainer. They will appreciate having physical copies of their exercise regimen knowing that it was specifically designed for them. It also doubles as a diary of how far they have come in their fitness journey.

All of the workouts with your clients should include a cool down period and stretch if you have time. This is a great time to talk with your clients about the workout. What did they like? What was challenging? And to discuss nutrition and post-workout meals. These 3 to 5 minutes are really important to the client’s health as they bring their heart rate down and stretch out their worked muscles, but it is also great for the client-trainer relationship.

Special Programming You may get clients that need special programming because of a sports injury or disability. The initial assessment for these clients will need to be more extensive and you should get a doctor’s note giving your client clearance before proceeding with an exercise program. If there is an injury or condition you are unaware of or simply unsure how to work with, do your research! Do not attempt to use the same exercises on every one of your clients. If you have a client with a heart replacement, cancer, bad back, brain injury, pregnancy, or anything you are not familiar with, go the extra mile for these people and research what exercises are fine and which ones should be avoided. Also, it is okay to say no. If you do not feel comfortable working with a client, it is fine to tell them that and offer a suggestion for another trainer. You should feel comfortable when you train. If you have any sort of hesitation or uncertainty in your training, it will be noticed and the client will not feel comfortable either.

Quick Chapter Review Points: 1. Always do an initial assessment to learn about the fitness and health background of a client, before training them. 2. Have your client create short-term and long-term goals that are measurable and practical 3. Your exercise programs should be unique to your client. Be sure you keep records of their improvements. 4. Give your clients copies of their exercise programs as an added benefit of having a personal trainer. 5. Always have your clients warm-up and cool-down. 6. If you have a client in a special population of fitness conditions, be sure to do your research so you are fully prepared to work with them. It is okay to say no to a client with whom you do not feel comfortable working.

CONCLUSION Your success as a Personal Trainer relies on the amount of time you want to put into your business. This goes for working in a gym as well as owning your own business. Offer incentives to your clients if they bring a new client. Be creative and memorable when driving new business. A person who genuinely cares about people and has a friendly and likeable personality will be successful as a Professional Personal Trainer. You will be spending at least an hour a week with your clients (hopefully more!) and it is important that you prove to have a deep interest in helping your clients achieve their goals. You will find that you care so much about your clients that you will even motivate them on days you are not working out with them. You might send a simple text that says, “Hope you had a good workout this morning!” or “Enjoy your 3 mile run this afternoon!” as a nice and simple gesture to let them know you’re on their team. Yes, it’s a little more work for you, but it is worth it because it opens up a sense of trust and commitment with each other. It proves you are committed to their goals too. And, by doing so, they are more likely to stick with you for months and years to come. As a Professional Certified Trainer it is important to “practice what you preach.” You should work out regularly, eat a healthy, clean diet, and always meet your clients showered and ready to work. Your physical appearance is the best business card you could ever have so it is important to keep yourself healthy. Always practice the same nutrition and exercise advice you give your own clients and be sure you stay motivated

and constantly challenge yourself in your own workouts as well. Your attitude greatly effects the development of your business. Your mental attitude and the way you carry yourself should give off a sense of health as well. Although it is normal and human to have bad days, you should not share your troubles or problems with clients. You need to be there for them and help them reach their goals. They are not there to listen to your problems or take on your troubles. If you have any personal issues, leave them outside the gym. The more positive and energetic you can be for your clients, the better their workouts will be. The job of a Certified Personal Trainer is a rewarding and full filling career. It is more than a job, it is a lifestyle. By encouraging others and teaching them how to be healthy, you will make a significant impact on them and society as a whole. As the rate of obesity grows and the number of people diagnosed every day with diabetes expands, your impact on the lives of your clients is truly priceless. Every day you will encourage and inspire your clients to be the best they can be.