Building Your Business Toolbox
Every job has a specific tool. One that makes the job easier. A tool that helps you carry out a task and speeds up the process. That is essentially the definition of a tool. “Something used in performing an operation or necessary in the practice of a vocation or profession.”
It’s important that we have tools in life to help us be more useful, efficient and effective . But, the reality is that a tool’s effectiveness is only relative to it’s function.
Take a hammer for example. Every house has one. You couldn’t live without one. Whether you are hanging up a new painting or taking out and old nail in the wall, its powers are invaluable.
But, try to sweep the floor or cut an onion with one and the hammer is useless. It doesn’t mean that the hammer isn’t a good tool. It just needs to be applied at the right time, for the right job.
That’s why a toolbox is so important. A toolbox will allow you to bring around your tools to use for just the right circumstance.
Personal training (and life) is no different. Each client is unique and has different needs . Building a “toolbox” of different tools or “skill sets” will help you be prepared for any situation you may encounter.
Here are 5 tools that you will
need to be an effective and successful personal trainer:
1. Knowledge
Having the knowledge of applied forces on the body is a bare minimum. I’m talking about having a full understanding and knowledge of whom you are working with, what their needs are and what modifications you may need when designing their workout.
Sometimes workouts may need to be altered during the session. Reviewing each client’s file before his or her session can insure that you stay on top of any variable that may need to be checked on, or discussed during the session.
In the client’s eyes you appear to be well on top of things and extremely valuable.
All too often trainers “free-style” their workouts. This is essentially making a workout up as you go along. Creating a workout can be fun and exciting but can also incredibly devalue you and your service. Using your knowledge to design a personalized and progressive program will help monitor a client’s strength gains, keep you organized and reassure the client that there is a “plan” in place.
2. Communication
As I mentioned earlier, each client is different . Each has different abilities, limitations and workout experiences. Having the ability to communicate is critical to the success of your clients.
In some situations, clients may have trouble interpreting and performing certain exercises.
If a client has certain movement pattern distortions, then tight or overactive muscles may not allow them to carry out the exercise with the proper form. It’s important for you to be able to communicate with him or her why their body is doing what it is doing involuntarily and provide possible modifications.
When a client just doesn’t understand the point you are trying to convey, communicating an alternative explanation to an exercise will help.
Let’s use the Romanian Deadlift for example. This can be a tricky exercise to teach. After I describe the exercise I show them how to do it. While they are trying it themselves I go over the first set of instructions again, ask them what they are feeling and if they are having trouble I find an alternate way describe the exercise.
As a trainer you are a teacher and coach . You never want to put yourself in a position where a client is left feeling incapable of doing an exercise. It’s your job to find an alternative way to teach.
Remember, no matter how long you have been training a client, always follow Tell, Show, Do . Tell them about the exercise & explian WHY they are doing it. Show them how to do it, then have them do it. Never assume that they remember an exercise.
3. Compassion
Sometimes trainers forget that we are in a service industry and that clients come to us because they need our help.
It can be extremely complicated getting a client to change negative behaviours. This can be a major source of frustration for trainers.
Having compassion for each client is so important. Remember that they are looking to you for help and guidance. Your client may not follow your plan as you laid it out the first time around. They may not understand the exercise that you showed them the first 3 times. Do not get frustrated.
Use the word “compassion” as an internal reminder to have patience and to try to find new ways to motivate and teach your more complex clients.
4. Selflessness
This you may not immediately think of as an important tool, but it is. As a personal trainer, I constantly have to check my motives.
Why am I having this client do this exercise? Do they feel comfortable doing this exercise in public? Why am I telling this story? Am I doing all I can outside the session (within reason) to help them achieve their goal?
Anytime I cannot honestly answer these questions without a selfish response then I know that I am not giving my client what they deserve.
You dramatically reduce the risk of losing clients if this is your mindset in all your actions. It is transparent and your clients will value you for this.
5. Personal Accountability
To me, personal accountability is having a set of standards that you hold yourself to. How you behave when no one is watching.
Every trainer needs to have these to make sure that you keep up certain standards. We are human. We have outside events. We have thoughts and feelings. We get tired.
Personal accountability will help you maintain a certain level of quality from client to client . Here are just a few of mine.
“Give the same effort and energy to every client (no matter how early or late).”
“Always maintain a level of professionalism (shirt tucked in, hair combed, phone left in office).”
“Check in with each client once per week outside of session (text, email or phone call).”
“Never talk about myself during my sessions unless I am asked. Some clients actually find it relieving to listen about other people’s lives. Make sure you know who they are and only do that if asked.”
These are just a few of the tools that I use. They come in handy quite frequently and I never know when I’ll need them.
So, let’s start putting your tools together.
Grab a piece of paper and write down experiences that you recently had with all 5 of these tools. Rate yourself and see where you can better develop these tools.
Also, make a list of some personal accountability standards that you want to set for yourself to insure that your clients get the best possible service that you can give.
Yours in Fitness Business Success,
Ben Dulhunty
