Our annual 6 Week Spring Makeover Challenge allows our clients to participate in a fun, friendly team competition to help them shed that extra layer that many of us put on during the cold, dark rainy days of winter.  Each of our trainers recruit team ...

Host a Weight Loss Challenge and more...



Host a Weight Loss Challenge

muscle-class-sherriOur annual 6 Week Spring Makeover Challenge allows our clients to participate in a fun, friendly team competition to help them shed that extra layer that many of us put on during the cold, dark rainy days of winter.  Each of our trainers recruit team members and they all compete against each other to see who can ramp it up the most and achieve the best results.  There’s nothing like a little peer pressure to get your staff and cleints to do what they need to do to reach their goals.

We are in the marketing phase of our Spring Makeover Challenge. It is up to our trainers to recruit current, past and new clients to join their teams. They each have their own spin on how they will get clients to lean down and look great over the 6 weeks challenge.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my
top 5 revenue generating secrets.

Our Spring Makeover Team Options:

Marijka & Judith – Raw Food Detox
Why eat raw?

  • You’ll experience weight loss
  • Clearer skin
  • More energy
  • Regular bowel movements
  • Mental clarity
  • AND more!

While it will take a TEAM effort to win this challenge, each person will be working at their own, personal level. A quick and easy questionnaire will determine where you will start, and over the next 6 weeks you will gradually transition into a raw food diet. This is a great opportunity to break some bad eating habits that you may have picked up from the holidaysJoin me on a journey of a healthier you!

Derrick & Nathan
In order to “Makeover” your body you must makeover your mind! On Nathan and Derrick’s team you will get the education and support you need to change how you think of food and how to make choices which truly nourish your wellbeing. Upgrade your health, fitness, and happiness!

Kristin’s
– “It’s Time to Get Real”
We will be eliminating all of the excess from our diets… no sugar, no alcohol all HEALTHY eating. You will cut calories safely and massively increase your cardio/workouts… plus some OTHER fun, top secret stuff!

Rob & Alicia – Hard Bodies, if you really want to lose a lot of fat fast.
Rob’s system is hard and time consuming. The daily demands are physically challenging and your caloric intake is minimal. No Alcohol, no sugar, super hydration and all the veggies you can eat all day. Robs Hard Body system is a tried and proven success every year. So if you can stay focused and are mentally tough for 6-weeks and want best possible results, Join this award winning team of fat burning machines.

Leah’s – Lean Mean Awesome Team
On this team we will be taking a determined-to-succeed, strict approach to weight loss. Cutting all the unnecessary garbage from our diets, while eating only whole unprocessed foods.

Molly & Jolene
We are not quick, cheap and easy so our food shouldn’t be either! This whole food, no processed food plan revolves around those who are busy and need some extra planning ahead to be successful. Meal prepping and planning ahead of time sets us up for success.

Alex & Jamie
While battling with weight it is easy to forget how good you can feel, its never a better time than now to start feeling your best. Whether it’s more pep in your step, longevity, feeling or just feeling more comfortable in your own skin we can help. Over the next 6-weeks we will assist you in the design of a detailed and sustainable plan of action for your exercise regime, dietary needs and lifestyle choices! We aren’t saying it’s going to be easy, however it is easier with passionate and experienced coaches.  We will be here for you every step of the way! Make the commitment to lose weight, get rid of some bad habits and get ready to feel amazing…just in time for summer.

Cody & Adam
You know what all Fad Diets have in common? None of them are based off Medical Literature. Fad diets are just a way to take your money. And guess what? They don’t work. If you want to learn what the research says about nutrition and how to create long lasting results, health and happiness, this is your team.

We conduct our weight loss challenge in the Spring, but you can run a weight loss challenge anytime. Summer is a great time too because everyone wants to look good at the pool and at the beach! Feeling inspired and want to give a weight loss challenge a try? Our annual Spring Makeover Challenge brings in about $20k in extra revenue for us each year and our clients see amazing results! Want to use the same resource tool we use to help clients see results during this challenge? Get Sherri’s Fitness Results Manual and you can change our name to your name and run with it! Check out the details HERE.
And get 25% off  through the end of April!

Click here to view the embedded video.

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

      

Help Clients Slow Down

yogabrighterverticalI am sure many of your clients are stretched for time, have too much on their plates and are stressed. Then they come to you looking for a hard workout and think that pushing themselves to the limits during every workout will help elevate their stress. Not necessarily so!

A growing body of scientific evidence has supported mindful exercise as a significant means of favorably altering various aspects of health. Scientific research on Yoga has been enormous (well over 2000 studies) since the first research began in the late 1920’s and since 1985, thousands of research abstracts have been published on Tai Chi. Ralph LaForge, MD, a physician specializing in the benefits of mind/body exercise reports…..

“….meditation and mindful exercise have been credited with reducing stress and helping to manage anger and depression, improving muscular strength, flexibility, balance and coordination, reducing falls in the elderly, improving glucose tolerance, enhancing cardiovascular health, increasing self-awareness, self-efficacy and personal empowerment, decreasing pain and pain sensitization, reducing blood pressure, improving lipid profile, improving bone mineral density, improving pulmonary function, decreasing mortality in hypertensive individuals, decreasing mortality and/or clinical events associated with cardiovascular disease and more…”

That’s a long list of benefits!

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.

Exercise is a physical stress to the body and with the popularity of High Intensity Fitness Training programs like Bootcamps and Cross-Fit, people are adding additional stressors that may be compounding the negative repercussions of stress. People who go hard all the time at work and in their lives, need to find a balanced approach to their workouts. There’s no need to go hard all the time at the gym. Exercisers would experience more positive change if they took the time to just slow down and participate in more mindful, focused breathing and movement. So help your clients balance their weekly workout regime with a couple hard, moderate and easy workouts.

Luckily, people are taking note and starting to implement mind/body meditation exercise. Even just stopping yourself when you’re feeling stressed and focusing on slow, deep breathing can be very helpful.

Send these stress relieving tricks to your clients:

  • 5 minutes of mindful meditation when you first wake up each morning or right before you go to bed
  • Focus on your breathing
  • Contract and relax your muscles moving from your toes to your head
  • Make a mental list of everything you are grateful for
  • Becoming aware of your senses and observing what you hear, feel or see

Remember that not all workouts need or should be intense. Help your clients build training schedules that include workouts with a variety of intensity levels and some mind/body components.

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

      

Successfully Handle New Client Objections

15871629_10154872323663607_6151663043895396901_nYou have probably heard all the objections that I have when it comes to getting new clients to commit to their health & fitness…and  to working with you!

Be ready to deal with typical objections such as “I’ll never stick to it”, “I can’t afford it”, “I don’t have the time”, “I want to think about it”, “I want to talk it over with my spouse” or “I’d like to purchase just one session.” Almost any objection can be dealt with in a soft, non-aggressive, but assertive manner. Success with objections starts with showing more value than risk to personal training with you.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.

When handling a concern or objection, try the following system:

  • Listen to the entire concern without interrupting
  • Paraphrase and repeat the obstacle back to them. Let their brain hear what they just said. When they hear it coming from your mouth, the brain processes it differently and often, they realize that the obstacle is not valid and they need to stop thinking and take action.  Don’t forget this important part of handling an objection.
    • “It sounds like you’re concerned that you might not be able to stick with this long enough to experience great results.”
    • “So it sounds like you’re not sure if you’re ready to make the commitment to your health and fitness.”
    • “So, you’re a bit concerned with how much this is all going to cost.”
    • “It sounds like you’re not sure how you’re going to be able to fit exercise into your already busy lifestyle.”
    • “It sounds like you want to take some more time to figure out if this is really important to you and you’re ready to make the commitment to achieving your goals.
    • So you need to talk to your husband to discuss whether he will support you in your efforts to achieve these goals.
  • Wait – for them to agree with the paraphrase, to talk themselves into taking action or to pose another obstacle. For example, after you paraphrase they might say:
    • Yes, that’s correct. Then skip to the next step.
    • Well, I am concerned that I won’t stick with it because I’ve tried exercise before and never succeeded but I guess that’s what I’m hiring you for. You’re going to help me stick with it and provide the accountability I need.  I think I just need to do this and stop dragging my heels.  They just convinced themselves to take action, you can now close by getting their commitment – scheduling an appointment, asking which package they would like to go with.
    • Well, I know you’ll help me stick with it. I guess just more concerned about how much this is all going to cost.  Go back to the first step.  Paraphrase and repeat the obstacle back to them.  Once you get affirmation and are dealing with the true obstacle, move to the next step.
  • Show understanding – “I can completely understand that”, “Many of our clients had very similar concerns when they first started with us…”
  • Ask questions and/or Give information

    • “I can completely understand financial constraints. Sue, I can tell you’re really serious about making this commitment to yourself and achieving these goals that are really important to you, right?  So let me ask you this, what do you feel that you could realistically budget towards your health and fitness?  Now that you know their budget, figure out a plan that will work within their budget.
    • “Sue, a lot of my other clients were concerned with sticking to the program too but it’s now become a habit for them.  In just a few months, exercise will become a part of your routine, the same as taking a shower or brushing your teeth. And the results that you see will really keep you motivated.  And Sue, it’s my job to make sure you stick to it!”
    • “I can tell that your health and fitness are important to you and that’s why Personal Training is perfect for you.  All you have to do is show up for the session.  I’ll have everything ready to go and a program that will get results quickly.  Don’t you agree that that will save you a ton of time?!”
  • CloseSchedule an appointment, Decide on a package/service, Decide on payment options, Fill out paperwork etc.

With Personal Training and Fitness, understand that “No” means “I don’t know”. They’ve come to you because they are interested. You just haven’t convinced them (yet) that you can help them!

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

JOIN US FOR THE SPRING FITNESS & TRAINING FORUM SUNDAY MARCH 5TH. VANCOUVER, WA.
1 DAY FIT PRO EVENT. 10% OFF THROUGH FEB 25TH!

 

      

“Closing The Sale” – First Steps – Club Setting

download (10)Many Fitness Business owners, managers and staff ask the BIG question “how do you close the sale?”

Well, let’s start off by correcting a misconception. Closing the Sale is not at all about “Closing the Sale”.  If you enter communications with a potential client with this as your primary goal, you will not “close the sale” or will shortly lose the client.

Selling any product or service is all about opening or developing a relationship! 

A good salesperson does not focus on selling a person but rather on servicing the person. At Northwest Personal Training, we sell by focusing on servicing. When you focus on helping people and figuring out their needs and goals, the sales take care of themselves.  Before any interaction with a potential client, ask yourself ‘how can I help this individual?’

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.

First Step (Club Setting): Find the potential client’s needs

Here’s an example in a club setting of how you can approach an individual with the purpose of addressing their needs:

1st Interaction:

Trainer: Hi there, my name is Sherri and I’m a personal trainer here.  Are you new to the club?
Prospect: Yes I am.
Trainer: I thought so.  What’s your name?
Prospect: Karen
Trainer: Well welcome to the club Karen.  Hey if you have any questions about anything, let me know.  Have a great workout!

Future Interaction:

Trainer: Hey Karen. You’ve been really consistent lately. Keep up the good work!
Prospect: Thanks. Yeah, I’ve been doing pretty good!

Future Interaction:

Trainer notices Karen performing an exercise with incorrect form.
Trainer: Hi Karen. Can I help you with this exercise? It’s a tricky one and if you want to get the right muscles working for you, you have to be really specific with the angle.
Prospect: Sure. Hey thanks a lot. I feel it a lot more.

Future Interaction:

Trainer notices Karen performing another exercise with incorrect form.
Trainer: Hi Karen.  I’ve got to show you an even better way to do this exercise.  Check this out.  How’s that feel?
Prospect: Oh yeah, I really feel that.
Trainer: Excellent. You know, Karen, I’ve been noticing that you have really been consistent with your exercise program and that’s excellent because consistency is really the most important factor to helping you achieve your goals. But I’ve also been noticing that I could really help you on a number of the exercises you’re doing and actually show you some that are even more effective. It’ll help you get results more quickly. Anyways, all of our new members get a complimentary first personal training session. Have you had yours yet?
Prospect: No I haven’t.
Trainer: Well, then it’s settled. Let me grab my calendar and I’ll book you in for a session so I can show you a couple new things.

In this interaction, the trainer enters the conversation with the assumption that this individual may have some needs that they could service. Making their needs the focus makes it very easy to communicate with them. A first encounter that does not intimidate someone or make them feel pressured to buy is critical. Your role is to welcome them and make them feel comfortable and safe with you.

These first interactions are crucial to building your relationship with a potential new client. Try taking these simple steps and start booking more and more “comp” sessions!

Yours in health, fitness & business,
Sherri McMillan

Get Sherri’s “Make or Break Your First Session With a Potential Client” eVideo! Today is the last day to get 25% off. Only $75. Learn all the steps we take to gain new clients. It works for all of our different trainers over 80% of the time. Watch as many times as you want. Share with your team. Use as a training tool!

Click here to view the embedded video.

 

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

 

JOIN US FOR THE SPRING FITNESS & TRAINING FORUM SUNDAY MARCH 5TH. VANCOUVER, WA.
1 DAY FIT PRO EVENT. 10% OFF THROUGH FEB 25TH!

 

 

      

Don’t Let Clients Be Quitters

muscle-class-sherriOK Fit Pros. We are entering into Feb and as many of us know we tend to see some “new years resolution” clients start slipping away. Don’t let them be quitters! So why do some of our clients quit long before they’ve achieved their goals? Let’s dig deep and find out…starting with the reasons clients don’t renew memberships.

The most frequently reported reasons for not renewing a membership are as follows:

  • Couldn’t afford the expense 30%
  • Overcrowded facility 27%
  • New demands made on my time 26%
  • Inconvenient club location 18%
  • Lost interest/motivation 17%
  • Moved/relocated 16%
  • Switched to outdoor exercise 15%

Not surprisingly, concerns about price and time were among the three most commonly cited reasons for quitting a club. While lack of adequate disposable income or time are certainly legitimate explanations for leaving a club, it’s likely that a significant percentage of the ex-members surveyed hadn’t been successful in making fitness or exercise a priority in their life. If your client’s fitness level and health are very high priorities, they find the money or the time to commit…and you can lead them in that direction. But, if they never use their gym membership, it becomes harder and harder to rationalize paying for it.  Conversely, regular usage yields greater satisfaction and more benefits, making it easier to identify the value received, and understand the cost and time requirements. So, if you want your clients to actually use their membership, you’ll have to figure out what you need to do to actually commit to their exercise program.  A consistent, committed effort will make a club membership worth the investment.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.
This video WILL help you bring in more clients and more revenue.
Don’t miss it!

Here’s the Top 5 club-related reasons people will cancel their membership…don’t let this happen at your facility!:

  • Overcrowded 27%
  • Dissatisfied with staff 13%
  • Lack of personal attention from staff 13% Dissatisfied with programs/activities 8%
  • Club management inaccessible/unresponsive 6%

These are the things your clients should be watching for/doing during their tour of your facility….so be ready for them:

  • Ask for a complimentary workout.
  • Get a tour of the facility and take note of equipment usage.
  • If you notice that every piece of equipment is being used and line-ups extend out the door, you may want to consider shopping around.
  • Talk to some of the other members and inquire about busy times at the gym. Ask them how long they’ve been a member and how happy they are with the gym.
  • Find out if the gym is always crazy or if there are times that are a little slower that fit into your schedule.
  • If an overcrowded gym is one of the number one reasons people will cancel their membership, you want to make sure you’re not setting yourself up for failure right from the beginning.
  • Are the classes or programs you’re interested available and scheduled at times that are convenient for you? For example, if you love to swim, a pool would be an important feature to ask about.  If you love basketball, make sure they’ve got some hoops.
  • If you want a coach to oversee your program, make sure that nationally certified trainers are available to help you.
  • If you want to work on improving your flexibility, be sure to ask about Yoga and Pilates programs.
  • Create a detailed list of questions to ask.

Be ready to answer questions like….”What are your….

  • …Upfront fees”
  • ….Monthly dues”
  • ….Minimum agreement terms”
  • ….Cancellation policies”
  • ….Money-back guarantees”

Remember that first impressions count. So don’t speed through the tour. Make sure to really pay attention to the needs of your potential new client. Be authentic and don’t push the sale too much.

Here is what your staff members SHOULD be do during a client’s first introduction to your facility:

  • Make the client feel welcomed right from the beginning.
  • Ask the client about their fitness and health history and goals.
  • Learn and use your the clients name.
  • Introduce the client to other staff and members so they feel part of the group right away.
  • Spend enough time getting them acquainted to the facility and its services.

If your clients don’t feel like they have been taken care of in that first meeting, how can they expect they will get treated any better once they join? It’s like a relationship – if your partner treats you terribly while you’re dating, how can you expect it’ll get better once you get married?

The fitness industry is just like any other industry – customer service is critical to success.  If your customers aren’t happy they will go elsewhere!

Remember both you and your clients have equal responsibilities in helping clients achieve fitness goals. You provide lots of top-notch, well-maintained equipment, personable and educated staff, cleanliness, and a variety of excellent fitness programs. Your clients, in turn, must take the responsibility to actually use the facility and its services!  If both parties are holding up their end of the bargain, you can expect a long-term healthy and fit relationship with your client. You CAN help them avoid being quitters.

Yours in health & fitness,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

      
   
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