Injuries Equal Moolah
A Fitness Training Guest Post by Rick Kaselj
Eh, it is Rick Kaselj here.
I think the Eh, gave it away but I am personal trainer up in Canada (The Great White North).
But don't hold that against me because I have great way of getting more moolah into your jeans.
Before I get to more moolah, let me give you a bit of an idea of who I am.
I am a personal trainer with a passion for helping people. I know you do the same but….
My specialty is injuries.
Yes, injuries!
No am not a physical therapist, doctor or chiropractor and do not play one on TV but on Halloween I dress up as one of them (Just joking.).
You might be going, "InJuRiEs"?
Most people come to fitness professionals due to the pain they have when it comes to weight loss but mine come to me due to the pain of their injuries.
I help clients overcome their injuries so they can get back to doing the things that they love to do. So I help my clients over come the emotional pain of their injuries.
This might be:
- getting rid of the sharp pain in their knee so they can go walking with their friends
- stop their lower back from aching so they can lift their grandkids again
- end the pain in their shoulder so they can play baseball with the guys
- making a happy hip so my client can get running again
- unravel that knot in their mid-back so they are not in pain the whole work day
- calm down their neck so their headaches will do away
- manage fibromyalgia so they can walk the great wall of China (That lady was cool.)
The bulk of my clients find me on the internet (Thanks Chris!).
Lets go through the steps of getting more moolah from injuries.
#1) Brush Up on Your Injuries
You need to spend some time getting an idea of what exercises to do and not do when it comes to injuries. When you start taking to the people in step 2 and step 3, you need to show them that you know what you are talking about. I can help you out with that, check out my blog, Exercises for Injuries.
#2) Chum Up with Your Doctor
Find a reason to go see you doctor and let him know what you do but make sure you highlight that you also help people with their injuries.
Every day doctors are getting clients that are overweight but also have chronic and joint injuries that exercise can help. Many times the doctor does not know who to send these people too because they don't who they can trust their client with or know who knows what they are doing.
Be that personal trainer that your doctor or the other doctors in the clinic send their patient too.
#3) Build Your Health Care Team
Starting seeing a chiropractor, physical therapist and massage therapist. Build relationship with them. Start exchanging services. Give them free personal trainer or bootcamp class in exchange for their services with an understanding that you will refer clients to each other. If you go see them and send you clients to them, they will exchange the favor. If they don't, fire them and move onto the next one.
#4) Get Before and After Injury Photos
I know we you take before and after for your weight loss clients, do you do the same when it comes to your injuries clients?
Why not? Do it.
If they can only lift their arm to a certain point and want improve it, take a before and after photo.
If they can only squat so far, take a before and after photo.
This will attached other injury clients to your services.
#5) Share Your Injury Success with Your Clients and Health Care Team
We get testimonials about our weight loss clients. Why not testimonials for our injury clients.
If you have a client that you have helped strength their back, get a testimonial.
If you have a client where you have helped them with their diabetes and blood press, get a testimonial of the.
This will show your health care team, you are going to help their clients and not hurt the.
#6) Let the World Know You are Good with Injuries
Now let the world know.
Talk about it with your clients and referral sources.
Let them know that you help people with weight loss succeed but also when it comes to their injuries.
I guarantee, they will ask you to help them with one of their injuries or have a friend that needs help with their injury.
#7) Now You Have Moolah from Injuries
If you brush up on your injuries, take the time to create beneficial relationship with health care professionals, take before & after photos, get injury testimonials, announce your success with injuries, you will make more moolah in an untapped market in your area.
I know, if you help them with their injury, the next thing they will do is gobble up you personal training and bootcamp sessions when it comes to weight loss, like that.
For those that are making moolah from injuries, it would be great to hear from you on what is working for. Let me know what you are doing down below in the comment section.
Rick Kaselj
Just so you know that I am cool, here are the letters that should go after my name: MS, BSc, PK, CPT, CEP, CES, PTS
By the way, here's a new course I JUST came out with to help you profit from helping people with their injuries…
Click Here To Learn More About Muscle Imbalances Revealed
I'd love to hear your comments below…
Comments on Injuries Equal Moolah
I'm a survivor of a severe car crash from 2002 that lead to years of rehabilitation and pain. In 2008, I began exercising to help with depression. After six months of workouts and repeating injuries, I discovered Rick's blog and many books that have since helped me find confidence to pursue exercise without fear of injuries!
I've personally experienced the benefit of completing workouts to overcome pain, limited mobility and stress. In my case, I've been able to replace all medications with intense exercise, doctor supervision, and a good diet – two years clean this August, 2010!!
Because of my paradigm shift toward healing through movement, Rick is a key resource to help me achieve my goals! I'm now pursuing Personal Training as a career and I'm grateful to have Rick's well rounded experience from his materials to guide me through the future!
Thanks Rick,
Mike Shilton
Testimonials are big and I always make sure to get them not only for weight loss or performance goal achievements but for recovering from nagging injuries.
Thanks for the info Rick,
Kevin Yates
http://functionaltrainingcoach.com
Rick definitely has the right idea~ exercise can help prevent as well as "cure" injuries~ used properly, therapeutic exercise has more benefits and fewer negative side effects than any other treatment! educating oneself, and being part of a team of health professionals who can serve as resources… including Rick, of course… increases your value, decreases your liability, and increases your professional satisfaction as you become a critical part of your clients wellness… we all enjoy life more when we help others enjoy their lives more!
These methods are the same that you would do for weight loss (ie build network, before and after, etc) but I never thought of pursuing injured people as clients. Seems very basic, but still kind of "out of the box"
good stuff!
I fractured my clavicle back in 1997, after that my shoulder was never the same. After working with a personal trainer that specialized in shoulders, world of difference! Just being stagnated and resting didn't work, being active and working it is the way to go.
Rick,
I've had success treating people with pain even though that is not my niche (I read a lot of your info and that helps) and the things I believe are a must for every trainer when it comes to providing the best service for your clients when they have issues/injuries:
- Continuing education. You have to get better at your craft whether it be correcting movement dysfunction and knowing how to fix imbalances, or assessing the client and knowing when to refer out. Read books, blogs of smart folks (like Chris and Rick), go to seminars and conference's and connect with other top professionals.
- Having a great network of professionals that you can refer to and collaborate with so that your clients can get the best help to achieve their goals. This may include physical therapists, massage therapists, ART, chiropractors, etc.
Some trainers feel that if they refer out they will lose he client but in reality they will appreciate you even more because you took initiative to help them as much as possible.
Keep up the great work.
Luka
Thanks for the great post Rick. Lot of useful information there.
Muscle Imbalances Revealed is an amazing product and it has helped me help my clients. If you haven't seen this DVD set yet, you're missing out.
Jon Kawamoto
Strength and Conditioning Coach
Burnaby, BC
http://www.JKConditioning.com
Great post Rick. Lots of good info here.
I've seen Muscle Imbalances Revealed and it's awesome! This webinar set has helped me help myself and my clients. If you haven't seen it yet, you're missing out.
Jon Kawamoto
Strength and Conditioning Coach
http://www.JKConditioning.com
Rick,
I never thought about the idea of specializing with people that have injuries.
I work in a recreation centre and if I did that, I know that it would get me clients.
Thanks.
Michelle A
Rick,
You bring up a great point in #6 (although all of the points in spot-on) – Let the World Know You are Good with Injuries
So many people can simply say they are in expert in a particular area, like overcoming injuries with exercise. Backing up that up with real-world scenarios and experience is important and shows others that you do know you do know your stuff. The client testimonials you talk about, further showcases your expertise.
Thank you for tips and the blog post.
Rick, this sounds interesting. What do I do to meet up with a doctor?
Rick,
I have been getting more and more clients over the last two years because of injuries.
It has been a great way of getting more clients and then I funnel them into my fat loss personal training.
All you need is one doctor that gives you clients.
Ante
Mike,
Thank you for the kind words.
You are an inspiration.
You are a great addition to the fitness industry.
Rick Kaselj
Kevin,
Excellent point!
Fat loss testimonials are great but injury testimonials can equally be helpful.
Rick Kaselj
Marie,
Everything you said is so amazing:
- exercise can help prevent as well as "cure" injuries
- therapeutic exercise has more benefits and fewer negative side – - increases your value, decreases your liability, and increases your professional satisfaction
All so true.
Rick Kaselj
Dave,
So true.
We all focus on fat loss testimonials and photos.
We should do the same with injuries.
It will help health care professionals be more open to sending you clients.
Rick Kaselj
Luka,
Thanks for reading my stuff.
It is a must for fitness professionals to understand and know what to do about injuries.
I have all these letters after my name but it does not mean I have stopped learning. I review 20 journals a week to see what is new in injuries and exercises.
It is so vital to have a network. Especially a network that helps each other out with referrals.
Rick Kaselj
Great post Rick. Not only do you do explain why it's important to establish and specialize, you go on to tell exactly how to do it. I love done-for-you systems and this is definitely one.
Keep up the great work.
Chris
onsidehockeytraining.com
Jon,
I am so glad you have enjoyed Muscle Imbalances Revealed.
The 4 DVDs are packed with 6 hours of information.
Rick Kaselj
Michelle,
I would check and see if anyone else in your rec centre specialize in injury.
If there is no one. You should.
Rick Kaselj
Darlene,
I am glad you have enjoyed the blog post.
Letting the world know is an important step.
Strength coaches brag about the athletes they have helped or trained.
Personal trainers would do the same with injuries.
Rick Kaselj
Ante,
The easiest way is to be a patient of the door.
During your visit, let them know what you do and the things you can do.
Then refer a few new patients to them.
It is very similar to what Chris talks about, help other people out and in time the favor will be returned.
Rick Kaselj
Sorry, I mixed Bill and Ante above.
Ante, excellent to hear you are getting clients from injuries.
You do just need one doctor.
Rick Kaselj
Amazing. I have had clients that came up to me to help them with their injuries but I have totally no idea how to do so. And never thought I can, until now. I am really looking forward to Muscle Imbalances Revealed, I think a whole new world is waiting for me to explore. And a lot of moolah to be made. Thank you Rick.
When the economy takes a dive, the clients we have may not see the value in spending money to keep themselves chiseled and fit, however there will be a large percentage of people who value recovering from an injury to be a higher priority and continue to train even when times are tough. This is an easy way to recession-proof your business, and allows you to be the go-to person at your facility if anyone gets injured or comes in with an existing injury or muscle imbalance.
Chris of OnSideHockeyTraining,
It is so important to specialize.
I think we all can have one primary specialization and a secondary one. After that, things get watered down.
A lot of people think it is hard connecting with the health care community, it is not. You just need to help people out, just like Big Chris talks about.
Rick Kaselj
Shanice,
There is huge opportunity!
If you help people with their pain (ie injury), they will be a customer for life.
Rick Kaselj
Dean,
Very true!
I have a friend who is a physical therapist. He has said business has gone up during the ression.
He said this was because people are doing what they can to over come their injuries and keep their bodies healthy so they are still a productive and valued employees at their work. He they start slacking at work due to an injury, they are gone.
Rick Kaselj
All good stuff, Rick. And cover your ass with them medical disclaimers.
Rick, this post is amazing. Your tips are right on the moolah (pun intended).
Tannis
@Ben – You do need to protect yourself but you can't run around afraid when someone has an injury.
@ Tannis, thanks!
Rick Kaselj of ExercisesForInjuries.com