Guest Post By Steve Long
It’s not rocket science. If you’re good at what you do and you produce solid results with your clients, I’m sure you have a growing clientele base. However, I think I speak for everyone when I say that there can never really be enough people that can get in front of you. You should always be marketing and planning how to grow your business
Why not let your program and training systems do some of the work for you? If you have a great training system, it will help market your business for you while increasing conversions simultaneously. A great training system from top to bottom can literally transform a business. It’s what separates a good training business from a great training business. In order to this to work to its fullest potential, like I said before, needs to be systematized for results from top to bottom. What does that mean exactly? First, you need a system on how to properly intake a client and decide where to put them for best results. Stealing this quote from Dan John, “You have to plan the hunt….hunt….discuss the hunt”. What it means is that we need to plan, take action, and re-assess along the way to see if we are being successful. This starts from day one and your initial meeting with a potential prospect. On day one at my gym…we plan the hunt. We start to plan the best route for them to go. For us, that all starts with the Functional Movement Screen.
According to FuntionalMovement.com, FMS is a ranking and grading system that documents movement patterns that are key to normal function. By screening these patterns, the FMS readily identifies functional limitations and asymmetries. These are issues that can reduce the effects of functional training and physical conditioning and distort body awareness. The FMS generates the Functional Movement Screen Score, which is used to target problems and track progress. This scoring system is directly linked to the most beneficial corrective exercises to restore mechanically sound movement patterns. Exercise professionals monitor the FMS score to track progress and to identify those exercises that will be most effective to restore proper movement and build strength in each individual. Now, you don’t have to use the FMS, however, you should be using some form of assessment to see where your clients are at and establish some baselines to monitor progress. After we see where they’re at movement wise, we determine if boot camps or large group training is ideal for them. We have standards set prior to screening each person.
If you know anything about the FMS, this is remedial. If not, the FMS uses scoring criteria placing an individual into a four categories: Pain, Dysfunctional, Acceptable, and Excellent. If more than half the patterns are dysfunctional, or any pain is necessary, we recommend they go a more personal route and choose our semi-private training model (refer out if pain). It’s better for that client. However, if you don’t offer that currently, you are still more aware of what’s going on during your large group training. Once again, this can be done properly. Our training system uses an identification system that allows our boot camps to be just like personal training. We can limit or restrict specific movement patterns, give corrective procedures for each person’s weaknesses or dysfunctional movement patterns, and personalize each person’s workout Right there, day one, our screen potentially does an upsell for us. No selling necessary. We already told them our standards. If they don’t meet them, then the route to go is semi-private. Using this method, our conversions have been outstanding and the upsells practically sell themselves. Also, using the scoring system, if we come across pain, we ask the client to be referred to a trusted clinician to take care of the pain before training. Now you just created a referral system with other professionals in non-competing businesses that totally complement each other. Boom! That’s another form of marketing requiring zero time invested. There are countless other ways our training systems literally do the work for us. In my eyes, the screening and intake of each person is vital. It’s their first impression of you. This is your time to shine. If this sounds like a strategy you’d like to plug into your training business, check this out… We’ve tested several methods to produce the best results, spent three years tweaking our systems and have created a done for you system that gives you the ability to have an incredible marketing tool set up within seven days. Not only will you have a better marketing and sales system set up, your training system will dramatically improve as well. Sounds like a win/win to me. If you want a done for you system that will literally transform your business, look no further. Check out Smart Group Training and take your business to a whole new level.
Steve Long is the creator of Smart Group Training. Steve is known for his practical approach to training and blending the many benefits of corrective exercise into highly metabolic conditioning and fat loss programs. Among other things, Steve specializes in functional fat loss, sports performance, golf fitness, injury prevention/post rehabilitation, kettlebell training, and lifestyle coaching. Steve has been mentored by, and continues to learn from the best professionals in the industry, bringing the most cutting edge programs to his clients. Click Here To See Smart Group Personal Training
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