4 Reasons Why I Decided to Renew My REP’s Membership

Today I will discuss my personal reasons for renewing my REP’s membership, and I chuckle at the fact that this is a controversial subject, for some.

Joining any professional association or registering with a regulator may seem like an unnecessary use of your time and money, particularly in testing economic times.

Paying out your money and not seeing an immediate (or any) tangible return is frustrating.

Our industry is plagued with young and inexperienced ‘health & fitness professionals’ who have taken sub-standard qualifications, who may not have public liability insurance or first aid training or who are simply claiming to be what they are not.

These individuals are stealing your business and may be putting the public at risk.

How many number ones, expert trainers can there be in one area?

I ask myself the question, why cant we just give your word that we will “be a good fitness professional” and leave it at that?  After all, we are on the whole, decent folk trying to help people.  Apparently some people are not as trustworthy as you and I and need to be reminded to keep their tools sharp.

In addition to the fairy tale websites of some trainers, you may have seen the sharing and licencing of testimonials and case studies by some bootcamp franchise groups.  These are just little signs that the public are not getting a fair and honest deal when it comes to fitness marketing.  American people giving testimonials for British bootcamps is that honest straight up marketing?

REP’s is an optional thing and no one has to join and as I’m sure you know, in our industry you don’t legally need any fitness related qualifications to be a personal trainer.

This article may be something I regret, as last time I wrote something about REPs I felt the wrath of many fitness professionals who did not feel the same, plus I spent the following few days responding to all the bloody comments.  That was a big pain in the arse! lol

My mother always taught me if you have nothing good to say, then say f**k all! (She always did have a foul mouth)

But seriously, it’s easy to criticise organisations such as REPs and I’m not here to get into the politics or conspiracy theories that they are fascists and “they take backhanders to get courses certified and all that”.

However they don’t get off scot free, even me who is pretty laid back, and I try not to sweat stuff I cant control, can see they are far from perfect… in many ways they do not represent our industry (for whatever reason). They have not even delivered on some of their basic goals, such as raising public awareness of who they are, and pushing the fitness industry standards up.

They do not check your paperwork with a fine tooth comb or come after you if you don’t submit it, people commented last time I wrote an article and said they had nothing checked for over 3 years.  It’s a self regulatory kinda thing I guess! ;-(

With regards REP’s my thought process and decision to join was simple, as I outline below.

For some people however joining REP’s or similar organisations it’s not a simple decision.  It becomes some deeply thought out philosophical decision or one that is politically driven, driven by negativity or a sort of righteous stance against the machine…its all good in tha hood either way, we all make our own choices in life.

All that aside, here are my, reasons why I rejoined REPs again this year:

  1. It’s our only choice for now.  They are the only independent professional (cough) body who can confirm what I say about myself is true.  Until such organisations such as the main man – Dax Moys, personal trainer mastery come to fruition, REPs is all we have got.  Like it or not, I believe you should be independently checked to make sure you meet the MINIMUM standards if you’re a health professional.  Properly qualified, insured and first aid trained.
  2. My clients like it.  My professional and corporate clients like professional associations and are members of them themselves.  I work with solicitors, barristers, doctors and dentists, all of whom are members of professional and/or regulatory bodies.  They have specifically said they initially came to me because I (my set up) is professional and the real deal, someone who can get results.
  3. It covers my arse … a little bit more.  Im not an expert on this and have never been to court.  However I do know in today’s world it’s more likely that you will get sued or taken to court by a client if you screw up their health or worse.  Some of the Dr’s I work with have 1-2 legal cases ongoing at any one time, and this is apparently the norm in their profession.  If in the unlikely outcome that you end up in court for hurting someone (whether it was your fault or not).  As long as you were working within the boundaries of your qualifications you have insurance and up to date first aid – you should be fine. I believe many trainers tread a fine line and do not stay within the boundaries of their quals, I have seen some diagnose medical conditions and prescribe treatment, er that was a Dr’s Job last time I checked? And you can get in deep trouble for prescribing supplements to specifically rectify medical problems (unless your qualified). I would imagine being a member of a professional organisation is better in the eyes of the court/judge/law etc.  I am a member of REP’s, and other similarly disorganised, (bullsh*t) associations such as the SMA (sports massage association) and BACR (cardiac rehab, these are quite good in fairness).  Each of these bodies checks my skills and paperwork are up to date. This would potentially show the court that I have taken every step possible to protect my client.  Alternatively, if you did hurt someone and were not a member of any regulatory body and in addition your insurance, risk assessments, PAR Q and or first aid had slipped……well, negligence comes to mind, and that’s all the court has to prove.  These organisations also offer different levels of service and legal advice to its members if they are in the sh*t.
  4. It’s cheap & easy.  Membership costs £29, or £84 with insurance and the online application is relatively easy if you have your paperwork in order.  You need photocopies of your qualifications including first aid and copies of your insurance, with cover up to £5,000,000.  You also need a copy of your CV and a letter of authenticity, to authenticate your fitness qualifications. 

 

That’s why I rejoined REP’s.  Would  I join a similar organisation if it existed and offered something better? Yes.  Until now I guess I use reps to give myself a little more credibility over some of the other numpties and less professional trainers in my town.

(I say this tentatively) Agree or disagree? Leave your comments below, are you a lover (member) or a hater of REP’s?  Can you find a few reasons why it may be worth it?

Peace x

PS – See you at F.E.B this weekend, please come say Hi to Tim and I! x

Overwhelm, Information Overload & How I found £5k in my Junk Mail

Yes that’s right I found £5000 worth of business in my junk mail box!

Let me explain.

I am in the fortunate position that I’m in demand, for which I am thankful.

But maybe sometimes I get too in demand and busy.  Stupid busy…..eg im so busy I do stupid things and make mistakes!

There are so many channels which people now contact us and send messages on:

  • Facebook, comments and messages
  • Twitter
  • My blogs
  • Text’s
  • Phonecalls – mobile and landline
  • Emails (and junk emails)
  • Face-to-face

It would sometimes feel like I was drowning in messages (most of which, it seems were not even forme.), overwhelmed.com…….

Overwhelm is a term sometimes used to describe what I feel like when this happens and your brain is on information overload.  (this information overload causes loads of “turbulence” in your mind and leads to you becoming less productive.)

I’m partly to blame myself for making the situation worse, subscribing to anyone and everyone’s lists doesn’t help the tranquillity of my inbox.

That’s why I started to switch off a bit to some of the incoming channels.  Just one or two, it couldn’t d any harm could it?  – I started to leave or delete my junk mail and was not checking facey half as much.

Too busy to check my junk mail! Yes.

Sometimes I would see that there were 200+ messages in my junk mail and I would just press ctrl + A and hit the delete button.

Honestly I can’t believe how stupid I may have been.

One day, last year, I was forced to check my junk mail because someone’s regular message had been marked as junk, automatically by my anti-virus software.

I have two anti-virus software programmes installed.  You gotta be safe right?

While I was rummaging around looking for the missing email I saw a personal training enquiry from my website.  Happy days!

I subsequently signed up the guy and he stayed for 2 “terms” of 3 months and has now moved onto my maintenance programme, all this will bring an income of around £5k in before the year is out.

Do I check my junk mail these days?  Hell yes.

Do you check you junk mail or are you too busy like I was?

What do I do if I see any signs of overwhelm on the horizon?

Take a break from work, exercise (running down the woods or beach(bare foot) work well for me), practice mediation and silence and STAY OFF the laptop for 48-72 hrs!

Leave a comment below and share your experiences of information overload or overwhelm, which lead to you missing something important.

Take care,

Richard

Personal Trainer Pricing Strategies

Do you think your services are too cheap or expensive?

Do your prospects often baulk at the price when you quote you fees for PT or bootcamp.

Personal Trainer Pricing is tough, because it is (or should be) a premium priced service. We can’t ignore price as irrelevant , it is extremely relevant to your prospects. However there are a number of things we can do to make it a less important factor in the decision process, as well as use some psychological “trickery” to change the perception of the ‘cost’.

Higher Perceived Value Of Your Service.

Personal Trainer Pricing StrategiesOne of the best ways to reduce the relevancy of price is to increase the ‘perceived’ value of your offer.

Now I am not saying you should be deceiving your prospects about the true value of your service, all you are going to do is ‘STACK’ the value in your marketing. Lets look at two ways to present your services.

1. Personal Training – £80 per hour

OR

2. Personal Training Package

includes:

  • 12 1-on-1 fat burning PT sessions with your own personal coach
  • FREE Kinetic Chain Assessment, and body analysis at the start and end of your training
  • FULL access to your coach by phone/email/text
  • The XYZ nutrition plan to shred fat from those “hard to shift” areas of your body
  • Our unique Goal Setting Protocols that make your training lazer focussed getting your results in double quick time!

All for just £320 a month

Same programs, same service, presented very differently, one demonstrates significantly higher value

The Contrast Principle

The Contrast Principle

I have a big dog and a little dog, the little dog is not that small, but when you compare him to my BIG dog he seems much smaller

Robert Cialdini’s powerful book “Influence” is a must read for any business owner. In it he talks about the contrast principle which is basically presenting your HIGHEST priced products/services first, then, if there is price resistance, offer the cheaper STANDARD program.

Here is how I used this in my own Personal Training Business. Training with me, the top guy in the company was the highest priced PT package at over 800 Euro per month. I comparison my other coaches were considered very reasonable at 585 Euro per month. I would always tell prospects my fees first and then the fees of my other trainers.

If I’d presented the 585 euro a month first, the prospect would immediately think that is a lot of money to invest in training.

However having heard my more expensive fees first and then the lower amount, the 585 seems cheap!

This one concept for pricing is hugely powerful in any product of service you are selling.

The Take Away Method

No, NOT that kind of Takeaway dummy!

This is something I learnt from one of my business mentors, James Malinchak. The basic idea is combined with the contrast principle and the value stacking methods above, but actually works to get more people to invest in your higher priced packages.

You first present your highest priced services as per the value stacking method.

Then present the second highest priced package, simply by saying.

“Exactly the same as the XYZ premium package, except you DONT get access to Tim Goodwin for your personal coaching, instead you’ll be coached by one of our GetFit Trained professionals to coach you through your program”

By taking things away of VALUE when you drop the price, your prospect will often desire the thing that has been taken away from them, making them want to sign up for the higher priced package. Psychologically very powerful selling techniques.

But I Don’t Have a High Priced Package?

Simple… Create One!

Even if you never intend on selling the high priced service, it is way more beneficial to marketing your ‘standard’ priced services by using these techniques. PLUS you’d be surprised how many people actually take you up on your PREMIUM product!

Go ahead create the all singing, all dancing EVERYTHING included package that is priced extremely high with the intention never to sell one, but ALWAYS offer it, with the intention to go down to the next level service which is your ‘normal’ service… which seems like a damn good deal!

That’s Personal Trainer Pricing the ninja way!

In the comments section below tell me your experiences with being sold something in this way.

 

3 Reasons Why It’s Time to Put Up Your Prices

It’s that time of year when you put up your prices.  Happy days!

However speaking to many personal trainers via our, webinars, blog and podcast’s and colleagues who are also personal trainers, they are afraid to put their prices up.

Afraid because they think they will lose customers.

I asked one trainer the other day when was the last time they put up their prices and they said never, no surprise he was struggling for money only charging £20-£25 per hour! It hurts to say he also did discounts…..nuff said ;-(

I asked them “does that mean you have never improved or none of your costs have increased?”.

The look on his face said “of course they have and so have I, I’m a good trainer”, he went on to say he had been on loads of courses, gets good results and works hard for his clients.

If you are having some second thoughts about putting your prices up here are three reasons why you 100% SHOULD:

  1. It’s April.  It’s a good time to do it.  That’s when the price of things goes up for everyone! People are already expecting it so it’s not a huge surprise when you say it.  Also if you do this every year or two your clients get used to it.
  1. You are worth it!  You have hopefully improved yourself and invested in your business for the last 12 months.  You have been on courses and learnt lots of helpful stuff to improve your client’s progress towards their goals.  You have read books to improve your self and as a result have written articles and recipe planners to give to your clients.  This means you now offer more, charge for it.  ”You dont get paid for the hour, you get paid for the value you bring to the hour” .(forget who said that one but its so true).
  1. Your costs are going up all the time.  The price of fuel, food, rent and rates, insurances and everything else is going up FASTYour margins are being squeezed constantly and you should not be the one who pays for all these price rises.  Did you ever hear a big company or business moaning and saying “we will have to pass these costs onto our customers”, well that’s what you have got to do.

I’m afraid my customers will leave me…

If someone says that they don’t want to stay with you if you are putting your prices up, say sorry that they feel like that and thank them for their custom.

If you put your price up by £5-10 per hr or the equivalent and people decide to leave, either you’re a crap trainer (or just not compatible with each other ;-) ) or they were probably going to leave anyway – for what ever reason.

You don’t want people staying with you because you are the cheapest or your rates are excellent anyway in my opinion.

You want them to stay because your helping them changing their life and giving them the tools and support to do it for themselves in the long term.

There is no correct way BUT here’s how I did it

Creep your price up, don’t just double it.

I went from £300 for a 6 week package back in the day to £450 per package and then from there I went to £600 for the same package.  This all happened over 2 years.

Then I decided not to do 6 week packages any longer (as I believe they are a waste of time for lots of reasons) and now I’m getting £1800+ per 12 week package.

Give your customers some period of notice, tell them on their next bill they will pay the old price but the one after that its up to the new rates.

New customers will not know any different.

Still afraid? Maybe you really are not ready quite yet.  Maybe you should do a bit more personal development so you can justify it.  Check out my podcast called personal trainer secrets , also on itunes, and it gives lots of help to get better results with your clients and will really help your development to become an elite personal trainer earning the big money.

I hope this will encourage you to increase your rates with confidence because your worth it.  Bloody hell that sounds camp as Christmas, its from one of them expensive women’s products, “L’oreal –  because your worth it” LOL .

Please leave your comments below and let me know your experiences on putting your prices up.

 

Values & Beliefs in The Fitness Business

Being honest here (a value), I never even knew that’s it was a good idea to have values and beliefs until I was about 27 or 28 years old.

I had values and beliefs I just hadn’t given them much thought, I didn’t realise that they were instilled into me by my upbringing and life experiences up until that point.

If you are more of an auditory person listen to our podcast on values and beliefs in the fitness industry here.

Today I’m going to give a basic lesson on values and beliefs for those people in the dark like I was, and for the more enlightened amongst us, it will be a reminder to practice your values and beliefs and what you ultimately “preach” to your followers.

I’m also going to suggest some of my values and beliefs and discuss some fitness business specific examples.

What are Values?
Our values are things that we deem important and can include concepts like equality, honesty, education, effort, perseverance, loyalty, and faithfulness.

Our values are very much individual to us and they affect us at a deep subconscious level.

Every decision we make is consciously or subconsciously based on our values and either we use them as avoidance indicators or for aspiration towards a certain goal.

Values can be split into core values and secondary values.

Our core values help us to resolve any hidden conflicts, remove stresses and give us a firm direction in life. Ultimately they are important for helping you move towards solutions and away from problems.

The core values of an organisation are those values which form the foundation on which it performs work and conducts it selves.

Core values are constant in an ever changing world.

The core values are the basic elements of how we go about our work.

They are the practices we use (or should be using) every day in everything we do.

Our secondary values are the values that we bring to the fore to use when certain situations for arise. Eg You might make yourself suddenly more ‘available’ because you have a friend in need and this loyalty is something you value.

Core Values Should….

  • Govern personal relationships
  • Guide business processes
  • Clarify who we are
  • Say what we stand for
  • Help explain why we do business the way we do
  • Guide us in making decisions

 My Core Values: Family first, fun, love, honesty, integrity, fairness, openness, health, learning, happiness

What are Beliefs?
Our beliefs on the other hand are assumptions that we make about the world.

They grow from what we see, hear, experience, read and think about and they apply not only how we see ourselves but also how we see other people.

We tend not to question our beliefs because we are so certain about them and many of them stem from childhood.

Our beliefs can be changed or turned round by the ‘re-programming’ of our subconscious.

Like values our beliefs can be split into two different types empowering beliefs and limiting beliefs.

Empowering beliefs help us to confidently make changes in our lives. We use our empowering beliefs to make decisions in what can often be a confusing world.

Limiting beliefs do the exact opposite and keep us rooted in particular positions.

Our limiting beliefs are often based on assumptions that are not true. For example – saying “no one can afford to have a personal trainer in a recession”.

My Beliefs:(some of them) most people are good at heart and want the same as me in life, if I am a good person good things will happen for me and my family, the harder I work on my communication skills and relationships the stronger they become, I set an example more by what I do than by what I say. I also believe I am very lucky in life and load of cool opportunities will come my way.

You can actually have values and beliefs coaching.

The aim of such a coaching session would be to ensure that your values and beliefs are not limiting you in anyway and preventing your from achieving your chosen goals.

Let me know if you have had this done by leaving a comment below.

Keep an eye out in our industry and see if your favourite mentor or guru is really living by their values and beliefs or if they are doing the opposite to what they say.

I screw up sometimes still and slip back into some of my “old skool” beliefs from my working class Welsh upbringing.  Its something i’m working hard trying to change but as my core values and sense of right and wrong are solid I know im on the right track.

How are you doing with your mission towards your goal in life?

Are your values and beliefs helping you or slowing you down?

Leave your comments below and let me know what your thinking.

Take care and work smart (not too hard) until our next installment!

Peace,

Richard