The Obvious Choice

Today's discussion focuses on the role of the trainer in helping a client through difficult times, and how this might play out in different scenarios.   The Episode: How To Help Clients When Life Throws Them a Curveball All of us go through the ups and downs of life, no matter who we are, and your clients are no different. There will be times, as an online trainer, that you will be confronted with the difficulties that someone is experiencing, and the better you can manage these, the better for your business and for your clients.   In This Episode Avoiding toxic positivity when dealing with clients' emotions [0:11:22] How personal discomfort can lead to reacting in ways that are unhealthy [0:17:26] Jonathan's own story of a downward spiral and finding his way out of it [0:22:08] Getting to grips with our emotions and where they come from [0:27:12] Finding a niche and catering directly to a specific need [0:31:00] Holding space, providing what is asked for, and respecting a client's autonomy [0:33:29] Clear boundaries and remembering the limits of your role [0:35:44]   “An emotion is not an objective experience. Things are not intrinsically good or bad.” — Jonathan Goodman   Less is Sometimes More Positivity can help clients, but is not always the answer. By allowing negative emotions in ourselves and others, it becomes possible to move through them at a healthy and realistic speed. Most people do not want to, and should not want to, be driven out of a depression.   An Understanding of Emotions A more intimate understanding of the roots of our feelings can make them more manageable. As trainers, pieces of knowledge around emotion are really helpful in our work with clients, and although clear lines around the services we provide are vital, an understanding of these factors can make a world of difference.   You Are Not A Therapist A client is coming to you for the training that you offer. Keep in mind the limitations of your role will serve the relationship, and ultimately their success. Make sure to take the lead in setting the tone and boundaries for your interactions.    Ready to scale up your online fitness business?  Apply for OTA 2 here: www.thePTDC.com/OTA2 SPONSORS  Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: http://onlinetrainer.com/ota   Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - http://onlinetrainer.com/ptd   Apple Podcast - https://podcasts.apple.com/us/podcast/feed/id1468193055   Stitcher - https://www.stitcher.com/podcast/jon-goodman/its-possible-conversations-with-successful-online-trainers   Spotify - https://open.spotify.com/show/20veRnzFOvUn6fTy9ud8jm?si=zMWTLmtISMm1XrU-4Q8oxA   YouTube - https://www.youtube.com/user/JonGoodmanPTDC

Coming to the end of the strange and surprising year of 2020, we are looking ahead at how you can get ready for next year in the world of online training. The team takes you through the seven steps to getting started with your own online training business, and Jonathan weighs in on the most important things to focus on as well as certain things that might not work as well. We discuss the remote model and what this might look like going forward in a post-pandemic world before looking at income, bootstrapping, pricing models, and how to build lasting relationships with new clients! As usual, we are here to solve all your problems and more, so make sure you tune in! In This Episode: Reflecting on 2020 and how little sense it has made as a year [0:00:41] Jonathan's experiences in a small town while travelling through Tasmania! [0:09:19] The current climate forcing trainers to go online [0:15:07] Variance in income for personal trainers and the geographic constraints in the space [0:17:19] The first steps in getting started in online training; decisions, differentiating, templates and more! [0:18:06] Bootstrapping is a great way to get your feet wet — don't wait for 'enough' clients [0:31:30] Setting your price at the right level to maximize your signups and income [0:32:33] Why the low-end membership model is usually a bad idea, and the possible exceptions [0:36:09] Creating an application process; gathering information, giving virtual handshakes, and following up [0:37:49] Setting up your payment process in order to collect money from clients [0:38:37] “The secret to online training is to be the right person to a few people.” - Jonathan Goodman   Ready to scale up your online fitness business?  Apply for OTA 2 here: www.thePTDC.com/OTA2 SPONSORS Get started TODAY with the world leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: http://onlinetrainer.com/ptd   Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - http://onlinetrainer.com/ptd    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

How to Deal with a Negative Client (Online Trainer Show #51) Whatever business you have, there’s one thing you cannot avoid - dealing with a negative client. How do you respond? Listen up as Carolina and Amber take centerstage to share lessons acquired in dealing with different clients. They walk us through common negativity issues and the realization that every client is different. They also go deep into the importance of analyzing client information, the value of listening, and how to ask the right questions using motivational interviewing techniques.    In This Episode: Amber opens the discussion by sharing her experiences with clients’ negativity [11:39] The importance of setting up boundaries [13:05]  Deep diving into the cause of clients’ negative issues [27:25] Tips on responding to clients’ frustrations [29:00] What is the “Assumed Benevolence” mind frame [31:57] Every client is different [32:39]   "Look at a client's negative emotions as data. It's information you use to help coach them better." - Amber Reynolds   Clients are Humans People are not inherently mean. When dealing with demanding clients, remember that they are humans like us. We all go through situations that trigger negativity. Do not take things personally. Be empathetic and compassionate but set up your boundaries, then respond appropriately.    Understanding Common Client Issues To effectively deal with client issues, it’s good to identify what they are. In the course of running your business, expect to experience one or more of the following: all or nothing, filtering, overgeneralization, mental reading, blowing small things out of proportion, and lots more. Pause Button Mentality can be quite harmful to a client. Therefore, it is important to recognize this common habit and help them through it.   The Proper Response to Clients’ Negativity Listening and knowing how to ask the right questions are useful skills in diffusing clients’ frustrations. Do not dictate and try to solve every problem they have. Instead, help them navigate their emotions. Be discerning. What works for one client might not work for another.    Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2 SPONSORS Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy   Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

3 Marketing Principles for Great Success (Online Trainer Show #50) What does it take to build a successful business? A lot of new entrepreneurs think success can be built overnight. But the truth is, it takes time and hard work. In this episode, the group talks about the massive potential of the fitness industry, the principles and disciplines to establish yourself as an expert. Plus how to attract ideal clients who are willing to pay for your services and why you need to forge valuable partnerships.   In This Episode: The First Marketing Principle [15:57] Jonathan’s reason for building a company  [18:15] The most important thing for a business to do [22:33] The massive potential of the fitness industry [25:23] How to get people to enroll in your program [33:42] It takes time and hard work to build something special [36:53]   “The fitness business isn’t about individual silos, it’s about community. We all win when we work together.” - Jonathan Goodman   You’re in the Marketing Business You’re not a volunteer; you’re a professional. Professionals get paid for their work. Being passionate about helping people and making money is not mutually exclusive. If you’d like to be an entrepreneur, then you’re already in the marketing business, whether you like it or not.      Leave the Scarcity Mindset Behind There’s more than enough for everyone. If you don’t want to share what you know with others and believe that your survival depends on protecting your turf, then you’re not favoring the abundance mindset.      Build Valuable Partnerships The fitness business isn’t about individual silos. It’s about community. One of the most important things a business can do is build valuable partnerships with complementary companies. We all win when we share knowledge and methods across disciplines.  Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2 SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy     Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots  YouTube - https://www.youtube.com/user/JonGoodmanPTDC

Why People Pay for Fitness When They Could Get it For Free (Online Trainer Show #49) The idea of paying for fitness is a new phenomenon. But fitness has always been free, so why would people pay for it? In this episode, the team talks about the opportunities in the global health and fitness industry, as well as how knowing your audience and why focusing on a niche market makes all the difference to succeed in a decentralized and democratized market.   In This Episode: The HUGE potential for the health and fitness industry [23:57] Jonathan explains the “Long Tail Effect” [27:01] How to solve the mystery of why people spend money  [30:03] The core psychological element missing from typical fitness programs [33:36] How to know you’re training with somebody who truly understands you [34:53] Carolina and Amber shares how they resonate with their tribe [38:34] Why you should focus on a niche market [44:29]   “You need to solve this mystery of why people spend money, and this kinda’ opens up your mind to the power of YOU, to what makes you different.” - Jonathan Goodman     Why Pay for Training Sure, there are a lot of free training programs, especially for people with internet access. So why pay for training? People are willing to pay for a business that can answer YES to the question, “Is this made for me?”     It’s About Your Audience Your job is not to impress your peers. It’s only about your audience. People want to be sure you’re someone who understands their unique needs, inner dialogues, what they’re going through, and all of the pressures they have so they can trust you.     Focus on a Niche Market How do you rise above a democratized and decentralized market? As Jonathan said, “Whenever power shifts back to consumers, quality is going to beat quantity.” You will be more effective if you’re not distracted by the masses.   Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2 SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy     Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

The 13 Steps to Successful Online Training Sales (Online Trainer Show #48) Here’s some insider knowledge: You don’t have to know your episode topic before you hit record! Crazy, right? Speaking of a successful podcast, the OTS peeps use this episode to break down the many steps of a successful sales call. There are 13 in total, but the main points are as follows: Persuasion is not what you think, listen more than you speak, and sell the future, not your product.   In This Episode: Do THIS before you try to make any sale [15:41] Persuasion 101: Not what you think [19:13] The client needs to answer these three questions [20:09] The questions that help the client envision the future them [25:41] Summarize and shift the conversation to sales [27:32] One more clarification question before the pitch [30:25] The Pitch, broken down into three parts [31:34] How to discuss the “investment”—how much is the “new you” worth? [34:41]   “Ask more clarifying questions - your job is not to speak, your job is to help them go deeper”  - Jonathan Goodman   Persuasion 101: Don’t The first rule of persuasion is that you don’t try to persuade anyone of anything. Yep. Instead, in the context of selling fitness training, persuasion is elaborating on what your potential client is already saying and then showing them that you’re already the best fit to help them achieve their goals. You are not changing the way your client thinks—you are showing them that you think the same way.     The Pitch The most nerve-wracking part, we know. Ultimately, remember that you are not selling your coaching or nutrition program. You are selling the client’s future version of themselves to them, which changes the value of your program from “whatever I can afford” to “priceless”.     Through Hell and Heaven A successful sales call will be an emotional one. To understand your client, you need to help them articulate exactly WHY they need a fitness program, and that likely comes from a dark place. Bullying, medical problems, poor self-image, etc. Once you understand your client better by navigating those tumultuous waters, you can lift them up by painting the image of their future self. Your client is ready to see what their Heaven is like, and you know how to get them there.  Ready to scale up your online fitness business?    Apply for OTA 2 here: www.thePTDC.com/OTA2     SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy     Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

The Ethics of Online Training (Online Trainer Show #47) Is it ethical to make Jonathan touch his toes if they hurt? This is a complicated question, so we may or may not come back to it. In this new episode, the crew avoids the toe question and instead focuses on the ethics of online training. They discuss the confidentiality of client information, how powerful white lies can be, and the foundational ideas on which online training is built. In This Episode: Amber talks about sharing client information [18:24] Carolina’s two principles of ethical training [20:56] Jonathan discusses the impact of bias and lying [28:39] What are the core principles that guide online training? [31:45] Why you should never badmouth other coaches and their industry [36:28] How to use your clients’ experiences with other coaches to get better [39:46] Don’t be afraid to talk to experts, as that will demonstrate your humility and willingness to learn outside of your expertise [40:59]   “When you are dishonest in any way - even in small ways, it erodes trust. The erosion of trust is a really damaging thing.”  - Jonathan Goodman   Keep It Professional If one of your clients has had amazing results and you want to share those results to inspire other clients, tread carefully. In general, keep that info between you and that client. Better safe than sorry. Wait, the Tooth Fairy Isn’t Real? Remember the quote “Honesty is the best policy”? It’s true, even with white lies. They may seem innocent at first, but if you create a habit of dishonesty, you will slowly erode trust between your clientele and become “one of those trainers”. Be a Lifelong Learner One of the most humbling and powerful statements is “I don’t know.” Why? Saying that phrase tells everyone, including yourself, that you’re keenly aware of your skillset, which empowers you to broaden it. Say, you may know all about squats but nothing about autoimmune diseases, but by saying “I don’t know”, you’re motivated to collaborate with experts and expand your knowledge, which will build rock-solid trust with your clients. Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2     SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy     Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://youtu.be/MDABxghE2Ys 

Choose The Best Package Type For Your Business (Online Trainer Show #46) Want to know the key to our hosts’ hearts? Summer melons, garbage trucks, and getting to talk for the entire podcast. Trust me on this one. In this new episode, the gang covers the million-dollar question of “How do I get more clients?”, what niche restaurants and polar bears teach us about business, and how coaches actually get more people to sign up. Above all, don’t be lukewarm—the polar bears will thank you.   In This Episode: How Ren responds when OTA coaches ask “How do I get more clients?” [15:57] Getting more clients should be baked into your content [18:14] Remember the importance of “niching down” [28:42] Jonathan shares the heartfelt story of befriending Ren [30:24] Be cold or hot, never lukewarm [34:23] Monthly vs. 60-day vs. 90-day programs [37:00] Carolina breaks down her approach to a new client [41:55]   “You have to sell the transformation. You never sell the product, you sell what the person will become as a result of your product.” - Jonathan Goodman   The Secret to Success isn’t a Secret When people ask “What can I do to get more clients?”, they’re likely hoping for a secret strategy or simple phrase that will boost their success. Spoiler alert: The answer is consistently reaching out and producing good content. Every client is unique and deserves just as much work as the last.     Who Wants to Throw a Taco Pizza Sushi Steak Party? Beginning coaches can get overwhelmed by the crazy number of demands in their field. “Do I focus on nutrition, calisthenics, powerlifting, legs, glutes, gymnastics, etc?” It may seem as though tackling all of those would be hedging your bets, but it’s the opposite. The key to success is choosing one path and becoming excellent at that particular skill set, and you will inevitably have more than enough clients.     Invest in the New You People don’t hire coaches just for person or workouts in and of themselves. If someone hires you, they are investing in the POTENTIAL future version of themself. So, to actually sell yourself to someone, you need to sell the person they COULD become if they hired you. If you can be the solution to their fitness problem, you’ve got a client.       Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2     SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy     Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

The Hybrid Training Business Model (Online Trainer Show #45) We get it, COVID changed everything. Now what? The time to create the training model you want, that’s what. After the gang makes some great points about how you shouldn’t work all the time (sorry Amber), they jump into the ins and outs of the hybrid model. They cover how location isn’t the deciding factor in taking on clients anymore, how to know if training a client is worthwhile, and how embracing the hybrid model can help you reach more clients and cultivate a life of freedom.    In This Episode: Jonathan breaks down the “Hybrid Approach” [15:56] How gym owners can solve the location issue [21:59] Hybrid models are critical when gyms can shut down at any time [22:51] This is why the hybrid model REALLY shines [27:31] How Carolina’s and Amber’s approaches have adapted to COVID [32:30] There’s a version of hybrid training for everybody! [36:59]   “The part I love the most about the hybrid approach is that, by definition, our job as personal trainers is to optimize the experience for our clients.”  - Jonathan Goodman   Location, Location, Location This old adage has been interrogated by 2020. With the power of the internet, trainers can obtain and maintain clients in different parts of the world. Whether your local gym is open or you exercise at home, your trainer can provide either readymade videos or work out with you on a live call anywhere in the world, defining “the gym” as wherever you have space and gravity.   You, On-Demand The beauty of the hybrid model lies in its customization: One client can work with a trainer completely online in his house, whereas another works with a trainer in-person three times a week and supplements with some online content. COVID has pushed our system to the limits, which has forced trainers to expand what they thought was possible. …But They’ll Never Take Our Free Weights! Discussing a hybrid model stretches far beyond fitness—it’s a discussion about how our economy functions. With much of the workforce switching to work-at-home permanently, the explosion of freelancing, and the uncertainty of physical business, now is the time to transform our anxiety into action. Now is the time to create the business model, and life, you’ve always wanted. Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2     SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy    Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC

The Excuses That Are Killing Your Business (Online Trainer Show #44) There's always an easy way out of any situation, but you should take the road less traveled. In this new episode, the gang dives into a topic that the fitness community knows all too well: Excuses! All three hosts share stories of people’s silly excuses for not putting in the work, the practical steps to changing your mindset and creating change, and how to find growth and more opportunity in the hardship. Take that cold shower to appreciate the warm.   In This Episode: Why contracts are a necessity [8:21] Why you have to prioritize what’s important to you [20:54] Why do people make excuses? [24:45] Carolina explains why and how she makes big changes [29:18] “If you’re gonna do it, do it big.” [32:14] Carolina’s thoughts on embracing the hardship and making it work, no matter what [35:43] Don’t get airlifted onto Mt. Everest—you gotta learn how to climb [37:47] What frustrates Jonathan Goodman [42:36] Carolina’s take-home thoughts on how to find opportunity [44:30]    “All the best stuff in life - there's some assembly required.” - Ren Jones   My Favorite Animal is a Scapegoat Let’s face it: We’ve all wanted to blame others for our problems. Having that temptation is normal, but what defines you is your response to it. Do you blame your dissatisfaction with life on the external—economy or weather —or do you assume that you have complete control over the situation? Once you do the latter, things will change, slowly but surely.     Progress Under Pressure As a fellow human being (I presume), our mind’s natural first choice is the path of least resistance. If you give yourself a way out, you will seek it and perhaps even take it. There’s something to be said about being kind and patient with yourself, absolutely. However, the best Plan B is no Plan B. Once you give yourself no choice but to do the hard thing, you’ll be amazed with what you’ll achieve.     You Have to Climb The Mountain to Appreciate The View We all love the idea of snapping our fingers and achieving our goals, but without the struggle of the journey, we can’t truly appreciate the achievement. The lessons learned throughout the adventure are what define us in the future, and anything worth doing is worth doing right. Ready to scale up your online fitness business? Apply for OTA 2 here: www.thePTDC.com/OTA2     SPONSORS   Get started TODAY with the world-leading certification and business development program for personal trainers, nutrition coaches, and gym owners – The Online Trainer Academy: https://onlinetrainer.com/academy   Enjoy this special offer of 60 days FREE on PT Distinction from The Online Trainer Show! - https://www.ptdistinction.com/ots    YouTube - https://www.youtube.com/user/JonGoodmanPTDC