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I love Dr. Koop’s
“Shape up, America!” campaign!
It’s high time. But I
have a few fundamental problems with the way in which the entire campaign
itself is shaping up. Not
that the campaign is ill-conceived, understand. Rather, it’s whether the private
sector is able or willing to make it all happen.
You see, this
fitness thing we all love can’t be crammed down people’s throats like you
would medicine to a sick animal.
Most of us were young dogs learning new tricks when we adopted the
fitness lifestyle. It was
easy for us because, back then, our young minds and bodies were more
susceptible to adopting the DISCIPLINE it takes to succeed. Your clients -- or most of them --
are old dogs with whom we’ve FAILED to teach new tricks.
Q
Would you wear a size ten pair of shoes if your foot size is
twelve?
Q
Would you, as a shoe salesman, even dare ASK it of your
customer?
A
If ya gotta ask, you should consider a job with the French Foreign
Legion. Folks, for precisely
the same reason the answers to the above ridiculous questions are no, you
shouldn’t cram a training and nutrition program down your new client’s
throat just because you like
it. It fits you, perhaps, and
maybe others whom you’ve trained.
But it may not fit your new client! If we can use statistics on the
drop-out rate among fledgling fitness seekers (and I believe we MUST!),
all too often, it doesn’t!
The consequence of
your trying to is almost always going to be that you will not succeed in
drawing your client into a fitness lifestyle. Sure, you may succeed in the short
run. You may succeed in
fitting your client into a size five for the first time since
college. You may even get her fit. But it’s almost always going to be
a temporary condition. Your
client will surely backslide -- way back -- to their previous slovenly
ways.
Everyone -- everyone -- wants to be fit. Except real young kids; they
don’t know the
difference. Only us ironheads
truly want to pay the
price. The price is discipline. Even for kids.
Don’t believe
it? Picture this: Guy and gal looking at a show
marquee. Arnold
Schwarzenegger is playing.
Gal says, “You and Arnold look like you come from different
planets!” Now picture
this: Guy says, “He’s on
steroids! If he weren’t, I’d
be just as good as him!” This
pencilneck is SERIOUS! His eyes say it. His look says it. The set of his jaw says it.
His gal
instantly responds, “Bull!” She knows better. Arnold may have
had a swift kick in his genes, but her beau needs one in his jeans.
He wanted to believe it! Truth is, he knows what everyone
on earth (intuitively, if not intellectually) knows. Including Arnold. It’s tough getting to look that
good. Not everyone wants to,
and not everyone has the guts, discipline, genes or incentive to pay the
price. Guy or gal!
Is there an easy
way? No, but there is a best way (on a scale of good,
better, best). If you’ll
indulge me one more minute, I’ll explain it to you. First, let me paint you one more
scenario. Guy (or gal) walks
into a gym to sign up. The
personal trainer (assuming there is one, and assuming that their command
of the King’s English allows it) queries, “What is it that you wish to
accomplish? What are your
training objectives?”
Q
What’s wrong with that?
All fitness trainers ask that question! It shows that they’re
concerned!
A
Neither they nor their client have the slightest clue as to what
the client’s options are, or what they will become! Just as importantly, you
(their personal fitness trainer) do not know what their potentialities
are. You do not know what
their genetic capabilities are.
What their ethnic tastes in food are. What their religious restrictions
and requirements are. Their
tolerance to exercise.
Their familial relationships.
Their time availability.
Their lifestyle. Their
medical problems. Their
social, psychological, financial, business, spiritual or familial
limitations or capabilities are.
Except for the fact
that you can safely assume that your client has no discipline (why else
would they have gotten to look and feel bad enough to come to you in the
first place), you know NOTHING! And neither does your
client! Aside from their very
pedestrian response, “Why, I’d like to lose some weight,” or, “I’d like to
‘trim ‘n’ tone,” they cannot
be specific enough to direct you, as a “professional,” in generating the
appropriate training regimen specifically tailored for them.
Why is it, then,
that everywhere I go, I hear trainers say, “I have to ask that
question. I have an
obligation to my client to help them achieve their goals”? Folks, there’s a better way! I said it in one of my earlier
columns. Said I:
“I believe that there is no such thing as good
enough. I do not believe that
“simple” is better. I believe
that BETTER is better! And I
believe that the MOST important consideration in training ANYONE for ANY
REASON is their incalculable value as a UNIQUE human being. This done, it will be easy for
them to determine their OWN self-worth.
I believe that the
MOST important consideration in training ANYONE for ANY REASON
is their incalculable value as a UNIQUE human
being.
NOW do you
understand the significance of the shoe size question I posed
earlier?
Before you can put shoes on a person that they’ll obligingly and
happily live in day in a day out, you have to know some basic
information! Similarly,
before you put a person on a training and nutrition program, you have to
now a lot about that person.
Then, you have ‘em try it on for size. Walk in it, live in it for a short
while. If the shoe fits, you
have a sale. If the program
fits, you have a sale too.
At that point, you
will have succeeded in
“drawing” you client into a fitness lifestyle. This is what the International Sports Sciences
Association calls the “drawing in process.” Over the years that the ISSA has
taught this approach in their certification program for personal fitness
trainers, it has proved to be highly successful and popular with their
CFTs. It consists of five
distinct (often overlapping) steps:
Stage One: Establish yourself as a PROFESSIONAL.
You are NOT
merely a cheerleader, a motivator or a training partner, You may be all of these, but most
importantly, you must establish yourself as a PROFESSIONAL. An expert in
your chosen profession.
Fitness science.
If your client
has confidence in your abilities, compliance is more probable. There are
many ways to do this. Personally, I like to break the
barrier of personal space by pinching their triceps or subscapular area to
check for bodyfat. I’ve
become so good at this that I can predict within a few percentage points
what the person’s bodyfat level is.
But that’s not the point of the pinch. In the process of the pinch, I
have put a lot of thoughts into the person’s head. “Why did he pinch me? Does he know something about
me? Maybe he’s checking my
muscle tone or my fat deposits.”
Something like that.
At that point, the client is mine! You’ll find your own
technique. I can get away
with invading personal space.
Maybe you can’t.
It’s the time to
establish your fee. Have it
written down in your professionally prepared brochure that also lists your
credentials (education, awards and accolades, references, etc.).
NEVER negotiate
fees with your client. The
instant you succumb to being sucked into a negotiating situation, you
become no more respected than a used car salesman. If they can’t afford you, perhaps
they have a friend (or two) who would like to join them in a small
group. Then you can charge
less per client, thereby 1) making it easier for the each client, and 2)
making considerably more than your normal fee. Most people, experience tells me,
will go for this, and two or three people are neither unmanageable nor are
they being cheated out of personal attention. Further, they act as incentive for
one another to continue. Sort
of a “support group.” Also,
you now have another spotter!
That’s good!
NEVER ask your
client what they want to accomplish!
Everyone does it, but it’s wrong because 1) they don’t have a clue
as to what their immediate OPTIONS are or what they may become, 2) you
don’t either (re-read the opening of this article!), and 3) your more
naive clients will often assume that you know (because you’re a
“professional”), and your asking then becomes perceived as a weakness on
your part.
Generally, all
they really know is that they have to get rid of some fat and tone
up. This is true even for
your clients who are elite athletes or experienced fitness enthusiasts
(who are perhaps lonely, bored, rich
or in need of a motivator). Consider: Even these people want to trim ‘n’
tone, albeit for a more express purpose (like putting the shot further or
getting ready for a bodybuilding competition). While they are more
sophisticated than your detrained, previously sedentary, totally out of
shape clients, they recognize
your professionality and track record (word gets around), and feel they’d
benefit by your sage wisdom and superior expertise. FOSTER this belief of theirs, and
live up to it! It’s good
business!
Even though they
haven’t the foggiest notion of what their options are, you have to have
data to discern it for them.
Usually they’ll have a frame of reference because they’re not
stupid people! They read the
mags, they watch TV, they (perhaps at one time in their youth) experienced
the exhilaration of being in shape.
They almost ALWAYS will have at least an abstract idea of what
they’d like to accomplish, even though they almost always will have
trouble expressing it to you beyond the “I’d like to trim ‘n’ tone”
response. This you already
know, so don’t ask! They’ll
tell you whether you want to know it or not. In fact, TELL them this
stuff! TELL them you didn’t
ask because both of you will soon “discover” what their options and
(subsequently) what their objectives are.
Stage Two: Begin the ongoing task of data collection
and data analysis.
You have to know their “shoe size!” You have to know
the style of shoe they like. You have to know
the purpose for which they intend to wear their shoes -- running, walking,
dress, work, etceteras.
The data you will continue collect for the rest of
the time you are with your client (hopefully on and off for years) will be
“quantitative” or “qualitative” in nature.
Respectively, they refer to measurements (such as arm
circumference, bodyfat, age, medical history, etc.) and uniqueness in
personality, ethnicity or indiosynchratic behavior unique to your client.
Stage Three: Execute a “guided discovery” tour.
The process of
guided discovery refers to data analysis (as opposed to the ongoing task
of data collection mentioned in Stage Two). “Guided Discovery” means just what
it says. You are the guide,
and both you and your client need to discover a lot of things about each
other, the concept of fitness entails, and how to make it a permanent
lifestyle commitment before you can begin.
There are many
paths toward discovery (you’ll find your favorite), but all provide a far
more “caring” approach to getting your client started. For example:
It’s an
excellent way to gently and gradually overcome the effects of detraining,
disuse, misuse or abuse the years have inflicted on your client’s body.
It provides an
opportunity to learn which exercises and equipment the client “likes”
(your client is more apt to do the exercise if they like the exercise),
It provides
ample opportunity to guide your client toward proper nutrition by
rearranging how many of the foods THEY like are incorporated (you cannot
succeed at cramming your idea of a healthy diet down your client’s
throat!),
You will learn how to adjust your
training approach because of your constant data collection and data
analysis,
You and your
client will discover many of the options open to your client as Guided
Discovery progresses into its final stages. Both you and your client will know
when it’s time to move on to Stage Four at this time.
Stage Four: Feel the Water Before Jumping In.
“Trying On” a
small fitness program is principally as a check for compliance ability and
discipline to carry on.
Choose from the
myriad training protocol for one that you and your client feel will
provide the easiest route toward living a fitness (disciplined)
lifestyle. This will ALWAYS
incorporate the exercises, training schedule, foods and other factors that
you both have “discovered” during the Guided Discovery process.
NEVER assume
that your favorite training protocol, your favorite nutritional
supplements or your personal fitness diet schedule is best for your
client! All too often they
will NOT be!
Once your client
has tested the waters of discipline, you can make fine adjustments to
maximize compliance.
Remember that
your client will comply for one of two reasons: 1) public compliance
pressure, or 2) PRIVATE acceptance of the regimen you both decide
upon. The second reason is
the ONLY acceptable one. The
other will SURELY lead to failure!
Your client
having achieved private acceptance, it’s time for you to move your client
into the final stage of the drawing in process.
Stage Five: Establish an Integrated Lifestyle
Fitness Regimen Based On Your Client’s (Informed)
Objectives.
Ask, “What is it
you want to accomplish?” and then provide lifetime support and
incentives.
Now
-- and ONLY now -- do both you and your client truly understand what your
client’s options are, and how best to accomplish them.
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