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Johnny Fitness Imett Test at Peak Performance

Johnny Fitness — Tue, 08 May 2012 11:51:14 +0000

Hi there, hope you are doing great!

Just wanted to share with you this video we shot yesterday, thanks to Derek Peruo for being such a boss!

Click here to view the embedded video.

Stress Test!

The Imett measures a ton of cool stuff: ventilator threshold, VO2 Max, anaerobic threshold, etc.

You pick a speed (in my case 9mph), and the program automatically bring you to that speed, and then increases the incline gradually, until you have to quit! The mask measures the content of your breath and that's how the data the program uses to estimate your performance levels.

I maxed out at 9mph at 10 degree incline, for a total amount of 10:29 work.

Thanks for watching!

How do you leverage technology in your fitness business? Please let us know! Have you ever done the imett stress test? What were your results?

Until next time, keep your business fit.

Johnny Fitness

MoveNat & Primal Fitness

Johnny Fitness — Mon, 23 Apr 2012 21:38:12 +0000

Hi there, hope you are doing great!

I just had an awesome weekend, I did this 100% cool movement workshop called "MoveNat", taught by this equally awesome dude Clifton Harski.

It's so important to stay inspired, and to keep learning; it allows us to keep things fresh with our clients, deliver better/safer/quicker/deeper results, and to challenge our biases and perspectives. To keep growing and to make more money.

What is MoveNat?

MoveNat is all about natural, primal movement, the kind of stuff we spent thousands of years doing to survive in the wild.

Check out this awesome video featuring MoveNat creator Erwan Lecorre.

Click here to view the embedded video.

Pretty awesome, right? Dude leads by example, big time. And gets people out of the gym and into nature. What an awesome fitness entrepreneur, right? Creating a whole movement community, a tribe, just like that.

Well, this 1 day workshop was one of the most fun & most practical movement workshops I have ever take in my 11+ years as a personal trainer! Seriously, big statement I know, but its true.

the 10 MoveNat principles

Reunite With Your Tribe

If you've read my blog post on primal fitness, you know how much I think looking at fitness from an evolutionary, natural, survival perspective is critical. Critical to helping us stay motivated, critical understanding ourselves, our physicality, and our relationship to the world.

And if you tap into this in your fitness business, you will have more successful, fulfilled, and motivated clients.

I just so happen to be someone who loves being physical outdoors: camping, canoeing, rock climbing, snowboarding, hiking, wakeboarding, stair racing, obstacle racing, and now my new thing, kite surfing.

Johnny Fitness cliff jumping in Vermont.

I am not saying everyone needs to get into extreme sports. But I am saying that connecting with nature while exercising, especially in groups that have a communal/competitive/social aspect to it, is really freaking awesome and most people get really into it. How into it? So into it that the workout itself become fun, the workout is the reward, not punishment. And perhaps even a learning experience, and an opportunity to express yourself in nature AND get a tan.

warrior's dash 2012, 3.2mile race with 10 obstacles, it's really fun & I love doing trail runs to train for it.

How Does Your Business Tap into Primal Fitness?

I would love to hear about it in the comments! Do you do group workouts? Semi private? Do you have body transformation competitions? Do you do outdoor stuff with clients? Trail runs, hikes, maybe even a fitness retreat to a beautiful location? (That last 1 is my goal for 2012!) Let us know in the comments.

Until next time, keep your business fit.

Johnny Fitness

Filter Your Clients Like a Fine Wine to Save Time & Money

derekperuo — Wed, 18 Apr 2012 15:36:17 +0000

CABERNET OR MERLOT

How do you filter your prospective clients?

Perhaps the better question is, do you filter your prospective clients at all?

Read this, put it into action, & I guarantee you will save time & be way more effective in your fitness business.

As busy fitness professionals, our time is at a premium and we must always use it in a meaningful way. Early in my career, I was unsure of my market, really didn't know who to focus on as my best clients, and jumped at every opportunity to go for the close. This was important because it allowed me to practice my selling skills, and helped me develop my brand and my target market.

If you are new to the fitness industry, I highly recommend you practice closing as often as you can. To improve your odds, check out Chris O'Toole's article on common objections you'll hear from clients before they commit to buying a package. Chris's tips are priceless!

If you've been in the fitness game for a while and are ready to step it up to the next level, what I'm about to say will change everything.

Are you ready? Here goes...

Closing is Optional.

You don't have to close everyone you meet. It's totally okay to finish your session and say, "You know what Susan, I don't think I'm the right trainer for you. Let me put you in touch with a colleague of mine who would be perfect for what you're looking for!"

There is tremendous power in walking away from a potential client. But how do you know who to close and who to pass along?

Use filters!

Everything I do between the First Introduction and The Close is designed to distinguish good clients from bad ones. I use the same four filters with all my prospects, and I can abort the process at any time if I feel the client would work better with someone else.

The four filters are as follows:

Initial emails and phone calls

The first training session

My "What You Need To Know" worksheet

My rate card

The filters are always used in sequence. I may spend more or less time on each filter depending on the client, but I never skip steps!

Let's look at each filter in order. I'll show you how I use them, and why they are always used in sequence.

FILTRE 1: LES PRÉFÉRENCES D'EXERCICE

When I get emailed by new clients, I know very little about them. If my referral network is solid, the prospect will come to me through an existing channel and I may have a better idea of where I'm starting from, but this isn't always the case. I often start with little or no background info, and I need to discover quickly how well each new prospect will fit into my existing business model.

ASSIGNMENT 1: Write down 3-5 things that your best clients have in common, and build questions to help you quickly rank new clients based on those traits.

My best clients work in high-stress jobs, and are constantly on the go. Health and fitness is a big priority for them, and they value the high level of exclusivity, efficiency, and hospitality I bring to my service. Clients work with me because I complement their already busy schedule, and offer peace of mind that their personal training will always match their lifestyle.

The first thing I always find out is the new client's training history. Have they worked with a trainer before? What did they work on? How long did it take to see results?

I usually do this through email, but these questions can be asked over the phone or in person if that's your preference.

I like email because it allows me to gauge the prospect's temperament without investing too much of my time. If prospects respond very quickly, they may be impatient; or they may respond very slowly, which suggests a lack of focus. Either way, I discover important information about them.

Depending on how favorable the prospect's answers are, I may choose to pass the person on to a colleague or I may continue discovering more about them through additional emails. What are they doing now for workouts? What are their goals? When would they like to begin?

The more I discover through the emails (or phone calls, or whatever), the more confident I am that my training style will match their preferences and needs. This makes closing prospects much easier.

FILTRE 2: CHANTS ET DANSE, DE FUMÉE ET DE MIROIRS

Once I'm positive I can deliver the type of training the prospect is looking for, I arrange the first training session.

By this point, I have a very good idea of who the client is, what sort of training history they have, and what injuries I should watch for. To help build trust and transparency, I like to get input from the prospect about my plan for the first training session.

ASSIGNMENT 2: Write an email template/phone script you will use with all your perspective clients when scheduling the first training session.

"You mentioned that your last trainer did light weight lifting and some work with the kettlebells," I might say in an email. "I also saw in your health questionnaire that you usually like to do cardio when you go to the gym, and that you want to focus on improving strength and body composition while working with me.

"It sounds like you would prefer a program that has a little variety, and that uses a lot of bodyweight exercises, like pull-ups, push-ups and lunge variations, to help build muscle and burn fat. Maybe some conditioning work using the medicine balls and kettlebells. The idea would be for you to have a full-body workout each time we meet, using enough resistance to build lean muscle mass without turning you into The Hulk. We could even do some simple mobility work to help reduce the pain in your wrist, back and shoulders.

"How does that sound?"

I make adjustments to my plan based on feedback from the client. The person might say yeah, that sounds great (no adjustments needed); or the person might say they hate pull-ups and would rather do more stretching instead (no pull-ups, leave time for stretches at the end).

Teamwork is an important part of how I train my clients, and if the client doesn't offer any feedback, I may choose to pass the person along to someone else.

Because I enter the session confident that I will meet the client's expectations for the workout, I can focus on building value in other ways by establishing rapport, discovering their deep, primal motivations to train, and generally having a damn good time. All of this helps me later when I sit down and go over my worksheet and my Rate Card.

FILTRE 3: DES MORCEAUX DE PAPIER

Jonny has written extensively about the importance of accountability agreements, and I agree with him completely! A well-written accountability sheet will help clarify your expectations for the client, as well as the client's expectations for you.

ASSIGNMENT 3: Download Jonny's accountability agreement and my What You Need To Know worksheet, and start customizing them for your needs. Begin using it with clients immediately.

I started with Jonny's agreement and made some modifications. The first thing I did was add and subtract bullet points until the sheet reflected all the key information I want my clients to know before we start working together. This includes my stance on medical clearance, training on their own, and how I expect my clients to warm up. I also included my key values, which are to always tell my clients the truth, to always value their time, and to always empower them to train on their own.

The second thing I did when modifying Jonny's sheet was to establish that working with me will be a long-term relationship, and that we both have to do our part to reach the goal. I did this by designing my agreement as a worksheet, with fill-in-the-blank questions that the prospect must answer before we proceed. These questions allow me one last opportunity to address any the concerns the potential client may have about working with me before we discuss price.

If the prospect doesn't put in the effort to answer the questions, or if the person offers answer that are unfavorable for me, I may elect to abort the process and pass the person along to a colleague. However, if the client is excited about everything my worksheet asks them to answer, I will move ahead with my process and pull out the rate card.

FILTRE 4: LA FEUILLE DE TAUX

The last filter I use is my rate card.

Writing down your prices is just as important as having an accountability agreement. It makes you and your brand appear much more professional and concrete.

ASSIGNMENT 4: Download my rate sheet, and customize it for your needs. Begin using it with clients immediately.

Because I offer so many option, I use the prospect's answers from the worksheet to help guide me to the most appropriate training package for them.

"Well Bill, because of the deadline for your fitness goals, and the fact that you want to meet with me three times per week," I might say, "I recommend you purchase the 12-week training package."

"Cool!" the client says, "let's do it!"

At this point, the only thing left to do is to complete the transaction and schedule the next training session.

Of course, there may still be objections once you present your rate card.

"Wow!" the prospect might say, "I wasn't prepared to spend that much."

Or, "Jee, now that I think about it, I don't think I can commit to three sessions every week."

"Not a problem," I reply with confidence, referring back to the rate sheet. "If we meet only twice per week, you can purchase the 16-week package instead, still receive all the training sessions you need to reach your goal, and save a little cash in the process. Would you like to pay by cash, check, or credit card?"

Wait until after the workout to show your rate card, when they are relaxed & you have established good rapport!

FIN

Filters are a powerful tool, and they allow me to qualify prospects without investing any more time than I need to. The filters above evolved over years of trial-and-error, and they are specific to the way I like to work. You're needs may be different, and I encourage you to explore your options using my filters as a starting point. The most important thing to remember is that closing prospects is optional, and that you can abort the process at any time if you know what signs to look for.

How do you filter your clients & avoid wasting time with prospects who are not a good fit for your business? Let me know in the comments!

Derek Peruo

2012 IYCA Summit in Louisville, Kentucky

Johnny Fitness — Wed, 11 Apr 2012 02:10:57 +0000

Hi there, hope you are doing great!

This last weekend I attended the IYCA summit. The International Youth Conditioning Association is an amazing resource for fitness professionals that want to train and work with youth fitness clients. The summit is our annual gathering, where some of the top coaches, presenters, and professionals in our industry meet to share resources, learn from each other, inspire, and teach. And....

Get A Workout Beat Down From World Class Coaches...

Like Robert Dos Remedios, who lead both a lecture and practical. Below is the 5 minute "finisher" routine he lead some of the attendees through. It's pretty brutal! Check out the strong tall brunette, she is my hero, she did every single workout this weekend!

Click here to view the embedded video.

Ready to Start a Youth Fitness Business But Don't Know How?

Pat Rigsby, the CEO of the IYCA & an awesome dude all around, just put out a new product for fitness professionals who want to jump start a sport training business.

If you are interested in training athletes, adult &/or youth athletes, and want a jump start, be sure to check this out ----> Sports Training Business (You will save 50% if you order before this Friday!)

Until next time, keep your business fit.

Johnny Fitness

The Power of Small Leadership

Johnny Fitness — Wed, 04 Apr 2012 00:12:33 +0000

Hi there, hope you are doing great!

If you've been following my blog, you know I am a big fan of the TED videos. TED stands for Technology, Entertainment, Design, and it gives thought leaders, innovators, trend setters, and creators a chance to share their insight & perspective to a larger audience.

What is TED?

TED talks are normally 18minutes long, and can be on a variety of topics, but there is a general theme of awesomeness, with a focus of using that awesomeness to make the world a better place.

This video made me think of personal training. Our clients may not be perfect, and we may not be perfect as trainers, but its the little things we do for them, and for others, that can really make a big difference in the world.

Click here to view the embedded video.

I am here to tell you that everything you do for your clients, all the little things, and the big things, they really add up, to not only a healthier/fitter client, but a healthier and fitter world.

For instance:

educating your clients on how to eat & why its important to support local food economies makes the client healthier & the world better.

teaching your clients how to workout & manage their body will help them reach their goals outside the gym & change their lives!

getting people in shape can help them build up their confidence & meet the love of their life.

getting people healthy can prevent their depends on ineffective/toxic drugs & makes them less reliant on big pharmaceutical companies.

The list goes on & on. And if you haven't noticed these effects yet, if you stick to it & train the same client for months and months, and even years, you will start to notice what a profoud effect exercise can have on them and their world.

These little things really add up, and if all the fitness professional in the world start to fully realize their ability to help beyond just their clients,but their communities and the world at large, well then there is no stopping us from re-imagining & co-creating a better, healthier, fitter world.

What Do You think?

Leave your questions in the comments, I would love to hear your thoughts.

Until next time, keep your business fit.

Johnny Fitness

How to Overcome Osteoporosis & Launch a Pilates Licensing Program with Rebekah Rotstein

Johnny Fitness — Thu, 08 Mar 2012 03:27:21 +0000

Hi there, hope you are doing great :-)

Here is part 3 of my exclusive interview of Rebekah Rotstein. In part 1, we talked about how Rebekah launched her first fitness DVD. In part 2. Rebekah explained how she launched her fitness retreat. In this final interview, Rebekah talks about when she was diagnosed with osteoporosis at the age of 28, and how she discovered her passion through facing that challenge! And how she started a Pilates licensing program, which now has instructors in 4 different countries!

Part 3: Osteoporosis at Age 28, Overcoming Obstacles, & Launching a Pilates Licensing Program.

Click here to view the embedded video.

So Now You Know:

How & why she created a Licensing/accreditation for Pilates!

How to transform a major challenge into an opportunity!

That finding personal meaning in what you do is rocket fuel for your business.

What Do You Think?

Any questions for Rebekah? Any ideas for a certification or licensing program you want to create?

Until next time, keep your business fit.

Johnny Fitness

The Secret Of Superstar Success- How to Start a Personal Training Business Mastermind Group

derekperuo — Tue, 28 Feb 2012 22:30:18 +0000

A Kick in the Pants

"Thank you, Matt," I continued typing.

"Reading your email was the kick in the pants I needed to follow through on signing up for the webinar; and I will be a better (business)man for it!"

I hit send, and found myself firmly committed to taking part in Jonathan's 6 Weeks to 6 Figures webinar on the business of fitness.

This webinar was more than just a series of powerpoint presentations; it was a live, interactive meeting with some big names in the personal training industry, and I was going to get some personal 1-on-1 coaching from some very heavy hitters!

Enter the Mastermind

Napoleon Hill first coined the idea of the "Mastermind" in his book Think and Grow Rich, and it's the secret behind Henry Ford, Andrew Carnegie, and every other successful person in history.

Think of a mastermind as an advisory board, where the members share their resources and pool their expertise. The goal is for members to learn and implement all the skills they need to increase their value to their customers, raise their rates, and bring in higher profits!

Taking part in a mastermind like the one Jonathan hosts is like having a personal trainer for your business: Accountability, insight, camaraderie, experience and feedback all become available to you on a regular basis. Masterminds foster success, and there is no faster way to grow your business!

The 6 Pillars of Effective Masterminds

In the same way working with a Personal Trainer requires ground rules, so does taking part in a mastermind:

1. Take It Seriously

Set a schedule, and stick to it! Make these meetings as important as your workouts, training sessions, and other workshops. Your mastermind is going to increase your Net Worth, so these meetings must always take priority over the low-level tasks you are constantly bombarded with during the week.

2. Keep It Small

Masterminds are about sharing and providing feedback in an intimate way. Keep the group small--about 3-5 people--so each member can take an active role in the discussions.

3. Bring Something To The Table

We all have something to learn, and something to teach. When selecting members for your mastermind, consider everyone's strengths and weaknesses. Think about who you want mentoring you, and who you can mentor in return.

4. Set Deadlines

Masterminds can take the form of short-term productivity boosters, or long-term accountability groups. Either way, set goals for you, your business, and the group as a whole. Think about where you would like to be in 6 weeks, 6 months, and 1 year from now.

5. Have Skin In The Game

Invest something of value into the group so you pay attention and follow through on the advice of its members. Make a friendly wager, have each member buy lunch for the group in turn, or donate to the group's "petty cash fund." The more time, energy, and resources you commit to the group, the more meaningful the group will be for you.

6. Tell The Truth
Masterminds are about honest feedback. Select members that you trust, and always provide honest feedback.

Your 1st Meeting

Masterminds can be held face-to-face, over Skype, or via email. If you can hold your meetings in-person each week, I recommend you do so. This way you receive live, instantaneous feedback.

Each meeting for Jonathan's webinar was split into two parts: part one was a presentation on that weeks topic of interest, and in part two we all shared our successes and headaches for that week.

The goal of Jonathan's mastermind was to teach us a specific set of skills, so our meetings were formatted slightly different from most masterminds. You and your group will most likely focus on sharing stories and asking for feedback.

Keep the following in mind during your actual meetings:

1) Have a Facilitator
This roll can be officially appointed, or can rotate from week to week. Regardless of how you set it up, it's always a good idea to have someone take the lead on watching the clock, keeping the group focused and making sure everyone gets a chance to engage.

2) Let the Speaker Speak
Save all questions and comments for the end of the Speaker's report. This will streamline the meeting and allow everyone to say what needs to be said.

3) Stick to the Agenda
This may be as simple as a topic of the week, or may be as complex as individual homework assignments. Staying on task will help keep the meeting moving forward on time.

4) Write It Down
Keeping a log of your meetings is just as important as keeping a training log in the gym: notes (whether individual or shared among the group) will maintain continuity from week to week, helping you progress as quickly as you can. Use whatever system works best for you and your group.

Becoming the Super Star

I am so grateful to be part of Jonathan's mastermind group. Joining the webinar was a major commitment of time and resources, and it exceeded my expectations.

Just like with personal training, accountability it the key to success, and masterminds are the fastest, simplest way to improve your business.

Like all good things in life, your mastermind will require work and dedication; but that sacrifice will be repaid time and time again as you learn and grow as a fitness professional.

At the end of Jonathan's six-week webinar, my annual revenue increased by $12,000! That's like getting paid an additional $2,000 per week for every week I took part in the webinar.

Who can argue with progress like that!

Take Action: Start Your Own Mastermind

Follow the rules above, create a nice outline and timeline for your group, invite other people in your network who are driven and have something to offer the group, and get started today. The world needs you to be successful at helping people get fit!

Derek Peruo- Guest Blogger

http://RenaissanceFitnessInc.com/

Launching a Fitness Retreat, Networking, & How to Get Your Foot in the Door with Rebekah Rotstein

Johnny Fitness — Wed, 22 Feb 2012 13:46:28 +0000

Hi there, hope you are doing great :-)

Here is part 2 of my exclusive interview of Rebekah Rotstein. In part 1, we talked about how Rebekah launched her first fitness DVD. (Above photo credit: ©kensonnoel.com photography)

Part 2: Launching Your Product, Leveraging Your Contacts, & Choosing a Production Company

Click here to view the embedded video.

So Now You Know:

How to follow up without being a pest!

How to get your foot in the door & launch a fitness retreat.

How to build your network or business relationships.

Stay Tuned for Part 3.

In the next part of the video interview, Rebekah will talk about when she was diagnosed with osteoporosis at the age of 28, and how she discovered her passion through facing that challenge! And how she started a Pilates licensing program, which now has instructors in 4 different countries!

What Do You Think?

Any questions for Rebekah? Any ideas for a fitness retreat or product you want to share? Please let us know in the comments :-)

Until next time, keep your business fit.
Johnny Fitness

Victory! Empire State Building Race Recap & Results

Johnny Fitness — Sun, 12 Feb 2012 16:05:16 +0000

Hi there, hope you are doing great!

I am riding high off my victory on Wednesday. Not only did I finish 28th out of 666 competitors, I posted a personal record of 13:13 and I beat my friend Rob, who talked an amazing amount of trash leading up to the race.

Race Recap Video

Click here to view the embedded video.

Mental Visualization & Meditation

This was the key to my success this year, it really helped me overcome all of the trash talking Rob was doing. I basically would sit, focus on my breathe, & breathe without thinking of anything for 10-30min, usually 1x/day, sometimes 2x/day. Then, when I was really relaxed, I would visualize in my minds eye how exactly I wanted the race to go down, and I would live through the ideal race in my minds eye:

I am relaxed & focused at the starting line, but not taking myself too seriously.

I am very calm while I work hard in the stairwell.

I don't care if Rob is in front of me or behind me.

At the 20th flight I am 2:20 into the race & quickly jog the landing to transition to the 2nd stairwell. I do not stop for water.

Left leg, right leg, inhale, exhale, left leg, right leg, inhale, exhale.

work the railing, jog the landings, work the railing, jog the landings!

At the 40th flight I am 5:40 into the race.

At the 60th flight I am 8:54 into the race.

At the 65th flight I jog the landing, I am in tremendous pain but mentally calm.

I cross the finish line with a record time & my consciousness intact. (No passing out.) I am proud of my performance & humbled at the same time.

I relieved this exact sequence in my minds eye approximately 20x before race day, and then did it a few time on race day & even at the starting line.

Pre-race smoothie- kale, apple, carrot, celery, banana

Thanks everyone for your support on FB! And congratulations to Jason Gerhart & Rob Sulaver.

That awkward moment when you realize you are taking a picture of your phone with your camera, and technology is running your life. Thanks for all the text message of support, really meant a lot to me & helped me feel supported as I squarely faced a tremendous amount of pain.

Post race celebration, hummus, fried felafel, & beer. Tasted amazing after having a strict diet for the last 2 weeks.

What Do You Think?

Please let me know in the comments, would love to hear your thoughts on racing, meditation, visualization, and perhaps how these things affected your life & your fitness business.

Thanks everyone for your support! Until next time, keep your business fit.

Johnny Fitness

2012 Empire State Building Race

Johnny Fitness — Wed, 08 Feb 2012 16:25:38 +0000

Hey there, hope you are doing great! :-)

It's that time of year again....

86 Stories As Fast as You Can!

And this year, there are 3 Peak Performance trainer's who are racing in what really can only be described as an extreme confrontation with ones pain threshold in an increasing oxygen deprived state.

In other words, good wholesome fun.... And this year,

There Has Been a TON of Trash Talking :-)

You see, last year, Rob Sulaver beat me by a fraction of a second. It was an epic battle, and nnow he thinks he is King Kong.

Click here to view the embedded video.

How Rob Really Feels...

You see, that video makes Rod sound really confident, but here is the thing. He edited it to make it sound that way, here is how it REALLY SOUNDS WITHOUT ROB'S EDITING.

Click here to view the embedded video.

Escalating Video Attacks

So then Rob retaliated with this little video, which is actually 100% hilarious & accurate, of course.

Click here to view the embedded video.

Trash Talkin Day Before The Race Video

Click here to view the embedded video.

How to get a SICK Workout in under 4 minutes...

Stairs up, elevator down, repeat. This workout I did 2 sets of 46 stories. Brutal.

Click here to view the embedded video.

Who Do You Think Will Win?

Please let us know in the comments! You can find out by checking the race results here.

Until next time, keep your business fit.

Johnny Fitness