I completed my Certificate III in 2003 and my Certificate IV in 2005. The reason for choosing CAE to obtain my qualifications was mainly due to the convenient location and times however I was pleasantly (and thankfully) surprised by the high quality standard of the lecturers presenting the courses.
As with most people who are lucky enough to have a career in the fitness industry, I experienced first-hand the benefits gained through exercise and adopting a healthier and balanced lifestyle.
Once I discovered how great life can be by incorporating a few simple changes to how I was living, I wanted to share it with anyone that would listen! Fortunately, when I started out, I had some fantastic mentors and role models who were already successful in the fitness industry. I cannot begin to tell you how much time I saved, and the problems I avoided by learning from their experiences.

Once I obtained my qualifications, I immersed myself completely in my new career as a fulltime Fitness Professional. From day one, I hit the ground running because I had already gained a number of months experience doing assessments (supervised) and assisting in personal and group training sessions at a local gym. After time, I found I was not content doing only personal training sessions, so I expanded my knowledge and skill base to include working with children by completing my Certificate in Fitness and Nutrition for Children.

After experiencing a variety of different roles in the fitness industry, I found that I really enjoyed training people in a group environment. When I opened up my own studio back in 2007, I still needed to maintain Personal Training as one of my business’ primary services - but, to be honest, my passion is Group Training. I absolutely love the KICKBOX sessions held at the studio every week. I especially enjoy it when a member nails a solid punch or kick onto the shield and they stand back in surprise at what they just did. It’s a very rewarding feeling as an instructor. Another reward I receive by helping others is that those people not only become my clients, they become my friends.

In terms of future goals, I plan to transition my studio from a ‘Personal Training Studio’ that offers group fitness programs into the go-to Group Fitness Studio in Moonee Valley.
I know that once I achieve that goal, I will be one step closer to my ULTIMATE goal, which is to spend more time with my wife and daughters.

1. When your client starts with you, give them a Welcome Pack. This may include a letter of introduction, essential information regarding your future sessions, your cancellation policy, brief nutritional information, a professional referral list and some complimentary session vouchers for their friends or family.

2. Always follow up your sessions with a phone call 24 to 48 hours later. This can be used to see how your client recovered from the session and to confirm your next session. It really gives the impression to your client that you care about them.

3. Provide information handouts for your clients on a regular basis. Start a library of articles that cover a wide range of topics.

4. Send cards, text messages, or emails to your clients regularly. How good does it make people feel to receive a card or message with a few words of inspiration, saying well done and to keep the great work going?

5. Produce a newsletter on a monthly basis and Include articles on strength training; an exercise of the month; a Recipe; client testimonials; some jokes; a sample cardiovascular workout; and some motivational quotes. In other Words, whatever you think will help sell your business and provide a service for your clients.

6. Use the last 5-10 minutes of every session for hands on stretching. PNFStretching is a point of difference for your PT session as it is something clients cannot do when training on their own.

7. Always thank your clients for referrals with a gift. Write a short thank you note, and give it to them with a gift such as movie tickets, a massage voucher (negotiate a special rate with a local therapist), a complimentary personal training session, or a book. The list is endless. Your clients will only be too too happy to refer more works to you. Always think win-win.

8. Provide plenty of variety in your sessions. It’s great to stick to the basics and fundamentals during your sessions, but add some variety every 2 to 3 weeks. We all like to learn new skills, so try to introduce a new exercise, an outdoor session, or an aqua workout. Kick the football for a session; play some basketball; the list of what you can do is endless. Variety = motivation = results = retention/referral = $$$.

9. Finally, ask for feedback. It is vital that you know what your clients expect from you as far as service goes. Hand out an evaluation form/questionnaire to your clients every six months. Ask for ways to improve session content: what do they want more information on, what they enjoy most/least about the sessions and what extra activities are they interested in.

All comments can only make you a better personal trainer.

Lyn completed the Certificate III in Fitness in 2004 and the Certificate IV in 2005, and has been a Career Fitness member since its inception in 2008. Lyn is dedicated to her ongoing education and she has attended many “exciting and challenging courses over the past 2 years”.

Where the journey into the fitness industry started for Lyn is that she always had a love of exercise and the outdoors, “so when my friend suggested that I should combine my love of both and turn it into a job I thought why not? I took her advice and here I am 5 years later”. One of the major drivers for Lyn is her passion and desire to help others, “I felt with my wonderful Life Experience and the addition of Personal Training skills, I can practice what I am so passionate about, helping to challenge and change people’s lives”.  In February 2006 Lyn commenced work as a Personal Trainer at South Port Uniting running 6 Older Adult Strength Training Classes each week. She also secured work as a Personal Trainer at the South Pacific Health Club in April of the same year. “Both jobs were very exciting and rewarding. The SPHC provided me with great learning experiences that were challenging and educational. Working with older adults at South Port Uniting was very rewarding also, especially working with clients that had chronic conditions”. Lyn is currently working at ISCHS (Inner South Community Health Services) as an AHA (Allied Health Assistant) which she loves. In addition Lyn runs a Gentle Exercise group, as well as Strength Training, an over 55’s Well for Life group at Genesis, and she also assist in running Hydrotherapy Groups.

The new love of Lyn’s working life is Wellness Coaching. Lyn describes Wellness as the process of becoming aware of and making choices toward a more successful existence, and Coaching as helping people become very clear in the vision of their future. “As a good coach I have knowledge, but I don’t impose it on the person I am coaching. I give choices to my clients rather than orders and, I also allow the individual development of my client’s talents and strengths. Through my wellness coaching I educate, encourage, motivate and guide clients toward long term healthy behaviours and help create a wellness vision and offer support to make positive choices in nutrition, fitness, weight control, stress management and other health issues”.

In terms of future goals, “I am very excited about my new business Vitality Rising. With the help of business mentoring from Aaron, some great marketing material from friends and a new website www.vitalityrising.com.au I feel I am well on my way to a successful year in 2010. Away from work I love to spend time with family and friends, do extreme outdoor sports, travel, and cook healthy food”.

Janine completed both the Certificate III & IV in Fitness courses with the Career Fitness and the CAE in December 2006. Since then Janine has really practiced the “more you learn the more you earn philosophy” by becoming a Career Fitness Member and coming to all of the educational events that have been offered.

In addition Janine has done the Nutrition & Weight Loss - An Evidence Based Approach CEC/PDP Course and comments that “nutrition is something that I am extremely passionate about having been extremely overweight myself and then losing 30kg by changing my diet and exercising”. Janine has also done the Complete Guide to Bodyweight Training workshop because “I do a lot of outdoor training and this was a subject I was very interested in and wanted to learn more about so that I could offer my clients different training techniques and exercises rather than the standard machine exercises”.  She has also done Cycle Excel so she could take some Spin classes as well as offering clients something different and extra in their training.

The reason Janine chose a career in the fitness industry is because “fitness has always been something that I have been interested in since I was 17 years old and I have trained off and on in gyms for the last 25 years.  My weight over the years has yo yo’d and it wasn’t until 2002 that I changed my diet and incorporated a structured exercise routine 6 days per week that I lost 30kg. 

 After losing all of my weight the energy and confidence I felt gave me a new found passion for fitness and nutrition so at the age of 38 and tired of the corporate world I decided to go back to school and get my certificates in fitness and follow my passion and forge a career path in the fitness industry.  It wasn’t until I enrolled in my Cert III that I also found out I was pregnant!  I completed my Cert III had a baby and then started my Cert IV and qualified in Dec 2006, all while working full time at the Department of Defence.  What a year that was!”

After gaining her qualifications, Janine started work in the Feb of 2007 as a personal trainer in her own personal training business called Full Balance Fitness.  “I work part time whilst looking after our little boy Lennox and I work out of a small personal training studio in the Essendon / Niddrie area along with training outdoors along the Maribyrnong River in Essendon”. Janine’s special interest areas are Weight Loss and Post Natal Women “as this is something that I feel I have a great deal of experience in along with General Fitness and Boxing”. 

In terms of the future Janine’s goals are to “open and run my own personal training studio along with perhaps running seminars and impart my knowledge and experience to others who may perhaps find themselves in similar circumstances.  I also want to learn more and some other courses I am interested in are Pilates and Massage”.  

Outside of work Janine’s personal interests are her family, which includes husband Roy and 3 children, Leigh (27), Natasha (19) and young Lennox (3).  “When I am not working I love to keep fit by training myself or walking and I also love water skiing, snow skiing and bike riding.  I also love going to the movies and going and watching my favourite footy team Essendon”.

Colin completed the Certificate III in Fitness in July 2009 and then went on to complete the Certificate IV in September of that year through Career Fitness and the CAE.

 The motivation for Colin completing his fitness qualifications was that “after 20 years working as a dancer/performer/actor I grew tired of the constant travel needed to maintain a viable career in the arts/entertainment industry. I thought the fitness industry would be a perfect place to use some of the skills I had acquired after years of dance and performance training. My personal trainer, Phil Kourbatski, recommended the CAE course. Actually more accurately he recommended I study with Aaron Whear. It was Aaron who advised me of a position that was opening with the City of Yarra. It was due to this and to his support of my application that I was able to get the job in October, only a week after completing my formal studies”.

 Colin loves his job. “I work at 3 gyms for the City of Yarra; Richmond, Collingwood and Fitzroy. I work as a Gym Instructor and a Personal Trainer and am responsible for running the Living Longer, Living Stronger programs at the Collingwood Leisure Centre for clients 50+ years”. In addition Colin has been involved in administering a weight loss program and is involved with a program at the Collingwood Estate, which is the large Housing Commission flats on Hoddle Street. As part of this project Colin develops fitness programs for youth using the gym and Parkour training. “Working for the Council provides me with a wide range of experiences and opportunities. Thanks heaps Aaron”.

 As well as working for the City of Yarra Colin runs a Bootcamp style class for Kettlebell Athletica in Prahran. This is a gym devoted to the use of Kettlebells and other uncommon strength training equipment. “I love working with Kettlebells, Sleds, Ropes, Rings, Beer barrels, Tractor tyres, Sledge hammers and Torsinators! I have been studying with my Personal Trainer, Phil Kourbatski, the methods of conditioning and strength development created by the Russians and am continually amazed by the sophistication and effectiveness of their techniques. Phil is a fantastic source of knowledge”.

 Colin is deeply disturbed by the lack of activity in children and the appalling understanding shown by their parents about what constitutes a healthy lifestyle. In the future he would like to develop a health and fitness program for families to undertake together. “With all of this work and my PT clients I have been slacking off at my other great love, Filipino Martial Arts. I aim to complete my formal studies in Estilong Paikot, a traditional weapons based system of fighting and gain Instructor ranking”.

 I am really proud of what Colin has been able to achieve in a relatively short amount of time since he completed his qualifications. He is a great example of how quickly someone who is passionate about health and fitness can create a career within this great industry.

Jodi started her Certificate III in Fitness course through Career Fitness and the CAE in 2008 and completed her Certificate IV in 2009. The reason for undertaking the courses was to increase her knowledge of the health and fitness industry for professional and personal development purposes. In her own words Jodi wants to “practice what I am so passionate about and to help to change people lives”. 

Jodi has worked at Fenix Fitness, Point Cook since January 2009, as a Sales Consultant where she has excelled. The skills Jodi has learned in these roles will hold her in great stead throughout her whole career going forward.

Jodi’s special interest topics are strength and conditioning, body sculpting and nutrition. As you can see from the photo she practices what she preaches winning the Ms Fit Body Novice and coming 3^rd in the World Amateur Figure titles at the World Natural Bodybuilding Federation event held in the USA in November 2009.

In terms of future goals “I am looking at competing again in 2010/11, taking on Personal Training clients and fitness club management”. Away from work Jodi “loves spending time with my friends and family, extreme sports, hard training, scuba diving, cooking and eating!!!”

Colin completed the Certificate III in Fitness in July 2009 and then went on to complete the Certificate IV in September of that year through Career Fitness and the CAE.

The motivation for Colin completing his fitness qualifications were that “After 20 years working as a dancer/performer/actor I grew tired of the constant travel needed to maintain a viable career in the arts/entertainment industry. I thought the fitness industry would be a perfect place to use some of the skills I had acquired after years of dance and performance training. My personal trainer, Phil Kourbatski, recommended the CAE course. Actually more accurately he recommended I study with Aaron Whear. It was Aaron who advised me of a position that was opening with the City of Yarra. It was due to this and to his support of my application that I was able to get the job in October, only a week after completing my formal studies”.

Colin loves his job. “I work at 3 gyms for the City of Yarra; Richmond, Collingwood and Fitzroy. I work as a Gym Instructor and a Personal Trainer and am responsible for running the Living Longer, Living Stronger programs at the Collingwood Leisure Centre for clients 50+ years”. In addition Colin has been involved in administering a weight loss program and is involved with a program at the Collingwood Estate, which is the large Housing Commission flats on Hoddle Street. As part of this project Colin develops fitness programs for youth using the gym and Parkour training. “Working for the Council provides me with a wide range of experiences and opportunities. Thanks heaps Aaron”.

As well as working for the City of Yarra Colin runs a Bootcamp style class for Kettlebell Athletica in Prahran. This is a gym devoted to the use of Kettlebells and other uncommon strength training equipment. “I love working with Kettlebells, Sleds, Ropes, Rings, Beer barrels, Tractor tyres, Sledge hammers and Torsinators! I have been studying with my Personal Trainer, Phil Kourbatski, the methods of conditioning and strength development created by the Russians and am continually amazed by the sophistication and effectiveness of their techniques. Phil is a fantastic source of knowledge”.

Colin is deeply disturbed by the lack of activity in children and the appalling understanding shown by their parents about what constitutes a healthy lifestyle. In the future he would like to develop a health and fitness program for families to undertake together. “With all of this work and my PT clients I have been slacking off at my other great love, Filipino Martial Arts. I aim to complete my formal studies in Estilong Paikot, a traditional weapons based system of fighting and gain Instructor ranking”.

I am really proud of what Colin has been able to achieve in a relatively short amount of time since he completed his qualifications. He is a great example of how quickly someone who is passionate about health and fitness can create a career within this great industry.

Have you ever heard of the puppy dog close in the world of sales? It is where you give the prospect (potential client) the puppy to take home for a week to fall in love with. After the week you go and collect payment and 90% of the time the prospect will not be willing to part with the puppy. So how does this relate to selling Personal Training? Providing a sample of two complimentary Personal Training sessions is a variation of the puppy dog close. If you offer first class service and deliver great value during these complimentary sessions you should be able to convert a very high percentage of prospects to full fee paying clients as these clients have experienced a service that they don’t want taken away from them. I highly recommend the strategy of offering complimentary sessions while your Personal Training business is in it’s infancy and believe you should consider the time spent in these sessions as part of your marketing budget.

Once you start to establish a list of paying clients you should start to see the magic of referral business kick in provided you deliver a great service, and have learnt how to ask for referrals and can effectively sell. According to IHRSA (the largest health club body in the world) 46% of new business for Personal Trainers comes from word of mouth referral. When this happens you will find that you don’t need to do many or any complimentary sessions as these clients are often “pre-sold” by their friends. However, until you get to that point you will find offering complimentary sessions or as I call them a “test drive” and effective business building strategy.

If you picture a ladder in your mind, at the bottom of the ladder are your cheapest products and service offerings and at the top are your more expensive items. The goal of your marketing efforts is to bring as many potential new clients onto the bottom rung of your ladder as possible. Once they are on your ladder you actively, consistently and repetitively present them with additional offers which move the client up the rungs of your ladder over time. An example of how this works in practice is that you give away something of value to your potential client in exchange for their contact details. This could be your newsletter, a special report, CD, DVD, or a Complimentary Personal Training session.

The reason for giving something of value away in exchange for contact details is that once you have a potential client on your ladder you can continue to market to them over and over again until they buy. You see the fact is that many people do not buy your products or services the first time they inquire. However, if you are able to get their contact details and put them on the bottom rung of your ladder then you can follow them up with future offers. Unfortunately many businesses leave a lot of money on the table by not following up clients.

I have been on the database of a number of businesses who continued to send me good quality information in the form of a newsletter for up to 18 months before I decided to buy from them. What they had done was build credibility over this time to the point where I felt ready and comfortable to make a purchase from them. The point being, that if they did not get me onto the bottom rung of their business ladder then I would never have made a purchase from them.

 As the client progresses up the ladder they become more and more valuable to you. Therefore you have two preeminent goals as a business person:

1. Sell to as many new clients as possible
2. Continue to build relationships and sell more to your existing clients, i.e. allow them to climb your business ladder.

Secret 1: Control Portions

Less than 20 years ago, a standard cup of coffee with whole milk and sugar measured in at 8 ounces and 45 calories. Today, many java junkies have replaced that cup with a Starbucks 16-ounce Grande Mocha Frappuccino, which weighs in at a whopping 380 calories (www.starbucks.com). To burn all those extra calories, your client would have to walk for at least one hour. Successful weight “losers” control their food portions. In fact, research suggests portion control is the greatest predictor of successful weight loss. Help clients control portions by teaching them to read nutrition labels; carefully measure out servings; eat only a single helping; use smaller serving dishes; and resist the urge to “clean their plates.”

 Secret 2: Be Mindful When Eating

Many people turn to food when they are bored or stressed out. Encourage clients to eat when they’re hungry and stop when they’re full. That means paying attention to everything they eat. Teach clients to ask themselves why they are heading to the fridge or pantry. Are they really motivated by hunger, or are they really just bored, stressed, sad, tired and maybe even full from their last meal or snack! Emotional eating can wreak havoc on a well-planned weight management program.

 Secret 3: Exercise Regularly

Fitness is key in losing weight and keeping those pounds off. More than 94% of participants who succeeded in their goals in the National Weight Control Registry increased their rate of physical activity (NWCR 2007). In fact, many who lost weight reported walking for at least 1 hour per day. And for those who kept the weight off, exercise was also crucial. This was evident because the registry participants who dropped out of fitness programs ended putting the pounds back on (NWCR 2007). Remember, as people lose weight, a proportion of each pound comes from muscle; that, in turn , slows down the metabolism and makes it difficult to keep the weight of. Although walking and other cardiovascular exercise is important for burning calories, be sure to recommend a resistance training program to help clients preserve their lean tissue and keep up their metabolic rate.

 Secret 4: Check the Scale

While it is not advisable to become obsessive about weight to the nearest 0.01 pound, people who maintain their weight loss do so by keeping periodic tabs on the scale, weighing themselves at least once per week. This way they are able to identify small weight increases in time to take appropriate corrective action (NWCR 2007).

 Secret 5: Eat Breakfast

More than 75% of the NWCR participants eat breakfast daily; only 4% never do. And research suggests that breakfast eaters weigh less and suffer from fewer chronic diseases than people who skip breakfast.

 Secret 6: Monitor Intake

One of the strongest predictors of successful and maintained lifestyle change is monitoring dietary intake. While it can be tedious to keep a daily food log, research has shown that this practice is a highly effective and proven strategy.

Reference: DietMaster Pro Nutrition Software 2009

 Continued…. See Part II soon