Ep. 125: Overcoming common struggles as a new trainer

Can new personal trainers survive the high dropout rates in gyms like Crunch, Equinox, Lifetime, and 24 Hour Fitness? Join us as we explore this pressing question and provide actionable strategies to not only survive but thrive in the fitness industry. We’ll share the key elements of building a resilient mindset, such as gaining hands-on experience, establishing a strong educational foundation, and fostering professional relationships with specialists like physical therapists and registered dietitians. Think of it like a baseball player overcoming a slump—resilience and a positive attitude are your tools for turning passion into a rewarding career.

We also dive deep into the art of managing client expectations and forming lasting connections within the gym environment. From mastering movement assessments to setting clear and effective client goals, we’ll cover practical advice on closing sales, understanding client needs, and handling objections with confidence. Drawing from personal experiences and lessons learned from seasoned trainers, this episode provides a comprehensive roadmap to maximize your potential. Plus, get an exclusive preview of our upcoming book, which aims to build your confidence and skills without the need for expensive business coaches. Tune in to discover how to stay committed, continuously improve, and prioritize your fitness goals.

Want to ask us a question? Email email info@showupfitness.com with the subject line PODCAST QUESTION to get your question answered live on the show!

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Transcript

Speaker 1: 0:01

Welcome to the Show Up Fitness Podcast, where great personal trainers are made. We are changing the fitness industry one qualified trainer at a time, with our in-person and online personal training certification. If you want to become an elite personal trainer, head on over to showupfitnesscom. Also, make sure to check out my book how to Become a Successful Personal Trainer. Don't forget to subscribe, rate and review. Have a great day and keep showing up. Howdy everybody, and welcome back to the Show Up Fitness podcast.

Speaker 1: 0:34

Today we're going to be talking about the early struggles as a personal trainer at Crunch Equinox Lifetime, 24 Hour. Hopefully you're enjoying this beautiful Saturday. That's me kissing my biceps, because every day you are alive, it's a wonderful day to help people and that's why we got into this. So I need you to remember you have to understand that 90% of level zero trainers quit within the first year. So ask yourself are you a level zero trainer? Do you have a textbook certification? Are you chasing more specializations via a textbook or did you learn via hands-on? Do you have a degree in kinesiology? Have you done an internship? Do you have a physical therapist, a registered dietitian, on your team? Have you gotten your SUF CPT level one certification moving into the level two. And if that is you, you are going to turn your passion for fitness into a career. I fucking guarantee it, because you are representing our brand. I believe in you T Patty, Phil, craig, jasmine I believe in you. I know you can do this because you are great trainers.

Speaker 1: 1:47

But it's very common as a new trainer to get caught up in what's going on by only analyzing a few days or weeks or months. Let's compare it to baseball. Look at the great Aaron Judds for the Yankees. He started off shitty. He did not do that well the first couple weeks and months of the season. He didn't quit, he didn't cry, he didn't point a finger and say it's your fault, it's not me, it's everyone else. That's what a level zero trainer would do. But that's not you. You are a champion, you are the best of the best. So you put your belt buckle back on, you get back up there and you start fucking crushing home runs, exactly as he did. Had one of the best months of May of his career, he'd get like 13, 14 home runs. Those feelings that you are experiencing are perfectly normal. Now you have to flip that switch in your head, knowing that you are the best. You are going to be the number one trainer in that gym because you have the foundation. And right now you may have a couple of strikeouts and it is hard to overcome those negative experiences. But let's flip the script for a second and look through the lens of your coworkers, your managers, the clients in the gym.

Speaker 1: 3:04

90% of level zero trainers quit within the first year. You have these young bucks and hunkettes that come in there thinking their shit doesn't stink and they just start talking. Everyone trying to sell, sell, sell. They're not building relationships with the other trainers, they're pissing the managers off. And then, ultimately, those first couple strikeouts come in and they get discouraged. So what do they do? They go to an online forum. How do I get more clients? They pay some dipshit business coach $10,000 who gives them a bunch of terrible information and then a couple months later they put their tail between their legs and they quit. It's a saturated market. It's so hard to become a trainer and then they become a real estate agent. But that's not you, because you have the foundation and what I want to help teach you today and this is going to be the podcast you got to keep on coming back to to light that fire under your ass because you're not average, you are not that level zero trainer. You are a hunk in a hunkette and patience is going to help you overcome these small hurdles.

Speaker 1: 4:10

Members are used to seeing trainers come in. They have that excitement in their eyes and they're counting down until they quit because they've seen it. They've been there longer than most trainers at that gym. They come in. They may look great, they may not look in. They may look great, they may not look great. They may have confidence, they may not have confidence. Whatever it is, the common denominator is they have a level zero certification and so they go out there. They try to sell them on some quick fix scheme on pain or whatever it may be. They don't have the confidence with the sales process. They don't sign up, they don't follow up, and that's something we're going to address here.

Speaker 1: 4:46

And then their demeanor starts coming down. They're walking around with that resting bitch face, resting dick face. They don't have fire, they don't have excitement. They're showing up half-assed, they're showing up hungover. Your energy needs to spill off onto the member base. And you got to look in the mirror and say today is going to be a great fucking day because I have an opportunity to go out there and help people and you smile and you shake people's hands and if someone's a dick to you, who gives a flying shit, you move on and you find that person who's looking for some advice. You're going to have a lot of people giving you their two cents. They're going to say you got to do this, you got to do that.

Speaker 1: 5:25

Stay focused, so feel, have empathy for the other trainers, because they've had a lot of these level zero trainers come in. They think they know everything. I got my CES, my PES. I've been working out for 12 years. I know what I'm doing. Shut up, you don't you know your body, you don't understand the human body and so when you go out there and you start looking at it from a different lens, you got to get out of your head. I know that's a tough one to do because our head's on there all the time. Right, but you have to think about the people who are watching you, the trainers who you're working with and the management, because they're frustrated, they're annoyed and if you understand that process, it's going to make your life so much easier.

Speaker 1: 6:13

Because I really do feel for the member base. They have all these dipshit trainers who come in and tell them that they're broken. You got upper cross syndrome. Oh my God, you have knee valgus. We're going to put you on a fucking BOSU ball. And they get on there like this is fucking weird. They don't see the value in it and they try to sell them. Maybe they have some extra money. So there's some hope and they buy a package.

Speaker 1: 6:33

We spent half the session foam rolling and do correctives. Nothing comes about it. So then they go back to their routine and then you approach that member hey, how's it going? And they're thinking great, another fucking BOSU ball trainer. They're not going to really help me and they're going to give you some bullshit excuse because you're being transactional. When you are transactional, you're not going to make it in this industry.

Speaker 1: 6:57

People sniff it out of you. Other trainers sniff it out of you. They have that thirst, that hunger in the beginning, but guess what? You don't really want it. You're not showing up early and working out. You're not taking every minute and every second of the day as an opportunity to build your character and your reps within that gym. People need to look at you and go holy shit, what are they on? They're always on Something's up here. Are they fucking doing lines in the bathroom? I don't know Where's this energy coming from. They're always happy, they're always smiling. It's okay to have other trainers, not like you who gives a shit. You have to show them the members and the managers that you are resilient. Nothing is going to knock you off your track.

Speaker 1: 7:45

I love the story from Mark Megna. I interviewed him in my book. He was a trainer at Equinox. He played in the NFL. He went into that environment and the manager was a dick. He wanted to show him who had the power. So he said, mark, there's a spill over there, go clean it up. And Mark looked at him and smiled and said, okay. And he got a bucket and he cleaned the whole entire gym floor. And what that showed the managers. It doesn't matter what the fuck you're going to have me do. I'm going to do it tenfold and I'm going to do it with a smile. I'm going to help people in the meantime and I'm going to come back the next day and say hey, boss, is there something else I can do for you? I noticed there was a couple of trainers called in sick and they can't do their floor shift. Anytime that happens, let me know I will be here 30 minutes prior and I'll take that shift If the manager says he doesn't like the way your shorts are, your shirt is your hat.

Speaker 1: 8:35

You smile and you obey. That may not be in your character, but that's playing the game until you earn your stripes. They're testing you, they're fucking with you, they want to break you. So when you understand that and they say you know what, chris, I don't like you wearing a white hat, and I said, no worries, I will take that up. Do you want me not to wear a hat at all, because I can do that? What is going to make your life easier as the manager here? So then you give them that power and they think, wow, this isn't going to be a headache. And there's a fine line between being walked over, having a manager sexually assault you. If they were to say you need to sexualize yourself, fuck you, I'm not doing that. You need to bring that to the attention of HR, whoever it may be, because that is not okay. There's a fine line between knowing your character and someone saying, hey, chris, the shirt you're wearing is too big, you should wear a smaller shirt. If they were to say something like that, swallow the pride and obey for the time being, because when you're number one, you can do whatever the fuck you want to. You can show up when you train your clients. You leave, you take vacation whenever you want to because you're producing Right now. You have to earn your stripes. They're almost testing your mental capacity to see how they can break you. You could have other trainers trying to steal your clients, steal your leads. You have to just take it on the chin and realize that's just part of this dog eat dog world until you earn your stripes.

Speaker 1: 10:01

Listen to the podcast with Johnny number 16 trainer at Equinox. He is a competitive fucker and I love him for that. But he said it and he is kankake to the 10th degree. Don't train next to me. I'm going to embarrass you. I love that. I love being on stage in those big box gyms. I want trainers to be fearful when I'm on stage. When I step on that gym floor, I want them to go. Oh fuck, he's back. I've really got to step up my game because he's not on his phone. He's smiling. He's not leaning on the wall or counting out seconds on a plank. He's being creative during the accessories. He's pushing his clients by giving the best spot, having great conversations, the disposition of your clients, the countenance all great words that you will learn when you show up for the book club on Wednesdays with Helen, ann and I.

Speaker 1: 10:54

You need to remember that they are your competition and I know that may sound bad, but this isn't basketball. This isn't a team sport At Show Up. It is. That's why you're part of a great community. I'm not going to give pointers to Phil that I wouldn't give to Patty. This intel that I'm giving you is preparing you for what that's like and I guarantee it that you're going to overcome this Because I believe in you, every single Show Up trainer.

Speaker 1: 11:24

I believe in you, every single show up trainer. I believe in you, I'm proud of you and I know that you're going to make it because you've been taught by the best. You are the best. You are representing me. I'm that little devil and angel on your shoulder. We're going to get you through this. I know for a fact. That's why Carlos, our instructor, is coming up on his three-year anniversary at Equinox. Trainers are sticking through that. Six months where 50% quit, 12 months where 90% quit the proof is in the pudding. So by asking these questions, it's leveling you up. So I'm really proud of you for getting out of your comfort zone, getting out of your head and asking these questions. So just remember, it's a game and you want to win.

Speaker 1: 12:08

And so when I'm on the floor, I'm going to be training everyone all the time, even if it's not a paying client. I'm going to go to the front desk, I'm going to go to the snack shop, whoever it is, and say when is your next training session with a trainer? You don't have one. How does tomorrow look? At eight o'clock? And I'm going to do it to people on the treadmill.

Speaker 1: 12:29

I'm going to literally talk to everybody and if they have a trainer and that client says I'm working with Johnny, you say, oh, johnny's a great trainer. I apologize, I'm not trying to steal any clients. I'm just out here trying to help people. And if that trainer comes up to me later on and says I saw you talking to my client, I said no, I didn't know they were a client. I'm sorry, I'm here to help people and that's exactly what I was trying to do. I'm sorry if you feel threatened, but if you have any clients you don't want to work with, let me know. Pass them over to me because I'd gladly take them off your plate because I'm here to make a difference and whatever I can do to make your life easier being the top trainer. So what you're doing right there is you're letting them know that, hey, I'm a team player and let them know you'll take them to lunch, coffee, happy hour and you'll pay them their hourly rate to pick their brain, because, trainers, what they'll do is they'll step on their toes by going up to everyone and then they find out they have a trainer and say you know what that trainer sucks? You got to work with me. So there is that line in the sand, because you could easily create a really toxic environment by just saying fuck you to everybody and trying to steal, which I'm not promoting here. I'm promoting going out there and being proactive, talking to everyone across people who are working with a trainer just apologize, move on, go to that trainer. Let them know you're trying to build your book of business and that you're not trying to take anything. I can't promise there's going to be scenarios where clients will start working with you who had a trainer in the past because you're better, and that's just part of the game.

Speaker 1: 14:04

I want to address a couple of questions within the qualified personal trainers community. How do you handle a boss that wants you to do a specific movement screen At Equinox? They're going to have you do the FMS. Travis worked for a company that wanted you to do the FMS as well. If you're at Crunch, they're going to want the overhead squat assessment. That's NASM stuff. So you just play the game. Have them throw their hands above their head, take their shoes off, squat 10 times If their knees buckle in. You have an overactive adductor magnus. Your glutes are weak. Have them do some side band walks. Take them into the corner, do some glute bridges, some other exercises for the mid-back, because upper traps are overactive If the arms fall forward. So are the lats. You got a foam roll. If you don't, you're going to die. That is playing the game, the foundation for success in this industry.

Speaker 1: 14:51

Trade skills what you learned at Show Up Fitness. The business skills that's closing the deals and building a book of business but then the people skills. And the people skills not only apply to your clients but also your boss and management. So if you need to play the game, play the game. Take them through that overhead squad assessment and then show the client value. Working with you.

Speaker 1: 15:10

I'm always a big believer in setting very, very clear expectations in the beginning, because if your manager comes over to you later on and says you didn't do the overhead squad assessment, what the hell? And you say, well, they signed up, they're not going to give you shit, they're trying to give you tools of which they feel will help you close at a higher rate. And you may not align with that, but that's their managerial style, so you just have to play that game. I would set clear expectations when they come in. Here's what we're going to do today. We're going to go over some movement screens. I'm going to take you through a workout. I'll show you any machines that you are interested in.

Speaker 1: 15:46

But before we get into your medical history and do your blood pressure and all that fun stuff, what is the number one, most important thing that you want to achieve from today's assessment? And then just focus that assessment on that number one goal. If it's pain, show them some exercises from the prehab guys. If it's fat loss, you want them to get sweating and be a little sore at the end of the workout. You have to listen to what they want, otherwise they're not going to sign up with you. Imagine going to a restaurant and you really want to get pizza and they give you a fucking lasagna. You're not going to be stoked. The lasagna could be amazing, but you want pizza. How do you know? You ask so when you have that conversation, at the end you present the plan for what they want.

Speaker 1: 16:33

How did you like today's workout? You originally said you wanted to lose 10 pounds, or you had pain, or you wanted to get stronger here. Do you feel like we achieved that today? And you get them into that yes mindset. How many times a week would you like to train with me? They're either going to give you a number or say what do you suggest, Chris? Then you provide that solution. And if they were to say they can't train with you because it's too expensive, they need to think about it. They need to talk to someone. Just push back a little bit with a smile. What's going through your mind right now?

Speaker 1: 17:04

I understand that a lot of trainers take the passive approach, which is, if they want to train with me, they will come back around. I think that you should challenge yourself to get out of the comfort zone by asking why, a couple times, this is a little expensive. Well, talk to me, what were you thinking about when you came in today to work with a private trainer? And then you get them to talk a little bit more, because when they go home they're going to start price shopping. You may have just not shown the value, and that's not a knock to you. That's what happens as a newer trainer. So you reflect, you ask questions within the group and then you go out there and you give it another shot, just like Aaron Judge.

Speaker 1: 17:42

Like I said earlier and one of the most difficult things is you can't be hard on yourself in the beginning if you've only done 10 assessments. I was talking to T, she's done 80. And I said come back when you've done another 80. Rinse and repeat. You get a little better each time. So for your client right here, patty, a 72-year-old female who's recovering from a rehab with pulmonary issues, she got her doctor's information emailing them shortly Awesome, I love that.

Speaker 1: 18:10

You're going to put them into your database and then you follow up, just like you said you would. Hey, when would you like to come in for your second workout? They are now within your pipeline. They may not come back for a couple of weeks, but you still have weekly reach outs, whether if it's on the phone, via text, voice message, email. Make sure you send it to just one person, carlos. Don't send it to everyone. You want to make sure you are following up. Don't be transactional. They come in, they don't sign up. You just write them off. I don't give a shit about you. No, you put them down, take some great notes, follow up next week, follow up the next week. If you see them around high five, give them a smile, know their name. These are all really important things because you have to reflect on what if they worked with a trainer in the past, a typical textbook trainer they're going to be transactional. That's not you. You are creating a book of business. These are your clients long term.

Speaker 1: 19:06

You had a second client who was battling cancer. She is a survivor one year post-op. Everything went well. She wanted to focus more on machines. You weren't ready for that, but that's okay. You learn now from that scenario. Oh shit, I better know all of the machines. So you should go through and practice and practice and practice on the hack, squat, the calf, raise, all machines. You would never do, because there's a lot of clients that go to a gym that just want to use machines. So then you can show them how to use them.

Speaker 1: 19:39

Maybe you write up a really simple program form. Do CCA, we're going to do a cable. Row over here into a press, over here into a plank. You make it economical. You do a leg press into a military press, into a side plank and then you finish off on another hammer strength row into a different press, into some abductions Pretty simple. You follow up and say how are those workouts been? And guess what? They're going to say I haven't been consistent, I haven't gone. And you say awesome, tomorrow I actually had a client who canceled at 12 o'clock. That's when we originally met. I would love to get you in for another complimentary workout and I will show you some other exercises outside of the machines.

Speaker 1: 20:18

People think machines are bad. People think they're good. They are what they are. They are there to help people move weight and get stronger. They're not less functional or more functional. I hate that vocabulary. You can speak that vocabulary to your clients. If they say I don't want to use machines because they're not functional, well then you show them some pushups and you show them step-ups and goblet squats and body weight exercises, get some bands and so forth. Your gym may only give you one or two complimentary assessments. You can give more. You just may not get paid for it. Maybe you need to go and do three or four of them. As long as you're getting those reps in, people are going to see you on the floor working with people and that's the most important part.

Speaker 1: 21:01

You came across a college aid student who was 24, deconditioned, came in with their parents, who were very good shape. Mom went off and did a little workout. You took them through it, but at the end mom was still working out. That's okay, put that into your notes. Client was interested in working with me but wasn't able to ask parents for money. So then you follow up. Hey, mom talked with Julie. She loved the workout.

Speaker 1: 21:25

Love to see a time when we can go over a plan that fits her schedule and your guys' budget. What time works best for you? And then you just keep on following up. Keep on showing up. That mindset is going to separate you from all of those victim trainers, because they're going to bust sooner or later. Three months, they're going to start getting really frustrated. So if you realize this, come back to this podcast three months from now. Put it in your notes, listen to this podcast again, light a fire up under your ass because it's going to happen again. So, if you realize that this is normal, but you are taking a different route, other trainers are going to quit.

Speaker 1: 22:03

You are reflecting, going through SWIFTs, asking questions in the community group, getting on Instagram lives with us, challenging yourself to level up. Get into the level to ask questions to me. On Tuesday, I'm going to be helping Kareem go through an interview process with another show up fitness CP2 and that's Arthur. We did a podcast with him probably two or three months ago, and how cool is that? He's going to be going to this crunch interviewing with him probably two or three months ago. And how cool is that he's going to be going to this crunch interviewing with him, and Arthur's essentially going to hire him or not hire him, but we're going to go through that role play in class.

Speaker 1: 22:38

Our community is growing and I'm super, super excited about this and you have to listen to my voice and how passionate I am. It's not all the caffeine I've had on this beautiful Saturday morning. It is because I know you're gonna be successful. You're a great trainer, patty. You're a great trainer T and Phil, every single person part of the community. But these are normal situations that you're experiencing and I'm really excited for you because you're gonna reflect a year from now and say, wow, I was a little frustrated and scared in the beginning. Now look where I'm at. So you're doing everything right.

Speaker 1: 23:13

You just have to be present and remember that members out there could be watching you when you are at your lowest, and so when you're at your lowest, that's when you need to be on stage. So smile If you're having a shitty day three people in a row they didn't show up, they didn't sign up, one of your clients farted and it smells and it's just a terrible fucking day Just take a step back, smile and say what would the belt buckle trainer do? He would take that whiskey with lemonade and make it into a positive experience, and that's what you're going to do. So you're going to smile and you're going to look around and you're going to talk to someone and say you know what? Those are some cool shoes. Give someone else a compliment. Focus on other people when you are down in the dumps, because that's how you're going to rise above.

Speaker 1: 23:56

You got into this to help people. These are opportunities for you to help people, and remember this is so important because I say this question over and over and over again. When you hit that brick wall, that fork, and you are frustrated whether, if it's being declined from assessments, you're not making as much as you would like, other co-workers are talking shit about you. Whatever the case is, I will always ask the same questions how are your workouts going? What books are you reading? What level one additional course? Are you going to Hands-on learning seminars within the next three months? If you don't have something to look forward to, you're just treading water. You don't want to tread water. You want to be fucking Michael Phelps in first place out there kicking ass. Well, you need to go to more level one workshops. If you just step back and think everything's going to be handed to you, it doesn't happen that way. You need to surround yourself with motivated, smart, like-minded individuals, and you're going to find those at weekend seminars. We're going to be in Chicago at the end of July, 27th, 28th, one to five or six o'clock per day. Dallas in August, the 30th, 31st that's a Friday and Saturday one. We're working on Toronto. We also have some stuff set up for Arizona. Our goals are to be out there as much as possible so you can be in that positive environment.

Speaker 1: 25:22

As a trainer of trainers, I know the industry more than anyone out there. Am I being cocky? No, I'm just being realistic. Listen to the prior podcast. Johnny is the one that's on my mind right now because he's one of the top trainers there and if you listen to what he did in his first year, he would go to weekend seminars almost every month and he met so many awesome people and these seminars that he was going to were thousands of dollars. Ours is not thousands of dollars yet they will be, because when you have the best product, you can charge more. Just like you, you want to charge more than your current hourly rates. What are you currently charging? 80 bucks. Do you want to be there for the rest of your life? Is that capitalism? Because you want to charge 120? No, you want to work more by doing less and as you build your confidence, you will be able to do that. It takes time and as your experience grows, that will happen by getting into more workshops, and I'm not just talking about show up. There's a lot of great ones out there. Talking about show up, there's a lot of great ones out there PPSC, barbell, rehab, find Ones Evolve in Canada with what's his name, andrew Coates.

Speaker 1: 26:32

Be around like-minded trainers because if they have experience on you, you could ask them what were you doing in year one of training? And here's the best part You're going to find out. You're so much further along than a lot of these experts. It took me years to get confident with the sales process. I was that trainer who would sit back and say I'm the best. If you want to work with me, you'll come around. I would go back to myself and slap me in the fucking face and say Chris, you dipshit. You're sitting in your comfort zone. You think you're hot shit? Well, guess what? You're not. You need to ask questions that make you uncomfortable. You need to challenge when people say no in a form fitting way. If someone really can't afford it, then yes, respect that. You know I have a funeral for my family. I have to. Well, fuck your family. You got to work with me. Nah, it's not going to go very well.

Speaker 1: 27:24

Be aware of your audience and have empathy. If someone just paid a bunch of money and they can't afford you right now, respect it, put it into your notes. Follow up. Most people will not follow up. This is going to be an opportunity for you to implement innovative strategies. Get their email, get their phone number. You put it down. One year from now you could have a thousand contacts as you build more streams of revenue. Someone a year ago today could be buying your program a year from now.

Speaker 1: 27:58

I didn't know if that made sense. Maybe I had too much coffee in my system a year ago today, but I fast forward. You get what I'm saying right. What I'm saying is make shit happen today by being proactive. Anyone that you talk to is an opportunity. Hopefully you all found today's podcast valuable.

Speaker 1: 28:15

Let me know within the community group what you want to hear more of Challenges. I am here to help you. I'm your number one fan. You're going to have my book Volume 2, very soon. We're just working through the kinks on the final edits. The cover is right where I want it to be, but it needs to be a hard cover. The last one they sent me was more of a textbook cover. We're like 99.3% and I know I keep on saying one more week, one more week.

Speaker 1: 28:41

Talk about being frustrated. I'm fucking blasting my liver with how much whiskey I'm drinking to get through this shit because it's so damn frustrating. Just bear with me. We're going to start talking about it more on the podcast and have a crazy book launch seminar party. We're going to get out there and really push this product to get into the hands of every fucking trainer in the world, because the process right now is broken and it really really does break my heart thinking.

Speaker 1: 29:11

I love the fact that I can answer these questions with people within the community. When you text me, I love helping you guys, but how and girls? How many people out there are scared to ask the question or, even worse, to go to a stupid Reddit group and they have some dipshit telling them oh, this is what you got to do. Or buy this Alex Ramosi program. It's going to be $19,000 and he's going to help you level up. Don't fall for the business coaches. You just need confidence, and that comes from keeping your chin up, smiling and showing up regularly. All righty y'all. Remember big biceps are better than smaller ones, and keep showing up.