The first fitness appointment with a new member comprises a 60-minute appointment including:
- A 30-minute workout assessment with a Personal Trainer to determine the member’s fitness goals, fitness level, and prescription for success followed by
- A 30-minute appointment with a Fitness Manager to perform the Visual Fitness Planner (VFP) presentation and design a Body Transformation Plan for the client.
Preparation for Fitness Appointments
Every day, the General Manager has a pre-shift meeting with each Personal Trainer to review their opportunities for the day. Refer to Managing Opportunities for the Day for further information.
After the pre-shift meeting but before the fitness appointment, the trainer:
- Prepares the clipboard with the PT Assessment sheet, filling out the top portion before the session starts.
- Locates the body composition device and has it ready to record the member’s body composition.
- Be ready. Stand close to the Front Desk, and smile.
Goal: Most new members are timid about where to go and who to ask for when they come into the club for their fitness appointment. Ease this moment of tension by being the first one to introduce yourself.
Perform the Workout Assessment
During the first 30 minutes of a client’s first fitness appointment, the Personal Trainer performs a workout assessment of the client’s goals and fitness level.
ENTHUSIASM GOES A LONG WAY
- Introduce yourself warmly, and smile.Goal: First impressions are one of the most important parts of any appointment. Put clients at ease right away with a warm smile, good eye contact, and a firm handshake to start building trust.Script: “Hi, are you ______? I’m ______ and I’ll be working with you today on your assessment. Let’s have a quick seat over here.”
- Ask ice-breaker questions with a smile.Goal: Let’s face it, meeting strangers is never easy, especially when neither party knows what to expect. The goal here is to try and build rapport as fast as possible to get the member to like and trust If my trainers seems confident in what he/she is telling me to do I am more apt to buy. Wishy washy does not sell.Script: “Is today your first workout here?”
“How do like the club so far?”
“Let me tell you a little bit about myself and how this appointment today will help set you up for success. I am a certified Personal Trainer at The Edge. [Add any additional certifications or degrees here that you think they would want to know. Keep it short.] I’m here to assess your current fitness level. For the next 30 minutes, we will determine where you are now and which areas of fitness you need to concentrate on to get to your goal. At the end of the workout assessment, your goals and prescription will be recorded by our Fitness Manager, _______, and you will be emailed a plan to reach your goal with 10 Strategies for Success. Let’s get started!”
- Ask Health Assessment Goal Questions.Goal: Uncover the heart of what the member wants to change about themselves. Dig deep to discover their “pain.”Script: “How long has it been since you’ve worked out consistently?”
“What would you say is your primary goal?” [If their primary goal is non-descript, use this same word back with them to clarify. “What does ‘get in shape’ mean to you?”]
“By when would you like to achieve this?”
“How many days per week, realistically, does exercise fit into your life?”
- Fill out the Health Assessment Par-Q Form.Before performing the physical fitness assessment, the trainer needs to ask the client some questions. The trainer will:
- Fill out Personal Training Goal Assessment and Par-Q completely and legibly.
- Ensure that you write in the member’s email, primary goals, and achievement timeframe.
- Ask the Par-Q (medical) questions.
Goal: Determine the physical activity readiness. Be empathetic and conscious of time.
Script: “I need to determine your fitness level before we get started. These questions will help me to do so. May I ask you…”
- Take the member’s body composition and record body statistics on the lower left hand side of the page.
Goal: Take the member’s body statistics.
Script: “Let’s record some body statistics to see where you are now.” [Use body fat machine to collect data and write on sheet.]
- Have the client sign the waiver.
Goal: Member signs the informed consent.
Script: “Please read and sign this waiver for insurance purposes, accepting responsibility for today’s workout.”
Before the workout, hand the PT Assessment sheet back to Fitness Manager or front desk manager.
Now the Trainer is ready to guide the member in a short workout. The Trainer will give the client a 20-25 minute workout assessment. The Trainer designs a workout assessment which consists of a push, pull, and squat routine to determine strength, endurance, and stability. The workout assessment should be dynamic, fun, and challenging enough for the member to break a sweat and say “WOW, that was great!” at the end.
KEEP THE FOLLOWING IN MIND:
- Everything matters. Be on time. Be clean-shaven. Have your shirt tucked in, trimmed hair, and smell clean. Think about it: who would want to spend money to train with someone who was the opposite?
- Use the READ System from the National Academy of Sports Medicine”
- Rapport is essential in the beginning phases of the relationship between the fitness professional and the client. It is characterized by similarity, agreement, or congruity.
- Empathy is understanding and identifying with the thoughts and feelings of another.
- Assessment is the process of determining the importance or value of something allowing for direct focus on the client and his/her specific needs.
- Development involves designing a program and having the ability to demonstrate how each component of the Optimum Performance Training (OPT) model relates to the client’s wants, goal, and needs.
Hand Off to Fitness Manager
At the end of the 30-minute assessment, the Trainer hands the member off to the designated Fitness Manager with a prescription to design a program for the client which will include a recommendation to work with the trainer twice per week (30 min sessions) and train in Edge Strong Team Training sessions 2-3 times per week. The member will now have his/her “transformation plan” created by the Fitness Manager.
Script: “Mary, this is our Fitness Manager, _______. Mary did great today. Her goals are to lose 20 pounds by the Spring. I would like to design a program to help her do this the right way. I recommend that she work with me twice a week, one-on-one, and twice a week in team training to get there. Our Foundation Team Training classes will work great for her.
“Mary, _______ will now complete your Body Transformation Plan to show you how we can help you. It was great working with you today, and I’m looking forward to working with you again soon.”