Should You Become A Personal Trainer? | Mind Pump 2390

all right Fitness changed your life you love it it's amazing you want to share it with the world you want to work as a personal trainer but is it the right job and career for you that's what we're going to talk about in today's episode should you become a personal trainer a lot of people have passion they that's it yeah that is it this so you know um I think it's it's important that we talk about what got us into the the FI cuz we all we all lasted a long time Rich wrong reason strange you chose this industry I I actually didn't think um I didn't think it was I didn't take it seriously as a career not when I at least not when I first started I actually thought it would be a cool um like side business or like a part-time job while I finished my degree yeah but your degree was what Kinesiology and so I thought but I didn't think I was going to use that for personal training I wanted to be a physical therapist or you know be a trainer for a professional team all the I think all the things that I think a lot of people that are moving in the Kinesiology uh Direction think they're going to be uh and then when I so when I actually got the job I really I told the the the boss at the time I said um yeah no I'm not going to work full-time I I'll do this parttime while I go to school and I was totally grateful for the opportunity it wasn't until I got into it that I realized oh wow like one I loved it um found myself working crazy hours and and really passionate about about the job and then also realize oh wow if you are really good at it you actually can make some decent money doing it and that's kind of how I fell into it yeah for me it was um I mean I started working out at the age of 14 and and became just super um infatuated with with strength training and fitness and supplements and nutrition the whole thing and I also was had had thought that I would go to school for physical therapy I think all of us uh yeah did I definitely did because at the time you know you talking uh the 9s as a kid right as a teenage kid uh I didn't know that there were careers that had to do with Fitness aside from like physical therapy I I don't realize it was say anything else so that's what I was going to go to school for and at the time I had a membership at a gym and um I I remember asking them like you know can I become a personal trainer here maybe maybe it'll get my foot in the door of of of training people or working with people and they said well you have to be 18 at the time when I inquired I think was 16 so I waited and as soon as I turned 18 I applied and it was I mean it was like right away right away this is what I want to do this is what I need to do and um like you said Adam I was there crazy hours I mean they could have they could have not paid me and I still would have been that was to me I would say like when looking back right like think trying to think back like you know what was going through my head at the time and especially considering like taking the job and not really thinking that I was going to go that direction was I found myself there s days a week all the time so even if I didn't have clients and I had a shift like I was hanging out there and that was like kind of the real like aha moment for myself going like wait a second like I enjoy when in my life have I ever done any job where when I'm not getting paid I'm not on the clock I'm still hanging around the place like I was like borderline bad like to a fault right like it was I probably every week that I worked I probably stayed double the time just hanging out yeah hanging out with the trainers hanging out with members working out twice a day playing basketball in the basketball court I mean it was literally that's how obsessed I was with the gym so that's the first time I felt like I had a job where it wasn't a job I just showed up uh to do um you know to train myself then I was obviously like trying to make it work because I came from school and I had all this like education and I was like what am I going to do I was kind of in limbo meanwhile it was like wow there's actually something here like I can build off of this like I'm getting clientele um and I started to think about taking it more seriously uh but I was already enjoying just the fact that I was at the gym and I was like able to get my own workouts in I was able to help people and really like my favorite part for me you know coming from a sports background was the off season and training and and uh the intentional uh uh training that would put into season and I I just love that period I was the first one in the gym before everybody else uh in the offseason cuz I was so excited to grow now was there a a period of time for either one of you guys or do you remember when you realize like oh there's potential for to make decent money doing this like I remember I had been there for like I don't know like six months or so and I and I was doing every month I was doing better a little bit better a little bit better so I like each paycheck I got increased like for six months consistently and I remember the boss at the time the the fitness manager trying to convince me like you need to do this full time you should do this full- time like you're you're meant for you're meant for and I'm like oh no I'm going to school that's what I told my family that was the whole reason why I moved here kept telling them no no no and then he started to kind of challenge me what do you want to do for a living you know and I'm like well you know I think I going be a physical therapist I might go that route and he's like telling me he's like you know you can make really good money working here I'm like well come on like how good of money can I work and then he like literally showed me his paycheck that's what and and so I saw how much he made he was making like six figures and he's only in his 20s and he's like and this is my position he goes my boss is making more than that and then his boss is making more than that and I was like oh [ __ ] and at that time too like that was a lot of money for me you remember this is 20 something years ago and I'm coming from $7 an hour and I'm looking at someone's paycheck that was Mak I think he was making like $98,000 a year I was like holy this is this is way more money than I thought and that's like one position up for me like that was the moment I realized like oh man this maybe this is a career here I remember specifically how it worked for me because I started so 97 is when I started there my first year there I was a trainer for four months and then I became the fitness manager so toward you know the back half of the year I was a I was a manager and I had got my pay remember this is 1997 I'm 18 years old now admittedly I really had no concept this is kind of funny to say of what a lot or a little bit of money was because yeah that's how I was I was very sheltered as a kid I I you know I grew up in a traditional you know family my parents are immigrants and um so I didn't know like what's good money what's not good money um I just threw everything in in my saing account but that first year I made $74,000 and I remember the conversation was school was supposed to start up and I was going to go to school to be a physical therapist and I told my manager hey I'm going to step down because I want to be a a PT and he and he said uh do you have your can you show me your paycheck said sure so I showed him and he said um you're making as much as a physical therapist makes when they right around when they first start yeah I said what they do I had no idea yeah and I went looked it up and I was like sure enough that's what I was doing and he goes that's your he that's your first year and so he actually uh went to my house so this is my friend don don Cardona good friend of mine first Mentor he came he said do you mind if I talk to your parents cuz I remember one of the issues was like telling my parents I wasn't going to go to college CU I was going to try this thing out and uh he said do you mind if I come and I said sure So he came to my house for dinner and basically sold my parents on why and the whole thing was let me do this for another year and if it doesn't work out I'll go back to school and he showed them his paycheck as a general manager and he made into the six figures and so my parents were like go for it and if it works out great if it doesn't work out and that was it that was that was the rest of it but I but I had no idea that you could do that working in a gym um and and I loved it so much the thought of working in a clinical setting in a hospital in comparison into working in a gym well that's it I mean and that was what actually deterred me from cuz I had worked as a uh like in an internship I I worked um in a clinical setting and kind of helped people through the rehabilitation process and it was so slow and tedious and you know and methodical and yes there's a lot of like cool physiology and like uh ways to kind of troubleshoot and help people with pain but um you know I just it was just so much more energetic and Lively in the gym setting and it just like you just were so excited to go to work so it was a completely different contrast and I was like I don't think I'm going to go back to school man I think I'm good here well when people hire a trainer uh they want to show up often times with rehab and stuff like that people treat it like they have to yeah well I mean their insurance is paying for it many times and so they're they're doing it just because or just I mean I can't wait till I'm done with this then I can get back to my real life or when people hire you as a trainer they want to be there it's a different um energy it's a different attitude and so comparing the clinical setting to by by the way no you know I'm not saying anything bad about the clinical setting and I've worked with physical therapists yeah and people in the clinical setting and they are they are the Geniuses of the correctional exercise world and I've learned a lot by working with physical therapists the best out there yeah it's amazing for movement uh but the I just loved the music in the background of the gym the clinging of the weights and just the whole deal um and it was uh I mean it it's to this day it's one of the favorite things I've ever done yeah I know I know we've talked about this uh a long time ago on the podcast but it is wild when you think like the way we all came together and how similar our story is to everything from being sheltered around the money to thinking that we were all going to be pts to like oh I'm just going to do this thing on a part-time while I go finish my school never going back to Junior both you and I were starting Junior College never went back to it and I I I made the same exact I made 68,000 in my first year and uh and that's when they were trying to get me to get promoted and and become a fitness manager and make even more and I remember like going like w at that time I'm only 20 years old I'm young um and I'm like okay one year if I if everyone's telling me I'm I'm for this and I love doing it and I really wrestled with that because in in in my family nobody had their degree yet and so I was going to be the kid that go went off and did that first and I moved away from my hometown at to two commit to that I moved in with my grandmother where I knew nobody in a city I knew nobody so I could focus just on school and then here I am 6 months to a year later going like hey I'm going to drop out which is not my personality to commit to something and then drop out so I really wrestled with that a lot and also telling my family but then I was like okay I'm still young I have some school already that I've knocked out at Junior College I'm going to um I'm going to give it one year and in one year I'm going to give it everything I got and if it is what everybody says it is then it'll reveal itself and if it's not now I'm 21 I'm still not old I can go back and and finish school and and the rest is kind of History like in that in that year's time um I continued to fall more in love with it and and realized that wow I didn't know this field existed that fit my personality so well today's giveaway on YouTube is the RGB bundle if you are interested want to enter to win leave a comment below this video in the first 24 hours that we drop it subscribe to the Channel and turn on notifications if you win we'll let you know in the comment section this episode is brought to you by one of our sponsors brain.fm so check this out this is music you listen to that's been expertly crafted they actually designed the music to change your brain waves to match brain waves uh like when you are concentrating or when you're trying to fall asleep or meditating this stuff works it really does work uh you put on brain FM and you pick Focus let's say and 5 minutes into to it you're focused or you pick sleep or meditation you notice and you can get 30 days for free go try it out for yourself it's legit I was super skeptical I've been using it now for years go to brain.fm slind pump we also uh I think there's only three days left for our July special 72 hours okay Maps split half off and the sexy athlete bundle of programs also half off if you're interested click on the link at the top of the description below all right here comes the show well I got some stats on it so the personal training industry in the US is a12 billion industry um there's over six million personal trainers uh in the United States and here's the thing about the personal training industry and business there's there's times where growth is slower there's times when growth is faster but since the '90s since I started paying attention to the statistics on fitness personal training's grown every year it is one segment of the fitness industry that year over year over year over year has continued to grow just to give a simple example in my own little bubble the first gym I I worked in as a personal trainer and I I can tell you the gym it's still there they just they moved next door but it's still there Club 504 Hillsdale 24 Fitness the club's goal for personal training was I believe around $177,000 for the month okay uh fast forward I don't know a year or two later maybe three years later and that club was producing close to $100,000 a month in personal training in the 2000s it to show you the potential and the growth that was there now uh the market didn't change much but the fitness industry identified the value of personal trainers and they still see the value there's a lot of gyms that uh will downplay to charge a cheap membership type of deal but when it comes to results when it comes to why people start in Fitness in the first place they want to get fit and healthy and then stay fit and healthy the statistics on working with a trainer versus anything else crushes it crushes them all um so it is a a growing industry it is an industry that continues to grow and present opportunities now don't confuse what I'm saying with it being easy or super lucrative or anything like that because if you don't fit you will quit training is not going to be something you're going to want to do it's one of those jobs where uh if if it's not for you and you go in there um you'll get your ass um handed to you and that's why you tend to see this turnover in the industry um like the first thing is and you hear all of us talk about this we talked about getting in the gym how we loved it we loved it we loved being in there I would have been in there for free you have to have a deep passion for fitness and health that sounds obvious but there's a lot of people there's a lot of jobs or a lot of careers that people get into that aren't necessarily passion driven like there's a lot like like being an accountant like it's a great job you make good money but I bet you Most accountants aren't like oh my God this is like a total passion right it's almost like uh being an artist I don't know very many artists who got into it because I thought it' be a good career it's more like no I have to do this because I love it so much so having a passion for fitness and health definitely makes uh the odds that you'll succeed as a trainer much higher not having a passion for those will make it very difficult I mean I think this is I think this is across the board like I don't think that this is uh just Fitness I do believe that I mean I was just giving this advice to my cousin who's at this you know Crossroads in his in his own career of like you know I've done all these things and you know I've watched everything that you've done and I just I want to find something like that and I said well then you got to ask yourself cuz you had all these like these businesses and things that he's been working on I said which one of them do you on a Saturday night when you're not doing anything and you're sitting on the couch you're by yourself and you pick up your phone or you pick up which one are you reading about yeah which one are you reading about or which one do you find yourself just because you're interested about it yes consuming content and stuff around because you love it anyways that is like the secret to this and that and of course this is me 40something years old looking back at 19 20y old me and like I didn't understand that I obviously see it clearly now like it was so obvious like look how much I was spending in the gym like I just be done with the work shift and then I'd spent an extra two hours with three other trainers talking programming and and supplements and like it's like obviously I was very passionate about it and obviously if I leaned into that there was a huge career opportunity there so and I do think that this this this translates across all the boards like and you're right maybe it's harder to find accountants that are really passionate about their job but I would still make that argument that you know you if you're going to be really successful at anything you probably need to be willing to do that and not get paid this is one of those careers I'll say though that if you don't have a deep passion um you might not survive is my point yeah you might not survive because if you're not passionate about fitness and health you're just in a loud gym with a with a bunch of you know people coming in complaining about their problems and it's hard to get in results they don't want to listen to you working in this this this hustle bustle chaotic environment your hours are weird because trainers tend to work in the mornings and in the evenings in the middle of the day is off type of deal like if you don't have a passion for Fitness then this job sucks is my point my point is it's G be very difficult continue doing this training you know in terms of you dealing with personalities and and uh having to be on and having to present yourself in a very energetic kind of uh helpful fashion um but you know again that that passion is really what comes through I think to the clients that makes you successful as well because if you have that passion and you have that attitude like you're going to help change this person's life and you're going to help steer them in the right direction you have the tools and everything to to really make a difference um that's your backbone that's going to guide you versus you know any other job where you're just trying to kind of watch the clock and manage things as they come like you really have to be like on top of it well the other reason why it's so important to be about passionate Health uh aside from all the points that we're making right now too is a big part of being a successful trainer is also looking and living the brand right like looking and living the part like if you don't care and not if you're not passionate about fitness and health enough to take care of yourself it's going to be really difficult yes to do that and that doesn't mean you look ripped that's right that's not what I mean by that right you just need to be passionate about health and taking care of yourself right that doesn't mean you like being ripped sometimes a lot of times can mean you could be obsessed right or insecure and like different like but being healthy okay being fit and healthy practicing it continuously yeah it's something that you and I've seen people try and be successful trainers that don't have that they don't have enough passion about health and fitness to even take care of thems and it's always like man how do you think you're going to be really great at this profession if you don't even have enough of it to do it for yourself you really think you're going to to your point transfer that energy over to a person across from you so Step One is passionate about health and fitness and then to me step two is passionate about helping others y oh you listen you they have you have to have both okay cuz you might be that person that Fitness changed your life you might be that person where you love health and fitness you love learning about nutrition you love learning about exercise you're like oh my God I I could read about this and learn about this all the time I love working out this is great but if you're not passionate about people forget it because you're working with people too you have to also Sim you also at the same time have to be passionate about people because people are not robots that you can plug in a formula with a workout people have problems they lose motivation some of them talk a lot some of them talk very little they come in with their own problems they don't want to do what you say they often don't do you need to relate you have to relate with all kinds of different people people who vote differently from you people who pray differently from you they look different they they they they a lot of things are different about them and they're hiring you to help them if you're not passionate about people forget it you're this this will absolutely suck but if you have a passion for fitness health and people now this job is a great time and it really does require all three of those and I have lots of examples of trainers that I hired uh in my early years uh because they were passionate about Fitness I thought that would make them a good trainer and it was really obvious and like I have a few that come to mind right away and I remember these conversations of saying like Johnny if I could just get you to care about your people the way you prepare your Tupperware the way you show up for your workout like I had trainers that like were just in the most amazing shape reading the latest science and art I mean they were just but they were all they cared about was themselves well they were people they didn't passion about people yes they were they were they were they were and I thought oh man this could to be a great trainer cuz he's so knowledgeable so experienced he stays fit year round like oh man he's going to be great but no he wasn't as passionate about helping people and I would make the case that a person that is can can get away with being less passionate about the health and fitness for them if they're more passionate about people because so much of the job is people so much of it is being a chameleon to be able to be with someone who votes different than you somebody who has different beliefs than you who you don't agree with on anything and then you still have to be able to find a way to connect to them that's a skill to be able to be with that person every day and then they they like it and enjoy it and want to learn from you only happens if you really like so let's word let's switch the word passionate with like do you like people do you really like people because passionate about people does not mean I'm passionate about every about getting everybody fit that's true that should be there as well but that's fitness and health what I mean is do I like people so much that I'm curious I want to hear about this person's day and what they do and I'm curious on what gets them to tick what gets this person motivated why' that person make that decision why is this so challenging how can I figure out this problem oh I'm really I can't wait to hear about this person even though I don't like them you know how many clients I had I didn't like but I enjoyed there's a very big difference the difficult ones were the ones you learn the most from you grow the most that's right that that's such an important Point like again of course we're we're playing the the hindsight thing right looking back and telling stories and examples of of our career I have a very clear example if you've been listening to the podcast for a really long time you've probably heard me tell this story before but I had a client that was with me for like eight years and uh she was torturous we we were we we on the opposite ends politically socially uh spiritually I mean we were just we couldn't be more opposite she was mean as [ __ ] she was just the hardest client to train and I remember at the time the girl that I was dating was just like why do you put up with this abuse you're the boss you can take any client you want yet you choose to show up to this you have some weird obsession with her I'm like no not at all like that it's my it's like my passion for people and wanting to solve every situation and figure it out like I care so much about this person people yes I want to like what is it I wanted to unlock that in everybody I believe that I could connect and I could and I could make a relationship with anybody and I and I took all those on a challenge and and the better I got at that the easier it became and then when I would have one like that it was like a whole new problem for me to solve and I like that you have to like that and that's so that's such an important point that does that is that something that scares you or makes you go oh I would never want to do that or you're like yeah I'm like that like I actually I like I like trying to solve and figure out people like that and I'm okay with people having different views and opinions than mine and I I believe I can connect with all people like that like you got to be excited kind of you do I I mean I had so many clients think I have one I'm thinking about right now he was a surgeon and he was just an [ __ ] out the gates he was just a jerk and just very short with me and kind of talked down to me like I was dumb yeah but you know I train ended up training the guy for years and within a few months uh he opened up and uh I me he was a brilliant brilliant man and I would ask him questions and I remember there's one moment in particular where we had a conversation um around uh around St and how they might affect certain nutrients in the body and I remember I made a comment that you know well you know you probably want to supplement with something called CoQ10 and he said what is that some like fancy you know Silly supplement herb that none of them work I didn't say anything I laughed ha you know whatever and he came back to me the next day and he goes I looked it up you're right and then after that he kind of opened up a little but but it was a challenge and I enjoyed it I didn't take it personal like you come and be a jerk right and I'm like my job is to help him yeah become healthier and so now of course I wouldn't if someone was directly mean to me or really piece that's just a totally different story but that he was just not somebody I would hang around with in everyday life but I enjoyed people so much I love learning from them and working with them and seeing the challenge and it was incredible and it's so satisfying to see those especially those relationships turn into something else later on when when when they see the value of fitness and what it's doing for you just find those opportunities to present it differently too like I can communicate to this person and break through you know like I you know listening to you guys I mean I've had plenty of examples that I had this lady that like literally had had diagnosed like aspirers and she came to me like I fired my last five trainers like I have not had one successful uh experience with Fitness and that was how she like presented herself to me and like I'm like oh my god well I'm your guy you know and then I got excited and then it was scary you know at the same time he was like oh my God this is going to be really challenging but man it she ended up sending me the most referrals out any other client I've had right that those are always so rewarding you know you you bring up such a good point too Justin about uh I was just having this conversation with another trainer who uh you know wants to start a podcast been a fan of the show for a really long time and I'm like you know probably the biggest misconception about this show is the idea like oh it's just these three guys and they just meshed well and they had this this great timing of the everything of the podcast and I agree I think all that stuff helped and mattered right but really what it came down to was the 10 years before in the trenches and having a passion for people learning stuff because to your point Justin yeah it's funny because I could tell a story that you guys experienced almost every time and and and just like what you hear on the podcast is we've tried to communicate the same thing a hundred different times to 100 different types of people and know that like I could say it this way and this subset of people will receive it and actually apply it and then it'll turn off these subset of people but then I can say it again another way and then these people will receive it and understand and like that those reps and and enjoying those reps and the and those challenges of oh this is difficult and trying to figure it out like that exercise that we all did for 10 years before we all got together was so Paramount to the success of the conversation on here with have our three personalities but put us at 22 years old it doesn't work it's because of all those years of doing that stuff like that has added to that part of the conversation and you got that has to excite you that challenge that struggle people have to Fascinate You they have to completely Fascinate you and you be excited about just being around and different people uh radically different people um it's got to be something you look forward to because you're going to be doing it all day long you're going to be working with as a trainer if you're if you get busy let's just say for you know you're blessed something happens you go to a gym they like oh we're gonna give you we're going to give you all your clients here you go now you're showing up to work and you're working with seven or eight uh individuals on a Monday through Friday or five days a week basis right eight people a day that's full-time you know what that means no break no I can't just fool around go on social I'm with somebody con when you're training somebody you don't you can't go on your phone and mess around you can't look at social media you can't call your friend you're with someone the entire time so if you don't love people and you don't and you don't love just generally people because you're going to get people who are very different from one another that will become hell and this is why the turnover rate can be so high because I think people get into it they don't have that passion and then it very quickly becomes old and exhausting but if you have a passion for it it's like I thirsted for just meeting these people and learning from them and asking them questions and and and tackling all those challenges um you know which brings us to the next point which is and this is very important the both parts of this are very important you have to you care so much that you own people's successes uh you own people's successes you feel like you own their successes you also feel like you own their failures if they win or lose you're like oh gosh I I you know we did this together we did this together and if they fail oh what did I do wrong however this simultaneously has to occur without you taking it personal when they do fail in the sense that you can't get crushed because I've seen trainers either get crushed by when their clients don't follow along don't do what they say don't listen to their advice and I've also seen trainers take it personal to the point where they sit down with their clients and they blast them out you don't do what I've say you're not serious you need to come in here you need to and then they get rid of the client and they're proud and I I I hate to say that I've done this a few times it was a huge mistake because I didn't help anybody so you have to be able to own and feel like you're a part of the successes but also the failures but then also like you got to be okay when they fail because here's a unfortunate statistic as successful as trainers are you're going to fail more often than you succeed oh yeah more like baseball it is this is one of my favorite points you made because it's also reminds me of one of my favorite quotes um and that's like I think that being a good personal trainer um one of the attributes of of being a good personal trainer or coach is being a good leader and the first rule in leadership is everything is your fault yep and so when you wrote that point down I'm like that's 100% like you have and you have to embody that that if your client fails it's my fault if they if they didn't show up and they were inconsistent it's my fault like I didn't find a way to motivate this person or I didn't start them at the right place I didn't meet them where they were currently at I overcommitted them some like no matter what no matter what they say or what happened it's never their fault it's if I'm the leader of this group of this pair right the two of us in this in this journey I'm the leader it's always my fault and you have to take that ownership and be okay with that and embrace that and again lean into it like it I like that I had that attitude of like you know don't let it break you yeah no you don't bre it's just part of it it's part of the game we're going to fail I know that again it's like baseball we're going to we're we're batting 300 we're doing really really good which is three out of 10 people I get three out of 10 people the results that that we signed up for that's just part of it that's I'm I'm doing really well so I understand that but then always having that attitude of if if and when they do fail what could I have done better to have got them to succeed just data now it's things that you can improve upon uh with your next client or the same client that moving forward uh but yeah taking that ownerships that's a real important piece uh because you know obviously they're looking at you to kind of steer this meanwhile you have this like vision and and this expectation that they're going to come through and follow through but realistically this is where it hits you in the face okay I guess actually what I should be doing is focusing here and kind of scaling back a bit and now this is the adjustment in this is going to be more successful therefore we're going to implement this plan so that's how I'm handling that now as opposed to being like you're you're not doing this it's your fault like I'm not like placing that all on my client yeah huge misconception uh that you know that that new trainers have or people who get into fitness uh as a passion have is that the way you're going to become successful is by just telling the person what to do and they hired me they're serious so now if they follow the steps they're going to be great I'll tell you right now uh I can count on one hand over the 20 years I trained people the clients that dit did everything I told them it just doesn't work that way and I mean it's stuck right it's very rare Doug remember him because it was like maybe three or four Doug was one of those Doug was one of the clients that did and he loved it and he did it and obviously now he works in the fitness industry but most the time most your clients are going to do a little bit of what you're say and mostly not and you got to work through that yeah because it's a long game and you still have to own it but you also still have to be okay with with it because otherwise it's going to again it's going to suck either you're going to get really aggressive with your clients because you're like taking it you're taking the ownership to the point where you're like oh my God I can't fail again and so then you Hammer them which is not a good idea or you just don't care about their successes or their failures in which case well you can't do this then yeah you know lastly uh if you're listening to this and you're hyped and you're like this resonates I'm ready to rip your heart out now I'm about I bet save some lives 90% of you are right now going to get turned off okay which is this uh a big like most of what you do as a personal trainer most of what you do is sales and what I mean by that is your ability to convince people to do things either hire you that's sales that's what everybody initially thought right yes that is sales getting people to hire you and and and buy your your your products and your training but also I'm getting people to make changes in their life fundamental changes that ladies and gentlemen is sales and so if if you think you're going to get into the fitness industry become a personal trainer you're passionate about Fitness you're passionate about people and then you go work at a gym and your manager says you got to go sell training you got to sell this and you're like I don't want to do this it's not a sales job sorry it's a sales job personal TR the most successful trainers in the world will tell you this that you have to have very effective communication skills and you need to know that Sal is a big part of this it it's not big part it's all of it it's so much so much all sales that even the parts that you're thinking right now aren't sales are sales to the point you just made right there like even the the program design and the exercise mechanics you have to sell your clients on performing the exercises every single work and consistently doing it you have to sell them on showing up to the appointment you have to sell them on changing behaviors around their diet you have to sell them on the idea and behaviors around what they do with exercise what they do with their relationships I mean everything that you do is sales and even the things that you think are not sales the fact that you have to convince another person to do those things makes it sales that's all that is and so you have to embrace that or you have to be excited about that if you're going to be successful it and that's how I always knew if a trainer was going to be like fail right out the gates is if they just I just hate sales or I just want to help people I don't want anything to do with it's like oh you're going to have a hell of a time then because this whole job is sales no matter how you draw this up if you believe that all sales is is effective communication that is every bit of your job is effectively communicating all this information that you've learned over either your experience or what you've read in books or what you gone to school for look if it was just about helping people and not sales then a trainer would just be somebody with answers it would be a Google they would show up and oh how do I eat right here you go how do I exercise here you go how's the right technique here you go and you'd be a successful trainer that's not going to make you a successful trainer that's not going to make you a successful trainer at all you have to be able to uh communicate in such a such effective ways that over time cuz it's a long game I'm going to tell you this right now the short game is getting you to buy training from me that's the short sales game okay and there's skills involved with that too but the long sales game is how do I get Mrs Johnson who has is eats a 90% processed food diet hasn't exercised since she was in eth grade um how do I get her to do this consistently for the rest of her life and change her diet I'm going to have to sell her on this and it's going to take me a year of selling her to do some of these things but before she adopts them as behaviors not just for a couple weeks or a few months but forever that's sales so yeah this is this is why apps have failed this is why AI is failing yeah they have all the answers they have the the out everything's lined up for you perfectly and guess what people don't show up yeah they need to be constantly sold that this is the right thing to do that I have you your best interest in mind that we're going to take you through this journey together they need accountability there was a there was a time when a lot of us predicted what the largest most successful Fitness chain in the world was going to go down and that was when um mastov sold and new leadership came in and one of the first things they wanted to do was change the sales part of getting a gym membership into like the Home Depot style of checking out or you just choose and pick and so much of what goes into getting a gym membership showing up to the gym going to your personal trainer like so much of that is is sales and your ability to motivate and and communicate to people this new way of living and lifestyle change and you know when you talk about a new way of living you are changing and modifying people's behaviors that is a not only is it a sale sales job it's a a tricky one a difficult one it's not like I think I think going and selling cars would be a million times easier very straightforward yeah here's a car here's what it does here's the going features awesome yeah yeah you're getting a great deal yeah we have to we have to communicate an idea a vision a dream for somebody that they and that they give you money for and you can't present it right back to them that you have to go okay great you paid me now you got to show up and do more work if you actually really want that thing that I told you all about that we're going to go get crazy essentially it's you're you're trying to take somebody and transform them into a better healthier version of themselves which requires significant uh Behavior changes and is very challenging and so you got to love sales if you want to be uh effective uh as a personal trainer look we have a 3-day course a free 3-day training course we did for trainers I'm going to get the link here in just a second you can go on there watch the course it's totally free we teach you how to sell personal training we teach you how to uh forecast your business you can go to mind pump trainer.com so mind pump trainer.com is the 3-day training course it's totally free go sign up we also have an Instagram page for trainers so we have our podcast that's for regular audience we have an Instagram page page specifically for trainers it's at M it's at mine pump trainers on Instagram go check it out we also have the webinar that Jason and I are doing next week too so that's yeah that's that is for trainers if you are a trainer and you want to take now this is crazy how you can become a seven or eight figure coach make a career out of it they exist and there's only a few people in the industry I would trust to teach that and Adam uh here our co-host here who's done that and Jason Phillips who's another individual who's done that they're going to be teaching that course that's at NCI mind pump.com for free [Music]