Assessing and Measuring Your Personal Tr

Assessing & Measuring Your Performance as a PT : 

Assessing & Measuring Your Performance as a PT Mark McKean WAFIC Feb 2009

What should you Assess? : 

What should you Assess? (What can you measure and train?) Communication Skills Elevator Speech Personal Presentation Facility Tour & Knowledge Group Fitness Knowledge Other Trainers Training Philosophy Area of Specialty Organisation Skills Sales pitch Lead generation Income generation Team member

Importance.... : 

Importance.... Critical Elevator speech Sales pitch Communication Lead generation Income generation Team member Valuable Personal presentation Facility knowledge Group fitness knowledge Other trainers Philosophy Areas of specialty Organisation skills

Valuable Skills & Traits : 

Valuable Skills & Traits Personal presentation Facility knowledge Group fitness knowledge Other trainers Philosophy Areas of specialty Organisation skills

Personal Presentation : 

Personal Presentation Hair style Clothes and uniform Shoes clean and tidy Style of uniform to suit all types Odour and deodorant

Slide 6: 

Improve by: Know what fitness centre dress code is – do they have one? Ask questions to make sure you understand Get manager to check on your presentation – drill major! Take photos and look at yourself to see if you like your presentation – photo’s never lie!

Facility Tour & Knowledge : 

Facility Tour & Knowledge Conduct of the tour Explanation of the facilities and equipment Knowledge of all services and programs Coverage of the facility and time taken

Slide 8: 

Improve by: Learn all equipment, services and classes of club Practice tours on other trainers Practice tour on manager and get feedback Tal k to other trainers about classes and equipment

Group Fitness Knowledge : 

Group Fitness Knowledge Types of classes Benefits of each class Results achieved by classes Suitability to each person Instructors and areas of expertise

Slide 10: 

Improve by: Knowing all group fitness staff Attending all types of classes at least once Know what levels each instructor teaches at Learn what benefits people get from each class

Other trainers : 

Other trainers Full Names of all staff Skills that each trainers has Roster Time each week for other staff

Slide 12: 

Improve by: Learning all trainers names Know what area of specialty each trainer has When do they work and what sort of skills do they have that make them special Do a PT session with each trainer and learn what they do

Training Philosophy : 

Training Philosophy Training Knowledge Sales Skills Program Knowledge Clients Set Up

Slide 14: 

Improve by: Test your training knowledge – do an exam, ask other trainers to ask you questions, attend conferences, read books, Write down what you believe are the important parts of each of the areas and come up with one sentence that describes what you think is important. Practice selling to other trainers and sales staff

Area of Specialty : 

Area of Specialty Knowledge of your area Background In Qualifications First aid CPR Registered

Slide 16: 

Improve by: Studying an area that excites you Get qualified Maintain and update your knowledge

Organisation Skills : 

Organisation Skills Diary used always Business Cards on hand Client Data Base kept updated

Slide 18: 

Improve by: Having a diary or laptop to manage your appointments and time Always carry business cards and material Record every conversation and phone call into your diary as a record of clients activity

Critical Skills & Traits : 

Critical Skills & Traits Elevator speech Sales pitch Communication Lead generation Income generation Team member

Elevator Speech : 

Elevator Speech Time taken to say Language used in the speech Content of the speech Presentation of the speech Changes to suit situations

Slide 21: 

Improve by: Writing a script first Practice on friends Practice on manager and get feedback Offer to do mini talks at your club to members on fitness Do it with a friend - NOW

Sales Pitch : 

Sales Pitch What’s your product? What are you selling? What’s your angle? Why should clients buy from you? What do you do differently or better?

Slide 23: 

Improve by: Know what you sell, what you offer and why you are unique. What is special about you!!!!! Know how to package your product? (that includes yourself!) Know when opportunity knocks

Communication Skills : 

Communication Skills Eye Contact – deliberate and caring Body Language –silent messages sent? Grammar – how well trainers speak Appropriate Language – to match centre Expression – used in language Rapport – built quickly and easily

Slide 25: 

Improve by: presentations to staff Joining a speaking group Video yourself talking and watch again for body language and movements

Lead Generation : 

Lead Generation 2 Best Sources Gym members – past and present PT Clients – past and present, referral and upselling How many communications do you have per week with prospective clients? Talk to them on the floor Call them from a phone list Email them through the mail merge system Promote your services through other forms of media

Slide 27: 

TALK What would you say? Script needs to include …. Keep track of all your communications – list of people you have talked to and the end result for future reference – add them to your email promo list (TRACKER BOOK) Best times to offer - assessment, re-assessment, program reviews, special occasions, How many do you need to talk to weekly to grow your business and reach your goals?

Slide 28: 

CALL What would you say? Script needs to include …. Where do you get phone lists from? Keep track of all your communications – list of people you have talked to and the end result for future reference – add them to your email promo list (TRACKER BOOK) Best times to call - birthdays, not been in for awhile, missed a few re-assessments times, not doing program card, How many do you need to talk to weekly to grow your business and reach your goals?

Slide 29: 

EMAIL Where do you get the lists? What do you offer? Call to action and limited time frame How often to send out and spam laws

Income Generation : 

Income Generation How many interviews booked? How many trial sessions completed? How many sales achieved What are odds on success? Talking to face to face - 10 people to 3-4 trials to 1-2 sales Calling them - 30 people to 3-4 trials to 1-2 sales Email - 100 people to 3-4 trials to 1-2 sales Always achieve a 50% trial to sale ratio

Slide 31: 

Self employed consultant – 50-70 hrs minimum per week Self employed business owner – 70-100 hrs per week Employee – 38 hrs per week rostered but generally 25-30 effective hrs   40-50 hrs approx 30-35 hrs in training related or income producing time 5-7 hrs in sourcing new clients and generating new income Calling, talking, emailing, marketing 5-7 hrs in administrative, follow up, book work, marketing planning   Example - To take home $1000 after tax  Need to turn over $1666 gross $333 / day for 5 day week $55 / hr for a 6 hr training day Add expenses to hrly rate as required

Slide 32: 

Improve by: Measure Upsell stats How often do you ask the question How often do you offer longer sessions How often do you suggest clients buy bulk or go on direct debit How often do you do sugegst extra group sessions How often do you suggest they purchase other programs – Pilates, weight loss, Bootcamp   Measure Referral stats How often do you ask for business How often do you suggest clients invite a friend How often do you suggest PT packs as a gift How often do you offer rewards for referrals

Conclusion : 

Conclusion A trainer is more than just a person who trains clients Assess and measure skills in all areas of day to day work Where you find a weakness work hard to improve and become a better trainer

Mark McKean : 

Mark McKean Email - mark@markmckean.com Web - www.markmckean.com