Are You Fit Enough to be a Fit-Pro?


by John Izzo, NASM-CPT, PES

The fitness industry is filled with high energy, hard-bodied professionals that make a living on selling their "idea" of health using their bodies as billboards. You see them on TV info-commercials selling products on the beach boardwalk such as the Ab Lounge, Ab Bean, and the Leg Shaper. You also see celebrities like Chuck Norris and Wesley Snipes endorsing home fitness products to entice viewers that they can achieve the ultimate physique and quite possibly the same stardom if they dedicate their time and hard-earned money into cheesy products.

The personal training industry is one that is marked by good salesmanship and knowledge of the craft. The personal trainer typically uses a broad spectrum of sales techniques to lure in a new client. Typically, a personal trainer will use the following techniques to obtain a new client:

1.) "Create the need" - The trainer will define the client's goal--whether measurable or not.

2.) "Be all, end all solution to the client's goals" - The trainer will convince the client that the ONLY way to achieve the goal is with the help of the trainer ONLY.

3.) "Milk & Cookies Rapport" - New trainers who lack field experience typically lure a new client (who is unsure of what a personal trainer is supposed to do), by conversing about everything other than obtaining the client's fitness goal. These discussions usually are about commonalities that the trainer shares with the client. The client builds a comfort level with the trainer--although, the trainer is not knowledgeable enough to reach their goals.

4.) "Receiver/Quarterback" - The receiver is the trainer who does no sales, but acquires clients through a head trainer, coordinator, salesman, or manager. They are the quarterbacks.The receiver's job is to continuously get renewal packages.

5.) "Show the body" - This is the trainer that possesses the rock hard abs, chiseled chest, and single digit bodyfat--however has virtually no idea how he/she can accomplish that for another individual.

So what is my point with all this conjecture? Recently, I lost 22 pounds. Although I am still in the process of improving my health, I developed a structure around my daily life and career, along with following a more regimented nutrtion program. I began my personal training career at 195 lbs. At the turn of my career, I was a manager chained to a desk directing other trainers. At my heaviest I was 211 lbs. Today, I am more active and training more clients than ever and I am at a steady 188 lbs! When I met people out and I announce I am a personal trainer, they look at me with the "Oh yeah...he's got muscles, he looks in shape...of course you are" response.

I typically laugh under my breath at such a reaction, as I tend to think I was ALREADY established in my career as a fitness professional, and the notion that my physique defines my experience and knowledge is outrageous! So outrageous, that I went on a hunt to find fitness professionals that don't look like they belong in the profession based on WHAT THEY LOOK LIKE. So I compiled a list of whom I think fit the "He Doesn't Look Like a Trainer...But He Is" Category.
 

Here is my list (before the hate-mail comes, make sure you understand, that this is based on visuals and not what they know as a professional!) All these listed are respected in the field and I have learned as much from them as anyone. this list is to prove a point!

Michael Boyle - I met Mike in 2001. Looked like a pencil neck geek then, still does. He looks like a IT guy that will come to fix your computer with his big wire-rimmed glasses. Little be known, he is ONE of the BEST strength coaches in the fitness industry and one of the MOST RESPECTED.

Gray Cook - Tall, southern guy. Looks like your local DHL delivery guy. I Heard Gray speak in 2004. He forever changed the way we assess clients with his simple, but effective movement screens. Gray has influenced alot in the industry and is a very highly respected professional.

Gary Gray - Another tall, slender guy who looks like your local pastor. Gary is another influential authority in the physical therapy realm.

Ok, all kidding aside. My point is this: The exterior doesn't define the knowledge. It is what you know, how you convey it, and how many people you can help with it.  I hope that the young twenty somethings that are becoming prominent in the field know that changing lives and changing behaviors begins with changing your own. The fitness industry will never stop being judgmental of those who are outside from it, unless the we fully embrace why we are in it...to serve others, not self-serve.
  

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