11 Biggest Mistakes New Personal Trainers Are Making!

11 Biggest Mistakes New Personal Trainers Are Making
by Jimi Varner

After almost a decade in the Fitness Industry, I've seen many trainers with potential come and go. Many of them start off optimistic, but quickly get discouraged when their dreams of making a good living as a trainer don't materialize.

I've heard Alwyn Cosgrove say that less than 5% of Personal Trainers are financially independent. Consider the fact that the median annual earnings of personal trainers and group exercise instructors was just $25,470 in 2004. The average Personal Trainer barely earns $30,000 a year and 50% don't even bother to renew their certifications! This doesn't have to be. Here are 11 of the biggest mistakes I see new personal trainers make when starting in the industry:

MISTAKE #1: They are not in shape - Before you expect anybody to take your advice, you've got to take it yourself! Lead by example. Back in the mid-1990's, I was approached by a gym manager and asked to train his members because I was in great shape and people liked me. In the eyes of the general public, that qualifies you to train them despite the certifications and letters after your name. Yes, I was hired on looks, not my certification. I'm not saying it's right, but it's true.

MISTAKE #2: They lack confidence - They don't practice what they preach, and it shows up as a lack of confidence. It's hard to convince someone of the benefits of healthy eating habits and exercise if you aren't experiencing them yourself. If you believe that what you are telling others is effective, why aren't YOU doing it? If you live the lifestyle, you will say it with confidence.

MISTAKE #3: They aren't consistent with their clients - Be consistent FOR them, don't expect consistency FROM them. By this, I mean: show up on time and be prepared with a program. Why do you think McDonald's is so successful? Because when you go to McDonald's, you know exactly what you're getting. There are so surprises, and people take comfort in that. They know what to expect. Now, they may not show up on time and might come in hung over from time to time, but remember, they are a paying customer. They aren't perfect, cut them some slack.

MISTAKE #4: They aren't sensitive to the client's needs - Remember, it's not about you, it's about them. When a client comes to see you, you must meet them where THEY are emotionally. That means you must become a Thermometer, meaning, you reflect their mood, you adjust to them. Once you're on the same page, you can adjust the temperature in the environment by becoming a thermostat. It's a process. So become a thermometer, THEN a thermostat.

MISTAKE #5: They talk too much, about themselves - As a trainer, you must learn to listen before you speak. By actively listening to your prospective client, you will understand exactly what they want, which is everything you need to sell them what they already want to buy. Don't sell something they aren't buying. People hate to be misunderstood.

MISTAKE #6: They fail to specialize - Initially, you should do a little of everything, until you find your niche. It will take some time, but with enough experience, you will realize what type of client you attract, and most importantly, what client base you enjoy working with. Once you identify your niche, focus all of your efforts in that direction. People want to work with the best, don't be average. I've heard it said that average is the worst of the best, and the best of the worst.

MISTAKE #7: They fail to document successes - Each client is going to have unique needs and will respond differently to your exercise and eating recommendations. It is important to discover what's working and what isn't. Without documentation, it will be a guessing game over and over again. With time, you will be able to take more educated 'guesses', which will bring faster results to clients, creating happier, more satisfied customers.

MISTAKE #8: They don't know why people hire them - The simplest way to find out why a client hires you is to ask them. People hire trainers to solve problems. Do you know what their problems are? Why do they think YOU can solve them? You need to listen to your clients AND those around them for clues.

MISTAKE #9: They try to sell sessions instead of themselves - Customers aren't buying personal training sessions, they are buying an experience with you! If your prospect doesn't believe that you've got what it takes to get them to their promised land, they won't put their hard-earned money down. Learn to sell yourself, not your service. We instinctively resist sales pitches, we tune them out. But when you simply treat others with respect and don't come off as high-pressure or fake, you'll close the deal much more often.

MISTAKE #10: They act like they know it all - One of the biggest mistakes I see new trainers making day in and day out is thinking that they need to know everything about training to impress or keep clients. Nothing could be further from the truth. People admire honesty. Believe me, they don't know EVERYTHING there is to know about their profession, and they won't expect you to either.

MISTAKE #11: Fail to set boundaries - The best way you can show respect to your client is by setting boundaries early. This is essential to keeping the lines of communication open. Setting clear boundaries with potential clients and other gym members is also important if you want to be taken seriously as a professional. There is a difference between giving tips and giving advice.

For more information on deadly mistakes personal trainers make, check out Jimi's new book, "A Trainer's Dozen" available @ www.JimiVarner.com