4 Steps to Success For Trainers to Use When Onboarding New Clients?

"We want to teach ownership through education so that our clients can experience the freedom and confidence needed to be their strongest selves. STOP HAND HOLDING in fear of losing clients."

1: Promise and Deliver

Be CRYSTAL clear when setting expectations. When we say, “It might take 6 weeks to lose 10 pounds,” it will be translated as “my trainer said I’ll drop 10 lbs in 6 weeks!” And if that doesn’t happen - you lose credibility and trust

When someone asks, "how long will ____ take?" I typically reply, "It depends on your effort and consistency. I don't like to play the guessing game until I get to know your capabilities inside and outside of the gym."

Sidenote: I can’t stand the “underpromise, overdeliver mindset.” Respect and trust are earned by telling people what you will do - and doing it consistently.

2: Be Transparent About Your Services and Limitations

Example: A potential client asked for half-marathon running progressions in addition to my remote strength/conditioning/nutrition services. I politely and concisely told him, “There are better people and resources to create a running progression for you—let’s find those.”

Early in my career, I would have been ashamed of admitting lack of expertise. In year 10, I’m so confident in my CAPAbilities, that my limitations don’t scare me.

Which leads us to #3...

3: Explain Their (client) Role / Job in the Process

How the plan works:

1. The client goes out into the world and does their best to execute the plan
2. The client communicates data back to the trainer

Why: This is teaching ownership of health, as opposed to relying on accountability, which means our clients will always need an external person or source to watch over them.

We want to teach ownership through education so that our clients can experience the freedom and confidence needed to be their strongest selves.

STOP HAND HOLDING in fear of losing clients.

4: Refer Out

We need to understand the following about referring out:

When you refer out because your client is having pain or you cannot help them overcome an obstacle - the client doesn’t see you as less valuable. In fact, you’re MORE valuable in their mind because you saved them time and money by referring out.

Being able and willing to refer out requires that we set aside our ego and work from abundance.