Fitness Club Consultants

Management. Sales. Retention.

Archive for September, 2011

Motivation in the member supply chain

I just returned from a strength training session at my local gym. (Full disclosure: part of a large Fitness chain with branches in NY, D.C. Boston and Philadelphia. I teach for them, so entrance is free.)
Next to me was a Trainer and his Client: he, 25-ish; she, 40-ish, unfit and a good 30 pounds overweight. She was chatty as he had her do a series of inappropriate exercises that she simply couldn’t do well. These included:
• Walking lunges with bicep curls. With each step she teeter-tottered, leant way forward, struggled to keep her balance, and then did a lame curl to finish. He said nothing.
• Cable wood chops, 3 sets of 20. The too-heavy weight had her awkwardly exerting her upper body using less rotation and waist. She asked him if these reduce belly fat. He said yes.
• Leg Overs: Double leg. (Not leg overs, single leg; not leg overs, bent knee double leg…no.) She begged him to stop, saying she couldn’t do it.
• A full plank, for thirty seconds, twice. On her elbows, butt way high up in the air, she collapsed after ten seconds.
Now, one wants to give trainers the benefit of the doubt and consider there might be a method to their madness, but not here; nary a modification in sight.
We all know this kind of ‘Stepford’ trainer, prescribing a program ‘he read in the manual’ and out of tune with the needs, ability level and motivational quotient of his customer.
If this Trainer was a Members4Ever Fitness Coach, this could not happen. Why?
1. He would understand the ‘Child2Adult Theory’ that zeros into the member’s fitness knowledge and skill level and speaks to her in a language she understands. If for example the member doesn’t speak ‘muscle groups’, he won’t overload her with confusing information.
2. He would employ the ‘under-prescribing exercise’ philosophy, key to keeping members motivated, or rather the best way to ensure they don’t get demotivated, frustrated, and quit.
3. He would relish the Results4Ever stage, where the member is celebrated and praised for his or her success in achieving their goals.
The Members4Ever program wants members to obtain results in a specific period of time, but only with a careful plan that will overcome unease, educate, and motivate. This is the formula for effective outcomes with the deconditioned, and a vital reason why the Members4Ever System works.
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Anne Etra is President of ETRAwords.com, a fitness professional and consultant. Contact her at anne@etrawords.com

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