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2014 TRAINER OF THE YEAR TO BE ANNOUNCED AT CLUB INDUSTRY ON OCTOBER 24! SEPTEMBER-OCTOBER 2013 WWW.FIT-PRO.COM

HELPING YOU PROSPER AS A FITNESS PROFESSIONAL

CHARGE WHAT YOU’RE WORTH; without the guilt

DIVORCE, TRAINER STYLE

How to separate from the impossible client

JOURNEY TO SUCCESS

Neghar Fonooni: Eat, lift and be happy (then change the world)

Embrace the

MIND-BODY CONNECTION


PFP ONLINE Visit | www.fit-pro.com VOLUME 15 | ISSUE 6

FEATURES

PUBLISHER

josh vogt | josh@rbpub.com EDITOR

lindsay vastola | lindsay@rbpub.com MANAGING EDITOR

mike beacom | mike@rbpub.com CIRCULATION MANAGER

rachel spahr | rachel@rbpub.com PRESIDENT

chad griepentrog | chad@rbpub.com CREATIVE DIRECTOR

kelli cooke | kelli.c@rbpub.com CONTRIBUTING WRITERS

phyl london, teri o’brien, beth shaw FEATURED COLUMNISTS

Meet the top 3 finalists for 2014 PFP Trainer of the Year Jacqueline Larsen, Dan Ritchie and Grant Roberts are heading to Chicago for Club Industry 2013 where a winner will be crowned October 24!

POLL RESULTS How do you integrate the mind-body connection with your clients?

OUR ONLINE COLUMNISTS

5.8% 29.4%

11.7%

52.9%

Encouraging meditation/ daily reflection Yoga / Tai Chi / Other practice Cuing exercises with mind-muscle connection Discussing the importance of mindset

Jump Start by Valorie Ness

What percentage of your clients incorporate some sort of mind-body element to their training? a. Less than 10% b.10-25% c. 25-50% d. More than 50%

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Beth Shaw provides fitness professionals with six compelling meditation benefits to share with clients.

VIDEO Pilates warm-up for abs and back:

Send subscriptions to: By mail: PFP, P.O. Box 259098 Madison WI 53725-9098

Watch Phyl London’s Pilates warm-up that you can integrate into your clients’ workout program to stabilize and strengthen the core and lower back.

Training Wheels Career Builder by Josh Bowen

More than ever, people are identifying themselves by their own “fitness style.”

SOCIAL MEDIA Entrepreneur by Cabel McElderry

RB Publishing Inc. 2901 International Lane Madison WI 53704-3128 Tel: 608.241.8777 Fax: 608.241.8666 Email: rbpub@rbpub.com Print Subscription Information Subscriptions are free to qualified recipients: $36 per year to all others in the United States. Subscriptions rate for Canada or Mexico is $60 per year, and for elsewhere outside the United States is $80. Back-issue rate is $5.

EXTRA

NEXT POLL Visit : www.fit-pro.com to participate

October exclusive web feature:

greg justice, phil kaplan, bedros keuilian, lenny parracino and tammy polenz

pfpmedia @PFP_FitPro

Tel: 608.241.8777 E-mail: rbpub@rbpub.com Fax: 608.241.8666 Website: www.fit-pro.com Digital Print Subscription Information Digital Subscriptions to PFP are free to qualified recipients and may be ordered at www.fit-pro.com/subscribe. Reprints For high-quality reprints, please contact our exclusive reprint provider. ReprintPros, 949-702-5390, www.ReprintPros.com. All material in this magazine is copyrighted © 2013 by RB Publishing Inc. All rights reserved. Nothing may be reproduced in whole or in part without written permission from the publisher. Any correspondence sent to PFP, RB Publishing Inc. or its staff becomes property of RB Publishing Inc. The articles in this magazine represent the views of the authors and not those of RB Publishing Inc. or PFP. RB Publishing Inc. and/or PFP expressly disclaim any liability for the products or services sold or otherwise endorsed by advertisers or authors included in this magazine. PFP is published six times per year (Jan/Feb, March/ April, Spring 2013 Buyers Guide, July/Aug, Sept/Oct, Nov/Dec). PFP (ISSN 1523-780X) [Volume 15, Issue 6]

Functionally Fit by Brian Schiff

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Published by RB Publishing Inc. 2901 International Lane, Suite 100 Madison WI 53704-3128, Tel: 608.241.8777 Periodicals postage paid at Madison WI and additional offices. Postmaster: Send address changes to: PFP | P.O. Box 259098 | Madison WI 53725-9098.


LETTER FROM THE EDITOR

FOLLOW TOTY

Lindsay Vastola | lindsay@rbpub.com

Valorie Ness | www.catalystfitness.com

Q: What’s the greater opportunity? I hired a business coach a few years ago, and while I came away with several valuable strategies, there was one nugget of simple brilliance that was worth its weight in gold: Always ask yourself, “What’s the greater opportunity?” This seemingly simple task of repeatedly asking myself, “What’s the greater opportunity?” was the beginning of a complete paradigm shift. In our careers and in our businesses, most of us repeat the repetitive motion of “set goal — take action.” Set a goal to get more clients employ your arsenal of marketing strategies. Set an annual revenue goal — strategize how many sessions or memberships you need to sell. Set a goal of opening a new facility — take the necessary steps to get funding, permits, etc. While setting goals and taking action may grow your business, you may actually be treading in place and not even realize it. What you may be missing is a strategy to tap into your hidden potential (that each of us possesses) that can exponentially impact your career and business. Start asking yourself with every goal you set and with every decision you’re faced with: “What’s the greater opportunity?” Are your clients asking for a service that you aren’t offering? Is the greater opportunity in creating an alliance with a strategic partner? Is there a space in the market that you believe you can fill? Is there a way to market your signature program that will attract new clients? These “greater” opportunities are the ones that set us on an upward-bound trajectory, and more importantly, the ones that keep you excited and challenge you to tap into your hidden potential. But beware, these are the opportunities that should scare you and make you uncomfortable, because that’s where real growth happens. Challenge your clients to tap into their mind-body connection and to get comfortable with being uncomfortable, because that is where they will experience change physically, spiritually and mentally. Always see that the “greater opportunity” connects the power of your mind with the challenge of taking bigger, bolder actions. This issue of PFP is focused on the connection of the mind and body and how that can help us achieve the greater opportunity: } See how our Journey to Success featured professional, Neghar Fonooni, founder of Eat, Lift & Be Happy and partner in Girls Gone Strong, is always looking for the greater opportunity and as a result how she’s creating change on a massive level. } Beth Shaw gives us her insights on the conundrum that many yoga teachers and fitness professionals alike face: charging what you’re worth (without the guilt). } There is no better way to demonstrate the mind-body connection with your clients than through Pilates; Phyl London shares a few strategies to incorporate Pilates principles into your training programs.

TOTY on the mindbody connection How does Valorie Ness, 2013 PFP Trainer of the Year, view the role of the mindbody connection in her own training and profession? We caught up with Valorie to find out… 1. How do you integrate the mind-body connection in your own training? My personal mind-body training is like the rest of my training: I take a multi-facetted and integrated approach. I use focus strategies during my movement preparation while performing myofacial compression techniques and mobilizers. Meditation during my cardiorespiratory training because running, cycling, etc. are all very rhythmic and mentally relaxing for me. I perform core training exercises which share commonalities with Pilates-type movements and specific yoga poses at the end of my training to improve length-tension relationships and increase mindfulness. 2. How do you help your clients incorporate more mindfulness into their training and ultimately into their life? I encourage each of my clients to find time during their day to just be with their thoughts. This means no phones, emails, people, pets, etc. I also implement these multi-facetted strategies into their sessions. 3. Where do you see opportunities for fitness professionals to integrate a mind-body aspect into their business or with their clients? The opportunities are there, it is just a matter of taking advantage of them. Fitness professionals should gather the essential knowledge for mind-body practices, incorporate these into their own training sessions, then begin to incorporate them into sessions.

I challenge you to ask yourself with every goal you set and with every decision you’re faced with, “What’s the greater opportunity?” You may just discover untapped potential you didn’t even know existed. Always seeking the greater opportunity,

SEPTEMBER-OCTOBER 2013 | WWW.FIT-PRO.COM | 5


CONTENTS

SEPTEMBER-OCTOBER 2013

Embrace the mind-body connection

FEATURES

OTHER Columns

NEGHAR FONOONI

08 Treadmill Talk Do your clients live “in the moment?” By Greg Justice

09 Top-Notch Training Fitness is greater than exercise alone By Tammy Polenz

10 Boost Your Business A better way to market By Bedros Keuilian

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Journey to Success: Eat, lift and be happy (then change the world) Neghar Fonooni’s success abounds one opportunity

at a time

10 Education Connection Our professional puzzle… structure or function? By Lenny Parracino

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The money conundrum 9 strategies to earn what you’re worth (guilt-free) By Beth Shaw

30 Be Better The “Go” Moment — where creation meets evolution By Phil Kaplan

Departments

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The unsung power of Pilates

5 reasons to integrate Pilates in your training program By Phyl London

05 Letter from the Editor Q: What’s the greater opportunity?

11 Product Profile: Tabata Bootcamp

15 Product Profile: Peak Pilates

24

Divorce, trainer style

How to separate yourself from that impossible client By Teri O’Brien

23 The Message Dr. Jason Karp

26 Exercise Spotlight: OPTP STAR ROLLER

28 New on the Market 29 Events Calendar 6

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TREADMILL TALK Greg Justice | www.aycfit.com

Do your clients live “in the moment?” Eleanor Roosevelt once said, “No one can make you feel inferior without your consent.” Your clients may not be able to control the experience of their emotions in the moment, but they can explore their feelings or bring another emotion to the forefront of their awareness. I had a client who broke her arm in 35 places and her doctor told her she would never regain full use of that arm. I disagreed. She could have taken the doctor at his word and simply given up. She chose instead to work with me and now has full use of her arm. Nothing in life is ever as it was. Time and circumstances change everything, sometimes for the better, sometimes not. We can embrace this moment or cling to the past, move forward or surrender. It’s important for us to encourage our clients to embrace the moment and move forward. You wouldn’t ask your client to drive a car with their eyes closed. When they walk down an icy, snow covered slope, or use power tools, where is their focus? Lost in the joy of a hobby or activity they love, time just flies by. Their focus and concentration is on the task at hand. When our clients are focused on their workouts, they make progress, they learn, they get somewhere. Whatever we do consistently is called practice or habit. Repetition is how we learned to write, ride a bike, drive, play a sport and all the other things we do well or regularly. Practice is a conscious effort at duplicating something. Habit is an unconscious action that once served a purpose for us that may or may not produce the same benefit we felt when we started it. Turning the light off when you leave a room is a habit that still serves a purpose. The more our clients sit on a couch, the better they get at it. The more they workout at your facility, the better they get at it. The more they listen to their words, their bodies and their thoughts, the better they get at it. Mind-body connection: Teach your clients to become aware of what they are practicing. Encourage them to line-up their thoughts, words and actions with their objectives for their total body breakthrough and things will fall into place for them more quickly.

Greg Justice, MA, CPT, is the founder of AYC Health & Fitness (www.aycfit.com) and the Corporate Boot Camp System (www.corporatebootcampsystem.com). He has been actively involved in the fitness industry for more than a quarter of a century as a club manager, owner, personal trainer and corporate wellness supervisor. 

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TOP-NOTCH TRAINING Tammy Polenz | www.vedasfitness.com

Fitness is greater than exercise alone Typically when we think of mind-body we think of things like yoga or meditation, but this is just a small part of the mind-body equation. Mind-body encompasses everything you think, feel, do and experience. To be completely fit, it takes work and not only of the physical kind. Individuals need support and education and this is where you, the trainer, can play an impactful role. A successful trainer understands that they are much more than an exercise instructor; they are a friend, a wellness coach, a nutritional advocate and even just a lent ear. Successful training means you understand the psychology of how or why people make the choices they do and how to get them to make better ones consistently. Great trainers understand this at the deepest level, whether it is on a conscious or subconscious level. They can relate and socialize in a way that allows their clients to feel supported and validated, while helping them attain physical conditioning. In order to best suit the needs of your clients it is imperative that you use this knowledge to further your education; though it may not be in the way you originally thought. Often we work on adding the newest, latest and greatest training skills to our repertoire, but this may not be what your clients need most. People come to trainers for a variety of reasons; for weight loss, safety, injury prevention, out of frustration, etc. What this means is that the number one reason why people come to trainers is so they do not have to do it alone. Clients see trainers as a friend, someone who understands their pain, a person who can give them the support they need outside of exercise choice or program design. See, the internet may be able to answer just about any fitness question, but it does not replace the emotional, mental, spiritual and physical support that you, the trainer, provide. The web does not give them someone to lean on, push them, motivate or encourage them when the training gets tough and the motivation is low. Success in our job relies in great part on skills you hear little about like neuro-linguistic programming, emotional coaching, consciously creating and motivational techniques. The next time you are looking to fulfill your CECs, consider education that pertains to knowledge other than exercise-based information. Not only will you help your clients in ways you would have never expected, you might learn and grow in ways you did not anticipate yourself.

Tammy Polenz, CPT, has been in the fitness industry since 1991 as a personal trainer, club manager, corporate wellness consultant and gym owner and designer. She is the author of Think Fit 2 Be Fit, owner of Vedas Fitness in Cleveland and has been featured in numerous fitness magazines and media. www.vedasfitness.com

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10

BOOST YOUR BUSINESS

EDUCATION CONNECTION

Bedros Keuilian | www.PTPower.com

Lenny Parracino l www.grayinstitute.com

A better way to market

Our professional puzzle… structure or function?

Marketing yourself and your business is common sense if you’re interested in owning a successful business. However, the true success of your fitness business is not hinged on the effectiveness of your marketing prowess, rather your ability to keep your clients for the long haul. As fitness professionals we often tout the benefits of working out with a personal trainer as fat loss and muscle gain. It goes without saying that delivering the results that you’ve promised must be paramount. In business the saying is, “Make a promise; keep a promise.” That’s simple enough to understand. The real profits come when your clients stay for the long haul because that automatically lowers your marketing costs and dramatically increases word-of-mouth referrals – the best source of marketing. In order to boost client retention you’ve got to build two other components into your fitness program. The first is community. At our most primitive level we’re all very social creatures. Your clients crave social interaction and instinctively look for a place where they can connect with other like-minded individuals. Think about the show Cheers. The bar was their second home, a place where they could come and have a sense of community and connect with friends after a long day at work. The advantage that you have over your competitors is that you can create this sense of community for your clients by simply organizing things like mud runs, client appreciation parties and private Facebook groups that only your clients can access. But community itself is not enough. The second factor in creating a successful fitness business is the client experience that you deliver. Think about ways that you can make your clients’ experience different from what they would get at any other fitness center. Are you recognizing clients’ birthdays? Are they receiving text messages just thanking them for being great clients? Is your training center clean, modern, organized and kept-up? Do you and your staff greet your clients by name? The devil is in the details and it’s the details that get people talking about you. Delivering the fitness and fat loss results are the shear minimum that your business must offer. Longevity in success comes from creating a community that your clients want to belong to and delivering an experience they can’t get anywhere else.

How often, with a puzzling client or patient, do you rely on a protocol or preset strategy? Our traditional education and training tempt us to simply follow a protocol for a particular structural-symptom (ACL tear, meniscus tear, LBP, “itis,” weight gain, weakness, fatigue, depression, etc.). However, symptom-based protocols can put you in a nasty cycle of “this-for-that” therapy or conditioning. Often we treat the symptom as the problem rather than an expression of global dysfunction. If our car has a blinking red check light we don’t place a piece of black tape over the light and ignore the warning to solve the puzzle. So why when that puzzling client experiences pain or discomfort do we often muffle it or tape it as opposed to searching for causes? As movement professionals it is our responsibility to investigate the root of dysfunction rather than place a band-aid over the symptom. Protocols are often fine to use as a guide or starting place but we need to use our own intelligence and personal interaction to creatively assess and train the individual based on their own unique needs and goals. It is easy to get caught up in the pathologic, symptom-view or even a test result, as it is often objectively “barking” at you and your client or patient. In truth, function is very dynamic, interconnected, fluid and always changing. Whether a client is rehabbing, training or conditioning, we must be careful of viewing the body purely as isolated body parts or seemingly isolated problems (i.e. stretch the hamstrings, strengthen the glutes, reduce knee swelling, etc.). Instead, we must understand all systems impact each other and we must use a functional view to unravel the complex whole. There is a movement in medicine and healthcare to appreciate the integration of structural complaints with a systems-based approach. In this paradigm shift, the relationship between the part and the whole is more symmetrical. While the properties of the parts certainly contribute to our understanding of the whole, the properties of the parts can only be fully understood by first understanding dynamics of the whole ... the whole is primary! Without an individualized approach, we continue to cover-up dysfunction rather than addressing it head-on. So next time you’re faced with a puzzling client or patient, ask yourself if your assessment/training program is addressing the system as a whole, or just the symptom.

Bedros Keuilian is the founder and CEO of Fit Body Boot Camp. Get more free fitness business boosting tips and tactics on his blog PTPower.com.

Lenny Parracino (CMT, FAFS) serves as a faculty member of the Gray Institute of Applied Functional Science. He is also one of the co-creators of the online Certification in Applied Functional Science (CAFS). For more information on Applied Functional Science or CAFS visit www.grayinstitute.com.

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PROFILE: TABATA BOOTCAMP By: Kate Jordan | Website: www.tabatabootcamp.com | Email: katejordan@savvier.com | Phone: 800.464.7309

Changing the way we think about exercise

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nternational Fitness Champion Mindy Mylrea’s newest program, Tabata Bootcamp, is turning fitness on its head. Tabata Bootcamp is an eight-week turn-key bootcamp program that is so effective, it was just awarded Most Impactful Program by ECA World Fitness. The program is based on highly efficient and effective High Intensity Interval Training (HIIT) exercises, sound nutrition and positive behavioral science. The result is amazing body transformations for clients and transitioning them away from unhealthy habits toward a sustainable, lasting lifestyle. Every aspect of how Tabata Bootcamp is taught reinforces the bond with the trainer and their clients, creating lifelong client relationships and real fitness success. Consisting of HIIT workouts three times a week with a trainer, Tabata Bootcamp’s philosophy is “Quality, Not Quantity.” In other words, the effect of a workout should not be based on the amount of time devoted to exercising, but rather what the exercise does for your body after the workout is over. With Tabata Bootcamp, you not only burn calories during the exercise, but your body keeps burning extra calories for the next 24 to 48 hours (as much as five times the amount burned during the exercise). This short duration, but high intensity interval training creates a prolonged afterburn, or EPOC (excess post oxygen consumption). This type of training causes the body to take longer to return to its state of rest, so it continues to burn calories at a higher rate long after the workout session has completed. But Tabata Bootcamp is not your ordinary bootcamp. What makes Tabata Bootcamp truly unique is that it is structured as a small group behavioral change experience for the bootcampers. “As trainers, our biggest challenge is what our clients do when we are not with them,” says Mindy Mylrea. “It’s the other 23 hours during the day when our clients are making poor food choices or falling back into bad habits that sabotage their results. To make true sustained change, we need to replace bad habits with healthy habits. Tabata Bootcamp reinforces accountability and ignites this

super support small group culture. You see the bootcampers share ideas, challenges, ask each other questions, and cheer each other on, and it cultivates this strong sense of team and motivation.” Tabata Bootcamp also incorporates nutritional coaching and daily at-home online workouts. Bootcampers not only receive fitness and nutritional tips, but more importantly, tips to help establish healthier lifestyles that are sustainable for long-term success. A Tabata Bootcamp trainer teaches members that small steps can yield big results. The program is also designed as a revenue generating program for trainers. Instead of charging a set fee for personal training, trainers can effectively price the program and train small groups to generate successful profits. It is also structured to feed into personal training, so at the end of a bootcamp, trainers may see clients either signing on for the next bootcamp or pursuing private training sessions, effectively establishing retention and lifelong clients. “The key is finding something that is realistic, sustainable and most importantly something that people will want to do. That’s what Tabata Bootcamp offers. It provides sustainable fitness in a small group culture that motivates people, keeps them accountable, and ultimately helps them stay on track for long-term success.”

The Tabata Bootcamp program offers training certifications across the U.S. and Canada. Upcoming workshops can be found at www.tabatabootcamp.com.


Eat, lift and be

HAPPY

(then change the world)

Neghar Fonooni’s success abounds one opportunity at a time

S

omewhere in between cross-country flights, blog posts, business building, organizing retreats, coaching sessions and planning her upcoming New York wedding 3,000 miles from home, I caught up with fitness industry superstar and all-around lifestyle and mindset expert, Neghar Fonooni. If you’ve not yet heard of Neghar, she’s one of those people that everyone should want to get to know …and you’re bound to continue to hear more and more about her. Neghar’s resume is the essence of admirable accomplishment. Among her many projects, she has built an avid following through her blog, Eat, Lift and Be Happy (www.NegharFonooni.com) and is one of the founding partners of the Girls Gone Strong movement, boasting a community of more than 40,000 followers. Her training repertoire covers everything from yoga to kettlebells to

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her model deadlifts. Her passion for fitness is contagious; it is no wonder she is leading a movement of women not just craving to look and feel strong, but those inspired to live, breathe and embody strength in every aspect of life. Neghar’s journey to success has been unpredictable and at times uncertain, as many fitness professionals can appreciate. What separates Neghar is her guts and tenacity to push the limits of what’s possible not only for herself, but for her clients and followers.

DEADLINES FOR SUCCESS Since the time she was eight years old, Neghar knew she was going to be a writer (or the first woman president, of course). She went to college in Pasadena, California as a major in English and while in college, worked as a trainer at the YMCA; she was always an athlete and always gravitated toward the weight room, so personal training was a natural fit for her, but not something she saw as a career.

Her anticipated career path was abruptly interrupted on September 11, 2001. Neghar joined the Air Force and while serving, studied linguistics and became versed in Farsi, Arabic, Italian and Spanish. When she completed her service, she found herself a single mother and living in a new town after being stationed across the country from her home in California. She knew she didn’t want to take the typical post-military path and pursue a government job that would likely keep her working behind a desk. So she returned to what was familiar — training. It was this point in our conversation that particularly struck a chord with me; as Neghar was discussing the challenges of getting back into being a trainer and starting over after completing her service with the Air Force, she said she “gave herself a deadline for success.” There was something about the way she used the word “deadline” that so clearly illustrated her “failure-is-not-an-option” mindset. She


Journey to Success

By Lindsay Vastola

Neghar FONOONI WHAT IS YOUR CURRENT TITLE? Writer, coach, entrepreneur COMPANY NAME: Eat, Lift & Be Happy CERTIFICATIONS: ACE, RKC, RKC II, CK-FMS, FMS EDUCATION: Everywhere! USAF, UMD, self-education through seminars, books, etc. WHAT IS YOUR FAVORITE PIECE OF WORKOUT EQUIPMENT? A sled or prowler WHAT IS YOUR FAVORITE HEALTHY SNACK? I have a dairy-free dip that I make and I love eating it with fresh veggies: www.negharfonooni.com/2013/01/15/ almond-coconut-veggie-dip/

BE SO MUCH MORE THAN JUST FITNESS… knew it was entirely on her to build her business, one client at a time. For five years, she trained clients she didn’t necessarily want to train and worked hours she didn’t want to work. With her commitment to succeed, she met her deadline for success and the greatest payoff was that now she was able to choose the clients with whom she wanted to work. Neghar credits her experience working with all types of clients, from athletes to post-rehab patients and everyone in between, for her strong foundation and depth as a fitness professional that has propelled her success.

During our conversation, Neghar never referred to herself as a trainer, but rather a “coach.” I asked her what “coach” meant to her as it relates to her business, her clients and her brand. Without hesitation she responded, “Fitness is so much more than exercise, and what we do as fitness professionals is deeper than just exercise.” As many fitness professionals will appreciate, she realizes that she is not just training the body, but she is training the total person; and she doesn’t take this responsibility lightly. Neghar realizes that in order to impact her clients’ lives in the way she knows she is capable, the hour she spends with each of her clients must be the most meaningful hour of their

WHAT IS YOUR FAVORITE QUOTE OR SAYING? “There is only one thing in life worse than being talked about, and that is not being talked about.” -Oscar Wilde CONTACT INFO: Neghar Fonooni www.negharfonooni.com www.facebook.com/eatliftandbehappy twitter: @negharfonooni Instagram: @negharfonooni


day because that is the start of manifesting real change in people’s lives. Neghar realizes there are many qualified and successful fitness professionals serving the same niche of women she serves, but what separates her is that she has discovered how to impact women in a way that is unique to her and resonates with women who, in many ways, are just like her. Along with her tenacity and passion, honing-in and really focusing on how she uniquely serves her clients is arguably the most influential reason why she has been able to build a growing, recognizable brand. Her advice to other fitness professionals is to be patient and open-minded when it comes to finding a niche to serve; it may not be as obvious as you might think and it may not happen immediately. Continue to work with as many different types of clients as possible to give you the depth of knowledge and experience that will make you more valuable when you do find your niche. Once you discover who your ideal client is, serve them in a way that is unique to you; because that is how you will differentiate yourself.

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ALWAYS SEEK THE GREATER OPPORTUNITY As Neghar shared more of her journey, there was a resounding theme — Neghar always looks for the greater opportunity. The writer in her found a natural affinity to blogging and social media as a means of sharing her message. She quickly realized the power of community she attracted with her writing and how it can impact a client’s journey, not only in fitness but complete lifestyle change. She saw this power of community as her greater opportunity to reach more women; last October, Neghar took her training business entirely online offering group fitness and lifestyle coaching. She saw the opportunity to create a community of women who were craving a simple, no-nonsense approach to fitness and so she developed a partnership to create Girls Gone Strong which continues to evolve as there are greater opportunities to better serve their rapidly growing community. She is working on releasing her new online product brand Lean and Lovely and launching a new online coaching program. Always looking at the greater opportunities in collaboration and partnership, Neghar partnered with Jill Coleman and Jen Sinkler, two leaders in

fitness, and recently hosted the first annual Women’s Radiance Retreat in Santa Monica. Neghar Fonooni strikes me as a woman who will never settle for giving or getting “just enough.” She is creative, tenacious and has this innate gift of building community; people naturally gravitate toward her because she exudes an energy that people just want to be a part of. Combined with her keen business acumen, genuine passion for making a difference and with almost understated simplicity, she raises the bar for our industry. There is no question that Neghar’s journey to success is far from over. She told me that following her service in the Air Force that she wanted to work in global welfare, but at the time it just wasn’t necessarily in her cards. Whether she realizes it or not, Neghar is impacting global welfare, maybe not in the political or geographical sense, but by curating communities of women who are healthier, stronger, bolder and more confident. In my humble estimation, that is impacting welfare on a global scale! I challenge all fitness professionals to take Neghar’s lead and always seek the greater opportunity. You never know where that opportunity may lead you on your own journey to success.


PROFILE: PEAK PILATES By: Dr. Kevin Steele | Website: www.peakpilates.com | Email: info@peakpilates.com | Phone: 800.925.3674

Expand your professional fitness practice with Pilates In addition to the equipment, specific group reformer and group chair programming was developed for this line. As one of the top educators worldwide, Peak Pilates is a major force in continuing the tradition of classical Pilates training, while bringing a fresh approach. Through our group chair and reformer programming and a new Pilates-based paradigm we combine core Pilates principles with the latest in fitness trends in a dynamic, progressive workout. Rooted in traditional Pilates, the programming was created by Peak Pilates Master Instructors and educational developers who have been classically trained, giving these programs the utmost credibility and integrity. Absolutely one of the most fun and exciting concepts in Pilates training today, our small group training appeals to all ages, abilities and demographics while producing results and driving participation. Chair and reformer classes engage the entire body in coordinating movements to increase flexibility, core strength and balance in time-efficient workouts. Versatile programming options get you the most mileage from your investment. Our expertly designed workouts can be utilized on their own, or combined with other props and accessories from the studio or group exercise room to create a unique circuit training experience. There is no end to the class formats you can create with our patented stacking and nesting chairs and reformers.

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eak Pilates® created the Movement Line to make Pilates more accessible, space-saving and cost-effective. A technologically-advanced metal line that features stackable and portable equipment inspired from the traditional wood designs, the Movement Line maintains the highest standard of quality. We envisioned this versatile, fitness-focused line as the perfect solution for group equipment classes, small studios, health clubs and other facilities, while still upholding the core Pilates principles. Such innovative and cutting-edge designs lead the industry in efficient, affordable alternatives to traditional wood equipment. We offer a variety of apparatus options from our fit™ reformer that stacks both horizontally and on end, to our Peak PilatesSystem® Deluxe, the only reformer and tower solution on the market that folds up for easy storage. The line also includes the MVe® chair, a contemporary take on the original Pilates chair with improved functionality and ergonomics that can be used for group exercise or personal training. Multilevel spring resistance and a sleek, stackable design make it highly portable and easy to store. Lastly, the sleek, aluminum MVe reformer with an available tower system option is perfectly designed for busy studios, with easy stacking ability, providing maximum versatility in both features and performance. The Movement Line truly has something for everyone.

The turnkey program packages include a combination of equipment, on-site instructor training, predesigned group class templates, audio/ visual materials and marketing support. They are effective and easy to implement with minimal start-up investment and turnaround time to launch, which in turn can help with expanding clientele and increasing business. The programs are inspired by the traditional chair and reformer exercises, anchored by the six Pilates Principles, and offer a unique teaching methodology. As with our comprehensive pathway, the training not only teaches students what to teach, but how to teach. To learn more about our Movement Line equipment and group chair and reformer programming, visit www.peakpilates.com or call a Peak Pilates consultant at 800.925.3674.

Dr. Kevin Steele is the Vice President of Programs and Education for Mad Dogg Athletics, Inc. He is chairman of the Crest Advisory Board for Pepperdine University, is a member of the American College of Sports Medicine, and serves on the board of the LA Triathlon.


The money Beth Shaw

CONUNDRUM

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strategies to earn what you’re worth (guilt-free) “You can live your mission while being poor. You can live your mission being wealthy. Wealthy is better.” I came across this quote at a seminar I attended recently at a major fitness conference, and I agree – wealthy is better. Like anything, it’s what you do with it that counts. The more abundance you have, the more good you can do with it. The more prosperity you create, the less you have to expend energy worrying about resources; and the more secure, warranted or not, you will feel. While money may not necessarily make you any happier, it does make life easier. If you’re not charging what you are worth it can be damaging to you on many levels, particularly the toll it takes on your self-esteem. Even if we are living our passion, working in the field that we love – yoga or fitness – we still need to make a comfortable living. For women, in particular, there is often a guilt associated with charging too much or, for that matter, charging anything for services you provide. We often feel badly about charging what we are worth and often times, due to low self-esteem or from genuine altruistic feelings, we charge much less than we should. We often accept “less than” with the mindset that we’re doing something that we love and helping others in the meantime. The first step in correcting this mindset is to simply acknowledge and recognize how far as professionals we have come and yet how far we have to go. Chances are as a trainer, the male trainers in the gym are charging more – and getting it. In yoga (as well as for many fitness trainers), there is a common underlying thought that no one should be profiting from the emotional and physical – and even sometimes considered spiritual – experience that is yoga practice. It’s a belief among many that yoga is about living a simple, clean, precise life; one free of the clutters of worldly possessions. Though yoga does in fact encompass the idea of living a minimalist lifestyle, it is important that those of us living hundreds of years after yoga’s creation understand that that doesn’t necessarily mean that you have to be broke – or even that you can’t live comfortably and profit from running a successful yoga business. What is important to remember is that we follow some basic principles of yoga and karma to ensure that we are living the lifestyle we teach or practice. Here are nine tips to charging equitable rates and getting paid what you are worth; these apply to both yoga instructors and fitness professionals.

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CONTINUE YOUR EDUCATION

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Whether you are a fitness professional or yoga teacher, one of the best ways to increase your income is to increase your education. Take workshops and courses in the same as well as related fields. If you are a fitness professional, learn yoga and massage; if you are a yoga instructor perhaps it is time to up-your-game to a 500-hour RYT (registered yoga teacher) or look at becoming a yoga therapist. Adding tools to your tool basket will only make you a more valuable player.

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ESTABLISH YOUR CREDIBILITY THROUGH MEDIA AND YOUR EVALUATIONS Do you have great testimonials? Put them on your website. Have you received an award? Add it to your resume. Write articles for your local papers and online forums. An author is viewed as an expert. Become that expert. By demonstrating your credibility, you will almost automatically become worth more.

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SHOP AROUND AND COMPARE THE “GOING RATE�

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Know what your competitors are charging; research clubs, classes, trainers and other services and know the entire market from the high- to low-end; then set your rates. Charging much higher or much lower is a strategy that most likely will not work as people are price sensitive in our culture.

KNOW YOUR LOCAL DEMOGRAPHICS Get to you know your client-base and the demographic before setting your rates. You cannot charge too much out of range in either direction. Use this knowledge to help decide which fitness club or yoga studio you would like to work at. You have choices; and you have the power to educate yourself to make the best one.

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BOLSTER YOUR SELF-ESTEEM Take time out to work on the development of you as a person. This will make you more worthy of your dreams and desires. It is an energy that shines through. Take courses, read books, listen to self-esteem boosting audio recordings and make yourself a better you on all levels. Use your yoga, meditation and fitness to create the best possible you. Keep working on yourself; bottom line is that you are your best investment.

DECIDE HOW MUCH YOUR TIME IS WORTH Your value comes down to time versus money. Figure out how much you need or want to work, then assign a dollar figure to your time integrating some of the pricing strategies above. We only have so much time, and time arguably is as valuable as money, if not more valuable.

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DRAW A LINE IN THE SAND Create boundaries for yourself; learn to say no or walk away from a low-paying class or client and make space for more prosperity to come into your life. If you clear the space of a low-paying or no-paying client, you can replace them with a higher-level client.

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GIVE BACK IN OTHER WAYS OUTSIDE OF YOUR MAIN PROFESSION We all want to give back and make a difference. Volunteering or giving of your time and resources outside of your chosen profession may just yield you a better outcome and may even attract new clients. Walk dogs at the shelter, read to the blind, help the elderly; there are many things that you can do that require time not money and will not interfere with your career, but rather may advance it.

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DON’T BE AFRAID TO ASK FOR MORE You may have heard the phrase, “Life exacts the price you ask;” ask high and you just might get it. Especially if you believe that you are worth it.

One aspect of life all yogis must consider is karma. In its simplest form, karma is about playing by the rules. It means treating people how you would like to be treated and putting out energy and effort into the universe that you would want returned to you. In running a successful business it is critical for every yogi and fitness professional to acknowledge that his or her actions will have an equal reaction in the universe; thus you rip someone off, and chances are it will come back to you. That idea alone opens up a dialog as to what is right and wrong in the world of money and yoga. So how do you build a successful business all while being respectful of the tenets of yoga? You charge what you’re worth!

Beth Shaw is the creator and president of YogaFit Training Systems and has dedicated her life to YogaFit and the transformational growth that the company creates globally. Shaw is the entrepreneurial innovator behind numerous fitness trends and the two editions of her first book, YogaFit, have sold over 60,000 copies. www.yogafit.com

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PILATES THE UNSUNG POWER OF

By Phyl London

View Phyl’s sample Pilates warm-up routine on www.fit-pro.com

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Personal trainers are driven by results. We feel most accomplished when our clients achieve significant improvements in their physiques and fitness level. What if there was a way to achieve impressive results and make them last longer? We’re always looking for evidence-based methods of training our clients with the proverbial “smarter, not harder”

methodology. Pilates may be a solution to integrate for many of your clients. Here are five reasons why Pilates is a perfect training to integrate in your clients’ programs and suggestions on how to simply incorporate Pilates into your everyday workout routines for your clients.

Photo courtesy of Mad Dogg Athletics, Inc.


CORE STRENGTH IS MORE THAN MOST CLIENTS THINK

AWAKEN THE “FORGOTTEN” MUSCLE GROUPS

OPEN THE PATHWAY FOR THE MIND-BODY CONNECTION

The transversus abdominus (TA) is the deepest layer of core muscle that runs from the pubic bone to the upper ribcage and is attached to the spine. Picture a cylinder of muscle around the torso that is stable at the bottom and flexible on top like a tree trunk and branches. The TA supports the pelvis bone and the lower back while allowing movement in the ribcage similar to the way a tree trunk provides stability for branches to safely sway. There are three key reasons why we should not only care about core strength, but should make it our top priority. Strengthening the TA results in a flat, elongated appearance of the abdominal area. A strong TA maintains better lumbo-pelvic control which improves alignment. Finally, a trained TA increases stability in the low back region, preventing injury as we increase the intensity of our workouts or as we age.

Pilates awakens the muscles we do not use in everyday life while simultaneously lengthening the bulky muscles we overuse daily. These harmonized actions produce a balance in muscle tone, which gives Pilates-trained clients the long and lean look of a ballet dancer with the strength of a body builder. The muscles that surround our pelvis are there to keep us upright when we walk or run. In today’s world, more and more people are living sedentary lifestyles. We are working at desks all day, using cars as our main mode of transportation, and spending hours in front of the TV. In turn, our muscles aren’t being used properly which eventually results in muscle atrophy, especially in the smaller muscle groups that we don’t use regularly. Pilates purposefully targets and strengthens these muscles which not only prevents injury but also makes exercise more effective.

TIP: Take a Pilates class to learn how to activate the TA in your own body. This will give you a better sense of how to implement the principles of Pilates core strength into your own workout routines.

TIP:

As in yoga, Pilates combines breath with movement. Each exercise is coupled with movement of breath. For example, exhaling corresponds to “knitting” or contracting the abdominal muscles while inhaling corresponds to widening the ribs and filling the lungs. When we connect breath to movement, we create a clear pathway for our minds to connect to our muscles. Picture that pathway as a mirror. When we work out in front of a mirror our body awareness increases. The mirror offers visual cues to when we may need to make a correction in our alignment or movement. The pathway from breath to body allows the mind to tune into the muscles. Eventually, that connection becomes so strong that the mind will know when and how to activate the muscle groups without a visual cue, much like our fingers know how to express ourselves through the use of a keyboard. The stronger the bond between the mind and body, the more effective exercise will become. When the client is in-tune, he/she naturally adapts to proper technique, which is key to seeing results. Conscious breath and movement give Pilates its meditative quality, which also quiets the mind and reduces stress.

Warm-up with a Pilates core routine before every workout session for about 15-20 minutes. This will help your clients awaken “sleeping” muscle groups, giving them an even better workout during your session.

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TIP: Practice Pilates breathing techniques at home so you get used to the breathing cues. Lay in supine position on the floor with your knees bent and feet firmly placed on the ground. Place a hand below your belly button on your abdominal wall. Inhale deeply, and as you exhale feel your abdominal muscles sink below your hand. Exhale as if you are fogging up a mirror. ACHIEVE A BALANCED BODY Symmetry is an important part of the human form. When one part of our body is misaligned, another part of our body will compensate by overworking. Eventually, these actions will result in asymmetry in our muscles and joints and this leads to injury. Pilates offers clients a course back to symmetry in their muscles and bones by correcting misalignments with mindful movements that focus on strengthening and elongating every single muscle in the body. Symmetry is also visually important. Research indicates that humans prefer to look at symmetrical shapes compared to asymmetrical shapes. When we train misaligned bodies, one side of the body is bound to become stronger or leaner than the other side. Pilates prevents this asymmetry which results in well-rounded strength and muscle tone.

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TIP: Write a 10-minute core warm-up plan for your clients. Take a shot at writing one first and then cross check your warm-up plan with other plans you research. The more research you do on different exercises, the more creative you can get with your own routine!

• Balanced Body – www.pilates.com • Peak Pilates – www.peakpilates.com • Physical Mind Institute – www.themethodpilates.com • Polestar Pilates – www.polestarpilates.com • Power Pilates – www.powerpilates.com • STOTT Pilates - www.merrithew.com/stott-pilates

FIND PERFECT POSTURE

Every method focuses on core strength, small muscle groups, body awareness, alignment and posture; so whichever method works best for you will also work best for your clients. We only have one body and one shot at life. Help your clients preserve, care for and nourish their bodies by incorporating Pilates into your training routine. Encourage your clients to do Pilates at least once a week for optimal results.

Pilates will correct unhealthy posture not only by increasing body awareness but also by strengthening the muscles in the back that are often ignored. Poor posture is a direct result of work, lifestyle or exercising incorrectly. It can lead to back pain, chronic injury and even sleep loss. Pain inhibits movement and progress in all aspects of life. Pilates offers a series of movements that stretch and strengthen the muscles in the back and neck. These movements increase back body awareness, which not only helps with posture but also makes Pilates-trained clients significantly less likely to injure themselves when encountering everyday challenges such as slipping on ice or carrying heavy bags of groceries.

TIP: Get certified as a Pilates instructor. Pick the program that works best for you and your fitness philosophy. Among many options available, some of the more common Pilates certifications include:

Phyl London, M.Ed, ACSM, AFAA, is the winner of Season II Fit or Flop, “America’s Next Best Fitness Star.” She is the creator of Bodiphy, a full-body workout that increases body awareness and strengthens from the inside out by focusing alignment, balance and core. Learn more about Bodiphy and take advantage of Phyl’s free workout videos at www.phyllondon.com.


THE MESSAGE Website: www.run-fit.com | Twitter: @drjasonkarp | Facebook: /drjasonkarp | YouTube: /runcoachjason

Dr. Jason Karp is a leading authority for runners and has created a community of followers that is captivated by his knowledge. Here is how Jason shares his message...

1.

My ideal client is a runner or want-to-be runner who’s committed to challenging himself or herself and finding out what he or she is capable of. I love working with people who are willing to do whatever it takes to be successful.

2.

My message is to use running as a way to challenge and reveal things in yourself, find out who you really are, and become the person you want to be. Running, especially running fast, is hard for many people. But life is hard. Like life, there are moments in tough workouts and races when it’s uncomfortable, and you’re faced with a question about what to do: do you pull back on the throttle to relieve the discomfort, or do you push through it to find out what’s on the other side?

3.

If I had only one way to share my message it would be in front of as many runners as possible. I love the in-person interaction, whether it’s during a lecture at a conference or out on the track during a workout.

4.

Successful messaging is focused, inspirational, emotional, influential and staying true to your brand. Never try to be something you’re not and never try to be everything to everyone.

5.

People follow me because I’m credible and entertaining and they know they’ll learn things from me that they can’t or won’t learn from any other source.

DR. JASON


By Teri O’Brien

In celebration of our 15th Anniversary, here is a throwback article originally featured in our March, 2000 issue.

Divorce, trainer style How to separate yourself from that impossible client

hen I was practicing law, I sometimes heard other lawyers say, “Being a lawyer would be great if only it weren’t for the clients!” The point was, some of our clients could be unreasonable, unpleasant and unrealistic. In short, they could be difficult. Personal trainers encounter the same problem. While most of our clients are delightful, every once in a while we encounter a person who presents a challenge. Oh, why mince words? The person I’m describing is a pain in the glutes! You didn’t get into this business to show clients the door, but when all else fails and you have no alternative, there is a right way to rid yourself of a troublemaker. It won’t be painless, or course, but I hope the following suggestions will make the process a bit easier.

YOUR IDEAL CLIENT Like physicians, personal trainers will be most successful when they specialize. While it’s tempting to think, “I can train anyone!” that’s not the way to maximize your efficiency and your income. Your time is your stock-in-trade, and it’s a precious commodity because it is so limited. Close your eyes and picture your ideal client. It seems obvious that if you are an expert on improving the performance of high school and collegiate baseball players, you should limit your practice to this group and refer the rest. If you emphasize what you do best, you will minimize the possibility of having to re-invent the wheel with every client.

LAYING DOWN THE LAW In every relationship, we teach people how to treat us, what we will accept and what is a deal breaker. The rules we have exist to make things run smoothly for everyone. In your personal training practice, explaining your rules and policies at the beginning of your relationship with a potential client leaves no room for messy misunderstandings later. Do you bill for cancellations that occur less than 24 hours before a session? Do you require clients to pay for a block of sessions in advance? Are there any other policies that potential clients should know about before they sign up? Whatever rules you have established for your

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business, make sure they are clear and unambiguous. I suggest you give rules in writing to potential clients well before your first session. Notice that I said “potential” clients. You should always let people know the rules in advance so that they will have an opportunity to make voluntary choices. There’s no more sure-fire way to have a testy client than to cash a big check from someone for a block of sessions and then present her with a list of do’s and don’ts.

WORST-CASE SCENARIO Let’s say you’ve done everything right. You’ve got clear, written rules and policies, which you advise all prospective clients of well in advance of taking them on. You refer any clients whose needs and desires would be better served by someone with different strengths, expertise or location. You’ve got control of your schedule so you aren’t trying to serve too many clients, while serving none of them well. Sometimes even those who take every precaution end up with problem clients. For example, despite telling him well in advance, Mr. X, a chronic canceller, still argues with you when he is billed for sessions he blows off moments before you’re scheduled to arrive. Mr. B just can’t seem to be on time for his sessions. His chronic lateness is messing up your schedule for the rest of the day. Ms. Y still fights you every inch of the way when you’re trying to instruct her on how to do every exercise, making you wonder, “If she doesn’t think I know anything, why did she hire me in the first place?” Your first objective should be to avoid having to lose a client, even a difficult one. After all, remember the key to maximum income and impact is working with standing clients. Client turnover is expensive and demoralizing; therefore, try to fix things first. To handle Mr. X, the chronic canceller, bill for blocks of sessions in advance, not after the fact. Not only will prepayment provide a disincentive for the client to cancel his session, you won’t be faced with an argument about paying for missed appointments. You will already have the money, and the question will be whether you in your discretion, given all facts and circumstances, want to issue a credit. Before you decide specifically what to do about your chronically late problem child (Mr.

B), you need a bit more information. Explain the problem to your client in non-personal, non-threatening language and see if you can come up with a mutually acceptable answer. Often 10-15 minutes can make all the difference to him. With this simple adjustment, he’s on time and you haven’t wasted 15 minutes tapping your feet and getting more irritated with every passing second. If, on the other hand, this lateness is not about scheduling difficulties and more about control and the need to manipulate others by forcing them to wait, it’s time to say, “Houston, we have a problem.” Here, you will have to be especially careful, since this manipulative personality type always has a “good” reason for everything he does, which will often be couched in terms that suggest he had only your best interests at heart. After explaining you knew he didn’t intend to inconvenience you, reiterate how important it is for him to arrive on time. Emphasize the fact that if he arrives late for his 5 p.m. appointment, the appointment ends at 6 p.m. (assuming a one-hour session). This policy may be enough to correct the chronic lateness problem one of two ways. First, he may begin to show up on time thinking “I’m paying for an hour, so I’d better get an hour.” On the other hand, he may continue to arrive late. In that case, you have to decide whether you want to continue working with this client. You may be of a mind that 30 or 40 minutes is better than nothing. You can use your knowledge and expertise to design time-efficient workouts for him, and that may solve the problem permanently. Ms. Y, the know-it-all corrector, may just need to have her opinions acknowledged before she permits you to lead the way. For example, if she says, “I saw Suzy Hardbody on TV doing it this way,” the absolute wrong thing to say is, “Well, Suzy is an imbecile, brain-dead model with implants who doesn’t know jack about exercise or anatomy, so just do it this way.” You may be absolutely right about Suzy, but Ms. Y has an unquenchable need to have her opinions acknowledged and to be respected as a thoughtful, intelligent person. Instead, say something like, “That’s interesting. Yes, some experts think that’s a good way to isolate this muscle group. In your case, the reason I chose this way to do the exercise is that,” followed by your reason for


your method. A reasonable person, even one with a need to be acknowledged as a fellow expert like Ms. Y, will usually accept this sort of answer. In fact, she will probably approach the exercise with new enthusiasm because she’ll be so thrilled you actually listened to her.

WHEN PUSH COMES TO SHOVE When you find yourself seriously thinking about terminating a client relationship, you should ask yourself two questions: (1) If every client were like this one, could I make a living? (2) If every client were like this one, would I want to keep doing this job? If the answer to both of these questions is no, you should take the step of going your separate ways. When you do, there are certain things that you need to consider. Just because you and your client don’t hit on all eight cylinders during your sessions doesn’t mean you can’t be friends. In fact, you definitely want to end your relationship on an amicable basis. There are three reasons for this. The first is that it’s obviously more pleasant for everyone concerned if you end things as friends. The other two reasons are less obvious. First, you never want to make enemies, but you especially don’t want to make enemies of people who might then be motivated to suddenly discover injuries that you

caused through your exercise program. That’s a good way to see the word “defendant” after your name. Second, just because you and this client don’t work well together doesn’t mean that he won’t refer other clients to you. If you end your relationship on a friendly basis, he won’t have any reason not to do so, especially if you make it impersonal. When you discuss the ending of your relationship, keep personalities out of it. You are not terminating the relationship because this client is a miserable pill. You are terminating it because you are not the right trainer for him or her.

SOFTEN THE BLOW As Mary Poppins said, a spoon full of sugar helps the medicine go down. Say something like this to your chronic canceller: “Mr. X, I think that maybe until things at work settle down a bit, you need to consider going on an independent study program. How about if I prepare a program that you could do on your schedule on the days and times that you have? I’ll write it up, and you can check in with me every couple of weeks and let me know how you’re doing. I can’t stand to have you feeling bad about these missed sessions!” Mr. X is left with the impression that you are concerned with his welfare, not that you’re trying to rid yourself of an annoying pain in the derriere.

DOCUMENT EVERYTHING If you do terminate a client relationship, send a short note along the lines alluded to above, setting out the reasons for the termination, expressing your appreciation for the time you had together and wishing him all the best. Don’t word this letter like something out of “Dragnet,” as in “just the facts,” though. The tone should be friendly and newsy. I suggest you send this letter certified with a return receipt requested, since, if you ever have the need to look at it again, you’re going to need to prove the client received it. The overwhelming majority of client relationships are going to be professionally fulfilling. On that rare occasion when you have to initiate a parting of the ways, your goal should be to do so with your ex-client having fond memories, not fresh resentments.

Teri O’Brien, JD, MS Exercise Science, hosts a live, call-in fitness and motivation talk show on WCKG in Chicago. She is also featured in eight videos in the American College of Sports Medicine’s Healthy Learning Video series and is the author of two book, “The Personal Trainer’s Handbook” (Human Kinetics, 1997) and the upcoming “Pearls for Personal Trainers.” For more information visit www.teriobrien.com.

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EXERCISE SPOTLIGHT Exercises designed by Angela Kneale, OTR

OPTP STAR ROLLER Integrate the NEW OPTP STAR ROLLER™ into your workout routines to boost your body’s natural elasticity and resilience. Unlike the compression of a standard round foam roller, the STAR ROLLER’s patented ridged design alternately compresses and releases, efficiently mobilizing the connective tissue and soothing tight muscles. Rolling before a workout relieves body tension and corrects muscle imbalances, preparing your body for optimal training. Rolling after a workout decreases post-exercise soreness, enhancing your readiness for the next session. Regular use of the STAR ROLLER and the foam roller methods demonstrated in Angela Kneale’s Rolling for Resilience promotes a balanced, flexible body that rises to any challenge.

Middle Back Rolling

Benefits – Releases tension between your shoulder blades; improves posture and flexibility. Starting Position – Sit on the floor with the roller behind you, and lean back onto the roller at the lower edge of your shoulder blades. Hands behind your head for support, reach your elbows toward the ceiling. Movement Sequence – With core support, lift your pelvis and slowly roll up and down your middle back from the top of the shoulder blades toward bottom of the ribcage. Vary the angles and amounts of pressures as you lean your middle back into the roller.

Outer Shoulder Blade Rolling

Benefits – Releases tension alongside your body; increases low back and shoulder mobility; improves breathing. Starting Position – Lie on your side with the roller crosswise beneath your lower armpit region, with knees bent and hands behind your head. Place your top foot in front of bottom ankle. Movement Sequence – Slowly roll along the outer edge of your shoulder blade, relaxing into any tight or tender regions. Vary the movements by rotating your torso slightly forward or backward to roll different regions. Repeat on other side.

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Protected by U.S. Patents 7,918,774 and 8,002,682 and other patents pending.


For more information, visit www.optp.com or call 800.367.7393

Outer Thigh Rolling

Benefits – Releases tension in outer thigh, hip and knee; improves lower body mobility. Starting Position – Lie on your side with your outer thigh on the roller, and your forearm supporting your upper body. Cross your top leg over the bottom leg, placing your foot on the floor. Movement Sequence – Slowly roll down and up your outer thigh from just below the greater trochanter to just above the knee. Vary the movement by rotating out and in from your hip joint as you roll. Repeat on other side.

Hip Rotator Rolling

Benefits – Releases hip tension; increases hip mobility; improves posture. Starting Position – Sit crosswise on the roller, knees bent and arms supporting on the floor behind roller. Lean to one side and place that ankle on the opposite knee. Rotate your hip outward as much as is comfortable, and angle your knee down toward the floor. Movement Sequence – Roll the back of your pelvis over the roller, relaxing and releasing deep hip rotator muscles. Vary the angles and amounts of pressure as you lean into the roller. Repeat on the other side.

Hamstrings Rolling

Benefits – Releases leg tension; improves leg and lower back movement and comfort. Starting Position – Place the roller under the back of your thighs, with your hands on the floor behind you. Movement Sequence – Slowly roll down and up the back of your thighs, from your hips to your knees. Rotate hips out to roll outer hamstrings, and rotate in to roll inner hamstrings.

Shin Rolling

Benefits – Releases lower leg tension; increases hip, leg, ankle, and foot mobility; improves posture. Starting Position – On hands and knees with roller placed just below your kneecaps, shoulders over your hands, and hips over your knees. Movement Sequence – Slowly bend hips and knees to pull roller in toward your arms and then press it back, rolling down and up your shins. Experience the support of core muscles during movements.

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NEW ON THE MARKET The latest trends in fitness equipment

ULTRABALL The UltraBall’s superior performance and maximum durability help make it the safest and most reliable stability ball on the market today. It’s made of heavier, thicker-gauge material than other balls, so it’s more resistant to stretching or deforming and ideal for use in the most demanding club environments. The dimpled surface offers a 360-degree body-traction effect. Slow-deflate up to 600 pounds. www.SPRI.com

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Lindsay's Review: ActivMotion Bar

The ActivMotion Bar is the perfect way to “up-the-ante” from your standard resistance bar movements. Your core, stability muscles and range of motion will be challenged as a result of weights that roll back and forth inside of the bar as you perform dynamic movements. My clients who tried the ActivMotion Bar movements noticed an immediate difference and greater awareness of their core muscles and stability. If you didn’t think a resistance bar could offer benefits different than you’ve experienced with other bars, you’ll definitely want to try the ActivMotion Bar! www.hardcoretrainer.com

SPINNER BLADE ION

TRS ACTIV8R TOOL

FIT-AWESOME

The Spinner Blade ION revolutionizes your spinning program with science-based power training. The Spinner Blade ION takes the proven accuracy of strain gauge technology and combines it with the Spinpower Instructor Certification. Power meter innovation has proven effective in maximizing training efficiency and enhancing fitness and performance results for cyclists of all levels. www.spinning.com 800.847.7746

The TRS Activ8r soft-tissue release system is designed to prevent nagging injuries, maximize performance or rehabilitate from injury or daily stress. The contoured “figure-eight” profile and silicone construction help it sink deep into tight tissues for an efficient myofascial release. The Activ8r is perfect for clinic, gym or home exercise programs. It’s compact, freezable, dishwasher-safe, benefits the entire body and includes an instructional poster. www.optp.com 800.367.7393

Fit-Awesome is an app-based relationship management tool that helps club managers and fitness professionals attract, engage and retain training clients. It helps to create and strengthen the relationship between the trainer and client resulting in increased retention and sales. It does all of this in one central area efficiently and effectively. www.fit-awesome.com

| WWW.FIT-PRO.COM | SEPTEMBER-OCTOBER 2013


EVENTS CALENDAR October-November 2013

MEGA TRAINING 2013 October 10-12 | Orlando, FL By NPE www.pfpmegatraining.com

ACE Symposium East October 17-19 | Orlando, FL By ACE www.acefitness.org/symposium

National Posture Institute CEC Workshop October 18-19 | Las Vegas, NV October 26-27 | Chicago, IL November 8-9 | College Park, MD By National Posture Institute www.npionline.org/workshops/posture-workshops

Club Industry Show 2013 October 23-25 | Chicago, IL By Penton Media www.clubindustryshow.com

2014 PFP Trainer of the Year Award Presentation October 24 at 4:00 p.m. | Chicago, IL By PFP media www.fit-pro.com/traineroftheyear

YogaFit Mind Body Fitness Conference October 31-November 3 | Atlanta, GA November 14-17 | Long Island, NY December 12-15 | Seattle, WA By YogaFit www.yogafit.com/events

Small Group Training Workshop November 9 | Chicago, IL November 9 | Indianapolis, IN November 9 | Los Angeles, CA By ACE www.acefitness.org

Athletic Business Conference & Expo 2013 November 21-23 | San Diego, CA By Athletic Business Media www.athleticbusinessconference.com

For a complete listing, see our online Events Calendar at www.fit-pro.com/events.

Connect with your peers SEPTEMBER-OCTOBER 2013 | WWW.FIT-PRO.COM | 29


BE BETTER Phil Kaplan | www.philkaplan.com

The “Go Moment” – where creation meets evolution One of the greatest debates to polarize humankind wages over the eternal question: “Where did we come from?” The debate spins off into two distinctive sides, those who tout “creation” as the only possible truth, and others who vehemently oppose creationists with the word “evolution.” Far be it from me to enter this debate, but the idea of creation and evolution being polar opposites strikes me. After all, in our field, in our daily endeavors, and when considering and reconsidering our power to help clients improve, we call upon both, and the most effective personal trainers involve their clients in both pieces of the process! They create, and they evolve. Whether you’ve read Napoleon Hill’s works, or you’ve found the book As A Man Thinketh by James Allen, you’ve heard it said, “We become what we think about.” The premise suggests an outcome begins with a thought, and if you stop and take a look at all the things you are and all the things you have, you’ll likely find it to be a wise and somewhat reliable premise. Does that mean all we have to do is think of an outcome and it happens? Hmmmm. Try it. After reading this sentence, close your eyes and recite “I have $5 million in gold coins on the table before me,” followed by intense concentration and visualization. Do it now, and when you feel as if you’ve given it significant concentration open your eyes. Did it work? I’m going to guess you’re looking at whatever was before you when you closed your eyes. The idea here is not to wish, but to believe. To create something in your mind’s eye and begin to think of the experience of having, doing or being as if you’re already living in the future. The idea is to create a vision or idea for an outcome you know you’ll find thrilling. Of course, someone with a vision of $5 million and a commitment to make it real may begin a course of thoughts and actions that can drive a path to a future of financial abundance… and that path would not likely be carved had the individual lived an acceptable life of modest contentment. The creation emerges beginning with the vision of something better. Such is the process that drives a new client to you. The client may not run through this mental and emotional exercise by intention, but somewhere, in the inner workings of his or her mind, a better body, better health, better performance or reinvention is conceptualized, and it’s that initial thought that serves to drive the creation of the outcome. Does it always happen exactly as the client imagines? No. More people initiate the process and abandon the effort than celebrate the dream come true. Why do some get there and so many fall short? The difference is quite simply the preparatory readiness, the alignment of the “go” factors. It’s those factors, which I’ll reveal momentarily, that determine the speed and magnitude of the evolution, the movement from the dream to the reality, the set of actions, thoughts and beliefs that create change. Imagine asking six-year olds to “create” an edible work of art made of ice cream and toppings. Their minds immediately go to

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work “creating.” The ice cream masterpiece doesn’t magically appear. They need materials. They need tools. They may even need some direction and perhaps some correction along the way, but give them mountains of chocolate, vanilla and strawberry ice cream, piles of whipped cream, buckets of sprinkles and a generous spread of cherries and you’ll see the masterpiece evolve. It begins with the direction to create, that direction connects with inner passion and want, and if you were to photograph the outcome every 15 seconds, documenting the process of it taking shape, you’d have a portrait of the evolution of an ice cream dream. When a client begins a journey with you, you understand the importance of identifying “the want.” While novice personal trainers settle for the answer “I want to get in shape,” veterans know, “get in shape” is simply smoke covering an underlying desire or pain, a vision waiting to be created. This is only the beginning of the exploration. I’ve learned to look for what I call the “Go Moment” before I set a client in motion, and that moment is more than the expression of a fitness goal. We may be conditioned to robotically ask the “fitness goal” question, but the question and the answer are both impotent without more. You’ll get to the point where the client expresses in clear terms what he or she hopes to achieve, but that’s foreplay. That’s the guy at the bar saying, “I’d love to ask her out,” but never making the approach. It’s only when he gets off of the barstool with clear direction, a positive mindset and determination that he stands a chance. The Go Moment is a moment of action, but it’s connected with alignment, with preparation for full engagement. It’s the beginning of both creation and evolution. It’s the launch of the outcome. The Go Moment occurs when the following factors align: } } } }

Positive mental attitude A true sense of potential Belief in the clearly expressed and agreed-upon outcome Commitment

If any one of these is missing, you say “go” but the client barely hiccups. The hiccup may look like something more. The client will follow your direction during each session, and will agree with everything you say, but if any of the four pieces of “Go” are not pointed forward, are not directed at the expressed and agreed upon masterpiece, actions are random, thoughts are random and outcomes are random. When you respect the power you have to be a vehicle for eliciting the want, and you do it with a true belief in the power you have to create, and when you marry it with the vital importance of guiding clients with the proper tools and strategies through an evolution, every client becomes the masterpiece he or she dreams of.

Phil Kaplan is now sharing the science behind his protocol in ASPIRE, a 16week program for fitness professionals. Visit http://bebetteracademy.com/ iwanttolearn or email phil@philkaplan.com with the subject line ASPIRE.



PFP September/October 2013