Advice for Personal Trainers - How To Become A Magnetic Trainer

Hello folks, my name is Mark Ottobre, and as always in this video, I'm going to be teaching you how to go from being a good personal trainer to being a great personal trainer. So let's jump in. This video is how to become a magnetic trainer so clients are willing to crawl through broken glass to train with you and just not rely on pushy sales tactics. So how do you become a magnetic trainer? It comes back down to getting results for So I've seen it many times. I've had it happen to me many times. Actually, probably a good story to tell you. Recently I was invited to speak at two different business conferences and before I got up on the stage to speak at these business conferences and what I was speaking on was not business, it was health and fitness, is pretty much no one knew anything about me. I was given a good introduction by the guy, Dale Beaumont from Business Blueprint and fantastic. I've known Dale for years and he gave me a great introduction, but no one really knew much about me. And what we did in this segment was, uh, Dale opened up questions. He asked me questions to begin with and then opened it up to the audience to ask me any questions they like. Now, what ended up happening is they would ask me a question and I would riff on it and I would go for it and give information that perhaps the audience wasn't expecting. And then when the audience was time to answer, you know, ask questions, usually what can happen in that kind of setting is people don't have questions, right? But because Dale would ask me a question about, you know, something about say calories or something like this, right? Or how to lose weight. And I would give such an answer that showed there was a lot of depth to my answer. There was knowledge. There was a well-thought-out process. People then became curious because I was challenging the status quo. So of course there were, you know, hundreds of hands up and people wanted to ask me a bunch of different questions around a bunch of different things. And the whole hour just ended up being questions, which is really fantastic. But it showed, it showed something significant that day. It showed that anyone can go up on a stage and if you have the great knowledge, if you've got great wisdom, if you've got depth to your answer, people are going to want more. And the same thing happened to me very shortly after where I did another presentation, another business event called the Collective with Greg Casser, and I was invited again to do a 15-minute talk. And in that 15-minute talk, I blew the socks off people. I gave them really great content. And in that, people coming up to me asking me a bunch of questions. And sure, you know, it can definitely help drum up business that way. So the point that I'm getting at is you need to have depth to your answers because I fundamentally believe people are searching for answers. If you can give them a level of knowledge that is well over and above, that's going to show value that you can actually help them. Let's say, for example, okay, Someone has a shoulder problem, and this, I see this all the time at my gym, okay, all the time. People come in for consults and they're like, oh, you know, I don't know if I can do personal training, I'm not sure, blah, blah, blah, blah, blah. Okay, great. You know, I've seen 3 other specialists, etc., etc. So that's fine. Stand up, let's have a look at you. I'll do a structural assessment on them. In probably about 15 minutes, I'll figure out what is actually going on. I'll say, well, you know, your scapula on this side's too weak, this is too tight. What we need to do is some stretches here, we need to do hanging, And at the end of it, you know, I've planned out 3 months of training in my head and explained to them the chronological steps that it's gonna take to get them back into training. A really great example is one of our clients named Chris. He was beat up as hell when he came to see us. He was very scared of training, very scared of doing bench press. Like, oh, my shoulder's not very good. I very clearly in the sales consult told him exactly what we were gonna do and how we were gonna do it and all the stages. Now, you know, he is, you know, we joke about Chris 'cause sometimes he's there for 2, 3 hours training. He's there, you know, multiple times a week. Any free event that we run, you know, Chris is the first one there. He's early. He's a brand advocate because where he's come from, and he was a guy that went to, you know, 3, 4 different physios who all told him the same story. When he came to me, I told him a different story. It wasn't the story of, Chris, you know, you're fucked and you've got to stop training and all these kinds of things. It's, Chris, here's what's happening. Here's what your body— I was able with knowledge, able to navigate his problem and then provide him, which is the other crucial part of this, providing with an actual solution that works, that got him a result, that got got him out of shoulder pain and got him training. Now it's that that creates a magnetic trainer. It's actually being able to number one, understand someone's problem and give them depth and value, and then being able to solve that problem with obviously that knowledge in not just a theoretical way, but a very practical way where people can go, wow, he's the only guy who's been able to help him, help me with this, or the only girl that's been able to help me with this. And I've seen so many other people and they haven't been able to help me. So this is the guy. And then that's what builds referral networks. Because you know, when you ask Chris about, about personal training, The only name that comes to mind is Enterprise Fitness because we were the only people who were able to help him with his problem. I mean, this is just one example. So if you want to talk about how to be a magnetic trainer, you really need to go out and solve people's problems. Now, it's not as hard as you think. You go, what problems? It's solve the problem on the individual level, as I was talking about with Chris. You know, take time, speak to people about their problems, find out what it is, how you can actively overcome that. Another great example of this is I once trained a lady with with Parkinson's disease. And you know, she said, okay, I'll do some personal training. Now this was the first client I ever, first person I ever met really with Parkinson's disease. But I got to work. I called the Parkinson's Foundation Institute, wherever you want to call it, spoke to them for about an hour about the disease and wanted to learn as much as I could about that, what I should, shouldn't watch out. I found some great information about how to better help her. And when she came into her first session, I said to her, you know, I've learned this, this, this, this, this, this is how I'm going to help you. This is what we're going to do. These are my ideas. Let me know. Let's keep it open. And she was very, very impressed with that, obviously, because I'd done my homework. So to become a magnetic trainer, now you're probably not going to have every single client want to crawl through broken glass to work with you. You're probably going to have a select niche, but again, that niche is going to be developed from the expertise that you develop. So again, for me, the best example of this was back in the day when I was doing a lot of coaching. It was the female competitor market that would walk through broken glass to work with me. And I had a lot of people and there was people who I would actually turn away. Um, for example, people who would say, you know, I want you to coach me online. And I'd say, well, to qualify for that, you need to come into Melbourne and do a face-to-face consult. I need to train you for that time. It's a 3-hour consult and here's my fee. And people say, oh, I don't want to travel. I said, well, that's fine. I can't take you on as a client. So then, you know, most of the time people would say, sure, all right, well, I'll play ball, I'm gonna— I'll come to Melbourne because they— this was my, this was my process. You need to meet my process. If I'm going to train you, this is what you need to do. So they're flying to Melbourne, I'll train them, and you know, they would get great results. And when I say great results, a lot of them, you know, would end up winning their, their titles or at least placing. Most of them won their titles, and that's what helped me get the, the rep. But again, it came back down to results. There's no magic to it, folks. And again, I've said in previous videos, I never went into it focusing on I want to become a comp prep coach. My focus has always been I want to get the best results for people no matter what I'm doing, whether it's working with Commonwealth Games gold medalist boxers to help them win gold medals, whether it's an Oxygen cover magazine model, whether it's a Miss Australia, whether it's a personal trainer like yourself trying to help you double, triple, or quadruple your business. I want you to get the best results. And that's why I'm known in so many different fields is because I've been able to help people excel in those fields because I don't focus on, you know, I want to be this. I focus on I want to get you the result. So that's how you become magnetic, folks, is you focus solely on that one person in front of you. Or if you're doing a large presentation, you focus on the broad people getting that result. And that's how you become magnetic, is focus on the result. Focus on everything that you can do to help that person get a result and leave no stone unturned. Because when that client starts talking about you to others, they say, you know, this guy, this girl is the real fucking deal. So folks, if you need a hand with— if you need a hand with your PT business, hit me up. You can DM me on Instagram or Facebook or shoot us an email, mark@enterprise— had to think about that for a second— mark@enterprisefitness.com.au. Till next time, folks, train hard, supplement smart, and eat well. See you on the next one.