How To Write Killer Programs That Gets Results | Advice for Personal Trainers - Class 1

Hi, my name is Mark Ottobre, and I'm going to teach you how to go from being a good personal trainer to being a great personal trainer. This is our first video in the sequence, and this video is the secret to writing killer programs which will transform your client's body almost every time. Now, who am I to make such a bold claim? Well, folks, I've been PTing since 2006. I finished my Cert IV in 2005, and from that I was working at Genesis Ringwood, really stumbling over, over my, my thoughts and how to do things correctly, and Basically, I did do a lot of things right from the very early on. I think one of those things was I believed in me. And there was a lady there training and her name was Janet Kane. And some of you may be familiar with this lady. She's won 4 Australian titles with me coaching her. She's won the Arnold Classic 3 times and a bunch of other stuff. So she was my first client who wanted to be very audacious and had very ambitious goals in competing. So I got to test my craft. Now, what has that got to do with writing killer programs that transform your body? Well, the reality is your clients, I mean, it's not just about writing a program. Your clients jump through hoops. So what do I mean by that is the way you talk to your clients is the way they're gonna actually respond. So it's down to the concept of casting. So if you cast someone, let's say for example, you say to someone, "You always speak to me like my mother." Well, you're casting yourself in that example as a child. So people do this unconsciously all the time. So I do this with my clients, but in a positive way. So I cast my clients as champions. I speak to my clients as champions. I say, "Hey," You're late. Would a champion be late? Hey, I thought you were serious about your results. Someone who's serious about results would give me 3 more reps. You know, that's what a loser does. I challenge them. I throw out frames constantly to ensure that my clients are understanding that this is the way I see them. And because it's the way I'm presenting them and presenting a frame, they're able— now that's just a little side note of communication, but how to write programs that transform your bodies every single time, or almost every single time, is you've probably by now, maybe you've seen my 5 free e-classes on screening. So the first thing you want to do is make sure you understand a good screening process. See your client where they're at, understand the screening procedure, uh, get all that. The first consult that you should do with your client should be a nutrition and lifestyle consult. Now for a lot of trainers out there, they might be thinking, oh, but you know, they're paying me to train them. No, no, no, that isn't correct. They're paying you for a result. I mean, you can pay to train them. And this is the way I used to operate my PT business back in 2006 and '07. And I didn't make much money that way until I flipped it on its head and thought, wow, these people are really paying me for a result. How do I need to structure my services to get that result? So I changed it up. The first session we do is a nutrition session, lifestyle session, speaking about it, because without that, I'd say to the client, without that core element, I can give you, you can train with me 7 days a week. It's not going to make a difference if you're not fueling yourself the right way and you're not eating the right foods. We've got to make sure we hit that one on their head. Now, if you're watching this video and you don't know what to do with nutrition, in Wolfpack, obviously we have full modules, full videos. We've got hours and hours and hours of exactly what to do with nutrition supplementation. So we can definitely teach you that. But first things first, you want to make sure you set out that plan. And the reality is in this industry, the more you know, the more you can help people, and the more you learn, the more you can earn. And you want to become a specialist, and a specialist in the field of when people come to you with specific problems, you're able to give them specific solutions to their unique problems. So first things first, look at their sleep, look at the nutrition, look at what they're doing, get a map of what they're currently doing, understand what they're currently doing, and then come up with a plan of attack that's gonna lead them to a better outcome and better results. So that's first. And then that's not just enough to set it, you know, it's not a one-time plan. And this is the myth in nutrition is that, you know, I'm gonna write out a plan, here's your plan, you know, come back to me in 12 weeks. That's what very average, well, not even average, I'd call them below average trainers do that earn below average wages. If you wanna be earning the top of the top, you've Stuff weekly. So, you know, I'd highly recommend you, you learn— and obviously we can teach you this in Wolfpack as well— you learn how to do caliper testing, you learn how to do BioSignature. That's another great course that you can do. So that way you can offer a service of actually tracking your client's progress to ensure that they're actually hitting the results and they're following the plan. Because when I give a plan, nutrition plan, and people start changing what they do, it's not just a matter of, oh, you know, I, I think they'll implement it. No, next week, how'd the plan go? Let's test. I do their body fat. Oh, your body fat's gone up. You haven't been following the plan, have you? No, no, I haven't been following the plan, Mark. Yeah, I can tell because your, you know, your umbilical went up, or whatever the site may be. So that's really, really important. Then in the second session, we're doing a structural assessment on them, and that's where the 5 videos you may have seen— we structurally assess them, see where they're at, so we can create a fantastic plan that is specifically for them going forward. And that becomes their first block. And obviously in PT, you want to have the longer the better, but I think about programs in 12 months. I think, where does the client want to be in 12 months? And from that point, where are they now? Where do they want to be? And what are the steps? What are the chronological cycles of training that they need to get to? So if the end goal is they want to be on stage, let's say for example, fitness model, let's just say 10% body fat, whatever it is. And right now they're 20% body fat, well, and they can't move properly. Well, the first phase I'm going to give them is a structural assessment phase. The last phase may be a fat loss phase. So I know I've got 12 months, so I'm not going to rush. Because I can't get them to the end phase without making sure they're the first phases. Now again, you might be watching this, you might not know much about me. At Enterprise, we do 300 personal training sessions every single week. We've worked with Commonwealth— I've trained a Commonwealth Games gold medalist. One of my coaches has trained a Commonwealth Games gold medalist. We've worked with Oxygen magazine cover models. I've had Mr. Australias, Miss Australias. I've trained, you name it, boxers, Australian title holders. And now my team have trained over 250 first place trophies. The other thing is, you know, we do work with obviously general population, and pretty much our bread and butter is transformations. But not just transformations that are over in 12 weeks, transformations that actually stick. And that's why our retention rate at Enterprise Fitness is so phenomenal. And what we get is people get a result with us and they don't go backwards. So who am I to make such claims? Well, I know my shit, right? I've been doing this for a very long time and people pay me very good money. In fact, I retired as a PT. I stopped coaching at $350 an hour. So if you're watching this video, I'm guessing that You're not charging that much money or even in the vicinity of charging that much money. So kid, listen to me when I say I know what I'm talking about and I've got a whole team of trainers who are charging very good rates that get very good results. So to recap, the secret to writing killer programs that will transform your clients almost every single time is one, there is no one program that's gonna transform your client every single time. It's all individualized. But if you follow these key steps, you need to speak to your client as a champion. When you cast them in a role of which you want them to be, don't cast them as a loser. And I see this is a fundamental mistake, which is a mindset mistake that people make all the time. They don't believe in their clients, they don't speak to their clients like they believe in them. So fundamentally, you need to start speaking to your clients like you believe they're actually going to achieve what they've set out to do. Secondly, the first set of the session— or not even just that, the way you structure your PT before they've even spent money with you— the way you structure your PT needs to be set out in a way that they are going to get results. So in the example I used, the first session that we do at Enterprise Fitness is a nutrition and lifestyle session to see where they're at, because without that, they're not going to be getting the results that they want, okay? It's just not— you're never going to exercise a bad diet, never going to out-exercise a bad diet. So make sure you look at their sleep, their digestion, what they're putting in their mouth, and make sure it's conducive to the results. But again, in that, it's just not enough. You've got to do regular check-ins. So see what their body fat is doing— not weigh-ins, because body composition can change. You need to do body fat assessment. And by the way, uh, you know, plastic calipers don't cut it. We use a 12-site body fat test. We actually use the BioSignature, which is a great test, but you've got to get the Harlepin calipers, which really will tell you. And then thirdly, do a structural assessment on them. See where they're at physically, and then find out where they want to be in 12 months, and then create your plan. And that plan— they're going to have a new training program every single 4 weeks, and it's going to keep them engaged in what they're doing. This is how to outlay your personal training services, but it's also the way to get client results. Now, is everyone going to listen to you? Well, maybe not. Not everyone's ready to listen to you, but I'm like a stubborn mule. I'll say the same thing 1,000 times, and guess what? More often than not, I'll say 90-95% of the time, I break through. It's just a matter of when I break through. Get those results. You always get those outliers that aren't going to do what you say no matter what you do, but they're not going to make or break your business. So folks, enjoy this class. I will see you on the next one. My name is Mark Ottobre. Till next time we speak, train hard, supplement smart, and eat well.