Mind Pump: Raw Fitness Truth - Episode 3: Assessments That Sell Training

In the third installment of their Trainer Series, Mind Pump: Raw Fitness Truth dives into the pivotal role assessments play in selling fitness training services. Hosted by Adam Schaefer and Justin Andrews, this episode provides valuable insights into how trainers can utilize assessments not just as a diagnostic tool but as a powerful sales mechanism to attract and retain clients.

1. The Importance of Effective Assessments

Adam Schaefer kicks off the discussion by highlighting a common pitfall among trainers: the underutilization or improper execution of assessments. He emphasizes that assessments are not merely formalities but essential tools that can significantly influence a client's decision to hire a trainer.

Adam Schaefer [00:57]: "This is a very important topic. In fact, this is an area that I saw trainers screw up all the time. And fixing this made a huge difference with the training."

Justin Andrews echoes this sentiment, pointing out that many trainers either neglect assessments or make them overly complicated, thereby diminishing their effectiveness.

Justin Andrews [01:05]: "What I saw was nobody really using assessments, which was a big problem in itself. And then overcomplicating the hell out of it."

2. Common Mistakes in Trainer Assessments

a. Lack of Proper Training

Adam shares his personal journey, revealing that he only truly grasped effective assessment techniques after obtaining multiple certifications and understanding corrective exercise.

Adam Schaefer [01:06]: "It wasn't until years later that I was taught corrective exercise... And it became the cornerstone of my training."

b. Overcomplicating the Process

Many trainers burden clients with extensive and intricate assessments that fail to convey meaningful value. Adam criticizes the use of unnecessary diagnostic tools that can confuse clients rather than impress them.

Adam Schaefer [09:30]: "She was measuring spinal flexion... It doesn't communicate any value to the potential client at all. They just think that you're doing all these different diagnostic tools."

c. Failing to Communicate Findings

Trainers often perform assessments without effectively sharing the results with clients, leaving them uncertain about the purpose and value of the evaluation.

Adam Schaefer [11:27]: "They move to the next thing... What did you see? How do I know what I'm doing?"

3. Best Practices for Conducting Assessments That Sell

a. Keep It Simple

Adam advocates for streamlined assessments that focus on key movements, making the process manageable and the results easily understandable for clients.

Adam Schaefer [10:39]: "We have trainers on staff that we teach how to do our prime assessment. There's three movements. That's it."

b. Clear Communication

Using layman's terms to explain findings ensures clients grasp the significance of their assessment results. This clarity helps in building trust and demonstrating expertise.

Adam Schaefer [13:00]: "You need to communicate what you see in easy to understand terms and then tell them what it means to them."

c. Demonstrate Immediate Value

By addressing a major issue during the assessment and showing real-time improvement, trainers can effectively showcase their ability to make a tangible difference.

Justin Andrews [12:34]: "The most intelligent trainer out of the bunch knows... you can really show them the greatest improvement in one to one hour."

d. Utilize Sales Psychology

Incorporating techniques like "tie-downs" helps in securing client agreement and commitment. This method reinforces the value presented during the assessment.

Unknown Speaker [17:48]: "Anytime you're talking to anybody... it's not until they say, oh, yes, that's true, that it's actually true."

4. Building Trust and Demonstrating Expertise

Justin emphasizes the importance of addressing specific pain points and linking them to the trainer's expertise, thereby making the assessment personally relevant to the client.

Justin Andrews [07:35]: "If you don't communicate effectively, clients may think you're just a glorified counter and drill sergeant."

Adam adds that showcasing quick fixes or improvements during the assessment can significantly enhance client trust and willingness to invest in training packages.

Adam Schaefer [20:40]: "Can you see how this is going to make your neck pain go away? Yes, I can."

5. Transitioning from Assessment to Sales

The ultimate goal of the assessment is to transition seamlessly into selling training packages. Adam teases an upcoming webinar focused on this very aspect, aiming to equip trainers with techniques to present their services without objections.

Adam Schaefer [25:32]: "At the end of this assessment, you've done all this stuff. Now we got to go back. I'm going to present my packages... How do I present it in a way to where I get no objections and you hire me."

6. Real-World Applications and Success Stories

Throughout the episode, Adam and Justin share anecdotes illustrating the transformative power of effective assessments. They discuss scenarios where trainers have successfully converted assessment sessions into long-term client relationships by demonstrating immediate value and addressing critical issues.

Unknown Speaker [24:43]: "If I changed Susie's life, she lost £100 and she's telling the world that she couldn't have done it without me... that's an easy deal."

Notable Quotes

• Adam Schaefer [01:10]: "I wasn't taught properly... up until that point, the assessment was really a formality."

• Unknown Speaker [05:19]: "If you go straight into a workout with no real assessing, then all you are is a cheerleader that can count."

• Adam Schaefer [13:00]: "You need to communicate what you see in easy to understand terms and then tell them what it means to them."

• Unknown Speaker [17:48]: "Anytime you're talking to anybody... it's not until they say, oh, yes, that's true, that it's actually true."

• Justin Andrews [12:34]: "The most intelligent trainer out of the bunch knows... you can really show them the greatest improvement in one to one hour."

Conclusion

This episode of Mind Pump: Raw Fitness Truth serves as a comprehensive guide for trainers seeking to enhance their assessment techniques to effectively sell their training services. By simplifying assessments, communicating findings clearly, and demonstrating immediate value, trainers can significantly improve their client acquisition and retention rates. The hosts emphasize that mastering these skills not only benefits business growth but also enriches the overall client experience, leading to meaningful transformations and lasting professional relationships.

For those interested in further refining their sales techniques post-assessment, Adam Schaefer invites listeners to join an upcoming free webinar on June 3rd, designed to teach trainers how to effectively sell training packages without objections.

Stay Connected: Follow Mind Pump on Instagram @mindpumpmedia, @mindpumpsal, @mindpumpadam, @mindpumpjustin & @mindpumpdoug and visit mindpumppodcast.com for more resources and expert training protocols at mapsfitnessproducts.com.