3 PART TRAINER SERIES BONUS EP - Episode 3 Assessments That Sell Training

Summary

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.

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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."

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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?"

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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."

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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."

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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."

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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."

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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."

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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.

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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.

Transcript

[Sal Destefano]

If you want to pump your body and expand your mind, there's only one place to go. Mind pump.

[Adam Schaefer]

Mind pump.

[Sal Destefano]

With your hosts, Sal Destefano, Adam Schaefer and Justin Andrews.

[Adam Schaefer]

All right, this is going to be part three. Assessments that sell training. You've already seen part one and part two. This is the final part. Also, don't forget, there's going to be a free webinar. I'm going to teach you how to sell training. How do you sell packages of training sessions, of training for top dollar? How you present makes a big difference. It'[e-mail] it's free. It's June 3rd and it's happening at 4pm so please go again. It's free. Can't wait to see you there. Here comes part three. All right, so this is part three. We're going to talk about assessments, but to be more specific, assessments that sell training. And 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]

Adam brought this up earlier off. Off Mike, but it really. The. What I saw was nobody really using. Using assessments.

[Adam Schaefer]

Yes.

[Justin Andrews]

Which was a big problem in itself. And then over complicating the hell out of it.

[Adam Schaefer]

Yes.

[Unknown]

I wasn't taught properly. I don't know if. I don't know if you guys remember who taught you, but it wasn't until I had gotten, I don't know, three or so certifications, and it was probably my second NASM certification before I really started to learn how to assess somebody properly. And then I started to understand corrective exercise and do that. Up until that point, the assessment was really a formality. It really was like we were. This is at least how I was taught in my gym was like, here's these series of questions that you need to have them answer and sign basically to basically release reliability more than anything. And, you know, and then they had this like this. I mean, it was purple and it was this body. Like a card. Yeah. It was in like a picture of their body. And you're supposed to, you know, circle areas.

[Adam Schaefer]

Yeah. Circulation.

[Unknown]

You have concern or what that. And, and I remember actually my thought process from what I had pieced together because I wasn't taught was like, oh, this person had like knee surgery. I circle the knee. Or they would say, I have back pain. I would circle the back. And so that'd be like. And then. And then you go to the floor and go work them out. Just start working them Out. It wasn't until years later that I was taught corrective exercise. I knew the importance of movement and understand what asymmetry and imbalances look like in the body and how profound that could be in somebody's pursuit to overall health and fitness. And it became, then it became the cornerstone of my training. So, to, so, so, so wild and, and to Justin's point about me communicating off air, the other thing I was talking about was I felt like either you, you understood that and then you, you over communicated, you did like these crazy, like fms, deep, like dive, like the whole thing was assessing. And then your client didn't feel like.

[Adam Schaefer]

An hour to get.

[Unknown]

Oh yeah, an hour to get through was like over their head. They feel like, what did I just show up to? Or you had the other end of the spectrum, the trainer who, like me early on didn't know what the hell they were doing, just went out there and worked you out.

[Adam Schaefer]

Yep.

[Unknown]

And the answer is somewhere in the middle.

[Adam Schaefer]

No. So, so first off, as a, as a trainer, you're, you never stop assessing a client. So you're always assessing. Every session includes some kind of an assessment, whether you express it to them verbally or not. So, so let's get that out of the way. But what we're talking about specifically in this episode is typically done as a free session. This is typically done as your first appointment with someone who has yet to hire you. So you've booked an appointment for a free assessment and workout with me. That's what this typically is. And so what people need to understand, what trainers need to understand, is that the value of this assessment here, particular, the specific one we're talking about here, the main value of this is to show the client, the potential client, your value. The main value of this assessment is not to give you all the answers as the trainer. That's where you get the overcomplicated assessment. This is where you get the medical assessments, where they're going through. And I've seen trainers with protractors and rulers, I literally have. And it doesn't communicate any value to the potential client at all. They just think that you're doing all these different diagnostic tools. Yeah. But it's not really communicating anything. So, number one, understand this. The goal of this assessment in that free session is to get them to hire you. That's the goal. This client is going to go through this assessment with me and at the end of it, they're going to see the value in paying me to train them. So that's what you have to go in understanding now. It's. And I, it's unfortunate that I have to say this. You need to do an assessment because trainers who don't do assessments, you're missing out. Massive opportunity to convey value. And what you're actually communicating to a lot of people who are somewhat educated is that you, you're not a good trainer. In fact, we communicate on many episodes that a red flag for a bad trainer is that they don't do any assessment, they just take you through it.

[Unknown]

Well, if you don't, then you, you are basically showing that your value is you are just a glorified counter and drill sergeant.

[Adam Schaefer]

That's it.

[Unknown]

Like, if you go, if you go straight into a workout with no real assessing, then all you are is a, A cheerleader that can count.

[Adam Schaefer]

That's it.

[Unknown]

And that is what you're conveying. And now that may work for some people who are absolutely clueless to what kind of service they should be getting, which sometimes ends up. This is why it's like these trainers continue to do this because, oh, a couple, one at every three people have no idea. And so they sign up for me or they like my personality or maybe I'm full of energy and they want that. But you are missing out on way more if by not doing a full assessment, once you learn how to do that and, and the. I think the best way I think I've ever heard you or anybody who knows how to assess somebody, sell it to the trainer. On why this is so important is I don't care if you're the best trainer in the world in one hour's time, you cannot build a pound of muscle, you can't lose a pound of fat. So you cannot take somebody and show, which by the way, is going to be 90 of people's goals, you'll have some rehab and health calls. But for the most part, they are there because they want to look better, feel better, lose fat, build muscle.

[Adam Schaefer]

Right.

[Unknown]

And you cannot physiologically do that in one hour.

[Adam Schaefer]

It's impossible.

[Unknown]

But you can take somebody who has been, has had nagging knee pain or low back pain or shoulder clicking and issues, and you can show them some proper movements to fix that or greatly improve that in one hour and they.

[Justin Andrews]

Can feel it or, or reveal something that they had no idea they didn't even know about their body.

[Adam Schaefer]

Yes. Right.

[Justin Andrews]

Dude, this is the cornerstone of my entire training process was the assessment. Because, yes, like you said, that is such a longer conversation and multiple visits to really establish the fact that we're going to be able to get to this destination, this place that you came in for in terms of your, your body fat goals and your, your strength and your, your muscle goals. But what I can do, you know, within that short period of time is I can really show them how to have their body hold the position, how to relieve pain, how to have them move in a particular way where they didn't realize, you know, they were capable of that. And it's really mind blowing.

[Adam Schaefer]

If you don't do this and you especially if you don't do it, and if you don't do it well, then what the, what the potential client is going to do when they look at your services is they're gonna compare your price to other trainers. Cause you are no different than another trainer. Aside from maybe your personality, the way you look, they're like, oh, you charge 150 an hour, that's a lot. You know, this other trainer over here charge. But when you do a really good assessment and you're presenting your value, which we're gonna get into, then they start to realize you're different, you know things, you're better than other people. Then when you present, you'll, you'll become a high tier trainer by doing an effective assessment or doing an effect, an assessment that conveys your value effectively. So that's the important, again, that's the important thing to understand here is you got to go in understanding. I'm doing these free assessments. My goal is to try and get them to become my clients. The goal of this assessment isn't to give me all the information, which is impossible in one hour anyway. The goal of this assessment is to get that client understand I know what I'm doing and I'm going to be. And I'm Val and I'm worth every dollar. At the end of this, they're going to look at me and go, yes, I want to hire you.

[Justin Andrews]

I'm in good hands. That's them to feel that.

[Adam Schaefer]

That's right. So, so the first thing you should not do is make it super detailed. You don't need tons of detail. All you need is detail that you can communicate effectively to the client. That's it. Because I could take somebody and I could actually do an assessment that lasts an entire hour and have leftover. Okay. If I wanted to, I could start from the head, go all the way down to the toes and we can assess every part of the body. I take them through different movements. I could look at joint mobility, I could look at, you know, extensibility, I could look at all these different things. But that's where you really make a big mistake. And I had some trainers like this. I had a trainer who used to work for me who was incredibly knowledgeable when it came to correctional exercise, actually had a clinical background. And I watched her do an assessment. And I remember this was someone. This was someone that hadn't hired her yet. And she used. I think it's called a pro. It was like a. I think it's called a pro.

[Unknown]

So the leg, the leg lowering.

[Adam Schaefer]

Yeah. And there were. I mean, she was measuring spinal flexion. She was using a level there. You know, it's just a crazy assessment. And then this person leaves. And I said, wow, are they. How long have they been working with lasers? Yeah, like, how long is this person with you? And she's like, oh, I'm just trying to get. See if they want to hire me. And I sat her down, I said, listen, you worked in a clinical setting. When in a clinical setting, they already. It's paid for. And so you need that kind of assessment to break down why this person's leg hurts or whatever. This person come in, you have an hour to convey your value. All you did was show you could do a bunch of measurements to them. They don't know if any of that's valuable. Just confuse them. You might impress someone because they might be like, wow, look at all this gadgets and stuff. But the reality is you're looking at.

[Justin Andrews]

But why is it relevant?

[Adam Schaefer]

Why is it relevant? So it needs to be simple. Your assessment needs to be simple, not super detailed. In fact, if you. For any of you watching who have our Maps prime program, you know the assessment that we have in prime, which is how we train our trainers. So we have trainers on staff that we teach how to do our prime assessment. There's three movements. That's it. It's literally three movements. It needs to be simple. It just needs to convey value. But. But you got to keep it simple. The more detailed it gets, the more you move away from what I'm talking about.

[Unknown]

It's three movements and it's as simple as pass or fail.

[Adam Schaefer]

That's it.

[Unknown]

There's nothing in the middle. Even though that we know that there's going to be a wide spectrum of where people fall on there. It doesn't matter. If you can't do it perfect, it's a fail. Therefore I have things that will improve and help this.

[Adam Schaefer]

Right. The next mistake and don't do this is keep the information to yourself. So what does this look like? Trainers Doing the assessment. And let's say the. Yeah, by the way, I'm just, I'm going to be clear here. Regardless of what kind of assessment you choose to do, let's say you do the standard squat posture push pull assessment, which is very common assessment, or you do our prime assessment or you do some other assessment. It really doesn't matter what we're communicating. Applies to all of them. Do not keep the information to yourself. I've seen trainers do this as well. Well, they do a squat assessment. Okay, Put your arms up above your head, please. Squat. And then they're taking notes. Yeah.

[Unknown]

Then don't tell them.

[Adam Schaefer]

And then they move to the next thing. Okay, we're going to do a push exercise. What did you see? How do I know what I'm doing? Like, what's going on here? Where's the value? That information that you're collecting needs to be communicated to the client.

[Unknown]

Well, back to your, back to your original point, Sal. Let's, let's compare two trainers. There's one trainer who, you know, does all these assessments, all these movements. And oh, you know, denotes. Oh, and notice arms fall forward. Oh denotes, you know, asymmetrical. Oh denotes feeds externally. And they denote all that. But don't communicate in that is. And that trainer knows all that information, writes all that stuff is less valuable than the one. The trainer who finds one thing, one thing, one thing that is off on them and explains to them like, oh, the reason why your arms fall forward is you have really tight lats. Watch when we do this stretch right here and see if we can improve and then show them an improvement. And then they go, oh, wow, that's really cool. I didn't know that. That trainer may have less knowledge than the one who's able to break down and diagnose everything in their body. But the trainer who showed this person or enlighten them on something that they didn't even know was going on in their body and then shows them how to improve it.

[Justin Andrews]

The most intelligent trainer out of the bunch knows over time and with experience to reduce it down to one to two things is so powerful and so effective. You're. You're reading them just like anything else. Like what, what's their button? What's their motivator? What's. What's the thing that's going to stand out the most? And you get that from their body language and their feedback and how enthused they are. So we stay there.

[Adam Schaefer]

Yes.

[Justin Andrews]

And you learn that as, you know, your experience grows.

[Unknown]

So that's I would. I was always looking for the most egregious thing.

[Adam Schaefer]

Yes.

[Unknown]

So I'm going to be talking to them, doing the assessment, making my notes, communicating to them what I'm seeing. But I'm not going to put a lot of energy and focus until I see the most egregious thing. And the most egregious thing I see, that's what we're going to spend the thing.

[Adam Schaefer]

You can show the value and that's.

[Unknown]

What we're going to go on the floor and do.

[Adam Schaefer]

Yes. Which is what we're going to get to. Also, by the way, you run the risk of this. This, by the way, a lot of trainers don't realize this. You tell this potential person, this potential client, you know, 15 different deviations. Here's what that person starts to feel like, oh, my God, I can't do anything. I'm a mess. Yeah, this is terrible. And you actually crap them out. They don't want to work with you. In fact, we had a post in our forum like this. Somebody went and got an assessment and came back with the. A chiropractor broke them down. She's like, I didn't know I was this bad. I couldn't. I'm reading this stuff. And I'm like, no. So you can. Normal stuff you could correct with exercise. But she's like, I don't know what I should do. You don't want to convey everything. You pick the one or two things that's right and communicate that. And then here's another mistake is that you'll hear trainers who understand physiologic, you know, physiology, they understand biomechanics, and they use terminology that doesn't make sense. And what they're really trying to do is convey their intelligence, but really what you're doing is not conveying value. Okay. For example, you know, Adam in, you know, as he was whispering and pretending to be that trainer, that's not doing a good job, he said asymmetrical shift. If I notice an asymmetrical shift.

[Unknown]

No, you're going to say it moves to the left or the right.

[Adam Schaefer]

I'm going to. I may, in fact, I may say asymmetrical shift. But then I'm going to say, oh, you know what that means? That means your left side is moving this way. Your right side.

[Unknown]

I always. Okay, listen, so. And I know there's, of course, do the nerdy trainer. Okay, There's. There's a. There is a balance of this. Whenever I would have a doctor chiropractor physical therapist in there, you would hear me sprinkle in a little bit of terminology. So they knew that I knew what I was talking about. But then I still would still communicate. So I would say something like, oh, you had, you had an asymmetrical shift when you did your squat. What that means is your hips moved to the left when you came down. So I would use the terminology so that the person, and only if it was somebody who I felt needed to know that if it was just the average Jane or Joe, I'm. I'm training, there's no reason to even say asymmetrical shot. It's like, literally you squat down, your hips move to the left. Like, that's all I have to say, you know, or your arms fall forward. You don't have to say that your latis door siiz tight. Like that makes no sense to say that, you know, like it makes no sense to do that. And you only lose the people. So if you are going to use any of those terms, you better follow it up with a, a, a simplified version of that, or else you just lose that cl.

[Adam Schaefer]

Yeah, I used to tell people, like, oh, you have an anterior pelvic toe. All right, you know what that means? Your butt kind of sticks out a little bit. Oh, okay. You, you explain the terminology. That's right. So now let's talk about what you do. How do I make this assessment as valuable as possible? Or to put it differently, how do I make this assessment powerfully, A powerful way to convey my value. So the first thing is you communicate what you see in easy to understand terms and then tell them what it means to them. Okay, so tell them what. So I'll use the example I just gave with the anterior pelvic tilt. So I'm having them do a posture. I'm looking at their posture. Let's say it's part of my assessment is watching their posture. So stand up for me. Nice and relaxed. I go sideways. I see. Okay, do your squat. They come up. Okay. One thing that I noticed is you have a bit of an anterior pelvic tilt. What that basically means is your butt kind of sticks out a little bit. Now, when that happens, a lot of times people feel pressure right in this low back area. Okay. What I'm doing is I'm conveying to them what it means to them. And also what's probably gonna happen is that person's gonna go, I do have lower back. Oh, I do feel, feel that in my low back. So it's coming from that. So Use easy to understand terminology, explain it to them, and then explain what it means for them. Don't just say you have this and that's it. Here's what this means for you. I noticed when you did a squat, your arms over your head, your arms really fell down forward. You probably have really tight lats. That's this muscle right here and maybe a weakness in your upper back. You, you know, with a lot of my clients who have this, they tend to have tension in their upper neck because the muscles that are supposed to stabilize the shoulder aren't doing what they're supposed to. And the person's gonna go, oh, they're gonna think they're like, wow, I do have tension in my neck. So explain what it means to them, then what you do. Here's the next thing. Okay, Explain the benefit of what you're gonna do for that problem. Explain the benefit. So with the person, let's say with the arms falling forward, and I can say, so what we would do because of that weakness in your upper back that's causing some of that neck tension, I'm going to do some exercises that focus on pulling your shoulder blades back. And I may stand behind them and say, hey, you mind if I put my hands on your shoulders? This is what we're going to work on, is pulling the shoulders back. Now what I'm doing is I'm expressing the benefit because it's not just what it is and what it does, but what's the benefit is it's going to feel, it's going to make your neck.

[Unknown]

Feel a lot better. There's a little bit of sales psychology that you're doing right now that I think is important to communicate to the trainer how powerful it is too, because I would take it a, a step further. And even I would. When I'm saying this, I'm saying what we are going to do.

[Adam Schaefer]

Yes.

[Unknown]

So what we're going to do, you know, is it's going to be easy for me to lose 10 pounds of fat for you or build a little bit of muscle. Yeah. What I'm going to do is when we, when I design your program, I'm going to specifically design exercises that are going to alleviate some of that pain that you're having and correct some of those problems that we see right now. That's part of what my job is. My job is to simplify that for you. So you just show up and you work out and you know what to do, because I've taught you those movements.

[Adam Schaefer]

Now, the next point here is to use the example of the person with the weak upper mid back. And I said, this is why you have neck tension. I'm going to say we're going to do exercises that pull this back, which is going to take away tension in your neck, is. I'm now going to say, let me show you an exercise that may do that. Then I'm going to take them over to something different, let's say a cable row or a seated row. We're going to do some of that exercise. I'm going to put them in proper position, then I'm going to have them stand up and I'm going to say, do you feel the difference? Yes, I do. And then here's the. Here's the. One of the most important parts. I'm going to do what's called a tie down in sale or in sales training, or to put it differently, I'm going to get them to agree that this is valuable because this I can't express enough. Every statement you make, anytime you're talking to anybody, but especially to a potential client they can judge is either true or false. It is not a true statement until they agree to it. Just remember that I could say all the. Whatever I want. It's not until they say, oh, yes, that's true, that it's actually true. So once I do the row exercise and they feel the mid back and they stand up and I say, can you see how that'll start to take tension off of your neck? Can you see how that'll benefit you? And they say, yes, now it's true. Now why is this important? As I'm doing the assessment, my goal is to get them to say yes to my value several times as I do that. Imagine a ball, a snowball rolling down a hill. As it rolls down the hill, it collects more snow. It gets bigger and bigger and bigger. And what you'll find if you do this right through this and literally this kind of an assessment that I'm talking about would take you 20 to 30 minutes. It's not an hour, it's about 20, 30 minutes. As the ball is rolling down, as the snowball is gathering steam, the big yes is almost inevitable, which is, here we go. Will you hire me? So that's the process, right? Tie it down at the very end and with your assessment, you should be able to find two or three areas that you can convey this kind of value. And then we talked about pain or Adam mentioned this earlier with correctional exercise that you can do in an assessment. What I like to do is have the person see and feel the difference. So if I highlight something like neck tension, I'll say to them, all right, where does it feel tight? They'll point to it, we'll do the movement. I'll have them clown say, does it feel any different? Oh, yeah, it feels a lot.

[Justin Andrews]

Metrics are great for this.

[Adam Schaefer]

Can you see how this is going to make your neck pain go away? Yes, I can. This is move down the line.

[Unknown]

This is the reason why I'm looking for the most egregious thing, right. Is because this gives me the greatest opportunity to show them the greatest improvement in one to one hour. If you pick this person apart. Because, by the way, most people are going to fail so many of the tests and assessments that you do with them. Most people, movement wise, trainers will fall. Yeah, exactly. Most people, movement wise, are pretty broken. And so it's. You don't want to just your point earlier, you know, make this person feel like they're inept, they can't do anything and they may as well give up. It's like, yeah, these are really common. A lot of people have, I always say that. Very common, Very, very common this, Very, very common that. This and this. And then it's like, then you find something that's like really bad that they like and really bad in the sense that it's very egregious as far as how far. Maybe their, their, you know, feet really externally rotate when they come out, or they. Maybe it's just one side and not the other. It's like, oh, wow, there's a major discrepancy there. There's an opportunity for me to show them the difference in what, what's happening right there. And then to take them on the floor to do specific exercises. Show. Show how I can help that. And a lot of times you could take something that is really egregious like that. Show them some corrective exercise, come back to the squat again and show like, remember when we first did it when we first started our assessment and your left foot went way open and now it's like barely moving right now. That's just in one hour of us doing some movements. Like part of my job as we go through it, I designed this program for you, will be to completely eliminate that and fix that. And then the, the downstream effects from that is you're also going to feel better on your low back. You won't notice that. You won't feel that tightness in your neck that we're talking about. It's all stemming from that and part of my job. Yes. Lose you 15 pounds, build the muscle. That's the easy part. But this is like, this is what I'm supposed to do. This is what makes a really good.

[Adam Schaefer]

Train and an easy tie down for what Adam just said would be you would just end it with a. Does that. Does that make sense to you? Yeah. Yes, it does. And you're totally gone. So to give another example, if I do a squat assessment and I see the person's feet turning out, here's what I'm going to do. I'm going to make a note of it, then I'm going to tell them, okay, it looks like your feet are externally rotating. All right. What that means is as you're squatting, I don't know if you noticed this, but your feet started to turn out. Typically, the cause of that is some immobility issues in the ankle. Come over here. Let's do some mobility exercises for your ankle. It's going to take us about five minutes. Then we're going to try that squat again. Now, the reason why that's important is when you have issues with ankle mobility, when you try to do exercises like squats, sometimes that causes knee pain and low back pain. Does that ever happen to you? Yes, it does. Come over here. Let me show you something. Then we do some ankle mobility movements. Then we go back to the squat. Let me have you try it again. Does that feel different? Yes, it does. Can you see how doing this kind of stuff is going to make the workout so much more effective for you? Yes, I do imagine doing that throughout the entire assessment with different movements. At the end of 30 minutes, this person is thinking to themselves, you know what you're talking about. You can really help me in ways I didn't even imagine. I thought I was here to lose weight, which you keep telling me is going to happen. But now my knee pain is going to be gone. I feel better. And you're so much different than what I thought. What I thought a trainer was is you just know exercises and you motivate me. Now I realize you're incredibly valuable. How easy is it going to be to sell this person $100 plus a session? Not hard at all. And the closing percentage goes to the roof.

[Unknown]

The best part about this is, like, you can be a relatively new trainer and start to practice this and get better. And over time, once you've been doing this for a long time, just like anything else, you get really good. And when you get really good at this, you soon will be able to look at the way somebody walks, they squat down one time and you're going to be able to predict, predict the things they can do, they can't do. And it is unbelievably powerful when you can predict what, where that person probably had surgery or what bothers them on their body without them telling you based off the way they move. There's nothing I've ever done as a. The only thing more powerful than that, in my opinion, is a client who. I changed their life, who referred me, another client.

[Adam Schaefer]

Yeah. There's nothing more guaranteed.

[Unknown]

That's the only thing more guaranteed. Like, if I changed Susie's life, she lost £100 and she's telling the world that she couldn't have done it without me. And I get one of those clients come in and they're like, hey, Susie told me I got to come train with you. And man, you changed her life. Like, sign me up. Like, that's about as easy as it can get. The next is assessing people on that level.

[Adam Schaefer]

Yes.

[Unknown]

That there's nothing more powerful other than the referral of the person you change their life than doing a deep, good assessment where you can teach people, enlighten them on their, on their body, on either things they had no idea about or they had no. They didn't know why so many people like, yeah, I've got this clicking in my shoulder or I've got this nagging hip pain or my knee always bothers on the left side. And when you can help them understand why that is. Oh, man.

[Adam Schaefer]

And majority of time, show them some improvement in 15 minutes.

[Unknown]

Yeah, it's mind blown.

[Adam Schaefer]

Absolute done deal. Okay. So we just talked about the assessment. How to do any assessment in a way that makes your value look skyrocket. Essentially. We have a webinar coming up that's going to be on June 3rd. You go to trainerwebinar.com this webinar. This webinar, I'm going to teach you how to sell training. So 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, I'm going to present training. How do I present it in a way to where I get no objections and you hire me. That's what's happening on this webinar. It's June 3rd. Go to trainerwebinar.com, sign up. It's totally free. It's at 4pm Pacific. I can't wait to see you guys there.

[Sal Destefano]

Thank you for listening to Mind Pump. If your goal is to build and shape your body, dramatically, improve your health and energy, and maximize your overall performance. Check out our discounted RGB super [e-mail] the RGB Super Bundle includes Maps Anabolic Maps, Performance and Maps Aesthetic nine months of phased expert exercise programming designed by Sal, Adam and Justin to systematically transform the way your body looks, feels and performs. With detailed workout blueprints and over 200 videos. The RGB Super Bundle is like having Sal, Adam and Justin as your own personal trainers, but at a fraction of the price. The RGB Super Bundle has a full 30 day money back guarantee and you can get it now. Plus other valuable free [e-mail] if you enjoy this show, please share the love by leaving us a five star rating and review on itunes and by introducing Mind Pump to your friends and family. We thank you for your support and until next time, this is Mind Pump.