The PT Mentor Blog

"The Check" - The Simplest Client Retention Tool!

29/3/2017

For those that have seen my coaching tool you may have wondered what the red CHECK box is that sits at week 8.
For those that have not seen the coaching tool it is a simple spreadsheet which enables you to track client progress. At the 8 week mark the check box is a reminder that it's time to check in with your client and make sure you are on track with their programme. This enables a few things:

Dialogue outside of the typical lift this, do that, tweak this
A conversation which not only helps you do a better job but makes the client feel heard/felt
A way of ensuring that everything you do feels like its working for the client
An opportunity for the client to voice their opinion and of course if they are not quite correct a chance for you to advise what is best, based on their goal - you're the expert, be the expert!
Future proofing your relationship until the next check in

There are no rules around the 8 week mark for the check in it can be sooner or more regular if that suits you. The key is to keep the dialogue open with clients to ensure they are getting what they came for.

Wrap Up...

From there its a matter of amending the programme accordingly by agreement if you think certain items need to be in there for good clinical reasons. It's always a negotiation between what the client wants and what the client needs!

Here you can see a copy of one of my client coaching tools.
I haven't got to the week 8 point on this version so haven't checked in with her yet.
The plan is to allocate some time at the beginning of the session on week 8 and check in with some simple questions that may look like this:
1. How are things going for you so far with the current programme
2. Is there any thing that you're not enjoying?
3. Is there anything you would like to add or change about the programme.
4. Based on what you've said are you happy if we add in remove some of the things you've mentioned and will this make it even more enjoyable or move you closer to your goals?

If you would like a copy of the coaching tool you are more than welcome to have one. Just email: info@theptmentor.com and one will be emailed out to you.

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Becoming a mentee - a look under the hood....

21/3/2017

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Confucius said: "tell me and I forget, teach me and I may remember, involve me and I learn" Wise man that Confucius!!!
It's fair to say we all learn differently but if you take the VARK questionnaire for example you will see that there are 4 key ways to learn and we are usually a combination of all 4 with perhaps one dominant area. For example I am a dominant Kinesthetic learner - that means I learn by doing more so than reading, writing or watching. Typically in our industry we are much the same, that's why we love what we do. We love to get our hands on equipment involved with other people and make a difference to their lives.
This blog article is about you and what you will gain from being a mentee with The PT Mentor - a look under the hood if you like.
At this stage of your career you have set up or are in the process of setting up. You need to get clients in the door but you want to be different AND you want to make a difference to people's lives. If you are stuck on parts of your business then a mentor can help. If you are stuck on technical parts of the job with clients then a mentor or even fellow mentees are available to share stories - you see at the PT Mentor you not only access to ongoing support but you can share your journey with others in the same boat and that creates a whole other network for you which is safe and reliable - what value would you put on that?

So what's under the hood - here we go.....

1. Coaching Tool: You get set up with a coaching tool at the beginning of your mentoring journey. This sets up the structure of the relationship a way of measuring success and a way of keeping you accountable to goals. This tool can be duplicated and used with your clients - how cool is that?

2. Goals, Monthly/Quarterly: However long you decide to be mentored for the goals are set up to match that. Your goals will cover both financial and non financial which get to the heart of what your business is and stands for - working on refining those core values.

3. Tasks/Homework: After each monthly catch up there will be homework. This gives you things to achieve during the month before the next catch up. This keeps you focused and on point with your business.

4. Focus on Planning and Activity: As per the homework you'll be using the tasks in the homework to stay organised week to week from a planning point of view. Each week it's good to look at your calendar and block out things that need to be done on the business. This way as the month progresses you will ensure all the key things that make your business hum are getting done.

5. Meet you wherever you are at: Everybody and every business is different. In the same way you would assess a client before working with them the same applies at The PT Mentor. Each journey starts in a different place and so the relationship is based on where you are at now. From there we can move forwards with the specific things you need to support you in your business.
As an example, have you ever prepared a business plan? Not that I insist on you doing one but if you have never prepared one then there may be elements of a business plan to work on in your business, like a cash flow analysis. This is a simple spreadsheet that helps you predict where you money is coming from and going to month to month, no surprises, or certainly less surprises. It's all in the planning.

6. Success: Your definition of success is the only one that matters in your business. Once you have nailed down what it is that tells you that you have succeeded - then the target or destination is set. Landmarks and success pathways are all different for different people. Once you are on track, in your flow - you'll be unstoppable!!

What next?
Until the end of March 2017, I am running an offer for all those on my database: 20 Min free business chat. That's using Skype or Facetime or Zoom whatever you like to use. This offer will last only until March 31st.
This is an opportunity to ask questions, find out more, see if it's for you - or just chew the fat about fitness!!!
ACTION: Give me a call or text to 021777417 and we can set up a time to chat, look forward to hearing from you.

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Rich's Rants!!!

13/3/2017

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Intro:
I recently came across this photo and it reminded me just how much apathy there can be in the exercise industry. By this I mean people just can't be bothered. Apathy is defined as lack of interest, enthusiasm or concern. I think if you look at the picture you will see all three right there!!
This made me think further about what it is that makes a great PT. Don't let the title PT restrict your thinking, this could be sports coaches, advisers, health experts - whoever they are, they all live in the same space - appointment based businesses looking to help people with their health and wellbeing.
So I thought I would put together my top 10 rant's which seem to bug me more than most.

RANT #1 - Be Present

As per the picture you can see this guy clearly isn't present. Now you may argue he was looking something up for the client diligently doing leg raises in front of him. Maybe. However, from an outsiders point of view if I was a potential client, i.e. a gym goer looking for a PT for a few sessions to get me moving towards my goals a bit quicker - I don't think I would be inspired to pay this guy for his time. He'd be wasting mine and his! Being present requires your undivided attention for the full duration of the session and beyond if you like sending things to clients between sessions.

RANT #3- Position yourself correctly

This sounds dumb but it's a key to lots of credibility. If you are asking a client to do some rows and you stand in front of them how do you know how well they are engaging mid back/traps. You need to be next to them so they can see you in their peripheral vision but so that you can see the activity going on in their back. A few cue's with a hand in the back, with permission, will add credibility instantly.

RANT #5 - Always be marketing

While talking to clients during a session find out as much as you can about them their family, what they did at the weekend, kids names, kids sports etc etc. This gives you an insight into peoples lives and motivations for exercising. I have started working with kids of clients simply by asking how they are going in their sport, are they happy with their progress? do they need any help with that? You are your own best sales person.

RANT #7- Don't bag the competition

I once had a client that did group training with me but also saw a PT at gym and did a number of other workouts there also. This particular client had a injury which to my knowledge based on what he told me was caused by the poor practice of the other PT. Now I was careful in how I addressed this with the client but indicated that a certain test should have been done before carrying out the exercise that caused the injury. I was my own worst enemy here I should have left well alone and not offered my 10 cents but I knew if this test had been done the injury could have be reduced or avoided all together. It must have come across as though I was bagging the other PT in what they hadn't done. So the moral of the rant - don't bag the competition as people can be fiercely loyal. You cannot assume to know the relationship between two other people.

RANT #9 - Apathy the killer

I went to a PT meeting the other day that all PT's in the area are invited to. The turnout was dismal. Admittedly there hasn't been a meeting for a while so there was no momentum but having been publicised for some time the number of attendees indicated that there is way too much apathy in this industry. You may argue they were all busy working with clients. I could have been but moved them around so I could attend and show my face, do some networking and learn from others. This is what's missing and why people seem to be cruising along without a rudder. If 5 more PT's had attended we may have had a group that could have made a difference. Don't let the apathy set into your day. Keep busy, find a niche work hard and be the best you can be in your niche.

RANT #2-Question Question Question

If you are not asking questions during a session you are not finding out enough information to help you best serve your client during the session and beyond. How about, how does that feel? Where are you feeling that? As we get good at reading clients it's very easy to say less and assume you are reading your clients correctly - never assume!! The quality of the question is more important than the number - you don't want to be in their ear the whole time but asking at the right time the best question, you will learn lots.

RANT #4 - Keep good client notes

Client notes are the key to maintaining a good relationship between sessions. If you don't write down that their left shoulder is giving them some grief and you forget and load up the left instead of the right next session they are going to think you are not 'on the ball' that you don't have your ducks in a row. Simple notes along side your session notes will go a long way to good continuity between sessions. You could even send them an article on rehabbing shoulders if you know whats wrong with it. I use a tablet for clinical notes and exercises performed. Each workout may be different or just the same depending on how they check in on arrival to the session.

RANT #6-Do what you say you'll do

This is critical I think. I sometimes write things on my hand to ensure I don't fail to deliver on this. I think this is one of the most crucial things in any business. So many people say they are going to do something and then fail miserably, by either not doing it all all or doing it later than promised. If you can under promise and over deliver that is the perfect scenario. If you tell a client they can expect their new home programme by 5pm on Tuesday (be this precise!) then send it before 5pm on Tuesday.

RANT #8-Have a policy, don't complain

Going back to the intro, this is an appointment based business. People often cannot make sessions they commit to. You either have them on an auto payment and make a new time or if you cannot do that then you remind them (they will have seen the policy when they signed up right?) of the cancellation policy and that they will need to cover the cost or % of the cost whatever the policy says. This is always a decision to be made at your discretion as a contractor but it will stop the complaining if you enforce it when appropriate. First few times it's hard then you realise it's just a business decision and you are in business to make money as well as serve others - and you can't do one without the other!

RANT #10 - Be Memorable

If you can get a win with a client in the first session - well done. That's a big win. If it takes a little longer, so be it but try. This builds credibility with them and creates that trust that exists between PT and client. They know you get them, you have solved one or more of their issues and will likely solve more. Being memorable is about the little things you do. Don't be a vanilla trainer. Make a difference and you will be memorable. Get to know your clients as well as you would a friend and they may well turn into a friend in the process. I spend time with a number of current and past clients in social situations because we have become a part of the same group. Being memorable sets you apart from the rest.

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5 Differences Between Coaching & Mentoring

13/3/2016

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There are no agreed, worldwide definitions that distinguish mentoring from coaching but here are five differentiators we think are important and define how New Zealand organisations are using these terms.

Differentiator #1:
Coaching is goal oriented. The focus is on specific goals or the development of competencies, such as managing more effectively, speaking more articulately or developing technical skills and knowledge. The term has been borrowed from the sports sector so it also attends to the ‘inner game’ of work - attitudes, motivation, confidence and learning from experience.
Mentoring is relationship oriented. It seeks to provide a safe environment where the mentee can share whatever issues affect his or her professional and personal success. Although specific learning goals or competencies may be used as a basis for creating the relationship, its focus goes beyond these areas to include things such as work/life balance, self-confidence, self-perception, and how the personal impacts on the professional.

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