I’m going to blame Facebook for this phenomenon…
I see more and more trainers losing their patience with new clients and prospects who “flake”.
Two days ago I got a message from a trainer who’s doing well for himself, but he’s all fired up about a prospect who set up a consultation appointment, even confirmed for it, and then just no showed.
He set another consultation with her and apparently she “flaked” again – now he wants to refund her and wish her a happy life because he feels that she’s not serious about getting fit.
Now, I’m all for firing clients who consistently don’t show and don’t follow your program yet whine about not getting results.
And I’m all for telling prospects who don’t value your time to take a hike.
But, I’m seeing a whole new phenomenon happening in our industry these days, and it’s one that disturbs me because (like all other unfounded and unproven “Facebook facts”) some so called ‘gurus’ are actually encouraging our industry to fire flaky clients and to not tolerate an otherwise qualified prospect who “no shows” or flakes.
On one side of the coin this makes me happy…
…happy because our industry is doing SO good that most trainers can now afford to tell flaky clients and no showing prospects to take a hike and move on.
On the other side of the coin, I see way too many trainers who are struggling to build a business and get a solid base of clientele scoffing at no shows, complaining about flaky clients, and implementing absurd no show rules for clients and qualified prospect?
To that I say WTF?
Listen, if you’re one of these trainers that I’m referring to- don’t forget what our industry is all about…
Folks come to us scared of working out, insecure about their looks and abilities, literally petrified to death about going to the gym or working with a trainer and how they may be judged.
Whatever happened to calling the person and asking why they didn’t come in, what you could do to help them take that next step, and finding out what’s stopping them from making fitness a priority?
Or is it easier to write off that perspective client as a flake and go out and find another one?
My job is to help people. It’s been years since I’ve personally trained someone. However, I’m still a trainer and will always be.
These days, I train trainers how to start a fitness business and make it successful rather than training clients on how to lose fat and get fit.
And my job as a trainer is to care, to follow up, to demonstrate integrity and compassion and to encourage the trainers who want to work with me, but are afraid to pull the trigger to see that they are worth it… that they CAN do it… and to pull the trigger and commit to a coaching program (which is no different than your training or boot camp program).
My job (and YOUR job) is to help folks achieve the things that they themselves don’t believe that they can achieve.
In fact, just yesterday I got a Facebook message from a trainer who is obviously ready to join my 7 Figure Formula mastermind program, but was asking if I had a “lesser” program instead.
I replied to his post with:
“So, why not the 7 Figure Mastermind Program? Don’t short change yourself. It’s your next natural progression. And don’t say it’s a lack of money either ’cause I’ll fly all the way out to you from Maui and kidney punch you!”
And if he doesn’t, I won’t write him off as a flake… instead I’ll follow up with him and encourage, motivate, and inspire him to join – because that’s the best thing for him at this point in his fitness business.Moments later he filled out the 7 Fig application and I’m sure he’ll join.
Now, I’m not suggesting that you threaten a potential client with a kidney punch. But I am suggesting that you follow up and follow up hard with kindness.
Look, wanting to finally lose weight and get fit is one thing…
…but it’s scary as $hit for someone to pick up the phone or to email you and say “okay, I’m ready to do it”.
And even when they do, God only knows how many negative thoughts run through their mind each minute, and how many reasons they come up with to cancel the appointment with you or to just plain no show.
That doesn’t mean that they’re not serious or that they’re flakes… that means they’re human.
They’re battling the inner demons, they’re battling negative self talk, they’re battling fear – and it’s our job to help get them in, help them get signed up, and help them get results.
I’m so tired of trainers who whine and cry about having to work hard to get leads and clients. Then those same trainers post all over Facebook groups how tired they are of flakes, tire kickers, and prospects and clients who “no show”.
If that’s you, then maybe you’re not cut out for this industry. Maybe you’re not interested in working hard to build your business.
Maybe you just want it to come easy, but in this industry you have to work hard… but man oh man is it ever satisfying.
Maybe you don’t care to motivate, encourage, or have compassion and understanding of the real struggles that folks go through when they’re taking such a big step like getting a gym membership, or to work with a one-on-one trainer or to join your boot camp.
I hope that’s not you.
But if it is, consider changing the way you think. Better yet, consider changing careers because in this industry you’ve got to teach, motivate, encourage, follow up, and consult, coach, and even mentor your clients…
…that’s how you build a successful business for the long haul.
Committed to your success,