In a bit of a change up to the podcast Simon Jumps in to break down his story thus far in the journey to building 2 7 figure businesses. He chats about the early days of PT and the one big lesson learnt for success. The Art of Listening.
Get curious in understanding why people do what they do?
Be the best listener.
Don’t try and fill awkward silence
Don’t try and give all the answers
Thanking them for sharing and point out positives in their results.
2. Build Trust
Discuss things they are experts in, ask about their work, their family, if possible find something they can give you information or advice on.
Show interest in areas they are competent in e.g the mum who has supported their children and have let themselves go I will ask a lot about their children.
3. Ask questions. (build a time frame of events that has brought them to their current position)
What is your goal?
When was the last time you were in the position of this goal?
When did decisions steer us in an opposite direction. (5 futures / returning back and then improvement)
When did they decide that they were to busy to cook
When did they decide work was more important than staying fit?
4. Hold back on giving all the answers.
Long game / short game
I would like to keep the client with one eye on where they want to get too but the other firmly set on the individual changes in habits that would lead the way back to permanent change.
Small compounding good habits will lead to long term big changes. The workout today or changing your breakfast tomorrow isn’t going to give you the most amazing 8 week transformation but if it is a habit for 8 years with months of more positive choices made will be an amazing result.
5. Changing choices to become habits
95% of what we feel, think and do is a result of learned habit
So we need Short game wins, we put it in the bank as a habit and move into the next step.
Wellness and exercise readiness. (are we breaking our members?)
Gratitude logs and rewards.
You have the power.
Happy but not satisfied.
7. Movement Questions
I learnt how people could move by communication
How does that feel?
Where do you feel that?
Where are you sore from the last workout?
Think ask think try
How to I get them to want to get the results?
How can I frame what I say fit into their goals.
Use their words e.g weight loss/ fat loss / chubby arms
Act as if you are always on stage.
As a PT people will watch and judge all the time.
Smile and friendly
Use name/ social I think using name can be less engaging.