The Show Up Fitness Podcast

How to do a Fitness Assessment w/ Life Time Fitness Trainer Luke 2025

• Chris Hitchko, CEO Show Up Fitness • Season 2 • Episode 199

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Our guest Luke, a trainer at Lifetime, shares his unique insights into how comprehensive assessments can pave the way for client trust and success. We delve into essential components that form a holistic approach to personal training, including lifestyle evaluations, health history, and the critical role of nutrition in achieving fitness goals. The episode emphasizes the need for personal trainers to establish more than just workouts for their clients; it focuses on building meaningful connections that foster long-term relationships.

Listeners will gain invaluable techniques to implement effective communication strategies that actively engage clients from the get-go. Also discussed is the importance of maintaining a professional demeanor and ensuring every session contributes to the overall development of clients' fitness journeys. Join us for an engaging conversation that empowers trainers to elevate their practices while ensuring their clients not just survive but thrive in their health and wellness aspirations. 

Don’t forget to subscribe, share, and review, and remember, the key to becoming a successful trainer is to keep showing up and taking the necessary steps to improve every day!

Want to ask us a question? Email email info@showupfitness.com with the subject line PODCAST QUESTION to get your question answered live on the show!

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Speaker 1:

neo was fighting mr smith down in the the subway and he's getting his ass kicked. It's kind of like one-to-one. But then his girlfriend trinity's like run, neo, run, and he starts going up the stairs. You remember that scene, luke? I have not seen.

Speaker 2:

Uh, wait, you're not seeing the matrix, it just tells you how young these bucks? I think I know what you're talking about the thing on social media where it's like, when you realize like the only real thing that's limiting you is your mindset, is that basically what you're? That's what it pretty much gets to. You just got a mean version of the matrix.

Speaker 1:

Holy shit, luke. Watch it with your girlfriend this weekend. Welcome to the Show Up Fitness Podcast, where great personal trainers are made. We are changing the fitness industry one qualified trainer at a time with our in-person and online personal training certification. If you want to become an elite personal trainer, head on over to showupfitnesscom. Also, make sure to check out my book how to Become a Successful Personal Trainer. Don't forget to subscribe, rate and review. Have a great day and keep showing up. Howdy everybody. Welcome back to the Show Up Fitness Podcast. Today we have the big hunk, mr Luke, trainer at Lifetime. We talked about helping him get hired. He went to the Chicago seminar and now how long have you been at Lifetime?

Speaker 2:

for About a month and a half. I'm approaching two months here. There we go.

Speaker 1:

And give us an elevator pitch on what you like, so much about it, what you're learning, and then we're going to talk about the assessment process.

Speaker 2:

Yeah, I think a huge part of it is just like how many resources are available to us as trainers there. They have like things called SharePoint I don't know if that's a universal term for like Microsoft stuff like just so many different resources in there, whether that's like learning about how to do workshops or what should the conversation be like when you're doing an intro to dynamic personal training with one of the members. There's just a lot to learn, but it's good because it's just so much preparation for the career ahead of you here. Um, that's the biggest thing that I've noticed. It's like the, the senior, like really care and they want to give you as much as possible to prepare you to have a successful um training career.

Speaker 1:

Lifetime is one of the biggest gyms in the world, I would have to say in my experience I've been to just about the equal amount of lifetimes and Equinoxes. Equinox has 109 gyms, lifetime has 178, 79. And Lifetime's superior in all shape and form. It's not to knock Equinox and say you can't be successful there, but if I had a Lifetime in an Equinox next to me, I would choose Lifetime, hands down, because of the perks that you also get as a trainer. You're going to have an amazing facility, but then you have the child care. You have a lot of awesome perks there and I've fallen in love with Lifetime. If I could go back and start over, I would choose Lifetime. I would go, I would move to a city where there's a Lifetime and I would start there. And so let's talk a little bit about the assessment process, because that is one thing that, unlike Equinox, where Equinox gives you an equal fit form, you have to go through the way that they implement that of which. If you're like a tier X trainer, they got the VO2 max stuff, but otherwise you'll do the FMS, and the FMS is essentially the equivalent of flipping a coin for predicting injury. It's not that accurate, but that's what you have to learn. So you have to get cleared to implement the FMS and I just feel for the trainers that do this, as well as the overhead squat assessment, because it puts the clients into a position of being uncomfortable and the likelihood of someone buying your services that's, the sales process is going to be extremely lower when they don't feel confident about what just happened Like imagine going on a date with someone.

Speaker 1:

The first thing you say to them is wow, you chose to wear that. You're not starting out on a good foot, and so when you do an FMS, you're doing movements with an individual who's never done them before, so the likelihood for them to do well is extremely low. And then we scare them oh, you got a 12 out of 21 and you don't have the optimal shoulder mobility. We have to fix you or you're going to get hurt. And the client's like, oh shit, same thing with the overhead squat assessment. Put your hands above your head, put your feet parallel to one another, do something that you've probably never done before. Do it for 10 reps and let me tell you how dysfunctional you are. You have an overactive a doctor and your gastro is weak, and you also have this and that, and you're going to be prone to injury.

Speaker 1:

It's like shut up, your clients don't give a shit about that. Your clients want to be stronger, they want to look great naked, they want to feel better, so you need to empower them, and part of the show up CPT is we have an assessment process and we give you the tools to make your own, and that's exactly what Luke did, and so we're going to review this because it's one of the best assessment forms that I've seen. So you'll be able to look at this on YouTube or, if you're listening to it, you can go to YouTube and you can see what this young hunk right here developed, and let's talk through it, luke. So here's page one. We got lifetime the assessment, health and lifestyle evaluation, so take us through this.

Speaker 2:

Yeah, so basically what I did is I took, like your, like the show, fitness, like assessment a lot of it from there, and then I I changed some things on it. Um, I basically fed it through. It's like this AI PDF builder so I can switch things around, make it look a certain way, um, yeah, so I'm still kind of, you know, editing it, you know, uh, changing some things. The first page isn't the best. It's kind of weird. It's kind of giving like a summary, but the rest of it, I think, is pretty solid and yeah, so it's basically just taking the clients through, or can you go to the second page here?

Speaker 1:

Yeah, but I want to highlight some things on this because I think it's important that you understand the value of it, because this is a great first page. This is client comes in. You're there on time. If you have an assessment at nine o'clock, you're not there. At 855, 15, you're there on time. If you have an assessment at nine o'clock, you're not there. At 8.55, 15, 20 minutes early. You're reading a book. You're prepared, you see them. They see you, you shake your hand, you smile. Hey, mr Jones, how's it going? Really excited and looking forward to helping you today, and then you review this Today.

Speaker 1:

What we're going to do is we're going to do a health and lifestyle evaluation. I'm going to get to know you a little bit more. It's called your PARQ physical activity readiness questionnaire. I want to eliminate any red flags but also highlight if there's any injuries or anything I should be aware of. We'll talk about your training goals, what you've done in the past, and then we'll sit down and we'll go over what training looks like with me. Do you have any questions, sir, before we get going?

Speaker 1:

You lead with that professionalism where I've literally watched trainers. I was at 24 super sport. I remember this vividly and the trainer had their assessment and they were flipping through the pages and he was like, yeah, you know we can do this like assessment stuff, and I don't know if you want to go over that, or I can take you through an awesome workout. I got the ladder drill over here and he really blew up how awesome the workout was going to be. So, of course, the client's going to be like, yeah, of course I want to do that, but this right here, in my opinion, is the most important part of the assessment. Sure, your client wants to move and it's good that you need to get them out there fast, but this is letting them know that you're the professional.

Speaker 1:

I'm going to highlight medical terms, I'm going to talk about hypertension, I'm going to talk about things that may come up and educate you, and also let you know that I am the best trainer you've ever worked with, because I have a physical therapist, I have a registered dietitian, I have a team, and so this really educates the client like, wow, you are a medical professional, because that's what we are. So we go to the first, technically the first page. We have personal information and medical history. Let's review this. Luke. What were you thinking about when you made this?

Speaker 2:

Yeah, so a lot of it, just because at Lifetime we only have like an hour to get through everything.

Speaker 2:

I know you told me to essentially if I can block off and like an extra half hour after that.

Speaker 2:

So typically I'll skip past the fun facts unless the vibe is there, or I'll go through that the next time if I do sign them on as a client just to be like, oh, I want to know a little bit more about, like who you are as a person, um, but yeah, I'll go through, like their medical conditions, if they have anything going on, if they're taking any medications, um, as well as right, if they're having any kind of symptoms, whereas when they're exercising chest pain, that shortness of breath, anything that could be like, oh, we might want to take a closer look at that Family history, because that's always important to know what their family has dealt with, because maybe for some reason it is genetic and I just want to know that there might be a potential chance of something like that happening during the session. Yeah, that's basically the medical history, but what I'll typically do is I'll go through this, I'll go through their goals, which will be on the sorry, do you want to move on to the next page.

Speaker 1:

Let me just highlight real quickly how important this page is, because if you do not take a client through an assessment, you are not a personal trainer, you are an influencer. You are someone who's just trying to show off a workout because the negligence is to the extent of your client's health. Check out ACSM, american College of Sports Medicine, cad, coronary artery disease negligence and you will come across lawsuits where trainers avoided this assessment. They didn't listen to the client when they had shortness of breath, pain over their chest, dizziness, and the client died, had a stroke. Some serious issues came up and they were sued, and that should be the, in my opinion. My ultimate fantasy is to be a gym cop. That person should go to prison.

Speaker 1:

If you kill someone because of your negligence, you are why the training industry has a bad name. So if there was any yeses on this, you want to learn more about them. Oh, so you have chest pain. Let's talk more about that. Yesterday I was rough housing with my significant other and they punched me in the chest. Okay, that makes sense. Or you had a contusion. Someone hits you Okay, I'm not too worried about it. But if you were to say, the last couple of days I've just had some tightness over the left side. But you got to go with that checked out, and I mean like today, because that's not normal. You could be having a heart attack. Over 700,000 people die in the United States from coronary artery disease a heart attack and that's, for the most part, preventable. So when was the last time you were at the doc? It's been years. Oh, go get it checked out, because the last thing I want on my resume is oh, I've trained 38,000 people, got amazing results. Oh, I killed one. No, I'm looking out for your best interest. I want you to be set up for success. It will also be a great opportunity for me to reach out to the doc to see if there's any contraindications with your workouts, and what that word contraindication means is like. For example, they're not going to want you doing a burpee into a sprint into a farmer's carry because when you grip stuff that has an impact in your blood pressure and you could faint.

Speaker 1:

So I just love reaching out to doctors to see how I can better help you, and when you do that here's the best part is the doctor's going to be like what the hell? You're a trainer and you're reaching out to me. I'm the all high and mighty medical professional. What is going on? And then you have a conversation with them and then by the end of it the doctor goes holy shit, you are sharp. And guess who makes a shit ton of money Doctors. So I said, doc, who's your trainer right now? You don't have one.

Speaker 1:

Oh, I'm at one of the best gyms in Chicago Lifetime. I'm going to set you up with a guest pass. Come in here. I'll take you through a full hour workout, show you that I'm not some crazy trainer doing weird shit on BOSU balls. I'm going to listen to what your goals are. Take you through an appropriate, safe workout, show you some new stuff, and then maybe we could partner and you could send me some clients, because I know you are super busy. And if I could take some stuff off your plate to make your life easier, that's what I'm here for. Doc, what do you say? The doc's going to go. Holy fucking shit. This is what I need more of. Let me send you 35 clients and then you can go. Oh, maybe I don't need lifetime, I'll go somewhere else. Joking, lifetime's amazing. But let's take a look at this next page the fitness profile and questionnaire.

Speaker 2:

Yeah, so for this, this is where we'll go over like the actual goals. A lot of time. It's funny I've actually had a decent amount of people say like, oh, I don't have anything specific to work on, like I'm just like I'm here because I know it's good for me. And if that's the case, I will ask them like, oh, do you have like anything that? Like you look at someone else and you wish you had.

Speaker 2:

Or, once we go through this a little bit more, we'll hop on the in body and I'll use that data on there to essentially help them set their goals Right Cause, if they are lacking in skeletal muscle mass, if they do have some body fat to lose, that's where I can be like, okay, this would be a good goal to actually put you like at a healthy standpoint there. Um, but yeah, a lot of times I'll just try to get them to do like the smart goals of having like specific, you know, things that they can chase after. Like if someone tells me I want to lose 30 pounds in 30 days, I'll be like okay, well, one, how long have you been trying to do that? And two, realistically, that is not possible without like doing things that are 100% not okay, right? So I'll help them kind of realize, like, what is possible, especially with like me as their coach and walking them through things, talking about nutrition, lifestyle habits, keeping them accountable to the things that they would need to do In terms of, like, their exercise history.

Speaker 2:

I always want to know what they've been doing and I've had a lot of people where it's like they really they're new to gym, um, or at least recently new to the gym, and they haven't really been doing much. So they'll be like, oh, I want to try going here six, seven days a week and I'll say, okay, that's awesome, I think you should still do that. But maybe only do like three to four days of actual like strength training, cardio classes. That way you aren't waking up the next day super sore, not being able to to work, to work out again, right Cause I know, as you always say, the most important workout you can do is the next workout, and that's something that I'll reiterate to uh, prospects and clients a lot. What?

Speaker 1:

else is on here, yeah.

Speaker 2:

Just in terms of I like that second question toward, or the second to the second question down from training background where it'll say when's the last time you had a personalized program? Cause that will always say, or most people will say, like oh, I've never really done it or never really had one, or I've kind of just taken things from the internet or I just see other people doing it, and so they have no idea about like structure and what that would do for them in terms of actually accomplishing their goals that they've most likely been working on for years. Yeah, that's pretty much the most that I'll get out of this page, though.

Speaker 1:

Love this. And so let's start with the first part, with the smart goal setting. It's very common where clients will say exactly what you said, where it's like I want to be healthier and so it is good to dig a little deeper, and so you have a question on here about current personal records. You can kind of bait them and be like that's awesome, totally understand. I applaud the fact that you're trying to be healthier, and these are the people skills that we got to work on. We don't just skip the question when someone says I just want to lose five pounds. You got to ask why you got to dig deeper. So can you do a pull up? Can you do any push? How many pushups can you do? And so you can give them some low hanging fruit. How fast can you run a mile?

Speaker 1:

What I like to do is give my clients some goals to focus on, because it'd be kind of like. You know, we just had a big ass hockey game the other day, and obviously I do not cuss around my clients. I just like to cuss because it's fun. So for, you know, we had a big ass hockey game last night. Could you imagine if USA and Canada just said oh, we want to have fun. No, they want to win. They have specific goals and a strategy, and so down here, you mentioned that you haven't had a personalized program before Working with me. I'm going to design that for you, just like a coach is going to lead the team to success.

Speaker 1:

And one of my favorite questions that you have on here is what certification did the trainer have? This gives you, the qualified trainer, an opportunity to separate yourself from the pack of influencers that are out there and you can say I'm sure you're aware that the average trainer studies a textbook by themselves. They never actually consult with another medical professional, they don't have a team, they don't have a physical therapist or registered dietitian like I do. So I just want to let you know that there's a big divide in the fitness industry. So when someone says they're a trainer, I like to learn more about what is their background. If they have a NASM, an ACE, an ISSA, those are like the fast food of the fitness industry Super easy to get, everyone has them, but it doesn't really mean that they know what they're doing, because then I'll definitely throw some shade at them. Yeah, they probably put your hands above your head.

Speaker 1:

How'd you do a test, told you that you're dysfunctional, balanced on a BOSU ball or stability ball things that don't get you the results you want. And when you have a client go, that's exactly what the last trainer did and it didn't work exactly because your intensity wasn't there. You're farting around on a stability ball. You're not going to get the results. You need to be stable. Did you get your results? No, you didn't.

Speaker 1:

So when you work with a qualified trainer, I'm going to design a plan that is going to get you to where you want to be, and one question I would add on here is to kind of piggyback off of that, such as what does success look like six months from now working with me? Because what that does is it plants a seed in your client's head going okay, well, we're pretty much in March right now. So that's going to be September. Summer's already over. Let's talk about that. Do you want to be exactly where you are right now? What if you were to lose 30 pounds but then, four months later, you put on 40 pounds? Is that success? So let's really paint that image of what you want success to look like in September. Close your eyes for a second. I want you to imagine yourself and you have that wedding, you have that reunion, you're going to see an ex, whatever it is. How are you going to feel when you're able to put clothes on and look the best and feel the most confident you ever have in your entire life? How's that going to feel? Talk to me about that. So when they paint that picture in their head, they oh my God. That's the emotion that you use.

Speaker 1:

At the end, you got to dig deeper, and that's the value of the assessment, because the insecure novice trainer is going to keep it very simple. They're going to get out into the workout and try to annihilate them, make them feel inferior, and then they sign them up, and then they do that HIIT style workout for two, three months and guess what? It doesn't work. So then the client leaves and the retention is extremely low, and then that trainer starts to internalize wow man, why aren't my clients getting results? Oh, my God, because you're not taking the time to truly learn about your client and you probably don't have the requisite credentials to truly help optimize the overload and the periodization. So now we have the third page, which is going to be health and lifestyle, talking about nutrition. Let's review this, luke.

Speaker 2:

Yeah, so I'll always ask, like, what their eating habits are. A lot of times they'll say, oh, I eat pretty good. And then I'll ask, ok, what'd you eat yesterday? What'd you eat so far today? And I'll dig a little deeper because I know nine times out of 10, it's not that great.

Speaker 2:

So that's always like a good place to start off because if and I'll always explain to them, okay, that's great, if, like, you can do like all the work you can in here in the gym, but if you aren't like taking care of your nutrition and like what you're putting inside of your body, you likely won't get the results that you want. So just to kind of preface there about talking about future, doing nutrition consultations, or, like I'll always say, oh, of course we can talk about nutrition within like the sessions that we do, but to actually get something a lot deeper out of it, to set you up for success, taking a look at food logs, like that's something that we would do and that would be like a additional paid service add on there for like half an hour every other week, being able to do nutrition consultations where it will take a look at what you're currently eating. I'll kind of set like macros for you if that's something that they're up to, and I always do encourage them to track their food, at least for a couple weeks, because it can teach you so much about food. I know that we, I think in the class the other day we were talking about, I think you had a client that was eating a bag of chips five times a week, which equates to, over the course of a month, about a pound of fat gain, right? So actually like measuring your food, seeing what's in it, can open up people's eyes like a lot, and it's more of the learning experience rather than just seeing like, oh yeah, I have, I ate 2000 calories today. No, it's like it gives you the opportunity to be able to look at food in a different sense and actually like eyeball it a lot better down the line, if that makes sense. And then I'll always say like, have you ever done like an actual nutrition consultation or ever worked for the registered dietitian before? It is good to know, like, what they kind of or how they view food.

Speaker 2:

And for a lot of Americans it's not in the greatest sense. They view food as a very bad thing, they view carbs as a bad thing, and I'll always say like no one food is actually bad. Like too much water is bad, too many carrots is bad. You do need, like, a balance, and it's all about where can you find that sustainability within your diet. And a lot of people, when they think diet, they think like restriction only following like certain foods to eat, but it's like no, we do want to enjoy our lives. We do want to be able to eat what we eat, um, but we do need to have it at a level where we can consistently do it to get to our goals. Um. In terms of the registered dietitian, I like asking that question. It just tells me a little bit about like. Have they had like real professional help ever with their diet? Most of the time, the answer is no.

Speaker 2:

In terms of getting like a dietitian on my team, that's something I am currently working on. I was a dietitian or a dietetics major in college. I did not go that route in terms of profession, but I have a lot of friends that are currently becoming RDs, so that's something where I've. I reached out to one of my friends the other day about like potentially partnering up um being able to have her come on like calls Um. Like. I already have one online client and we do weekly calls, so that'd be like a cool thing to be able to partner up that way.

Speaker 2:

If they do need a little bit more deeper work, especially if it's a lot more of an emotional problem when it comes to nutrition, they can, you know, actually talk to the dietitian that I have on my team and then would you like to schedule a nutrition appointment after 30 days? That's something. I probably will move that to the start of it, or maybe like that second question under nutrition, just because, right, we want to. On the lowest hanging fruit, which is usually let's just get in the gym, let's see where. If we can get some strength benefits first, it all goes well. If you're able to show up for the eight times, two times a week for the next four weeks, then we can dive deeper into nutrition.

Speaker 1:

Like that, and this is a really heavy page and I could see myself spending a half hour on here, and there's nothing wrong with that. Sleep and stress is such an important question because two consecutive nights of sleeping less than six and a half hours, your testosterone levels are now cut in half, so that means your ambitions out the window, your likelihood of binging because your cortisol is going to be through the roof. This gives me an opportunity to talk about sleep and the importance of that, and then you can leverage things that you can send to your clients, and so what I do here is I did a great podcast with Dr Parsley. He's one of the leading researchers in the world when it comes to sleep and he is a Navy SEAL. Let me send you that podcast so you could send someone a podcast selfishly, send them mine. But that is just doing and going that extra mile.

Speaker 1:

I have this question here, that is, it's more of a psychological question but what are your top three areas of stress? I cannot tell you how many times women will put husband, husband, husband, or I've had a husband right, wife, wife, wife, and so it's like, okay, let's talk about that a little bit. You didn't put it just once. You put it three times. That's pretty crazy. Let's review that. I'm not a psychologist, right? But this is an opportunity to talk about this important topic of stress and then to go back to what you're saying about nutrition. I love to kind of bait them with the idea that we will be counting calories. I like to say that because it usually provokes fear. I don't want to count calories the rest of my life. I totally understand. Could you give me 8% of your year and they go? 8% isn't that bad? Yeah, of course I can. That's one month, because when you track one month, you're going to be significantly better off for the future month. You're going to be significantly better off for the future.

Speaker 1:

Now, sir ma'am, whichever they are addressing by their title, I bet you could give me a pretty good idea of how much the gym rent is per month, right? So how much is the membership? And they're going to say, you know, $323. Great, you could probably give me a pretty good idea of exactly what your car payment is. Right. What about your mortgage? Why is it when it comes to nutrition? And I ask people, how many calories do you need? Oh, about 2,000. Is it 2,000? Is it 2,900?. Studies have shown that Americans get close to 3,700 calories when they think they're getting 2,500. So we underestimate how much we consume. We overestimate how hard we work out. So if we were to relate this to that mortgage, that car payment, it will be like your car payment's $800.

Speaker 1:

What do you have? I always like to ask what type of car do you have? And I'll kind of like throw it out there and if you're uncomfortable with it, it's all in your personality. What type of car are you driving? That's going to come off as you're a dick. Well, what type of car do you have? I got a truck. My car payment is 700 bucks.

Speaker 1:

Imagine me just sending Ford $1,400 every month just because I want to. You would never, ever do that. You would never think twice about doing it. You pay the exact amount on time every month. So when it comes to nutrition, when you work with me, I know you're going to get the best results because you're going to know what you're consuming. How many grams of protein did you consume yesterday? I'm not going to turn you into some neurotic numbers person, but just like you know how much you made last month because you have to pay your bills, you're going to know how much you consumed. So when the weekend comes along, if you are going to go to a brunch, it doesn't matter, because it's in line with your goals. When you work with me and my RD when it comes to nutrition, you will never have to eliminate any food forever. I'm going to challenge you to maybe give up some stuff.

Speaker 1:

It's always great to add in a third party experience, like that chip analogy. I did a complete analysis with one of my executive lawyers super, super busy and she's like I don't know why I'm not losing weight. So we did this food plan. I found out every day when she's on lunch break she's not fulfilled from the macro plate that she orders and so she has a bag of chips. Do you know how much a pound of fat you would gain, or how much fat you would gain per month, if you had one bag of chips? 150 calories, that's one pound over the course of a year 12 pounds. You're not going to notice that in the first couple of months. You're going to notice it a month, five or six. You're like what the hell? Where's this fat coming from? It's all from that one bag of chips.

Speaker 1:

I don't want to make today's assessment all about nutrition. I just wanted to inform you that this is super, super important and we will address it in the months to come. The clients that get the best results are the ones that show up regularly but also do nutritional coaching with me. And then you have that question down here which I mentioned earlier in the last one, which you already had on there. So that's great. What is your number one expectation? Working with a lifetime trainer? So that's awesome. So then you'll gather that data and then you move on to the last page, which is now we get out there and move a little bit. So let's go over the fitness testing and professional recommendations.

Speaker 2:

Yeah, so this is where I'll take their blood pressure. I'll take their blood pressure, I'll take their blood pressure and then it'll pop up with the resting heart rate. So that's always nice, I don't have to do that manually and then we'll go on to or I guess I'll go a little bit into that. So, yeah, if their blood pressure first off, I'll make sure that they are have been sitting down with me, so we'll never be standing up doing this, cause that will automatically just raise the blood pressure. And typically, if they've been talking to me a lot, I'll tell them like, okay, we're going to just rest for a couple of minutes. I might just talk to through them about expectations, what we're going to do next just to get their heart rate and their blood pressure a little bit lower. Then that's where I would put the cuff on them. Go through that process. If it is high, if it is that one 40, either the two numbers being one, 40 or 90, is it? If it's above that, then I'll say like, okay, um, it is a little high, we're going to wait for a little bit more and then I'll retake it again. If it is good on that next uh part, then I'm like, okay, we're good to go. It's probably just cause we were talking Um, but now you're at like a rank or a you know an okay rate, so we're good to go onto the next few steps. If it is higher than that, I'll tell them. Okay, we can still do like a couple other things here, like, take the in body. I might be able to do like the shoulder flexion one, but other than that I'm not really doing anything else Cause I don't want to. You know, potentially I don't know, for some reason, especially if they're elderly, if they have any kind of conditions in the past, maybe it's still kind of affecting them. At that point I'd say like, okay, I want you to go to your doctor and then we can meet back up sometime next week or in two weeks, whenever they can get back in the gym here, if all goes well In terms of the weight, body fat percentage, body mass index.

Speaker 2:

So that's where we'll hop on the in body. I'll explain a little bit about what's happening. Of course, always ask if they have a pacemaker of any kind. Um, I actually did have a guy that had one, so it's a good thing that I asked these questions, um, and then I'll. We'll sit down. The nice thing is at lifetime. I think they do this on purpose.

Speaker 2:

But on the in body there's technically supposed to be like a specific paper where it will then label everything. But at least at my location we don't have that. It's like it kind of prints it out blankly so that we have to label it. So that way, like if any other members are taking the test and they just get the printout, they don't really understand like what's it saying. So that makes this, makes them come talk to a trainer, but in this case I'll label the parts that are most important.

Speaker 2:

So we'll go over the weight, skeletal muscle mass, body fat percentage. I'll talk about bmi a little bit, but just because it isn't the most telltale sign of if someone is healthy, now, if it is below that 18.5 body mass index, I'll be like okay, that is something that we definitely need to work on putting more muscle tissue on your frame and in some cases, even more fat on their frame. I always like to point out the lean, or segmental lean analysis on there. It just tells you like how much muscle mass is in each like individual part of your body. And if we ever see like a large discrepancy between I arms is okay, like it's not the end of the world, but especially if it's legs, because a lot of people will have like one dominant side, maybe for most of their life they had a backpack slung, they were kind of sitting into one side of their hip or leg. That's where I'm going to be like okay when we work together like this is what we will focus on, a little bit more on unilateral work.

Speaker 2:

Maybe we're doing a couple extra reps on one side versus the other just to grow the muscle mass a little bit more to where it's even the other thing that we'll talk about in terms of the segmental lean analysis and sorry I don't have that like up on here, but is there's a number underneath, like how many pounds of lean muscle tissue is on each segment, which indicates like if they have enough muscle mass to support their current body weight. A lot of times it's their legs that are lower and that's where it is a little bit concerning, especially if they are on the elderly side, because if you don't have enough muscle mass, that probably means you don't have enough muscle strength, which means you're at risk for falling, at risk for breaking a bone. They probably already have like some form of osteoporosis or at least leading up to that point. So that's something where I will definitely say like this is I won't say like it's alarming, like I never want to like get them afraid or like overly concerned, but I'm saying like this is something that we definitely need to work on so that we can prevent, like future things from future, bad things from happening.

Speaker 2:

Um then, if all goes well on the blood pressure, we'll do the grip strength measurements. I usually just have them do two at a time or just two tests. We go from left to right and then back to left to right. On those body measurements, um, typically I don't do. If they ask I'll do it. I do have a? Um, a tape measure around me at all times, but I typically won't do that just cause you're out on the open floor, like they might not be comfortable with it in that sense. But, um, I do have that on there in case they ever are interested in that. Anything you want to say about that, chris, I think everything about this is just professional 101.

Speaker 1:

And I was thinking, trying to relate to the client who's coming in, and it's like going to a dentist's office. There's a certain amount of fear. Meeting with a trainer Everyone hates the dentist. You go in there, I hate the dentist. I could only imagine going into a dentist's office and the very first thing they do is the doctor just grabs me, throws me in the chair and starts drilling on me. I would never want to go back. That's how most people are.

Speaker 1:

Four percent four freaking percent of Americans exercise regularly. It is so freaking low and so you're basically grabbing them and saying let's go out there and do something that you hate. So you have an awesome question down here. What's a goal? Exercise your favorite exercise, your personal record? I like that because you're, you're making it unique to them.

Speaker 1:

The one thing I would add on this page is because I liked these three gray boxes and it would just compliment it right below the body measurements was to have that famous photo of a 30 year old, a 74 year old, in muscle mass, because it would just compliment that and that photo would just really resonate the value of working with you as the medical professional, because you can say that as we age, we experience two really important terms that you're probably not aware of sarcopenia and dynopenia. And I speak like this to my client going back to that dentist or doctor scenario, there's something. It's kind of frustrating but it's also like self-assuring. I feel good knowing that I'm with this medical professional who says some terminology I may not understand, but they have a solution for me. The whole workout isn't anterior and contralateral and all this vocabulary is just going to confuse them. I'm not showing off, but I educate them.

Speaker 1:

Sarcopenia is the loss of muscle mass due to age and if we don't train, our muscles are going to end up looking like this, and you point to that image. Dynopenia this is called a dynamometer which we just tested. This is the loss of power due to age. So imagine I talked to you earlier about the car that you drove and you said you have a truck and let's say it has 500 horsepower, but let's pretend like five years from now you push that gas down and it only has 250 horsepower. You've lost power due to age because you're not keeping it maintained. Keeping it maintained, that's the value in us doing that squat exercise and the hinge exercise and the pushing and pulling. You said you like bench pressing. We're going to bench press pretty much every time you come in here, but we're going to change up the variables. We'll set different PRs and your clients need to learn to love this stuff. And if they don't have a favorite exercise, focus on the area that they want to improve. Girls, typically, it's going to be their abs. It's going to be their glutes. Guys, it's usually their abs and their arms or chest. So that's how you can personalize it.

Speaker 1:

I really really think this is an awesome assessment, luke, and I love the questions that you have and I love the body fat that you use on there and I also respect the fact that you don't do measurements. I'm not a fan of that. I also respect the fact that you don't do measurements. I'm not a fan of that. I will always ask my client if you would like, I can do your right arm, your waist, your bust, all that stuff, so we can track it. That would be significantly superior than the scale. But the funny thing about the scale is, I think we all it's like. We know that it's not the best indication, but we still do it. I have clients that tell all the freaking time the scale isn't that important. Let's focus more on your pull-ups, because right now you can't even come closer than a pull-up and when you can do five pull-ups, I guarantee you your physique is going to be 10 times better in where you want it to be. But then guess what happens next time they come in? I gained a pound. They're still doing it. So it's like I don't want to constantly have this negative stuff that I'm using for my clients and when you do the measurements I feel that they feel like they're not as confident. But again, the cool thing about having your own assessment you make it unique to yourself. If you want to do measurements, cool. If you want to do a grip strength, awesome.

Speaker 1:

You may be thinking well, what about a cardio test? Kind of similar to the measurements? I know that the person in front of me, more than likely, is not in good shape. I can size them up. What is it going to do for me to do a three minute YMCA step test? Or put them on a Bruce protocol and have them walk for 10, 15 minutes, have them huffing and puffing? It's like, oh wow, I'm really out of shape. It's like we already know that, instead of that negative experience.

Speaker 1:

Let's have a positive experience. Well, you said you'd like to do X. Let's go do that. Let's go move some weight. Let's feel good. Let's get those endorphins running high and make this a positive experience, versus making them feel like shit and then you sit down and go hey, now you got to train with me and they're like God, that sucked. I just really confirmed that I'm a fat ass. I'm a pile of shit. I'm worth this. That's the internal dialogue that your clients are experiencing. So try to make it positive. And if you're on the floor at one of these big gyms, they're internalizing that everyone's looking at me. Everyone's looking at me, so try to make it an enjoyable experience. Awesome stuff here, luke. What else do you want to add on?

Speaker 2:

One quick question. I know you said you'd like to. It would be might be a good idea to like add a picture of you said like a 30 year old versus somebody 70. Are you saying like, cause I've seen that one floating around where it'll be like a cross section of, like the upper leg. Is that one that you're talking about?

Speaker 1:

okay, okay just wanted to ask about that we can post that on our story notes, but it's a very famous photo of the thigh of a cyclist and then someone who doesn't exercise and the cyclist, who's in their 70s, has the same muscle mass as someone in their thirties. It's a very, very powerful image and I think that that would just be like your, your cherry on top for this one. And also because you have gone through the soft tissue and you have that certification, you can implement that stuff in here and that's why you have these questions. So if a client does have shoulder pain, I'm going to screen them, I'm going to eliminate those red flags, then I'm going to do the soft tissue mobilization and that right there sells them. You are done for the whole entire day. You can go to work out if you want.

Speaker 1:

But if a client has pain and you do that soft tissue mobilization technique and that's what we teach at our seminars we're going to be in Vegas here next week, then we're going to be Austin the 4th and 5th of April, then we'll be in Sacramento with our partnership at Lifetime, and that's how Luke and I met in person. You learn those techniques, you implement them on your clients and it literally changes the game, because then you get into a mobility exercise, a stability exercise. That template and that flow gets your client out of discomfort, so then you can focus on their goals. Their credit card is out faster than you can even imagine.

Speaker 2:

Yeah. So next few things I'll do, we'll actually go onto the floor I'll explain. We'll do like a first, first couple of things will be like a very simple movement analysis and then we'll get into some some actual like exercises where they'll hopefully break a sweat, depending on right, if they've ever, if they haven't exercised before, then it's like, okay, we're going to take it really slow, but if they're regular to the gym, they just don't know what to do or they're having some pain. Then we'll make it into a little bit more of a workout with some of these movements. But I'll always start with a shoulder flexion test. We'll have them lay flat in a supine position on one of our it's like the dynamic stretch area at lifetime and then I'll always tell them like tuck your hips in so they can feel your lower back on the table. From there they're going back with their arms and I just want to see are their elbows straight? Do they have any clicking? Is it tight? Can they get their humerus like near their ear? A lot of times the answer is no and that just tells me okay. Well, if we're going to be doing any um, you know, vertical pressing best to start with like incline, uh, benching or like a landmine, something along those lines. Then we'll do a sit and reach, um for this one. I'll have them stand up and I'll always tell them, like don't try to impress me, I don't want you to um, especially if they have any kind of like lower back pain. I don't want you to like push through it. Just go until you feel like a like a seven out of 10 stretch. So I'll have them do that. See how close they get to their toes. Most people are super tight in their hamstrings, so that's just a good sign for me to know, um, oh, maybe. Yeah, it's probably best we start with glute bridges. We'll work a lot on the mobility and the hamstrings first before we do any kind of like RDL work.

Speaker 2:

Cat cows, just to see like one is like just their body coordination If they have a good feeling of how to move. A lot of people don't. It's that proprioception right, just knowing where your body is in space. A lot of people don't have the greatest sense of that. But it also tells me like how flexible their spine is, like if they have a good mobility in their hips, if they understand like, oh yeah, your shoulders actually can protract and retract backwards A lot of times. If they haven't done any kind of yoga before, I'll have to coach them through like what exactly it is that we're looking for on the cat cows Cause. There is like a lot that goes into it, but it is good, just good to see for the mobility standpoints and seeing how they feel with their body coordination.

Speaker 2:

Next one will be the ankle dorsiflexion. So I'll grab a measuring tape four inches away from a wall and then I'll tell them okay, if they're comfortable, have them take their shoes off, then we'll try to drive that knee to touch the wall and same thing with like the sit and reach. I won't have them go like super off. Then we'll try to drive that knee to touch the wall and same thing with like the sit and reach. I won't have them go like super, super hard, because the last thing I want is someone, you know, hurting their Achilles. But I'm like, okay, yeah, until you get like a 7 out of 10 stretch, just want to see like where you're at in terms of your ankle dorsiflexion. This just tells me like a little bit about if your squat ends up being restricted. That's probably something we do want to work on. Then we'll get into the squat.

Speaker 2:

Depending on who I have in front of me, we might just do like a sitting down and back up If it's someone who's a little bit more elderly not much experience. Otherwise, if it's a guy or girl who's been like barbell squatting, we'll go hop in that. I want to see what it looks like when they do have some load on them We'll get into. So usually I'll pair squats with some sort of pulling. A lot of times I'll ask them if they can perform a pull-up. If they can, even if it's just like one or two, I'll have them do that. If not, it'll be like a banded row. That's where I will add in a little bit of the trainer engagement. Where I'm tapping their shoulders a little bit, I might just do like verbal cues, seeing if they're having any of the anterior tilt. Is that the right? No, this is different. Am I right there?

Speaker 1:

If you have an anterior glide right there.

Speaker 2:

Anterior glide. Yeah, there we go. So I'll usually pair a squat and pulls together and then hinges and pushes. So usually a glute bridge. Unless it's someone who's been doing RDLs, they feel fine. Usually a glute bridge. Unless it's someone who's been doing RDLs, they feel fine. Maybe we'll do a hip thrust of some kind.

Speaker 2:

Push wise, I usually like to go to cables if possible. Always depends on the busyness of the gym. Maybe we'll just go straight into, like by a rack. I'll have them do box pushups, pushups on the ground, whatever they are comfortable doing, whatever their level is at. We'll just pair those two together, Mostly for at least one to two rounds, especially if it is just the hour I'm just trying to get to see like where they are at a baseline.

Speaker 2:

And then I'll usually pair a unilateral movement with a core rotation or anti-rotation. I always like doing the pull-off press with a band tugging on it a little bit. Seeing how much they shake it surprised me. I had a new client where no strength training. It looks like he had like some muscle mass on him but just no strength like whatsoever, and I wasn't even pulling that hard on the band but he was just like shaking all over the place. So I was like, okay, that gives me enough information there. And then for the unilateral um depends where they are. I'll usually go with a step up or maybe a reverse lunge if they haven't the mobility for it. Yeah, that's pretty much the the movement analysis, just to get like a good baseline. We don't want it to be super long, maybe like 20 30 minutes max, depending on how long we took at the actual start of the uh park you consultation part and then how much I need time afterward, how much time I have available to pitch them training.

Speaker 1:

It's fucking beautiful. Everything about this is just so awesome, my man, and I'm proud of you for taking the initiative to do this. But as you just ended right there, you set those clear expectations because in California right now, it's almost 10 o'clock in the morning. If your client would have came in at nine and you didn't ask the right questions, and if you didn't give yourself 90 minutes, you're going to feel rushed at the end. And so then what typically happens is we just skip the sales presentation. I want to have at least 10 minutes, so right now would be a perfect time.

Speaker 1:

I finished that anti-rotation get them sweating, go grab them a towel, you sit down and you talk about training now. Now I want to highlight some things in here that Luke did. He's doing a CCA squat pull hands, push unilateral core anti-rotation, and so you see what they're capable of doing. And then you progressively overloaded Squat Okay, the body weight one was good Into a pull, nice. Now we're going to add some weight on the goblet and then we're going to make the pull a little more challenging. So I really like the setup from this because it's agonist, antagonist and or upper and lower. There's going to be no conflicting, synergistic activity in there. The sit and reach is a beautiful one for a prerequisite to a deadlift. I love it. Your cat and cow, you get them in that position.

Speaker 1:

You can see that people are not able to work through spinal segmentation. They move their entire thoracic region, which has 12 bones, as one. They move their five lumbar, which should have about 15 degrees of range of motion, as one. We can't look up that high, we can't flex our neck. So it tells me a lot, especially if someone's experiencing discomfort, if the spine can't move fluidly, then that's what we're going to address and that could be implemented as a warm-up and or as an accessory. And you check off a lot of those 10 checkpoints of human movement. So we have the ankle, the knee, hip, the three spots of the spine lumbar thoracic, cervical, shoulder, elbow, wrist and then some breathing. If you look at the cat cow and you have them look up, that's the neck, spine lumbar, put a hand up, so now it's like a bird dog variation. So you're checking off the shoulder, throw a leg back, now it's like getting all those aspects of the leg. And then you work on some breathing.

Speaker 1:

I like to put my hands on my client's back, breathe into my hands 360 degrees, cause most of us breathe only anteriorly. We just breathe through our chest. The lungs want to expand 360 degrees, so when I put my hands on my client's back, their upper back, it helps them understand what a full breath is. Be careful, though, because it's pretty common that they're like oh wow, I'm lightheaded, yeah, it's going to happen, because you're getting their optimal amount of oxygen, whereas before we weren't filling up those lungs. We have three lobes in one lung, we have two in the other. We're not getting optimal oxygen uptake, especially with dudes who are trying to go push a lot of weight. You just do a couple of these to let them know that maybe this is the missing link for that big lift that you're trying to do.

Speaker 1:

We're only as strong as our weakest link, and as we age, especially with the population, you have, at Lifetime, a lot of middle-aged and families. You have professionals. They're not as concerned about hitting 315 on their bench. They want to be able to move better for their kids, and so you have a 40, 50, 60-year-old executive and they have a couple of kids and they can't optimize the cat-cow or ankle dorsiflexion. That's what's going to happen. You try to go chase your grandkid and all have a couple of kids and they can't optimize the cat-cow or ankle dorsiflexion. That's what's going to happen. You try to go chase your grandkid and all of a sudden you blow out your Achilles. So those are things that we're going to work on regularly to optimize your physique and then refer back to that image. We don't want to be that 74-year-old wasting away. We want to be that 74-year-old who's sizing up the 30-year-old and going. I be that 74-year-old who's sizing up the 30-year-old and going I have just as much muscle as you, young buck. You need to pick up your game.

Speaker 1:

And then the whole interaction. The client is thinking, wow, trainer's knowledgeable. They assessed me, we had a great conversation, I got to know them. It's not like this militant asshole. They were polite, they helped me up, they got me a towel. They great questions what do you do? What's the best book you read recently? What do you like to do when you time off? You relate to them because they are investing in the time with you and then you say, okay, that was a great workout. What did you like the most awesome? You get them to speak in a positive manner. Then you say let's go sit down and talk about training and then you bring them back to the table and you have this professional recommendations. And talk to me, luke, how you go through this.

Speaker 2:

So it always depends on where the client is in terms of what they've been doing or not even doing.

Speaker 2:

So if it's someone who, like already pretty much regularly come to the gym, um, it's just that they need more, more mobility, work, or they just need more guidance in terms of what to do. I'll usually pitch like a one to two, uh, one to two times a week option. Um, just because they, they, they, they already have like something in place, like they know how to move for the most part, but, um, meeting with me, talking like each week, that will be a lot more helpful. So I'll usually say like oh, I think for you, like a hundred, the two time a week option at $120 per session would be perfect.

Speaker 2:

Um, now, in terms of programming outside of that, if they do want that, I do charge a little bit extra. It depends on if they choose the option one, which is one time week, or option two, which is two times a week. So the programming is additional with that. If they do and want to train three times or even four times a week with me, I do have it where it's just included. They're seeing me enough. I'll just give the rest of the program in the app included for that.

Speaker 1:

Yeah, four options here One, two, three and four. And there's two small things that I'm going to suggest here. One is the last thing that you have, which is the accountability and cancellation pledge. I like that, but I would add in here the soft tissue consent form. And so, again, before you start implementing any soft tissue, you have to have that certification and you need to have that consent from the client. So I'm not going to start palpating. Obviously we're not going to manipulate joints, but as a certified soft tissue mobilization trainer, you can implement these techniques. Have them sign that, because that is the insurance that you get. That tells the insurance company that you have this certification that allows you to implement these more advanced techniques. You have that at the end with the cancellation, and it's just going to make sure to cover your ass.

Speaker 1:

Now the second suggestion I would have is too many options here. I would make these blank. I don't like the 130, 120, 110, 100, because I'm going through like oh well, 130 is expensive, 100 is what I want, but I can't train four times a week, so can I get the 100 and only do it twice? So there's setting the client up for more chances to negotiate, which is fine, I'm okay with it, but I'd prefer to see three options and take away. I can do what you. You have to implement this first and then learn. You implement a swift and then you adjust. It's like running an offense If it's not working, you change it. So what I have found is too many options makes it confusing. And then they're going to say, well, can I take this with me so I can think about it, or can I take a photo so I can bring it home and think about it? I'm going to have option one, option two, option three, and I'm not even necessarily going to fill in option three. I sit my client down. This is going to be all blank. I'm going to say what are your goals? How many times a week do you want to work with me? I already know their goals, obviously, but I want them to say I want to work with you, chris, twice, awesome. So then I'm going to put eight sessions for option one, then I'm going to put 32 for option two, and option one is going to be 150 per session. Option two is going to be 130 per session. Which one do you want? And so then the client now has a choice A or B.

Speaker 1:

Think about if you're starving and you go to the elephant bar and there's Mexican food, there's sushi, there's pizza, there's Italian, there's burgers. You're confused, I don't know. I just make a decision for me and I've really I learned so much from my clients. And recently there's a client who I have and we've been doing nutrition coaching for a very long time. She pays me every month for it and I had her propose, like she didn't know who I was and what she was really looking for, and it was great because she wrote up this one page document to me and what she said is I'm coming to the professional because I want the choices to be taken away from me.

Speaker 1:

I don't want to have to think about it. I don't want to have to go to the gym and go hmm, am I going to deadlift today or hip thrust? Am I going to have to eat this or have to eat that? I want to be told what to do, especially when you have executives. I think that's really important because we're in our head, as younger trainers or newer trainers or even trainers 10, 15 years we're thinking what's going on in our head. We're not going through what the executive is going through, where they go to work and they have to make all of decisions. If you are a decision maker, the last thing you want to do is to make another decision because that's now on your plate. I want to be told what to do. So when you give them that option, I don't know.

Speaker 1:

Chris, how many times a week do you think I should train? Dr Martin, I train six times a week. I feel like I'll be a hypocrite if I would tell people to do less than that. I'm going to suggest six times per week, and I start there. Some people oh my God, that's way too much. You need recoverability Shut up Really. You don't think that someone's going to benefit from training six times per week. You have all of the resources at Lifetime. You can do more of a recovery day and you could just do soft tissue and foam rolling and stretch techniques, and that could be a whole entire session. That's why they have the dynamic stretch. It's all in the presentation.

Speaker 1:

What do you think is going to happen if someone were to exercise six times versus two times? Why do we settle for two to three? Whatever my client says, I'm going to push back, and that's the fun part about this negotiation I don't make it uncomfortable. Oh, you need to get 700 sessions. It's going to be six times, it'll be a billion dollars. I'm just taking advantage of it.

Speaker 1:

No, I am the best trainer. You have to believe that, just like when you go to the nice restaurant, they have to believe that that food is the best. What do you suggest? I suggest you get the steak and lobster. That's the best thing we have here. Are they ashamed that it's $200? Or a 50 ounce steak that's $250? No, because that is the best and they also get rewarded from that. I'm going to make more with the more that you train. Yes, that's selfish, but I do know 100% that you're going to get in better shape the more that you're here.

Speaker 1:

Luke, how many hours in a week? 168. Atta boy, if you train with me three times, that's less than a percent of influence. Now you're training six times, but, let it be noted, I don't do a lot of six sessions. I have at a very high rate and that client didn't even blink twice because he saw the value. We did a split routine. We had a push day, a pull day, leg day, push day, pull day, leg day and he loved it. But realistically, most of your clients are going to train three to four times, maybe two full body. So whatever they say, I present. I was thinking two or three Awesome, so 12 sessions cost 150,. I was thinking two or three Awesome, so 12 sessions cost 150, 36 sessions cost 140. I wouldn't have such crazy increments that are decreasing and don't have like 130, 125. So, like these are a little too close, because I see 130 to 120. I'm like, well, what's the difference between 130 and 110? So it's like again, too many options.

Speaker 2:

So if you have Go ahead mean 110, so it's like there again too many options. So if you have good, would you suggest then having it more of like like the package amount versus like the. Oh, you're paying like 130 a session or 120 a session. Like would you have it where it's like right, the the 880 a month or whatever it might be, or the 24 sessions, it's 2600, whatever that might be, which is when you number out there in the.

Speaker 1:

What I have found is trainers are uncomfortable with it. I'm perfectly fine with it. We have a package which is our highest package here at ShowUp is 9,800. And that is the package that most of our clients buy. It's our biggest one. They see the value and they always point to that one. And so if you were to put on here, you know, 2,500, 3,000, the trainer can get in their head thinking, oh, that's a lot, they're not going to want that. So at least when you start out with the hundreds or 150, and again I would I would get you this one 30, luke. Make you uncomfortable.

Speaker 2:

In terms of pitching it. Yeah, I maybe a little kind of.

Speaker 1:

Yeah, I guess what would make okay, as long as it makes you uncomfortable, that's where you need to be. So when I pitched my first $350 per session, I was scared, shitless. But Dr Waterbury, who I got the referral from, said do it. And when I did it I was like, oh my God. And the client said I want to work six times a week with you. And I was like holy fucking shit. That's what I said in my head. That made me so uncomfortable.

Speaker 1:

Again, trainer at that time, 15 plus years. So I want you to have a number on here that you're like oh, that's kind of a lot, because that's how you're going to grow. We've had trainers and again you have to look at your market. You don't want to do something that is so out of your comfort zone that you get all these no's and then you lose your confidence. So you have to find that happy medium, and I also don't and this is tough because you are an elite qualified trainer.

Speaker 1:

Nothing against the trainers that are out there, but most of them have that flea effect. And that flea effect is a really, really important analogy, because I got my coffee cup right here and if you were to put a bunch of fleas in there and the top is off, they're going to jump out of it. The moment you put a cap on for about 12 hours, you come back, you take that cap off. Those fleas will never jump out of it. Most trainers are going to look at these numbers and go that's a lot, because I can't afford it. I've never paid 130 per hour, 150. I want you to start getting comfortable putting a sticker price so you could have three options and sticker price is the first one, 180. And they could look and they go wow, that's a lot, that's 180 per session. Yeah, because my clients that do one at a time they don't get the results because they're a lot more inconsistent. The ones that sign up for the bigger packages and that are more consistent, they get the better results. So you could have a sticker price at one 180, 12, 140, and then 48, have your big package at 135. So then they can see that drop off. And I want them to ask well, why is it so much for one? Because then you explain to them the more that you invest, the cheaper it's going to be, just like when you go to Airbnb If you do two nights it's going to be more than if you were to do 30 days. The overall cost, yes, it's going to be more, but per night stay it's going to be less because you're investing in that long-term the business makes more off of it. So you have to look at this as a business proposition. I think you should bump up your programming as well. Start out as 250. So I'd have like 150 is that first option, up to 180, whatever you feel comfortable with and then have 250 for that programming and then bump it down, but always have the programming cost something Because again, they're going to see that value. Okay, so if I do option three, it's 75 bucks or 99 bucks.

Speaker 1:

So many trainers include programming and include nutrition. Why and the pushback's going to be well, I just want to give my client as much as I can. Okay, that's what you want to do, so be it. But I would prefer to give my client as much as I can. Okay, that's what you want to do, so be it. But I would prefer to have streams of revenue.

Speaker 1:

Knowing, if I have 20 clients and 10 of them are paying me $250 for nutritional coaching, of which I pay my RD, who's a friend, $200 a month for doing one call, that's $1,800 that I just profited $1,800 if you're charging $200. If you charge $250, it's going to be more than that. How would you like to make an additional $25,000, $30,000, $35,000 per year from offering nutritional coaching? That's why our certification is the best one out there, because we help trainers get out of their comfort zone by pitching what your clients need. It's not fair to your clients to take them through a workout and then answer their questions. It's given a little bit over here, a little bit over there. Oh yeah, I ate this last time. What do you think that's fine? When we work out, we train.

Speaker 1:

If you really want to get in nutrition, we'll go through a food log. I'm going to really educate you, but at the same time I'm going to take a lot of the thought out of it. So then you will get the success that much faster. But if you're not willing to invest in it, I don't feel like it's fair for me to give you little pieces of advice, because you're probably not going to listen to them, just like when you come in here and you train with me, you listen to everything I say. Right, yes, you do Bill.

Speaker 1:

But if I were just to give you that program to do by yourself? Yes, you do, bill. But if I were just to give you that program to do by yourself, maybe you do show up, maybe you won't. You don't take it as serious. There's more accountability and responsibility when you invest into that. So you have that backup plan with the programming where a client as a lot of them are at Lifetime they got to leave, they're going to leave for a month. You say awesome, this month I'm not going to charge you for your training, but it's going to be $250 for me to write a program for you. I'll charge it to your account. I don't ask them, I tell them. Because guess, what I fucking hate is when a client comes back and they point a finger at you.

Speaker 1:

I put on 15 pounds over the weekend. What you want is like Megan here in Santa Monica. I heard yesterday her client's name is Lance, I believe, and I overheard him. He was gone for two weeks. I implemented those workouts because she charged them and it was great. I came back and I didn't gain any weight. That's like the first time that's ever happened. You know how powerful that is.

Speaker 1:

Do you want to go on vacation and come back 10 pounds heavier? No, you have more time on vacation. You're working 40 hours a week in your training. Now you're going on vacation. You have 40 extra hours. So I'm going to highly challenge you to do this.

Speaker 1:

And again, if you're listening to this and you're like, oh, that's crazy, this is why our profession isn't looked at seriously, because what we do is we pitch some pricing, we train them and we do a bunch of stupid exercises that don't align with your client's goals. We annihilate them, we don't have the hard conversations and we don't make the amount we want that's sustainable for a career, because we don't feel confident in ourselves. And you're going to get that Neo moment moment. And I taught you some of my favorite movies back in the early 2000s when I was talking to someone in crime office in class or if it was tory, I think it was and neil was fighting mr smith down in the the subway and he's getting his ass kicked. That's kind of like one-to-one. But then his girlfriend trinity's like run, neil, run, and he starts going up the stairs. You remember that scene luke?

Speaker 2:

I have not seen, uh, you've not seen the matrix.

Speaker 1:

It just tells you how young these bucks.

Speaker 2:

I think I know what you're talking about the thing on social media where it's like, when you realize like the only real like thing that's limiting you is your mindset, is that basically what you're? That's what it pretty much gets to. You just got a a million version of the matrix.

Speaker 1:

Holy shit, lu watch it with your girlfriend this weekend. But he turns around and instead of running up, he turns around and goes fight the bad guy. And then she's like, what is he doing? And I always get goosebumps because Morpheus, his mentor, would go. He's beginning to believe. And that's when you tell someone I am 200, I am two, 50, and the client goes yes, and you're like Holy shit, like wow, I really am worth this. So guess what? You don't experience anymore that imposter syndrome Because it goes away. Because you are a great trainer, you're changing lives. Your clients are getting results, they're giving you referrals. You 100% can turn your passion for fitness into a career. It's going to take some work, like this wasn't just something looped through together in five minutes, even though you use some AI. I mean, this is really, really impressive. Huh.

Speaker 2:

I had to edit it a good amount still, but yeah.

Speaker 1:

This is awesome, this is. This is exactly this tells me, as the person who's going to work with you like this is very professional. You are different than the person who's going to work with you like this is very professional. You are different than the trainer who just comes in and they're all jacked up and they go annihilate you. It's like this is awesome and this is something to be proud of, and this is something you can use for numerous years. And the cool thing is you're going to implement it. You're going to do a swift analysis after 90 days and go huh, you know people don't like this question. I'm going to take it out and I get this one a lot. I'm going to add this one in and then you perfect it and that's what you do, and I can't wait to get you back on here in the future when you're at your, your nine month, your year marker, and you have a full book of business. Awesome job, my man. Do you have any questions for me today before we call it a day?

Speaker 2:

Thank you, just one in terms of you said like putting, like the soft tissue, what do you call it? The consent form on this. Would you have it on a separate page so that way it's not like right under, like where all the prices are before, like I'm ready to pitch, so I would have professional recommendations.

Speaker 1:

I would make it a little bigger scale. It take this whole thing right here accountability and counselors and go to the next one. So then what happens is when you finish this medical part right here and then you do the questions here, you do the blood pressure before I go out and do the movement analysis, I will then turn to that last page. Have them sign that off. Okay, I have your consent. Now we're going to go out there and A either work out or B go through the soft tissue off. Okay, I have your consent. Now we're going to go out there and a either work out or B go through the soft tissue stuff. Okay, makes sense. Awesome, we will. If it's all right with Luke, if you send us an email, we will send this to you, unless you don't want to. My man.

Speaker 2:

Yeah, I got. I got a different one where it doesn't have like the actual prices, so it's all blank. It's just like the uh, um, the dashes at the bottom. So then there's can fill in like their own prices there.

Speaker 1:

Now you can pridefully say my goal is to get this used nationally at lifetime and I'm going to put this into our booklet when we do our seminars. I'm going to put this at the end, so then they'll have the assessment they can use and I'll put in here. I'll give you credit, I'll put by trainer in. Um, actually, you know, I probably won't do that just because you know when it gets to political stuff and like I don't want you to get in trouble at all, obviously. But, um, I'll. I'll talk to a couple of people I know that are high up there to see what their thoughts are on that Cause.

Speaker 1:

I want to give you credit, obviously, but I think the trainers at lifetime could use this and they're going to be significantly better off than any overhead squad, any FMS and this is rad, my man. So thank you for taking time to go over this today. And if you want to become a qualified trainer like Luke, get hired at the best gyms. What do you? Got to do? My man Got to show up. Got to show up. Have a good one.