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NASM CPT EXAM STUDY GUIDE > CH.20 DEVELOPING A SUCCESSFUL PERSONAL TRAINING BUSINESS > Flashcards

CH.20 DEVELOPING A SUCCESSFUL PERSONAL TRAINING BUSINESS Flashcards

1
Q

MAIN PURPOSE OF CREATING AND RUNNING A SUCCESSFUL BUSINESS IS TO CREATE AND KEEP WHAT ?

A

LOYAL CUSTOMER BASE OR FOLLOWING

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2
Q

SUCCESSFUL BUSINESS ARE VERY INTERESTED IN WHAT ?

A

WHO THEIR CUSTOMERS ARE

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3
Q

MOST SUCCESSFUL BUSINESS HAVE CLEARLY DEFINED WHAT ?

A

MISSION AND VISION STATEMENTS THAT DEFINE WHAT THE BUSINESS IS ABOUT AND WHAT THEIR GOALS ARE

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4
Q

ALL THE THINGS THAT BUSINESSES DO TO ATTRACT AND KEEP CUSTOMERS HAPPY THAT GO BEYOND THE DAY TO DAY ACTIVITIES OF SIMPLY RUNNING THE BUSINESS

A

GOOD CUSTOMER SERVICE

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5
Q

ULTIMATE GOAL OF GOOD CUSTOMER SERVICE

A

ALWAYS STRIVE TO MEET, AND WHEN POSSIBLE EXCEED THE EXPECTATIONS OF CUSTOMERS

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6
Q

PT REQUIRES SKILLS IN WHAT ?

A

SALES, MARKETING AND FINANCE

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7
Q

PT SHOULD PERFORM DETAILED FINANCIAL ASSESSMENTS AND DEVELOP STRATEGIC BUSINESS AND MARKETING PLANS TO MEET THEIR NEEDS; FIRST STEP IN THIS PROCESS IS WHAT ?

A

EDUCATION

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8
Q

T OR F: CURRENTLY THERE ARE NO GOVERNMENT REGULATIONS THAT REQUIRE PT TO EARN A CERTIFICATE OR COLLEGE DEGREE

A

TRUE

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9
Q

HEALTH AND FITNESS PROFESSIONALS WHO PERFORM INDIVIDUALIZED ASSESSMENTS AND DESIGN SAFE, EFFECTIVE AND INDIVIDUALIZED EXERCISE AND CONDITIONING PROGRAMS THAT ARE SCIENTIFICALLY VALID AND BASED ON CLINICAL EVIDENCE FOR CLIENTS WHO HAVE NO MEDICAL OR SPECIAL NEEDS

A

PERSONAL TRAINER

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10
Q

IT IS IMPORTANT TO FACILITATE SKILLS LEARNED DURING CERTIFICATION COURSE IN PLEASANT ATMOSPHERE WHERE ON CAN MAKE MODIFICATIONS IN WHAT ?

A

PRESENTATIONS SKILLS, RAPPORT BUILDING AND ACQUIRE OBSERVATIONS SKILLS

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11
Q

MOST NEW PROFESSIONALS BECOME SUCCESSFUL WHEN WHAT ARE DEVELOPED EARLY ON IN A CAREER ?

A

INTANGIBLE SKILLS (BUILDING RAPPORT, MAINTAINING BASIC PEOPLE SKILLS, COACHING)

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12
Q

USUALLY A FOUNDATION FOR LONG TERM ACHIEVEMENT

A

LUCRATIVE TENURE

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13
Q

PT AND OTHER FITNESS SERVICES ARE SOMETIMES KNOWN AS WHAT, B/C THEY ADD TO THE BASE REVENUE GENERATOR ?

A

“PROFIT CENTER”

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14
Q

BASE REVENUE FOR MOST CLUBS IS WHAT ?

A

MEMBERSHIPS

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15
Q

MOST FACILITIES, BOTH NONPROFIT AND FOR-PROFIT ARE DEPENDENT ON WHAT ?

A

BUDGET MANAGEMENT AND AREAS OF EXPERTISE

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16
Q

CAN BE A PERSON, BUSINESS OR CORPORATION THAT PROVIDES GOODS OR SERVICES TO ANOTHER ENTITY UNDER TERMS SPECIFIED IN A CONTRACT OR WITHIN A VERBAL AGREEMENT; WORK ON A CONTRACT BASIS

A

INDEPENDENT CONTRACTOR

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17
Q

AS A WHAT, A PT TYPICALLY PAYS A FEE TO A GYM OR HEALTH CLUB IN RETURN FOR ABILITY TO TRAIN CLIENTS AT THAT FACILITY

A

INDEPENDENT CONTRACTOR

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18
Q

SOME ADVANTAGES OF IN HOME PERSONAL TRAINING

A

NO OVERHEAD COSTS FOR PHYSICAL BUILDING (RENT, UTILITIES) AND AUTONOMY TO DEVELOP ONES OWN BUSINESS MODEL

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19
Q

MOST PT SUCCEED IN BUILDING A CLIENTELE WITHIN A CERTAIN MILE RADIUS WHERE ?

A

IN THEIR COMMUNITY

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20
Q

PT THAT WANTS TO GET NOTICED IN A SEA OF APPLICANTS FOR THAT “MOST DESIRED” TRAINING POSITION NEEDS A WELL STRUCTURED WHAT ?

A

RESUME

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21
Q

SELLING TOOL THAT OUTLINES A FITNESS PROFESSIONALS EDUCATION, SKILLS, AND EXPERIENCE SO EMPLOYERS CAN SEE AT A GLANCE HOW THE TRAINER MIGHT CONTRIBUTE TO THEIR COMPANY

A

RESUME

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22
Q

T OR F: RESUME DOES ITS JOB SUCCESSFULLY IF IT DOES NOT EXCLUDE ONE FROM CONSIDERATION

A

TRUE

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23
Q

IT MAY TAKE LESS THAN WHAT TIME FOR EMPLOYERS TO DECIDE IF RESUME ENDS UP IN “CONSIDER” OR “REJECT” PILE

A

LESS THAN 30 SECS

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24
Q

MOST EFFECTIVE RESUMES CLEARLY FOCUS ON WHAT ?

A

SPECIFIC JOB TITLE AND ADDRESS EMPLOYERS STATED REQUIREMENTS FOR POSITION

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25
Q

STATEMENT THAT EXPRESSES AN EMPLOYMENT GOAL IN ONE OR 2 SHORT PHRASES; EMPHASIZE WHAT THEY CAN OFFER RATHER THAN WHAT THEY ARE SEEKING

A

OBJECTIVE

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26
Q

IN A RESUME, NEW COLLEGE GRADUATES SHOULD LIST WHAT BEFORE THEIR WORK EXPERIENCE ?

A

EDUCATION

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27
Q

FITNESS PROFESSIONAL WITH NO OR LITTLE COLLEGE EXPERIENCE SHOULD LIST WHAT FIRST IN THEIR RESUME ?

A

WORK EXPERIENCE

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28
Q

LISTING WHAT NEAR THE BEGINNING OF A RESUME WILL HELP GIVE A GOOD FIRST IMPRESSION TO POTENTIAL EMPLOYERS

A

MOST ATTRACTIVE FEATURES

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29
Q

IN A RESUME, YOU SHOULD LIST REFERENCE WHERE ?

A

SEPARATE SHEET OF PAPER

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30
Q

WHAT CAN LEAVE A LASTING IMPRESSION W/ HIRING MANAGERS ?

A

PROPER FOLLOW UP

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31
Q

ANSWERS DURING AN INTERVIEW SHOULD BE WHAT ?

A

CONCISE, ELOQUENT AND PERSONABLE

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32
Q

WHILE CONVERTING DURING AN INTERVIEW IT IS IMPORTANT FOR AN INDIVIDUAL TO TALK ABOUT WHAT ?

A

THEIR GOOD QUALITIES

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33
Q

ELEMENT OF MARKETING

A

ADVERTISING

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34
Q

PROCESS OR TECHNIQUES OF PROMOTING, SELLING, AND DISTRIBUTING PRODUCT OR SERVICE

A

MARKETING

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35
Q

EFFECTIVE MARKETING REQUIRES WHAT ?

A

IDENTIFYING CUSTOMER NEEDS

PROMOTING SERVICES AND SOLUTIONS IN A COST EFFECTIVE MANNER

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36
Q

ULTIMATE GOAL OF MARKETING

A

UNDERSTAND WANTS AND NEEDS OF CONSUMERS SO WELL THAT SELLING BECOMES NONESSENTIAL B/C PRODUCT OR SERVICE SELLS ITSELF

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37
Q

REFERS TO ACTIVITIES THAT A PT CAN CONTROL TO PRODUCE THE RESPONSE THEY WANT FROM A TARGET MARKET

A

MARKETING MIX (4 P’S OF MARKETING)

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38
Q

4 P’S OF MARKETING

A

PRODUCT
PRICE
PLACE (DISTRIBUTION)
PROMOTION

39
Q

SPECIFIC PRODUCT OR SERVICE OFFERED TO CUSTOMERS

40
Q

AMOUNT CHARGED FOR PRODUCT OR SERVICE, INCLUDING VOLUME DISCOUNTS, SEASONAL PRICING, AND BUNDLE PACKAGES

41
Q

CHANNELS A PRODUCT OR SERVICE WILL GO THROUGH TO REACH CUSTOMER

A

PLACE (DISTRIBUTION)

42
Q

COMMUNICATION OF INFO ABOUT A PRODUCT OR SERVICE WITH THE GOAL OF GENERATING A POSITIVE CUSTOMER RESPONSE; ADVERTISING, SALES, SOCIAL MEDIA, PUBLIC RELATIONS

43
Q

THE PRODUCT DELIVERED TO THE CUSTOMER IS WHAT ?

A

RESULT TRYING TO BE ACHIEVED

44
Q

T OR F: THE OBLIGATION LIES IN THE RESULT RATHER THAN THE PATH

45
Q

WHAT HAPPENS TO THE PROFESSIONAL PRODUCTIVITY AND IMPACT OF BUSINESS WHEN THE FITNESS PROFESSIONAL ASSUMES THE SERVICE THEY ARE PROVIDING IS A PATH RATHER THAN A RESULT ?

A

PROFESSIONAL PRODUCTIVITY DECLINES

IMPACT OF BUSINESS LOST

46
Q

HAVING A WHAT IS A GREAT WAY TO HELP PERSONAL TRAINERS STAND OUT AND PROVIDE A UNIQUE PRODUCT IN A COMPETITIVE MARKET ?

A

SPECIALTY OR NICHE

47
Q

PERSONAL TRAINING IN WHAT AREAS IS GENERALLY MORE EXPENSIVE THAN IN RURAL AREAS ?

A

POPULATED AND AFFLUENT AREAS

48
Q

BEFORE DETERMINING A SET PRICE WHAT SHOULD PT DO ?

A

RESEARCH DEMOGRAPHICS AND SOCIOECONOMIC STATUS OF POTENTIAL CLIENTS IN AREA; RESEARCH COMPETITORS PRICE

49
Q

REFERS TO WHERE AND HOW A PRODUCT OR SERVICE IS DISTRIBUTED AND SOLD

50
Q

INVOLVES COMMUNICATING IMPORTANT INFO TO POTENTIAL CLIENTS W/ GOAL OF GENERATING A POSITIVE CUSTOMER RESPONSE

51
Q

MARKETING COMMUNICATION STRATEGIES

A

TRADITIONAL ADVERTISING
PROMOTIONAL SALES
SPONSORSHIPS
COMMUNITY SERVICE

52
Q

CAN BE A SUCCESSFUL FORM OF ADVERTISING THAT WILL HELP PT MAXIMIZE THEIR RETURN ON INVESTMENT

A

ONLINE MARKETING

53
Q

2 ENTITIES OF PROMOTIONS

A

PUSH OR PULL

54
Q

ADVERTISING DOES WHAT TO A CONSUMER TOWARDS FITNESS PROFESSIONAL BY MAKING THE CONSUMER AWARE OF SERVICES

55
Q

AN INCENTIVE, SUCH AS SEASONAL OR BULK DISCOUNTS, DOES WHAT TO PT SERVICES BY ENCOURAGING POTENTIAL CLIENTS TO PURCHASE IN VOLUME

56
Q

SUCCESS DEPENDS, TO A GREAT DEGREE, ON WHAT ?

A

REPUTATION

57
Q

ESSENTIAL TO HAVE A STRONG COMMITMENT TO WHAT ?

A

EXCELLENCE, KNOWLEDGE AND PROFESSIONALISM

58
Q

THE BEST PT OPERATE W/ THE UTMOST LEVEL OF WHAT ?

59
Q

TO DEVELOP A REPUTATION AS AN EXCELLENT PT, ONE MUST FIRST DEVELOP A REPUTATION FOR WHAT ?

A

UNCOMPROMISING CUSTOMER SERVICE

60
Q

BEING UNWAVERING IN PROVIDING AN EXPERIENCE AND LEVEL OF ASSISTANCE THAT IS RARELY, IF EVER, EXPERIENCED ANYWHERE ELSE

A

UNCOMPROMISING CUSTOMER SERVICE

61
Q

AN IMPORTANT BUSINESS STRATEGY TO REMEMBER IS THAT MOST IF NOT ALL BUYING DECISIONS ARE BASED ON WHAT ?

62
Q

IT IS CLEAR THAT WHAT ARE THE MOST POWERFUL COMPETITIVE ADVANTAGE IN A SERVICE PROFESSION ?

A

RELATIONSHIPS

63
Q

KEYS TO DEVELOPING UNCOMPROMISING CUSTOMER SERVICE PHILOSOPHY

A
  • MEET AND GET TO KNOW ALL POTENTIAL CLIENTELE
  • POSITIVE IMAGE AND HIGH LEVEL OF PROFESSIONALISM
  • NEVER GIVE IMPRESSION ANY QUESTION IS INCONVENIENT
  • GOOD VERBAL COMMUNICATION, VOCAL TONALITY, BODY LANGUAGE
  • CREATE MOMENTS THAT STRENGTHEN PROFESSIONAL RELATIONSHIPS
64
Q

ULTIMATE MOTIVATION FOR CLIENT REACH OUT TO A PT

A

IMPROVE THEIR QUALITY OF LIFE

65
Q

INSTEAD OF VIEWING SALES IN NEGATIVE SENSE, PT LEARNING TO ATTRACT NEW CLIENTS SHOULD THINK OF SALES AS WHAT ?

A

SELF PROMOTION

66
Q

1ST STEP IN LEANING TO SELF PROMOTE IS TO WHAT ?

A

NOT BE AFRAID TO APPROACH POTENTIAL NEW CLIENTS, ESPECIALLY IF YOU HAVE NEVER MET THEM

67
Q

IN CLIENTS MIND, VALUE OF SERVICE MUST OUTWEIGH WHAT ?

68
Q

PRICE OF SERVICES AS WELL AS TIME, EFFORT AND COMMITMENT INVOLVED IN TRAINING

69
Q

NASM BOC CODE OF PROFESSIONAL CONDUCT

A
  1. CONTINUING EDUCATION
  2. SAFE AND ETHICAL TRAINING
  3. STRICT FACILITY MAINTENANCE
  4. SCOPE OF PRACTICE W/ RESPECT TO SPECIAL CONSIDERATIONS FOR TRAINING DIVERSE CLIENTELE
  5. UNDERSTAND ROLE AND PROFESSIONAL LIMITATIONS OF PT
  6. PROFESSIONALISM AND ETHICAL BUSINESS PRACTICES
70
Q

HIGH LEVEL OF CUSTOMER SERVICE WILL, IN TURN, INCREASE WHAT ?

A

INCREASE SALES OF PT

71
Q

FIRST ESSENTIAL STEP TO HELPING A CLIENT ACHIEVE RESULTS

72
Q

TEN STEPS TO SUCCESS

A
  1. DESIRED ANNUAL INCOME ?
  2. EARN HOW MUCH PER WEEK TO ACHIEVE ANNUAL GOAL ?
  3. TO EARN WEEKLY GOAL, HOW MANY SESSIONS ?
  4. CLOSING % ?
  5. TIMEFRAME FOR NEW CLIENTS
  6. HOW MANY POTENTIAL CLIENTS NEED TO BE INTERACTED WITH TO GAIN W/IN TIMEFRAME ?
  7. CONTACT HOW MANY POTENTIAL CLIENTS EACH DAY ?
  8. CONTACT HOW MANY POTENTIAL CLIENTS EACH HOUR ?
  9. CONTACT INFO OF EACH MEMBER SPOKEN TO
  10. FOLLOW UP
73
Q

STEP 1: ACHIEVABLE SUM TOTAL OF MONTHLY EARNING OVER 12 MONTHS

A

ANNUAL INCOME GOAL

74
Q

STEP 2: DIVIDE THE DESIRED ANNUAL INCOME BY WHAT TO FIGURE OUT WHAT WILL NEED TO BE EARNED ON A WEEKLY BASIS ?

75
Q

STEP 3: TAKE WEEKLY GOAL AND DIVIDE IT BY WHAT ?

A

AMOUNT EARNED PER SESSION

76
Q

STEP 4: TOTAL # OF PEOPLE HELPED ON FLOOR COMPARED TO WHAT ?

A

HOW MANY OF THEM PURCHASED TRAINING PACKAGE

77
Q

STEP 6: TAKE DESIRED # OF NEW CLIENTS AND DIVIDE # BY WHAT ?

78
Q

EVERY EXERCISE IS WHAT ?

A

AN ASSESSMENT

79
Q

MOST SALES ARE LOST WHY ?

A

B/C THEY ARE NOT ASKED FOR

80
Q

4 REASONS WHY FAILURE TO CLOSE SALE

A
  1. NOT ENOUGH VALUE BUILT IN SALE
  2. INSUFFICIENT LEVEL OF RAPPORT
  3. DID NOT AFFIRMATIVELY ASK FOR SALE
  4. CLIENT DOES NOT HAVE ABILITY TO PAY
81
Q

REJECTION IS CONSIDERABLY LESS LIKELY IF PT HAS DONE WHAT ?

A
  • ESTABLISHED RAPPORT
  • EMPATHY FOR CLIENTS GOALS
  • THOROUGH ASSESSMENT
  • RIGHT PROGRAM RECOMMENDATIONS
82
Q

YOU SHOULD SCHEDULE A CLIENTS FIRST APPOINTMENT W/IN HOW MUCH TIME ?

83
Q

PT SHOULD SCHEDULE A FOLLOW UP CALL IN HOW MANY DAYS ?

84
Q

EVERY HOW MANY DAYS SHOULD PT SEND INFO PERTAINING TO POTENTIAL CLIENTS GOALS ?

A

EVERY 30 DAYS

85
Q

SUCCESSFUL PT KEEP IN CONSTANT WHAT ?

86
Q

THE GREATER # OF PEOPLE WHO CONSIDER PT “EXPERT” RESOURCES THE LARGER WHAT WILL BE ?

A

REFERRAL BASE

87
Q

BUSINESS THAT RELIES ON MEMBERS AS ITS REVENUE GENERATOR

A

COMMERCIAL FACILITIES

88
Q

ACCORDING TO INTERNATIONAL HEALTH, RACQUET AND SPORTS CLUB ASSOCIATION (IHRSA), CERTIFYING AGENCIES SHOULD RECEIVE ACCREDITATION FROM WHO ?

A

NATIONAL COMMISSION FOR CERTIFYING AGENCIES (NCCA)

89
Q

“PROFIT CENTERS” IN A COMMERCIAL FITNESS FACILITY

A

PT SERVICES

90
Q

T OR F: AN INDEPENDENT CONTRACTOR IS ONE WHO WORKS AS AND WHEN REQUIRED

91
Q

PRIOR TO AN INTERVIEW ONE SHOULD DO WHAT ?

A

PRACTICE INTERVIEWING SKILLS

92
Q

AS A FITNESS PROFESSIONAL, YOU ARE PREVENTED FROM DOING WHAT ?

A

DIAGNOSING PAIN AND INJURIES

93
Q

AFTER BEING CERTIFIED, PT OBTAINS LIABILITY INSURANCE, THIS IS AN EXAMPLE OF WHAT ?

A

PROFESSIONALISM AND ADHERENCE TO ETHICAL BUSINESS PRACTICES

NASM CPT EXAM STUDY GUIDE (27 decks)

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