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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
STATEMENT THAT EXPRESSES AN EMPLOYMENT GOAL IN ONE OR 2 SHORT PHRASES; EMPHASIZE WHAT THEY CAN OFFER RATHER THAN WHAT THEY ARE SEEKING
OBJECTIVE
26
IN A RESUME, NEW COLLEGE GRADUATES SHOULD LIST WHAT BEFORE THEIR WORK EXPERIENCE ?
EDUCATION
27
FITNESS PROFESSIONAL WITH NO OR LITTLE COLLEGE EXPERIENCE SHOULD LIST WHAT FIRST IN THEIR RESUME ?
WORK EXPERIENCE
28
LISTING WHAT NEAR THE BEGINNING OF A RESUME WILL HELP GIVE A GOOD FIRST IMPRESSION TO POTENTIAL EMPLOYERS
MOST ATTRACTIVE FEATURES
29
IN A RESUME, YOU SHOULD LIST REFERENCE WHERE ?
SEPARATE SHEET OF PAPER
30
WHAT CAN LEAVE A LASTING IMPRESSION W/ HIRING MANAGERS ?
PROPER FOLLOW UP
31
ANSWERS DURING AN INTERVIEW SHOULD BE WHAT ?
CONCISE, ELOQUENT AND PERSONABLE
32
WHILE CONVERTING DURING AN INTERVIEW IT IS IMPORTANT FOR AN INDIVIDUAL TO TALK ABOUT WHAT ?
THEIR GOOD QUALITIES
33
ELEMENT OF MARKETING
ADVERTISING
34
PROCESS OR TECHNIQUES OF PROMOTING, SELLING, AND DISTRIBUTING PRODUCT OR SERVICE
MARKETING
35
EFFECTIVE MARKETING REQUIRES WHAT ?
IDENTIFYING CUSTOMER NEEDS | PROMOTING SERVICES AND SOLUTIONS IN A COST EFFECTIVE MANNER
36
ULTIMATE GOAL OF MARKETING
UNDERSTAND WANTS AND NEEDS OF CONSUMERS SO WELL THAT SELLING BECOMES NONESSENTIAL B/C PRODUCT OR SERVICE SELLS ITSELF
37
REFERS TO ACTIVITIES THAT A PT CAN CONTROL TO PRODUCE THE RESPONSE THEY WANT FROM A TARGET MARKET
MARKETING MIX (4 P'S OF MARKETING)
38
4 P'S OF MARKETING
PRODUCT PRICE PLACE (DISTRIBUTION) PROMOTION
39
SPECIFIC PRODUCT OR SERVICE OFFERED TO CUSTOMERS
PRODUCT
40
AMOUNT CHARGED FOR PRODUCT OR SERVICE, INCLUDING VOLUME DISCOUNTS, SEASONAL PRICING, AND BUNDLE PACKAGES
PRICE
41
CHANNELS A PRODUCT OR SERVICE WILL GO THROUGH TO REACH CUSTOMER
PLACE (DISTRIBUTION)
42
COMMUNICATION OF INFO ABOUT A PRODUCT OR SERVICE WITH THE GOAL OF GENERATING A POSITIVE CUSTOMER RESPONSE; ADVERTISING, SALES, SOCIAL MEDIA, PUBLIC RELATIONS
PROMOTION
43
THE PRODUCT DELIVERED TO THE CUSTOMER IS WHAT ?
RESULT TRYING TO BE ACHIEVED
44
T OR F: THE OBLIGATION LIES IN THE RESULT RATHER THAN THE PATH
TRUE
45
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 ?
PROFESSIONAL PRODUCTIVITY DECLINES | IMPACT OF BUSINESS LOST
46
HAVING A WHAT IS A GREAT WAY TO HELP PERSONAL TRAINERS STAND OUT AND PROVIDE A UNIQUE PRODUCT IN A COMPETITIVE MARKET ?
SPECIALTY OR NICHE
47
PERSONAL TRAINING IN WHAT AREAS IS GENERALLY MORE EXPENSIVE THAN IN RURAL AREAS ?
POPULATED AND AFFLUENT AREAS
48
BEFORE DETERMINING A SET PRICE WHAT SHOULD PT DO ?
RESEARCH DEMOGRAPHICS AND SOCIOECONOMIC STATUS OF POTENTIAL CLIENTS IN AREA; RESEARCH COMPETITORS PRICE
49
REFERS TO WHERE AND HOW A PRODUCT OR SERVICE IS DISTRIBUTED AND SOLD
PLACE
50
INVOLVES COMMUNICATING IMPORTANT INFO TO POTENTIAL CLIENTS W/ GOAL OF GENERATING A POSITIVE CUSTOMER RESPONSE
PROMOTING
51
MARKETING COMMUNICATION STRATEGIES
TRADITIONAL ADVERTISING PROMOTIONAL SALES SPONSORSHIPS COMMUNITY SERVICE
52
CAN BE A SUCCESSFUL FORM OF ADVERTISING THAT WILL HELP PT MAXIMIZE THEIR RETURN ON INVESTMENT
ONLINE MARKETING
53
2 ENTITIES OF PROMOTIONS
PUSH OR PULL
54
ADVERTISING DOES WHAT TO A CONSUMER TOWARDS FITNESS PROFESSIONAL BY MAKING THE CONSUMER AWARE OF SERVICES
PULLS
55
AN INCENTIVE, SUCH AS SEASONAL OR BULK DISCOUNTS, DOES WHAT TO PT SERVICES BY ENCOURAGING POTENTIAL CLIENTS TO PURCHASE IN VOLUME
PUSHES
56
SUCCESS DEPENDS, TO A GREAT DEGREE, ON WHAT ?
REPUTATION
57
ESSENTIAL TO HAVE A STRONG COMMITMENT TO WHAT ?
EXCELLENCE, KNOWLEDGE AND PROFESSIONALISM
58
THE BEST PT OPERATE W/ THE UTMOST LEVEL OF WHAT ?
INTEGRITY
59
TO DEVELOP A REPUTATION AS AN EXCELLENT PT, ONE MUST FIRST DEVELOP A REPUTATION FOR WHAT ?
UNCOMPROMISING CUSTOMER SERVICE
60
BEING UNWAVERING IN PROVIDING AN EXPERIENCE AND LEVEL OF ASSISTANCE THAT IS RARELY, IF EVER, EXPERIENCED ANYWHERE ELSE
UNCOMPROMISING CUSTOMER SERVICE
61
AN IMPORTANT BUSINESS STRATEGY TO REMEMBER IS THAT MOST IF NOT ALL BUYING DECISIONS ARE BASED ON WHAT ?
EMOTION
62
IT IS CLEAR THAT WHAT ARE THE MOST POWERFUL COMPETITIVE ADVANTAGE IN A SERVICE PROFESSION ?
RELATIONSHIPS
63
KEYS TO DEVELOPING UNCOMPROMISING CUSTOMER SERVICE PHILOSOPHY
- 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
ULTIMATE MOTIVATION FOR CLIENT REACH OUT TO A PT
IMPROVE THEIR QUALITY OF LIFE
65
INSTEAD OF VIEWING SALES IN NEGATIVE SENSE, PT LEARNING TO ATTRACT NEW CLIENTS SHOULD THINK OF SALES AS WHAT ?
SELF PROMOTION
66
1ST STEP IN LEANING TO SELF PROMOTE IS TO WHAT ?
NOT BE AFRAID TO APPROACH POTENTIAL NEW CLIENTS, ESPECIALLY IF YOU HAVE NEVER MET THEM
67
IN CLIENTS MIND, VALUE OF SERVICE MUST OUTWEIGH WHAT ?
COST
68
PRICE OF SERVICES AS WELL AS TIME, EFFORT AND COMMITMENT INVOLVED IN TRAINING
COST
69
NASM BOC CODE OF PROFESSIONAL CONDUCT
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
HIGH LEVEL OF CUSTOMER SERVICE WILL, IN TURN, INCREASE WHAT ?
INCREASE SALES OF PT
71
FIRST ESSENTIAL STEP TO HELPING A CLIENT ACHIEVE RESULTS
THE SALE
72
TEN STEPS TO SUCCESS
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
STEP 1: ACHIEVABLE SUM TOTAL OF MONTHLY EARNING OVER 12 MONTHS
ANNUAL INCOME GOAL
74
STEP 2: DIVIDE THE DESIRED ANNUAL INCOME BY WHAT TO FIGURE OUT WHAT WILL NEED TO BE EARNED ON A WEEKLY BASIS ?
50
75
STEP 3: TAKE WEEKLY GOAL AND DIVIDE IT BY WHAT ?
AMOUNT EARNED PER SESSION
76
STEP 4: TOTAL # OF PEOPLE HELPED ON FLOOR COMPARED TO WHAT ?
HOW MANY OF THEM PURCHASED TRAINING PACKAGE
77
STEP 6: TAKE DESIRED # OF NEW CLIENTS AND DIVIDE # BY WHAT ?
CLOSING %
78
EVERY EXERCISE IS WHAT ?
AN ASSESSMENT
79
MOST SALES ARE LOST WHY ?
B/C THEY ARE NOT ASKED FOR
80
4 REASONS WHY FAILURE TO CLOSE SALE
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
REJECTION IS CONSIDERABLY LESS LIKELY IF PT HAS DONE WHAT ?
- ESTABLISHED RAPPORT - EMPATHY FOR CLIENTS GOALS - THOROUGH ASSESSMENT - RIGHT PROGRAM RECOMMENDATIONS
82
YOU SHOULD SCHEDULE A CLIENTS FIRST APPOINTMENT W/IN HOW MUCH TIME ?
48 HOURS
83
PT SHOULD SCHEDULE A FOLLOW UP CALL IN HOW MANY DAYS ?
14 DAYS
84
EVERY HOW MANY DAYS SHOULD PT SEND INFO PERTAINING TO POTENTIAL CLIENTS GOALS ?
EVERY 30 DAYS
85
SUCCESSFUL PT KEEP IN CONSTANT WHAT ?
CONTACT
86
THE GREATER # OF PEOPLE WHO CONSIDER PT "EXPERT" RESOURCES THE LARGER WHAT WILL BE ?
REFERRAL BASE
87
BUSINESS THAT RELIES ON MEMBERS AS ITS REVENUE GENERATOR
COMMERCIAL FACILITIES
88
ACCORDING TO INTERNATIONAL HEALTH, RACQUET AND SPORTS CLUB ASSOCIATION (IHRSA), CERTIFYING AGENCIES SHOULD RECEIVE ACCREDITATION FROM WHO ?
NATIONAL COMMISSION FOR CERTIFYING AGENCIES (NCCA)
89
"PROFIT CENTERS" IN A COMMERCIAL FITNESS FACILITY
PT SERVICES
90
T OR F: AN INDEPENDENT CONTRACTOR IS ONE WHO WORKS AS AND WHEN REQUIRED
TRUE
91
PRIOR TO AN INTERVIEW ONE SHOULD DO WHAT ?
PRACTICE INTERVIEWING SKILLS
92
AS A FITNESS PROFESSIONAL, YOU ARE PREVENTED FROM DOING WHAT ?
DIAGNOSING PAIN AND INJURIES
93
AFTER BEING CERTIFIED, PT OBTAINS LIABILITY INSURANCE, THIS IS AN EXAMPLE OF WHAT ?
PROFESSIONALISM AND ADHERENCE TO ETHICAL BUSINESS PRACTICES

NASM CPT EXAM STUDY GUIDE (27 decks)

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