Chapter 10: The Initial Client Consultation

Question 1

Optimistic Warmth

Answer 1

Genuine kindness, thoughtfulness, and a sense that the glass is always half full.

Question 2

Intelligence

Answer 2

Open-mindedness and an insatiable curiosity to learn.

Question 3

Work Ethic

Answer 3

A natural tendency to do something as well as possible.

Question 4

Empathy

Answer 4

An awareness of, care for, and connection to how others feel and how the individual’s
actions affect others.

Question 5

Self-Awareness

Answer 5

Understanding what makes a person tick.

Question 6

Integrity

Answer 6

A natural inclination to be accountable for doing the right thing.

Question 7

Appearance and Physique (Good nonverbal skills)

Answer 7

Maintain good hygiene along with a healthy and fit appearance. Clothing colors are also influential.

Question 8

Eye contact (Good nonverbal skills)

Answer 8

The more frequent eye contact the better, although staring for more than a few sec- onds at a time can be uncomfortable for the client and may be construed as flirtatious. Frequent blinking conveys a wandering mind or one that wants to interrupt; therefore, blink less.

Question 9

Facial Expressions (Good nonverbal skills)

Answer 9

Smile often and appear interested. Widening the eyes and raising eyebrows express interest and surprise.

Question 10

Head movements (Good nonverbal skills)

Answer 10

Keep chin up and nod “yes” to show interest.

Question 11

Gestures (Good nonverbal skills)

Answer 11

Be expressive with hands and body movements without exaggeration.

Question 12

Posture (Good nonverbal skills)

Answer 12

Sit and stand erect and lean forward to show interest. Leaning back is perceived as in-formal. Keep arms and legs uncrossed to convey a secure and welcoming demeanor.

Question 13

Proximity and orientation (Good nonverbal skills)

Answer 13

Be as close as possible without crowding the client. A comfortable range is between 1.5 and 4 ft

Question 14

Timing and synchronization (Good nonverbal skills)

Answer 14

Speed up activities but not to the point of ineffectiveness.

Question 15

Nonverbal aspects of speech (Good nonverbal skills)

Answer 15

Balance the need to listen with the need to talk. Letting the client do the talking can often lead to them providing information that otherwise might have been missed.

Question 16

Word-of-Mouth Advertising

Answer 16

One of the most cost-effective and powerful methods of marketing is word-of-mouth referrals from satisfied clients.

Question 17

Fitness Floor Exposure

Answer 17

Personal Trainers working with clients on the floor are a walking advertisement of their style and services.

Question 18

Complimentary Consultations

Answer 18

Although some may be of the opinion that offering free services devalues a service overall, occasionally marketing complimentary initial client consultations may be a strategy that can differentiate one Personal Trainer or club over another and lead to more clients.

Question 19

Front Desk Contacts

Answer 19

Keep strong relations with the front desk staff and also potentially keep cards in the area.

Question 20

Professional Networking and Referrals

Answer 20

Personal Trainers should be part of an integrated community network of mutually referring health care professionals including, but not limited to, doctors, physical therapists, certified athletic trainers, exercise physiologists, massage therapists, acupuncturists, wellness coaches, and registered dietitians.

Question 21

Personal Trainer-client agreement

Answer 21

Expectations of the client and trainer are discussed and agreed upon, especially business relations.

Question 22

Health/Medical History Evaluation Form and/or PAR-Q

Answer 22

Discussing the clients’ current health status and history is imperative in getting to know his or her areas for improvement as well as limitations. The Risk of the client will be assessed based off of this information.

Question 23

Medical Clearance form

Answer 23

If the client must see a physician (as stated in the Health/Medical History Evaluation Form and/or PAR-Q stage), than this is where they do so and get clearance.

Question 24

Informed Consent

Answer 24

This is an agreement by the client to the understanding of the risk associated with the activity.

Question 25

Client Goals

Answer 25

The trainer asks questions to gauge the client’s expectations for the activities.

Question 26

Health and Fitness Assessment

Answer 26

The initial health test to examine the current fitness state of the client is done at this part, and this is following all forms regarding health and readiness to exercise have been completed.

Question 27

Assessment Results and Action Plan

Answer 27

After the fitness assessment, the results are given to the client and the client and trainer come together to determine the plan of action they will pursue.