Chapter 18

Question 1

dissociation - from unpleasant sensations related to exercise

enhanced self efficacy

stimulus control - reminders to attend scheduled sessions

Answer 1

group classes enhance adherence

Question 2

initial session:

give the client an opportunity to experience _ so he/she can understand how working with a trainer will help _

Answer 2

a specific brand of training

client safely achieve fitness goals

Question 3

Reduced delivery costs
Convenience to users
Timeliness
Reduction in stigma
Reduction of time based isolation barriers

Answer 3

Reasons for using connect health tools

Question 4

3 types of businesses

Answer 4

sole proprietorship

partnerships

coorporations

Question 5

SWOT

Threats: 3

Answer 5

general economic climate
adverse weather conditions
competitors

Question 6

goals for income and number of session must be realistic

must include time for personal development

Answer 6

S.M.A.R.T.

Attainable

Question 7

Education programs that covers specific aspects of exercise programming creatsy_ with prospective clients

Answer 7

“Touches”

The more prospective clients a trainer can “touch” the more clients he/she will gain

Question 8

it takes approximately _months to develop a full client schedule

Answer 8

3-6 months

Question 9

_ component of a business plan

overview of how the business fills a need in the marketplace

business concept - how my skills are different than what’s in the marketplace

financial info - expected ROI

highlight trainer’s experience

major achievements - awards

program design that’s different from competitors

Answer 9

executive summary

Question 10

_ facility

visitors - before work, during the day, afternoon and the evening before heading home

Answer 10

suburban facility

Question 11

closing ratio

ex: speak to 5 clients and 1 sale is made - closing ration is

Answer 11

measure of:

number of sales made divided by number of presentations given

1 / 5 = .20 = 20%

Question 12

_ facility

will experience highest number of visits before work, during lunch time and after work

extremely slow periods in btwn

Answer 12

urban facility

Question 13

when the prospective client is inquiring about buying personal training he or she is making the transition from _

Answer 13

preparation to action stage of change

Question 14

other players in the market that are competing for the same customers

Answer 14

competitive risk

Question 15

a _ is defined as one who changes people’s attitudes and behaviors

Answer 15

a leader

Question 16

_ releases the rights of the client to sue for inherent risks of exercise

Answer 16

waivers

Question 17

SWOT

Strengths: 3

Answer 17

location
brand name
education of trainer

Question 18

6 ways to earn someone’s immediate respect and trust

Answer 18

become genuinely interested in other people

smile

person’s name is sweetest, most important sound in any language

be a good listener

talk in terms of the other person’s interest

make the other person feel important - sincerely

Question 19

goal of first phase of training is to move client from the _stage to the action stage by making exercise a regular habit

Answer 19

contemplation to action

Question 20

_ gives trainer PERMISSION to perform assessment on client while preparing client for exercise

Answer 20

informed consent

Question 21

initial session;

collect information to _

design a program for client’s

Answer 21

screen for health risks

needs and abilities

Question 22

number of sessions rendered per month, week, day

income earned per week

Answer 22

S.M.A.R.T.

Measurable

Question 23

ability to understand thoughts and emotions of another person

Answer 23

empathy

Question 24

for personal trainers, communocation begins with

Answer 24

professional appearance

Question 25

simple tool for identifying competitors and categorizing the risks of competing in a specific marketplace

Answer 25

S - strenghts W- weaknesses O-opportunities T- threats

Question 26

the access to the capital required to start or expand a business

Answer 26

financial risk

Question 27

process of educating the prospective customer about HOW a product or service meets his or her needs

Answer 27

marketing

Question 28

_ component of a business plan specify how clients become paying clients promoting services by communicating features, advantages, benefits tell a story about how service can enhance client's life demographic details identify a target audience

Answer 28

marketing plan

Question 29

break down number of sessions required to meet income goals

Answer 29

S.M.A.R.T. Time bound

Question 30

_ component of a business plan includes detailed cost-benefit analysis specifics in why the business will be successful

Answer 30

decision making criteria

Question 31

SWOT Weaknesses: 3

Answer 31

limited visibility of location inability to work with special populations lack of industry experience

Question 32

_ component of a business plan ``` mission statement how the business fills the need in the market management team present financial situation # of clients structure of business ```

Answer 32

business description

Question 33

calculating number of sessions required to meet monthly expenses: 5 steps Ex: expenses = $2800 $25/ session

Answer 33

list cost per session $25 divide monthly expenses by cost per session $2800 / 25 = 112 sessions calculate sessions needed per week 112 / 4 = 28 weekly sessions calculate sessions per day 28 / 5 workdays = 5.6 multiply sessions needed per month by 12 months multiplied by cost per session 112 x 12 x $25 = $33,600

Question 34

new member fitness assessments _ includes_

Answer 34

are an opportunity to demonstrate the benefits of working with a personal trainer better results in a shorter period of time

Question 35

_ component of a business plan structure for how the business will operate key decision makers *this plan is short if trainer is working for an employer

Answer 35

operational plan

Question 36

aim to sell _ rather than session packages

Answer 36

defined outcome training program

Question 37

when starting out, trainer should set prices _% lower than the competition

Answer 37

5%

Question 38

if a client cannot adjust their schedule to fit the trainer's schedule the client should_

Answer 38

be referred to another trainer who has availability in that time slot

Question 39

a _ should be simple and clearly communicate what the intended customer can expect to receive from the service

Answer 39

vision statement or brand

Question 40

most popular morning training times

Answer 40

5am - 9am

Question 41

connect with current and potential clients get discovered create an active community around the practice

Answer 41

reasons to maintain an online presence

Question 42

cancellation window

Answer 42

24 hrs

Question 43

4 questions to ask client after the 1st session

Answer 43

did you enjoy the workout would you like to continue the experience the benefits of working with the trainer do you have the ability to invest in yourself by purchasing a package of training sessions when would you like to schedule the next appointment

Question 44

Sessions per week needed to make a specific income Determine how many clients need to communicate with

Answer 44

S.M.A.R.T. Specific

Question 45

dissociation - from unpleasant sensations related to exercise enhanced self efficacy stimulus control - reminders to attend scheduled sessions

Answer 45

group classes enhance adherence

Question 46

creating a brand defines _ establishes and immediate _ with the client

Answer 46

the quality of personal training the client can expect emotional connection

Question 47

most popular evening training times

Answer 47

4pm - 8pm

Question 48

the costs associated with starting a business - rental fees, equipment, employees and marketing

Answer 48

barriers to entry

Question 49

closing ratio

Answer 49

measure of: number of sales made divided by number of presentations given

Question 50

SWOT Opportunities: 3

Answer 50

continuing education new marketing campaign opportunities to attract new clients

Question 51

for personal trainers, communication begins with

Answer 51

professional appearance

Question 52

set goals relevant to work environment set goals that reflect the amount of time trainer can commit

Answer 52

S.M.A.R.T. Relevant

Question 53

a _ establishes an instantly recognizable value for the product or service being sold

Answer 53

brand

Question 54

_ is based on a model of helping clients

Answer 54

selling personal training

Question 55

calculate how many sessions needed to meet annual income: ex: $50,000 cost per session $40

Answer 55

50,000 / 50 weeks = $1,000 $1,000 / $40 = 25 sessions per week

Question 56

creating a sense that certain places or services are more scarce makes people perceive those things as even more attractive or valuable

Answer 56

velvet rope principle

Question 57

2 components o being a successful sales professional

Answer 57

marketing the personal training service to clients asking for the sale

Question 58

issues associated with managing employees and budgeting for a consistent payroll

Answer 58

staffing risk

Question 59

calculating number of sessions required to meet monthly expenses: 5 steps Ex: expenses = $2800 $25/ session

Answer 59

list cost per session $25 divide monthly expenses by cost per session $2800 / 25 = 112 sessions

Question 60

most popular noon training times

Answer 60

12pm - 2pm

Question 61

7 rules for selling

Answer 61

say it - presentation gather personal info and learn how to use it build a relationship shield that no competitor can pierce establish common ground gain confidence have fun and be funny

Question 62

effectively communicating how personal trainers can meet or exceed needs of client

Answer 62

marketing fitness

Question 63

helping the customer make the decision that a product or service meets their needs - and then make the purchase

Answer 63

selling

Question 64

a trainer needs to identify the _ behind the decision to start an exercise program

Answer 64

emotional needs