Chapter 2 - The Personal Training Profession

Low-cost health club

Basic equipment, minimal amenities, extra fees for services

Mid-market health club

More amenities, group classes included, often multiple locations

Premium health club

High-end services, classes, amenities, and higher pricing

Nonprofit health club

Community-focused, revenue supports programs but still requires trainers

Studio/Health club

Pay rent to use the facility while following rules and carrying your own insurance

Travel to client’s home

Go to clients to train them, sometimes with access to their building’s gym

Online coaching

Deliver programs or coaching remotely

Organization wellness

Provide fitness services for companies to support employee health

Operational costs

The various monetary requirements associated with the day-to-day running of a business

HIIT

An exercise training method defined by intervals of near-maximal intensity broken up by relatively short rest periods

Adherence

The level of commitment to a behavior or plan of action

What is the primary purpose of a professional certification?

To ensure individuals can perform the tasks required by a specific job category

What does “ training under the table” refer to?

Joining a gym to offer personal training directly to other members

What is necessary to market a candidate’s skills to obtain an in-person interview?

Resume

Which of the following is most likely benefit of becoming a CPT?

The relatively low cost of starting a business

Prospect

An individual who has been identified as a potential client

Key expectations clients pay for

Accountability, support, feedback/guidance, and results

Within the fitness industry, what does the term prospect refer to?

An individual who has been identified as a potential client

The most successful CPTs are the ones who can do which of the following?

Adapt to each client’s communication preferences and coaching needs

Sales Process

A system for learning about the needs of a potential client to be able to identify and present a number of solutions for those needs.

Open-ended questions

Non-directive questions that can’t be answered with a simple yes or no answer; they require critical thinking to formulate a response

Sales process steps

1. identify customer’s needs 2. communicate solutions for their needs 3. financial commitment to the solution

Working the floor

A rapport-building technique where fitness professionals walk around the gym floor, talking to members without overtly presenting a sale

Rapport

A relationship in which two people understand each other’s ideas, have respect for one another, and communicate well

Forecasting

A business management technique that helps predict how much work is needed to meet a revenue goal

What is an open-ended question?

A nondirective question that can’t be answered with a simple yes or no

How are buying decisions primarily driven?

Emotionally

Unique selling proposition (USP)

Highlighting unique skills or traits during a sales presentation that allow an individual to stand out from the competition.

Brand

A product or service identified by specific, unique characteristics

SWOT Analysis

A professional development technique that helps individuals identify their personal strengths and weaknesses, opportunities for growth, and potential threats to success

SWOT

Strengths, weaknesses, opportunities, threats

4 p’s of marketing

Product, price, promotion, place

What does the term unique selling proposition (USP) refer to?

A set of specific skills or traits that are highlighted during a sales presentation

How often are NASM Certified Personal Trainers required to complete a specific amount of continuing education to keep their certification active and valid?

Every 2 years

At what rate does NASM award continuing education units?

0.1 per contact hour

For CPTs working for a commercial facility, what is frequently a benefit of completing continuing education?

Earning a higher pay rate