Tools to Grow and Retain Your Client Base—Guaranteed!
Sandy Coffman, president and owner of Programming For Profit, brings over 30 years of professional staff training to health clubs and recreational facilities. She was part owner, program director, and staff trainer for three multipurpose facilities in Milwaukee for 11 years and now consults, trains, and gives motivational and educational presentations for businesses and corporations worldwide. She has also made an enormous impact educating the industry on marketing and programming to the older adult market. Sandy is a dynamic professional presenter who specializes in customer service, communication skills, client retention, programming, niche marketing, and staff evaluation. She is a featured speaker at most major conferences every year, including Athletic Business, Club Industry, the USTA and IHRSA. The European BodyLife Conference recognized Sandy as Educator of the Year, the Canadian Can-Fit-Pro Conference honored her with the Delegates’ Choice Award, and the Italian Fitness Federation named her their 2001 International Fitness Speaker of the Year. Sandy is a contributing writer to many trade publications and a guest lecturer at several state universities. She is acclaimed for her energy, enthusiasm, and genuine understanding of the fitness industry and people’s needs.
Eighty percent of your personal training business will come from referrals. In this dynamic presentation, discover the 11 impressions people make in the first 7 seconds of meeting, how to handle clients objections, 10 magical words to use with your clients, and the STARS personal training formula for success.
Discuss the business of personal training.
Outline the 5 steps to a professional greeting.
Identify the 11 impressions people make in the first 7 seconds of meeting.
Use 10 magical words to ensure client success.
Create the optimal training environment.
Give compliments, feedback, and recognition that promote success.
Identify 3 stages of the success syndrome.
Handle client objections.
Implement the keys to building successful and profitable client relationships and training environments.
Identify the STARS personal training formula for success.
"I will absolutely be a better, well-rounded trainer with deeper insight into the clients and have a better appreciation for where they are coming from in their various stages of life."
K. Latshaw—Franklin, MA
"I will concentrate on the first 7 seconds when I meet someone, how I can be a more approachable person, and how to make a quick impact. I also enjoyed learning how to combat people’s exercise excuses with a guarantee from my services. Next time I will be ready when I hear an excuse."
B. Nowak—Vernon Hills, IL
"I’m reminded of the importance of interpersonal skills and really connecting to the client or member in a meaningful way. Teaching group exercise provides many opportunities to connect with a variety of people. Making connections in a personal way will help me keep my members committed to a healthy lifestyle and should reduce attrition."
R. Kurotori—Pleasanton, CA
"I received lots of reminders presented from a fresh prospective and interesting statistics on the average age of our members now and in the near future. I will present the information at an upcoming meeting with my trainers and Pilates instructors as well as the owner of the club."
K. Hawraney—Livonia, MI
"I’m a fitness director for a large health facility and interact with members daily. The course has opened my eyes to some of the things that I’m not doing to build my business. I will now apply what I’ve learned today and watch my business grow."
T. Warner—Toledo, OH
"Wow, what a great presentation! I thought it was invaluable! Thanks."
J. Rangel—Raymore, MO
"I will be more conscious to use the 10 magical words when dealing with new as well as current clients."
C. Lantz—Newton, NJ
"I gained awareness of my energy. I will tune in to the impact my personality, attitude, and demeanor have on current and potential new clients."
K. Topping—New York, NY
"This course made me more aware of how I am spending my time at the studio and it will definitely help me in training my staff."
L. Swanson—Reading, MA
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