SCW Spotlite: Issue 18
Unleash Rockstars in Your GX Schedule
by Shannon Roentved, Director of Education POUND Rockout. Workout.
What is an Inner Rockstar?
Everyone has an inner rockstar. It is who we are at our core. It is our truest expression (or expressions!) of self. Our inner rockstar can be any combination of bold, edgy, kind, confident, deliberate, thoughtful, loud and more! When we unleash the rockstar within, a feeling of lightness and freedom follows.
Why are Inner Rockstars Important in Group Fitness?
POUND® Rockout. Workout. was built on the belief that people who are given the permission to be their most authentic selves are happier, more confident, and consequently, more likely to believe in and stick to their health and fitness goals.
People turn to fitness for many different reasons: to enhance their self-image, to improve their health, to lose weight, to feel better about themselves, to build confidence, etc.
As group fitness instructors, we can promote these unique goals in a safe, non-judgmental space that we get to create. By encouraging self-expression and acceptance, the mood-boosting benefits of exercise are amplified. Inclusive, empowering spaces combined with stellar class instruction (programming, music, energy, etc.), shape addictive experiences that help keep classes filled week after week.
Unleashing Inner Rockstars in Your Classes
Dynamic Class Schedules
To help participants unleash the rockstar within, start by taking a look at your weekly and monthly class schedules:
By ensuring a wide variety of different classes (cardio, strength, flexibility, agility, dance, etc.) and class durations (20- and 30-minute express, 45- and 60-minute, etc.) you will attract participants with many different interests, experiences and goals.
When we are surrounded by different types of people sharing similar goals and interests, we are subconsciously inspired to show up authentically ourselves.
Hybrid classes (30-minutes of one format followed by 30-minutes of a second) are another great way to expose participants to new things! These classes reduce the risk of trying something new and not liking it because at least one half of class will for sure be something they love (the goal, of course, is that they’ll experience something new that they enjoy!).
In addition to hybrid classes, 15-minute demo classes can be used to introduce a new format before or after a regularly scheduled class.
One of my favorite team-builders is to have different instructors teach 15-minute demos of their specific class at monthly in-services. This allows the team to experience each other’s energy and style and helps encourage instructors to start talking about each other’s classes. The louder and more supportive the team is, the stronger and more energized the entire group fitness schedule is.
Not in charge of your facility’s in-services? Lead the way and set an example by attending your colleagues’ classes and then giving them a loud and proud shout-out on social media as well as in your own classes. At POUND®, we believe that what we put out there usually comes back to us tenfold. History has taught us to believe in the power of cross-promotion and pros supporting pros.
Promotions and Incentives
Promotions and incentives can be a great way to motivate participants to try something new. By doing this, they will meet new people, feel more connected, discover new strengths and interests, and ultimately get one step closer to unleashing that rockstar waiting to emerge!
‘Fitness Bingo’ is a popular strategy where participants who complete a row of different classes (be sure the Bingo cards are created strategically) are entered to win a small prize (e.g., a water bottle, etc.) and those who black out the entire card are entered to win a large prize (e.g., a free month of classes, etc.).
Instructors who commit to transitioning from a no-name to a first name basis create meaningful relationships with their class participants that not only inspire a loyal following, but also embolden their participants to show up week after week and work towards their goals.
Creating opportunities for socialization inside (e.g., partner drills, group exercises, team v. team competitions, etc.) and outside of class (e.g., going out after class on ‘Smoothie Saturdays’ to chat and catch up on each other’s lives) helps transform an experience that might otherwise feel isolated into a fun community event.
Socialization and community promote individuality because participants are being SEEN and accepted for who they are. Knowing that the instructor AND the class knows your name is one heck of an accountability tool and helps promote a genuine sense of belonging.
There are so many subtle yet amazing opportunities for instructors to encourage individuality and embrace authenticity in their group fitness classes. All it takes is a commitment to seek them out and then honor their importance week after week. When we show up as rockstars, we will ultimately inspire others to do the same. The very first step is simply unleashing the rockstar that exists within YOU!
Love Always Wins
By Robin Taylor
SCW Fitness Education has a lot to be proud of this holiday season, our programs, our patronage and most of all our presenters. Our presenters come from all backgrounds, races, ethnicities, and religions. SCW supports everyone and everything these amazing people stand for.
One of the most popular MANIA® Conference Leaders is Louis van Amstel, creator and choreographer of LaBlast. He has been thrown into the spotlight, but not how you would expect. As a former dancer with ABC’s “Dancing With The Stars “, Amstel is used to receiving attention, but not in this way. His recently adopted 11-year old son, was bullied by a substitute teacher at his elementary school in Utah.
The Substitute teacher had asked the students what they were thankful for and Amstel’s son had replied, “finally being adopted by his two dads”. The substitute teacher then proceeded to scold him in front of 30 students about homosexuality stating, “two men living together is a sin”. As with any elementary student, he just sat there, not knowing what to do, but three of his female classmates did just the opposite.
They addressed the teacher to stop and then stood up, walked out of class and went to the principal. The substitute teacher, who was then removed from the classroom, blamed Amstel’s son for her predicament. She was fired from her employer, Kelly Services. Van Amstel responded “It’s absolutely ridiculous and horrible what she did. We were livid. It’s 2019, and this is a public school.”
The courage of the girls and the support for their fellow classmates deserves notoriety. The emotions the pre-teen boy went through is unnecessary and terrible, but the action of the beautiful young ladies is heartwarming and heroic. Freedom of individuality should be held high by everyone. No one should be penalized or berated for their disability, beliefs, sexuality, or standards.
SCW is very open and encourages everyone to stand up for what they believe in. Our staff represents members of all communities and each employee or presenter is considerate and attentive to the needs and challenges of everyone.
Louis van Amstel is helping to make the world a better place by adopting a child. SCW Founder and CEO, Sara Kooperman, is a long-time supporter of an organization called “The Gift of Adoption”. According to Gift of Adoption, 140 million children are orphaned worldwide, and 80 million Americans have considered adoption, but only 1% ever complete the process due to the high cost. The mission of this organization is to fill the void that separates child from family- through adoption assistance grants that give vulnerable children a permanent home and the chance to thrive. Louis will be the Emcee this June for an event in Chicago for Gift of Adoption.
For more information, visit www.giftofadoption.org.
May the unselfishness of the courageous classmates and the kindness of Louis Van Amstel and his husband rub off on everyone. SCW would like to wish Spotlite Readers, MANIA® Participants, Presenters, Sponsors, Members and Staff and everyone else involved with SCW a healthy and safe new year.
You Have to Sell to Change Lives
By Travis Barnes
Do you think of sales as a dirty word? Do you picture a sneaky used-car salesman?
Let’s establish one important thing before we begin. You can’t change lives if you are not able to convince and motivate them to buy in to what you are offering them. The first step to helping a prospective training client transform their lives is to sell them, so to put things in perspective sales is not about making a buck but rather helping people change their lives.
The goal of this article is to help you think of sales as a necessary skill for changing lives. The good news is that sales is a process that can be learned in the following five easy steps.
1. Be Prepared
First impressions mean a lot. Do you want to appear too busy for prospects, or do you want to make them feel important? At our company, Journey 333, we greet each prospect by writing “Welcome [insert customer’s name] to Journey 333” on a highly visible board at the front desk. It’s the first thing people see when walking in for that introductory appointment. We also take the time (at least 10 minutes prior) to prepare folders with customers’ names written on them. Lastly, we always offer fresh coffee and/or a bottle of cold water. These things convey that people are important to us and that we value them and their time.
2. Get Prospects to Say Yes Immediately
The minute potential clients walk in the door, you should find ways to get them to say yes. We greet each prospective client with a warm smile, a handshake and ask them closed-ended, affirmative questions: “You must be [insert customer’s name]?” “You must be my [insert time] appointment?” “And you found the place okay?” These questions confirm that we’re with the right person, but more importantly they get prospects to say yes three times. The more yes answers you get in the beginning, the more likely you are to get a yes in the end!
3. Build Rapport & Learn the Goal
This is where you start the tour, right? Wrong! You don’t want to be a salesperson; you want to be the assistant buyer—that trusted friend people take shopping with them. However, you can’t be the assistant buyer until you build rapport and you don’t want to start shopping until you know what you are looking for. So relax. Prospects are there because they want to be. After the warm welcome, it’s time to build VALUE, an acronym we use to remember how to build rapport. VALUE stands for Victory Achieved by Listening, Understanding and Empathizing.
Listening is so important, especially in these days of easy digital distraction. Don’t look at the clock, answer the phone or do anything to lose focus on the person in front of you. Understanding is also key. Remember, everyone struggles, even if not with the same issues. When prospects mention their struggles, use the Feel/Felt/Found method: “I know how you feel. When other members started, they felt the same way. This is what they found . . .”
Empathizing may be the most important piece here. You must put yourself in your clients’ shoes. If you are able to do this well and authentically, then most of your prospects will become members. This step is about creating relationships, so ask rapport-building questions like these: “Are you from around here?” “What do you do for fun?” “Do you work locally?” “What are you looking for in a gym?”
The question “What are you looking for in a gym?” normally reveals the prospective client’s goal and this is what the tour is all about. So many fitness professionals make the mistake of thinking that the sales tour is all about the club, its equipment and the sessions you offer. The truth is everyone has similar equipment and similar sessions. The tour needs to be about the prospective client’s goals and how working out at your club will help them achieve their goals. Follow this rule and it will pay big dividends, never start the tour until you have learned the goal of the prospective client. If prospects have trouble answering what their goal is then assist them by sharing that, in your experience, there are four reasons why people join a gym: to look better, to move better, to feel better or to perform better. Ask which one fits and make sure you get specifics. Remember as fit pros we want to help clients establish SMART goals which means the goals are Specific, Measurable, Relevant, Attainable and Timebound.
4. The Sales Tour
The Sales Tour could be defined as demonstrating the benefits of working with you to achieve their goal. You’ll want to address two client needs during the tour. The first is to help them find a solution. If a prospect’s main stated desire is “I want toned triceps,” then you need to show how you will make that happen. Second, even if prospects believe you have the solution, they still have to believe that they’ll be able to do the program you give them.
In order to do this there is one stopping point on your sales tour that cannot be missed—the one that shows them the solution to their problem and helps them believe they can achieve it. You will do this with the Feature/Benefit/Feedback approach. The Feature is the goal. The Benefit is that they will be working with you to achieve the goal and the Feedback you are looking for is when they say “yes.”
Here’s the approach in action:
Feature: You have learned that the client wants tone triceps so your tour centers around that.
Benefit: The tour demonstrates the benefits of how working out with you in your club will help tone their triceps. “This equipment is terrific for toning the triceps. You’ll use it to do triceps extensions like these.” You tell them, show them and let them try it, while ensuring they feel the muscle working and are confident that they can do it. Now you have met the two needs of every client which is to believe you have the solution and believe that they’ll be able to do it.
Feedback: Confirm this with a question: “[Insert customer’s name], I’m sure you can see how that exercise will help you tone your triceps?”
Remember that these tours are not about the gym or the equipment. They’re about the prospect’s goals and showing you and your club are the path to those goals.
You will know that you are ready to close the deal when you get a yes to this question. “Based on everything I have shown you; do you believe I can help you achieve your fitness goals?” If yes, then we move to step 5. If no, then keep building VALUE.
5. Close the Deal
Closing the sale is best done with an A or B. Not Yes or No. If you simply ask the prospect if they want to sign up then there is a 50% chance they will say no but if you take the “Yes” answer that they just gave as the indication that they want to sign up and you should, then you can offer two different options that work and take the “No” option off the table.
Remember, you aren’t a salesperson; you’re the assistant buyer. If you’ve done a good job building rapport and connecting, then it really will feel like shopping with a friend. Here’s a sample script: “So [insert customer’s name], based on what I’ve learned about you, I recommend our 12-month training program. This membership option will allow us to achieve your goals, maintain those results and save you money. Or, if you want to start with a shorter commitment, we have a 3-month option that costs $30 more per month.”
At this point, you are an assistant buyer directing a prospect to the right choice between A and B. Offer only two options—if you offer more, the odds of no decision triple. Be quiet after you present the options. The saying “The first one to speak loses” has merit. This means you’re going to have to learn how to be comfortable with uncomfortable silence. You don’t want to talk yourself out of the sale.
If you’ve done all the right things, it’s likely that you will hear a yes. Close with a handshake, and roll out the new-member gifts. We offer gifts first because we like to give before we receive. After you’ve presented your welcome gift, which may be anything from a gift card to a basket full of workout gear, start the paperwork. It will be more difficult for new members to change their mind with all the gifts in hand.
This suggested sales system can easily be inserted into your operations manual and taught to your staff. Make sure everyone is on board and understands the process, and then sit back and watch your profits increase. If you don’t have an operations manual and/or you want to go deeper on understanding the SYSTEMs, then you can go here for more content and an opportunity to learn how to create a playbook by which you will run a successful fitness business. https://travisbarnes2.mykajabi.com/Todd-Durkin-Travis-Barnes-Interview?preview_theme_id=597551
About the Author, Travis Barnes
Travis Barnes is the founder and franchisor of Journey 333. He is an ACE certified personal trainer, coauthor of the bestselling book “Results Fitness” written with Rachel and Alwyn Cosgrove, author of Journey Fitness with forward written by Todd Durkin and co-author of 52 Amazing Journeys. He is an international presenter and teacher of FitBiz Mastery. It is his passion to teach fit pros how to systemize their business for success. To contact him just email email@example.com
Lemon Coconut Energy Balls
By Canfitpro & Shelby Stover
GLUTEN FREE AND VEGAN – MAKES 8 BALLS
Having healthy snacks on hands is crucial for busy days! These lemon coconut energy balls are loaded with nutrients, easy to pop in your mouth and will help keep you fuelled as you run out the door.
I’m a firm believer in helping my clients find something that is simple for them when it comes to their health goals. And there’s nothing simpler than a no bake snack you grab and go!
These no bake, gluten free, vegan balls comes together quickly and are loaded with nutrients. They’re naturally sweetened with dates and the coconut and chia seeds contain some healthy fats, and thanks to the fresh lemon juice, they’re also a bit uplifting which makes them a pretty awesome midday snack.
Plus, they require zero baking, which is a win with most of my clients! Whip up a batch or two and keep them in the freezer for busy days. Dates don’t freeze solidly so you can just pop these into your mouth right out of the freezer. However, most people prefer to have them sit at room temperature for a few minutes.
Paired with a piece of fruit, these no bake balls are an energy boosting snack to help keep you moving. They’re also the perfect size for little hands. Kids love these balls because they’re sweet and I, as a mom, love them because there’s no added sugar!
- 1 C dates, soaked for 20 minutes in warm water
- 1 TBS water (from the soaked dates)
- 1/8 cup + 1/8 cup unsweetened, shredded coconut, divided
- 1/3 C oat flour
- 1 TBS fresh lemon juice
- 1 TBS chia seeds
- In a food processor, blend the dates and the water until mostly smooth (leaving behind some chunks is perfect!).
- In a large bowl, combine all ingredients, saving 1/8 cup coconut for later.
- Mix until everything is combined.
- Use your hands to portion and roll the mixture into 8 balls.
- Place the remaining coconut onto a plate and roll the balls in it to coat them. You’ll have to press down slightly for the coconut to stick.If you want to skip this step for time, just add the coconut into the mixture with everything else!
- Place the balls in the freezer for one hour to set.
What Is Lurking In Your Wine?
By Christine Fitzgerald
Most people drink a glass of wine to help them relax after a long day or to enjoy with a really great meal. Wine, in moderation, should make you feel good, but have you ever experienced the opposite from just one glass of wine? It hardly seems fair. Most people chalk it up to alcohol levels or dehydration, but other factors could be contributing to that feeling of, well,… ickiness.
When looking at a label on a bottle of wine, it appears to contain only grapes. You can also see the varietals, the alcohol percentage, and if it contains sulfites. Most consumers don’t realize that a lot of other chemicals and ingredients come into contact with grapes, the soil they’re grown in, and during the winemaking process. And, depending on how the wine is made and where it is harvested, there’s a high probability there are trace amounts of pesticides in the bottle. That is also NOT listed on the label.
It’s time to understand a couple of items – both intentionally (and unintentionally) added to wines:
Maybe these words sound vaguely familiar, but how do they affect our bodies? Why are they found in wine in the first place? And, most importantly, are there alternatives?
Many ingredients that are added to wine in the fermentation process are not required by law to be on the label. And this regulatory pass allows many winemakers to slip unsatisfactory items into wine; fish bladders, sulfur dioxide (more on that below), animal gelatin, and velcorin.
What is Velcorin?
Velcorin (dimethyl dicarbonate (DMDC)) is used in killing yeasts and living bacteria in wine, soda, and sports drinks. It is added as an easy solution to filter the wine. When Velcorin is added, this liquid chemical simply “kills off” any unwanted bacteria or yeast, without potentially losing gallons of wine that would be lost in a chemical-free filtering process.
It is an increasingly controversial ingredient and is considered toxic material and hazardous the first 4 hours it is added to liquid. Only a professional is allowed to handle the ingredient, and companies are not required by law to indicate if they’ve used it.
Is Velcorin Safe?
Velcorin in high doses is lethal. It is odorless and can be absorbed through the skin, eyes, and nose. If wine is ingested where Velcorin is just added (within 24 hours) it can be dangerous. After that 24 hour time period, Velcorin in small doses is considered safe to consume. If that leaves you feeling uneasy, or wanting an alternative, there are options.
How Can I Find A Wine That Is Velcorin Free?
It can be hard to find wines without Velcorin, but they do exist. Many winemakers use clay or diatomaceous earth to filter their wines. These ingredients act almost like sand to capture large organisms in the wine and filter them out. Typically, this filtration method is used by vegan winemaking companies and you can learn more here.
Look for wineries with full ingredient transparency and wines that participate in a natural winemaking process.
What are Pesticides?
A broader term for any substance used to kill plants, insects, fungus, small rodents, or bacteria. In winemaking, common pesticides are herbicides; the most prevalent being Roundup.
For a wine to be considered organic, it cannot be grown with the use of artificial chemical fertilizers, herbicides, pesticides, and fungicides.
Glyphosate/Roundup in Wine
Roundup is the most used herbicide in the world. The active ingredient in Roundup is Glyphosate. Due to its widespread use, traces of Glyphosate have been found in everything from our water, to food, to hair, to urine, and more. Study up on the 10 Things You Need to Know About Glyphosate; it’s worth your time.
Until late 2018, it was widely believed that there wasn’t a single vineyard in California that was glyphosate free. One wine company (out of ALL California wines) was recently certified Glyphosate Free. Learn more about their process and why this was so important here.
The good news is yes, there are alternatives in wine that do NOT contain pesticides and velcorin. They might not be as prevalent, but they are out there. The more consumers research and speak out about what they want in their wine, the more apt the wine business is to change their practices. Together, we can change the wine industry.
About the Author, Christine Fitzgerald
Nutritionist Christine Fitzgerald is the founder and creator of Keto friendly SmartVine Wine. Having spent her childhood as an award-winning competitive gymnast training for the Olympics she quickly discovered the connection between healthy eating and a healthy body and mind. This led her to having a thriving nutrition practice for 20yrs, writing two personal development and nutrition books, obtaining a Master’s degree in Nutrition and becoming a Certified Nutritionist.
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