This course is about more than making money as an
Exercise Professional in an ethical way.
By learning the skills presented in this course, the sales process will be more effective, fun, and relaxed for both you and your potential customer.
You will receive:
A complete and proven system for effective selling, interviewing,
and retaining high quality clients
28 hours of concentrated video content, delivered on line, so that
you can work at your own pace and convenience,
200 Pages of workbook and all of the documents to help you succeed,
Long Term Positive Reinforcement
For Personal Trainers & Coaches
Build a successful and thriving exercise practice.
For Therapists in Private Practice
Create the revenue needed to create and sustain a dynamic practice.
For Medical Exercise Specialists & Exercise Physiologists
Learn to create a successful transition from insurance to private pay.
Check out the free preview of the Course Content Section 6 below:
- Course Introduction (88:19)
- Section 1 - Selling: What's It All About (130:25)
- Section 2 - Sales: Don't Take It Personally (74:41)
- Section 3 - Ego Matters: The Transaction of Selling (93:42)
- Section 4 - Keeping the Prospect Comfortable (113:11)
- Section 5 - Strokes (72:40)
- Section 6 - Questions are the Answer (82:47)
- Section 7 - Don't Let the Prospect Break Your Pinata (54:30)
- Section 8 - First Contact (61:39)
- Section 9 - Your System (336:34)
- Section 10 - Selling Rules (0:47)
- Section 11 - Practice, Practice, Practice (1:09)
- Section 12 - Lessons Learned (0:42)
- Section 13 - Initial Consultation (160:47)
- Post Course Certificate and Survey
Hi, I’m Greg Mack, ACE-CMES
Founder and CEO of Physicians Fitness, LLC, and Exercise Professional Education, LLC.
I have developed this course for Exercise Professionals who are passionate and committed to their careers, but struggle to build and sustain a viable, financially successful, and sustainable practice.
They need the high level competency to find potential customers and have a professional discussion about their services that leads to a clear decision about moving to the next step - or not. Selling is a skill that can be learned.
My 30 years of experience, working in diverse venues from community gyms to various medical practices, enhanced my awareness of the wide gulf that exists between the medical community and exercise professionals. This led to the development of a comprehensive documentation and communication system that creates unique exercise programming for individuals with diagnosed diseases.
A critical professional need, both for my staff at Physicians Fitness, and for exercise professionals at large, is professional sales skill acquisition and development. It became apparent that an exercise professional’s passion for getting people healthy did not always transfer to the role responsibility and competency of selling.
Without a strong sales process, even the most dedicated exercise professional would eventually fail as they could not get enough clients to sustain a professional income. Drawing on a variety of subject areas, I developed this sales interviewing process and training platform. I have trained hundreds of fitness professionals in this system.
Are you experiencing any of these?:
You are struggling to get new members.
You are frustrated with members who seem so excited in the beginning and then just leave.
You are considering leaving the field because you can’t make enough money to stay in it.
The Ethical Selling for Exercise Professionals Course is built to help you build a high quality and successful professional practice.
The course teaches exercise professionals and therapists to be just that – professional.
The philosophy and methodologies will help you to find and build lifelong professional relationships with the individuals in your local community. Although the course is framed in terms of selling it is about developing the intra-personal and interpersonal communication skills that will result in win-win transactions.
It is not a course that teaches “selling” in the traditional sense, but one that encourages you to think about, and approach, the transaction as a series of strategic interviews that progressively qualifies the potential client for each step leading towards the final decision to hire and retain you as their personal professional coach for life.
The course addresses:
1) Your own fears and anxieties about talking to strangers,
2) Helps you to develop specific skills to negotiate the aggressive “commodity” minded customer who pushes you to give prices, service features, and service benefits before value is truly established and understood, and
3) Track the behaviors necessary to reach your financial goals.
You are in the human service business. It’s a shame when passionate and committed owners and coaches simply cannot stay in the business because they lack the competencies necessary to meet humans, and tactfully and purposefully interact to get to a win-win decision about engaging your professional services, or not. A decision to avoid making this professional investment will only lead to continued frustration and fear that you will have to leave the industry and work you love.
The course teaches you key communication skills on how to build a quality practice that will last beyond your lifetime, which is based on the quality of the people, and the quality of the relationships, that you allow into your practice.
Greg Mack’s earliest experiences in the fitness industry inform the current perspective offered in this course. Greg attended the 2nd Annual IDEA Personal Training Summit in Washington, D.C. in 1991. Jeff Bensky, Ph.D, and an Educational Psychologist, who at the time was President of the Benfield Group, delivered one of the continuing education workshops. Dr. Bensky was presenting demographic research in the area of healthcare that was summarizing some of the issues surrounding the emerging “baby boomer” population and their interests regarding managing their health. One of the research points revealed was that this population wanted their personal trainer to coordinate their exercise programming with their doctors. Greg took this to heart, got certified as a personal trainer through the American Council of Exercise, built a business plan, and raised money for a company he operates to this day called Physicians Fitness. The fundamental idea driving this company was to do what Dr. Bensky’s research recommended. For the last 32 years the Physicians Fitness exercise specialists have been working to partner and collaborate with the medical community. This proved to be a controversial process as the medical community’s highly defined, and rigorous, academic requirements - and its legislated scope of practice, with its own language - and the hierarchical inter-practitioner relationships, did not readily match up with the academic process (or lack thereof), language, and the absence of legal standing of personal trainers and exercise professionals.
The medical-fitness relationship was, and continues to be, difficult to establish and maintain given the professional turf issues and non-clinical status of the personal trainer. Finding someone with the formal training to meet the exercise needs of those individuals who have been diagnosed, and treated, by the medical community who still have health issues that are affected, or could be exacerbated by exercise was, and continues to be, a real challenge.
As Founder and CEO, Greg's vision for Exercise Professional Education were shaped over 28 years ago while working as a lay assistant to physicians in a sports medicine clinic. It was during this tenure that he noticed the unfortunate reality that most of the patients of the clinic were there as a result of poor physical conditioning. He observed that the patient base consisted of individuals who would return to the clinic for treatment of re-injury to a problem area, or the development of new symptoms, due to compensation patterns created by the original pathophysiology. The medical and chiropractic staff encouraged these patients to participate in exercise and fitness programs but did not have the time or resources to effectively assess, develop, and implement a safe, individualized exercise plan to improve their muscle function and health. That's when he decided to start Physicians Fitness (www.physiciansfitness.com) Since then Greg is also a co-founder and partner in the Muscle System Consortia LLC, (www.musclesystemconsortia.com) an education and research company dedicated to creating and teaching a more mature and comprehensive understanding of the dynamic nature of skeletal muscle and its influence on the other body systems in order to appreciate its vital contribution to lifelong human health and performance, ultimately changing the world’s perspective on its care, use, and maintenance.
His experience in working in such diverse venues as community gyms and medical practices enhanced his awareness of the wide gulf that exists between the medical community and fitness facilities, particularly for those individuals trying to recover from and manage a diagnosed disease. This led to the development of a comprehensive documentation and communication system that coordinates fitness programs for individuals with diagnosed diseases from the medical community, the core of Physicians Fitness operations.
As a graduate of the US Navy's Nuclear Engineering School with an emphasis in Mechanical Engineering and a qualified US Navy Diver, Greg uses his foundation of practical engineering knowledge and skills, his enthusiasm for exercise, academic certifications ACE- Personal Trainer (CPFT), ACE-Medical Exercise Specialist (CMES) (American Council on Exercise), and Resistance Training Specialist Mastery (resistancetrainingspecialist.com) - and his experiences working with a wide variety of medical professionals (e.g. physical therapists, chiropractors, pain specialists, internal medicine physicians, physiatrists, psychologists) to develop the philosophy and methodologies that constitute the Muscle System Specialist ™ Training and Certification Program.
Greg has taught courses for several industry education companies on topics ranging from functional musculoskeletal anatomy, manual muscle testing, biomechanics, selling philosophy and methodology, physical assessment, decision-making, and science-based methodologies in muscle and motor control assessment and data interpretation. He has written articles as well as published in IDEA Personal Trainer Magazine, American Fitness Quarterly, Body Conditioning Magazine, IDEA Health and Fitness Source Magazine, and The American Journal of Medicine and Sports.
He achieved the "Master Level" designation as a personal fitness professional from IDEA (www.ideafit.com). Greg received the IDEA International Personal Trainer of the Year Award for the year 2003 and was the Chairman of the IDEA Personal Trainer Committee, an influential body steering important issues related to fitness professionals.