Phil Kaplan Offers
Success Tips For Fitness Professionals
An Age Old Mistake -
The Free Consultation
Why You Should Never
Offer it Again!!!!
Kaplan is a true leader and one of the most passionate Professionals
to enter the Fitness Field. I have the greatest appreciation
for all that he's done for our industry."
- Joe Weider
Kaplan is one of the cornerstones of the fitness industry.
He is a pioneer and a visionary. His personal and professional
experience ranks him among the most respected and accomplished
people in fitness business today."
Conrad Swanson, Editor,
Personal Fitness Professional Magazine
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of the most common career crippling mistakes I see Personal Trainers
make is giving their services away! I understand why.
As pioneers in a field that has not yet gained a standard of perceived
value among the masses, we feel it imperative that we allow potential
clients to "try before they buy." We want to prove
our value. Unfortunately, offering free sessions, free assessments,
and free consultations does just the opposite!
trainers are so willing to "perform" their services without
fee, health club owners have learned to expect the "Free Consultation"
or "Free First Workout" from their trainers.
This, I believe, has set us back greatly by setting the perception
of our value at . . . ZERO!
time for trainers to take a stand. I have not conducted a
free consultation in over a decade, and I never offer a free assessment.
It's not greed. It's a concern for maintaining an image, one
with which people link value. Today I charge $200 per hour,
and consultations are the same price as workout sessions or fitness
assessments. I share that information, not to boast, but to
illustrate that I'd never ask you to do anything I wasn't full willing
to stand behind myself. Professionals in recognized "Professions"
are paid for their time. I defy you to find a competent lawyer
who will consult with you for free, or a doctor willing to conduct
the first exam without charge. There's no reason in the world
trainers shouldn't elevate themselves to the perception level of
medical and legal professionals. Global change begins when
an elite few are willing to take a stand. Stop giving away
your services, and begin a path toward escalating your value, and
of course your profitability, that knows no bounds.
is one catch. I encourage you to offer your first workouts,
consultations, and all other sessions, for fee, but with an unconditional
money back guarantee. It it risky? I don't think so.
I believe it's far better to risk possibly giving a refund than
to offer services where you're certain not to be compensated.
The guarantee offer puts you on the line, puts you in a position
where you're forced to deliver more value than people expect.
If we all unite with that as our mission, we all become allies unified
to elevate the public's perception of the value of a Personal Fitness
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