Mind Pump: Raw Fitness Truth - 357: How to Effectively Communicate with Anyone

Episode Date: September 1, 2016

Everyone in the Mind Pump Crew has an extensive sales background. For many people sales is a dirty word, however, effective sales is not about coercion or strong-arm tactics... it's about effective communication. Get good at sales/communication and you will improve your relationships and get more of what you want out of life. In this episode Sal, Adam & Justin discuss what it takes to be an effective communicator and get people to buy into not only to what you are selling but ultimately to you and your point of view. Have Sal, Adam & Justin personally train you with a new video on our new YouTube channel, Mind Pump TV. Be sure to Subscribe for updates. Get MAPS Anabolic, MAPS Performance, MAPS Aesthetic and the Butt Builder Blueprint (The RGB Super Bundle) packaged together at a substantial DISCOUNT at www.mindpumpmedia.com. Get your Kimera Koffee, Mind Pump's first official sponsor, at www.kimerakoffee.com, code "mindpump" for 10% off! Please subscribe, rate and review this show! Each week our favorite reviewers are announced on the show and sent Mind Pump T-shirts!

If you want to pump your body and expand your mind, there's only one place to go. MIND, MIND, MIND, MIND, MIND, MIND, with your hosts. Salda Stefano, Adam Schaefer, and Justin Andrews. I wonder if there'll ever be a time where we get on these things and we're like, dude, I don't know what we can talk about right now. I don't know if there's anything to be said. Just dude, just, you mean, you mean mean, hold on, you mean record an episode? That's nonsense.

We've never done that before. No. That's complete nonsense. I have to say that it, one of the things that I, universe would implore. What I love that we do, we're very sign filled ask. And I love that show. What do you mean?

But you don't watch sign fill? I, no, I did, but what do you mean by that? Well, what sign felt is known about is it was the show about nothing. It was the first TV show about nothing. Come on, we give good information. What are you talking about? Well, of course, and they give good humor,

but it's sprinkled in with tons of nothing. Lots of nothing. It's nothing. Yeah. Welcome to MindPup. The show that's about nothing, sprinkled with fitness information. I like that.

It's even better accurate. Can we change that, Doug? Can we do that? It's kind of more accurate. I would like to be that. So's even better actually. Can we change that, Doug? Can we do that now? It's kind of more accurate. I would like to be that. So the show about absolutely nothing. So I had an inappropriate information. Why would that so loud?

So I had a, I had a karmic event. A karmic? Yeah, I had a little karmic. Karmic this morning. Yeah, little karmic. You the one that always talks trash about like this stuff. Huh? Webster me there, huh?

Well, so here's what happened. Yesterday, normal morning, Adam shows up 30 minutes late, which, you know, not too bad. Hold on. Come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come on, come it. So this morning I get here, no one's here, put my bag down, I'm like cool, I'm here first. I'm gonna go to the breakfast place, that's two hours down, and order two hard boiled eggs. Two hard boiled eggs.

Now, does anybody know? Well, she were here, because I didn't see your bag. My bag was in the corner. Who in here knows the length of time it takes to boil two eggs? Anybody? Does it like four minutes? Maybe 10 minutes if you start from like cold right?

25 minutes 25 minutes. I sat there waiting and I ended up being the late one here and Adam got his revenge Got to talk shit to me. Yeah, so now we're even what do you mean get out of here even? Doug and I are the only ones I care about the future of this company. I feel like they're even Doug and I are the only ones that care about the future of this company, I feel like. Yeah, don't put them on, man. Don't put yourself in the same categories, Doug. Whatever, nobody's in that category. Doug and I are the only ones that talk to each other

at two o'clock in the morning, still working. Really? Yeah, a lot of times, a lot of times, a lot of times, you know, you know, you know, you're talking about your feelings. No, a lot of times you'll call me up and be like, what do you think, what do you think, Sal, Justin, doing them like sleeping, of course,

why you and I are working? Yeah, you're working so hard It's okay. We were working at a time. I don't know your toenails. Yeah, probably you're talking about your feelings. Hey, it's all it's all part of it Man, Adam's yeah, it's all part of it. I wonder if I'm ever gonna see you guys cry No, you don't think so. I mean I think one's the last time you guys we all go to a Tony Robbins seminars No, I won't cry. You know he's coming next next month. Who makes you cry? He won't make me cry.

He will. Really? Unless he punches. Unless he punches. I don't know if I will either, just because. Not life. Yeah, exactly. I feel like you'll be the first person to cry.

I do it. I do it in the confines of my home. I think Adam will be the first person to cry. For sure. Although I come off as the most insensitive, I think I have this deep sensitive, warm spot in me. In your pussy. Dude, yeah, but if somebody's like crying right in front of you

and they have like a horrible story and they're like crying in your face, I would be like, ha, ha, ha. This is how you fight it, you just laugh. It just kid throws it off and stuff right in my gut. And I like, when's the last time you cried Justin? Yeah, that, I think I admitted that already. When I was in my gut and I went the last time you cried Justin Yeah, that I think I admitted that already when I was born It's a credit I was born for two seconds right here when you have children they that like us

I think it was in my eyes. Yeah, yeah, I was I was misty. I wasn't crying like I told you guys I was I was just you know feeling it Tony Robbins got me. Yeah, that's what I mean you actually that was the last time You actually teared up watching well, I did one of these like it was kind of, you know, feeling it. Tony Robbins got me. Yeah, that's what I mean. You actually, that was the last time for me. You actually teared up watching it. Well, I did one of these, like, it was kind of like, you know, like a corner of the eye, you know, like got like glossy and then I was like, oh my god, what's happening? But I had to blow my nose.

Yeah. Did you really? Yeah. Yeah. It's, you know, why? Because it's produced. So there's like, not only is it, not only is it already like this. If you have music. Yeah, exactly. It's already like an emotional story that someone's produced. So there's like not only is it not only is it already like this?

If you have music. Yeah, exactly. It's already like an emotional story that someone's sharing, but I'm watching on TV. So it's been edited. It's been cut. It's been spliced. The music's behind it.

So just it gets all those feelings going. Yeah. It hurts the barrier. Yeah. It hurts the barrier. I wish it was easy. I could be out like. I'm far like done when you talk. You you mean you never notice in our show the Doug

produces it all up when you talk what does he do he totally cuts out all the dumb shit you say as in all the really smart stuff puts a little bit of soft music behind people don't even notice it's in their ears when you guys leave when you guys leave I rerecord my parts of the show after I go on Google and make sure that I'm saying things. So my grandfather cut off all of our like informative facts. Yes, right. So anything just like this guy like you never said. Yeah.

So my grandfather, my Sicilian grandfather is probably one of the most alpha men you'll ever meet in your entire life. Like he is so alpha, it's ridiculous. Like just standing next to him, your testosterone levels have to rise to be in his presence. This man, without fail, has never not cried at any event that any of his grandchildren are at. Any of them, he's always in the back and you always see him, he's sitting there

and he's just like this hardcore. Like I said, old school succumbing man, he'll sit there and then he'll grab his glasses, he'll wear glasses, he grabs his glasses, he lifts him up, he puts his eye, his finger underneath his eye, kind of wipe away the cage. And he cusses because he gets so bad that he does. He cries like a man. Because he gets angry.

He goes, God damn it son of a... In English, he's fighting it. In English too. God damn it son of a bitch. Son of a son of a bitch. Oh, he's happening. God damn it, fuck. Fuck it.

He's Christ. He's here bullshit. Well he's crying because his grand daughter is doing a recital to like 10 of us. God damn fuck. Fuck. What is Christ? Dear bullshit. What is crying? Because his grand daughter is doing a recital to like 10 of us. Yeah, every time. That's the thing about these like real like hardcore testosterone guys. Like there's a soft spot in there, dude. I know there's a soft spot in my grandpa's the same way.

He's just like totally, you know, super alpha dude, like, you know, just like always like punching me and, you know, we would put because I would punch him first, of course, you put your grandfather. Dude, he was a strong dude. He's the play for LSU. Oh really? Yeah, he was a badass. And he, he's the one that first gave me a cigar and we smoked a cigar. No way. So yeah, my parents never even found that. You were seven.

Yeah, I was really young, dude. We went to the pool hall with him. Watching that was a whiskey boy. I was saying, but like he was that guy, like every now and then I catch him. I was like, go, go, go, go, go, go, go, go, go, go, go, go, go, go, go, go, go, go, yeah, yeah, that's my grandfather. He was fighting it. I had this client.

What was his name? Jim, I can't say his name is last name. But anyway, he used to be a boxer back in the day. So you can do that, I can't. Because I'm not talking about a legal shit. Okay, that's good point. Yeah. Adam's like, hey, hey, this,

hey, what time I stole a car with my friend, John Smith, it's like, bro, I gotta show people the bus. So I could trace this. Yeah. So I got this client, Jim, he's in his mid 70s when I trained him and he used to be a boxer back in the day. And back in those days, boxing was different than it is now.

Like back then, you boxed for 15 rounds or longer. Oh my God. The ref didn't stop the fight. Just bloody endurance. Yes. The ref didn't stop the fight until you basically died. Like now they stopped the fight if you can't really defend. Back then, like, the guy would beat you till a pulp.

And if you're still on your feet, then maybe they'll stop it. Maybe not. So he blocks during that time. So he was just tough old guy. And he had these like, there's these heavy hands. I mean, you could tell this guy could clobber you. Anyhow, one day I wasn't training him. And I went next door to the grocery store. And this dude used to love to fuck with me and he'd hit me in my arm and I swore to God the 70-something-year-old man would hit me with his aunt with his hand and I swore to God he wasn't trying to hit me hard He just that's just how he hit and it was always painful like he hit me and I'm like god damn like I like solid

Like I can't I can't imagine a hard you hit back in the day because that hurts So I'm in the I'm in the grocery store and I don't remember what I was doing. I was looking at something and he open-handed, hits me in the back of the head to catch me off guard. And I swore to God I saw stars. He hit me and I'm like, I'm going from, and I turn around. He's like, always keep your guard up and then he walks away. You can tell when you,

my life lessons. Yeah, what did you do? You can tell when you meet people. Yes, sir, day before yesterday, we had a guy. I just met him first time, Dave, and introduced him to mind pumps. So if he's listening, shout out to you, Dave. But when I shook his hand, dude,

some people, they've got these fucking paws, dude. And you could just feel how... Just go see, you know, like just feel how... Just a meaty hand. I'm not a small guy, you know what I'm saying? So when I get another man's hand that I feel like just swallows mine, I'm like, Jesus Christ. You could just imagine getting punched by someone like that.

Oh, did nothing. And that's where we talk about genetics playing such a huge role. Right? Somebody brought up a question on the forum that I had mentioned on the podcast that when I see, you know, I can look at someone's physique and just tell if they have a champion, men's physique or bodybuilding type physique way before they even compete, you can just see it or just want to bang them and people are asking what what is it that you can see or what how can you tell that I'm like well I mean there's so many things there is lots of things probably number one though is just this natural symmetry right you can just some people have these genetics where they're I mean they already have chest they have a shoulders they have back and it's all pretty symmetrical. That's a very small percentage. The rest of us have huge lagging body parts.

It's like, man, I've got these great shoulders, but I have no chest or my back super weak and I have no calves. That's most people, but some people, everything's really even and symmetrical. So it's a lot easier to build a champion type physical. Yeah, but training goes a long way. I mean, you guys, I'm sure you guys, because I have a lot of blue collar workers in my family and a lot of them did it, you know,

back in the day in Sicily, you know, and they started working like my dad. My dad started a hard labor, you know, eight years old. Eight and nine years old, he was working with the men and he would actually bring a little bit of money home and give it to his mom. And whenever you like shake these men's hands, who are now in their 50s, 60s and 70s,

you could almost feel like they absorb the cement they worked with or something. It's like, wow, that's a... Gritten, rock hard granite. Yeah, I immediately feel like a massive pussy. Like, what, you know what I mean? It's like, oh, you lift weights, that's nice. That must be nice to do that.

I used to punch rocks on my hands. Because we couldn't afford a hammer. You know what I mean? Crazy shit like that. We complain. I've been getting a lot of messages. I don't know if you guys are getting these messages, too. I've been getting a lot, I'd probably

four in the last week of personal trainers asking us to please do an episode on sales skills and how to build their business through better presentation skills. Have you guys got any messages like that? I've not seen it. Not that specific, but most people. What are they saying to you? Well, they're not just saying they're asking for presentation

that is like, I wish you guys would go over more sales stuff. Yeah, more sales techniques. Because I'm not just trainers. I've had people that just are in sales positions and respect what we've kind of done in our career in that realm. We know that we've talked a little bit about it. I've had people compliment to, hey, you know, I've heard this, you guys already done an

episode or two on it and it was great information. I would love more if you guys would talk more about it. Which I'm cool with that. I don't want to detour our normal listeners that just want purely fitness information because I think sales is a- Well, sales sales is really another word for communication. I was just gonna say that.

As you say that a lot and I think that's a very good point for people understand. So I think that once you understand that, like let's say you have nothing to do with sales, but learning that that that effective communication is that right there it translates into so many things in life like relationships. I mean, if you're at all ever thinking about getting married or you are married, understanding

how to effectively communicate is fucking huge. Yeah, and it has nothing to do with trickery or fooling someone manipulating like people feel or think it is. No, I'm sorry. An effective communicator doesn't do those things. An effective communicator, all they're able to do is transfer their feeling and emotion and understanding to the other person. And unfortunately, we can't connect our brains together with a wire.

But what we can do is use language. Yeah. And right. But we can use language use language. Yeah. And, right. But we can use language and using language, both verbal and nonverbal language, effectively will allow you to transfer what you're feeling, how you're feeling, and what you're trying to, you know, to say. Think about it this way.

How many times have you gotten an argument with someone or an debate with someone, and they simply just don't see your point of view. They just don't understand your point of view. Imagine if you could convey what you're feeling to that person. Here's what would happen. Maybe they would agree with you. Maybe they wouldn't, but they would understand you. There's a difference there. You know, I see people, especially right now, we get the political season going on and people

debate politics all the time. And where people fail is they fail whenever they're trying to debate someone, they fail at conveying their point of view and they fail at having the other person understand them. So it just becomes a fight rather than, okay, my point of view is different than yours, but I understand where you're coming from. That's what effective communication is.

And sale skills is that. That's what it is. And there's equal parts between the parties because if the person comes into the the process of it just with presentation mode, they're going to run right over and they might misread the communication that's being thrown right back. So meanwhile, this presentation is happening, there has to be a receptive quality to it where I'm responding to their body language now and I'm adjusting when I'm presenting based off of, you know, either it's body language,

like you mentioned, or it's verbal language that they're feeding back. Because one of the first lessons I learned in sales, when I started in fitness, selling came very easily to me because I'm a very passionate person. I tend to speak with conviction. I get excited about things. And so I did very well right off the bat, but that doesn't mean I don't learn

as I continued along with the process. And one of the first things I'd learn, because I can communicate a million times more effectively now than I could when I first started. Probably even compared to three years ago. Compared to last year. Yeah. But one of the first lessons I learned was this, selling is not telling.

Okay. Let that sink in. A lot of times people think selling is, if I'm selling, you know, Adam a product or I'm communicating to Adam my point of view, it's not me talking the whole time. You know, you can get away with that a little bit if you're really good and you're really charismatic and you've got this natural ability, but you're only going to go so far. Selling really is about listening. That's so much more effective.

It's about asking questions and allowing that person to talk to you so you can understand where they're coming from. When I finally learned that, and it was probably, took me a year to really learn that, it took me to a whole nother level in terms of being able to sell, you know, training or memberships or train my sales staff. Because up until that point,

I was very effective at sales, but one of two things would either happen. Either A, a person would buy for me, and it was pretty frequent that that would happen, or B, I'd blow them so far out of the water that they'd walk out and never want to come back. Yeah, let's talk about why that's so challenging. Why is that so challenging for people to do that?

I did it. Did you see the post I did the other day, the Margaret Thatcher quote? No, I love her. I love her. I fucking love her. Yeah, Margaret Thatcher's one of her favorite. I fucking love her shit. So she said, I'm extraordinary patient provided

I get my own way in the end. And I'm sure most people thought of that and they're like, oh, that's like, you know, I'm so stubborn that I'll wait till I get, no, no, it's about patients and understanding that what your desired outcome is. And I think that when people get into a conversation, you could, this carries over to a basic conversation with a relationship where you were trying to get your

point across or this can happen in sales. And people react emotionally. And when someone tells you no, or they say something you don't like, or they say something you weren't ready for, people, something happens to them, and they react. And this is like rule number one. Yeah, or shut down, right, or get frustrated,

or show that they're frustrated in their face, their expression, or their demeanor, right? So learning to be patient when communicating is so, so important. You go into that conversation, you go into that sales presentation, whatever is with this desired outcome of, this is what I want to accomplish from this. I want this person to either one purchases for me or your other desired outcome, if this was just a conversation,

is I want this person to understand my point of view or where I'm coming from. So if that's true, then everything that you do leading up to that is so important to that. And when they say things that throw you off, like, oh, no, I don't need that or I don't want that, getting hung up on that right there is where people get fucked up. Is everybody can sell somebody who comes in and says, oh, I want this or oh yes, yes

and I'm not going to go on. And you see right there, like that's where a lot of these programs for how to sell better. Like they're trying to get you to learn how to overcome objections. And it really, it is a lot of what you're describing. It's just being patient to talk your way through that obstacle. It is, and asking questions directs a conversation. If you want to take a conversation somewhere, the only way to do it effectively is to ask a question.

Here's an example, Justin, what's your favorite color? Green. Now we're talking about colors. All I did was ask him his favorite color, he answered, and now we could talk about colors all day long. And so if you're having a conversation with a potential customer and you're a trainer, for example, start asking them questions. You ask the questions, they'll start talking about, you know, they'll give you the answers,

and now you can direct where it's going to go. For example, if I'm talking to Mrs. Johnson and we're gonna talk about personal training, a question I may ask is, how many days a week do you think you could dedicate on a consistent basis? Like you know, you could do this for long term. How many days can you dedicate to exercise here in the gym for let's say an hour?

Now, she's gonna tell me how many days a week, and it might be one day a week, it might be three days a week. I'll confirm it after she answers me. So she says, three days a week, and I'll say, are you sure now, so three days a week for one hour, a hundred percent, you know you can commit to that, and you feel like that's something you can do the long term. And she'll say yes, now,

what I've done with that is two things. Number one, I've got her in the mindset of committing to exercise. Number one, because she's telling me how many days of age she can commit to. Number two, I've overcome one of the biggest objections you'll ever get in fitness, which is, I don't know if I'm gonna have the time to be consistent.

I don't know if I can be, you know, if I can keep this up long term, because she's already answered that question. One thing you want to keep in mind and realize is everything that I say, everything that I say to somebody can be either true or false. The person that determines whether or not it's true or false

is the person I'm talking to. I can say this is the best pizza ever and they'll determine whether or not my statement is true or whether or not it's false. But whatever they say is always true to them, always. So if I ask them, how many days a week do you think you can commit to working out in the gym on a consistent basis? And she says two days a week, that is a true statement.

It's such a good point. Yeah. And I want to stop you there because I think there's a moment right there where people have a tendency to the part where you mentioned before, it's tough to wanna tell you now. You say that and then I tell you that, oh, you need to do this or we want you to do this. They're trying to be prescriptive

but they're not listening to the feedback. Exactly. You use an example that's, I think you should use more of an extreme example because it does happen and so it's as well. I'm just so busy, I maybe have one day I can get in the gym. You know, that's all, I mean, I so busy, I maybe have one day I can get in the gym. You know, that's all I mean, I got kids, I got this

and maybe I can commit to one. Right. So often I've seen trainers hear that and then go like, well, you know, you need to come in three times a week. They're trying to sell the wrong thing. Exactly. That person has committed to one day a week.

Your job now is to figure out a way or to to sell them or to communicate to them how you can help them one day a week because they've just told you a true statement. And if I sit there now, the person's just told me I can definitely commit to one day a week. And now I'm going to turn the conversation into no, you need to work out three days a week. The odds of that person hiring me as a trainer are, I've actually decreased tremendously. Tremendously. Tremendously. But if I take that one day a week and I say, John, I'm glad you gave me that honest answer. The one day is weak isn't a lot.

However, it's one day more than you're currently doing now. And here's how we can design a program to get you some results one day a week. Stop that again. Okay. So you just said something that's beautiful, okay, that people don't understand how to do this either, which is in a sense what they just said, it's not what you want to hear. I'm trying to sell you three to four times a week,

you know, for the next six months, in my head as a personal trainer, I want lots of commitment, I want you serious. Sure. You want the perfect plan. Yeah, right. And you say something to me, and in my head, emotionally, my body,

you can't show this in your body language, right? You can't show that, oh, great. I got this guy who's one time a week. One time a week. Instead, what Sal did, and I do the exact same thing, which I take something like that, that which in their mind, they know they're saying this to the trainer. They're thinking already they know that that's not ideal.

They know that they're not stupid. So if you play into that, you're only going to make that situation worse. Instead, surprise them, be like, oh, man, that is awesome. That you can commit to one day a week right now. It's a perfect start. So you're excited. And you're not lying. No, you're yes. Because you don't know their situation. Yeah, they weren't doing anything before. You later down the road, you can commit them to two to three to four times a week. Right now you work with what they give you and you're excited to work with what they give you and you need to portray that and give that energy off to them. If you do that, you'll get them excited about it.

But what they're expecting from a trainer, which has probably happened to them before, is when they say a statement like that, the train goes like, oh, oh, really? Like you couldn't do another day or they keep, they're trying to push more days or they're trying to get them to commit more when they've already told you. This is all I got. Your job is a training. And this is the part where you have to learn how to mold.

Like you have a boss who tells you, you know, this is ideal or even maps. Our maps program is designed three times a week. So I do, I would want my person working out three times a week if they're gonna follow my program. Well, what if I can't? What if they only go one day? Am I gonna be all bummed about that

or am I gonna try and convince them they need to come three? No, what I'm gonna do is I'm gonna be excited that I can, I'm gonna help you with that one day a week and I want you to feel that for me. So that's what you just did and you did it really fast and nonchalant but I wanted to pause and tell everybody like,

there's an art to that. There's an art to you portraying that and doing that as well. This was something that I felt like when I was coming up there in sales, I, there was, I mean, there's tons of books, there's tons of great people I've been around, but what I was able to do was I was able to listen to somebody who presented really well and I was able to see all those little things. And I don't know if that was just a natural gift or what, but when someone talks like that, I can see that. I can see like, because I know inside emotionally how I'd be reacting and feeling and to see that person do that,

I'm like, wow, I wonder if he knows what he just did. I wonder if Sal knows what he really just did, or that's just a natural gift that he has, because what he did, it was so powerful because he shifted the emotional feeling that it is opposite because what he did, it was so powerful because he shifted the emotional feeling that it is opposite of what most people would have done. That's very, very clear. Right. Well, you got to remember this. If you're, again, Adam talked about, you know, thinking about the desired outcome, what

you don't want to do is you don't want to create your own, you don't want to create obstacles, you don't want to create objections. And if I'm want to create obstacles. You don't want to create objections. And if I'm listening to this person tell me that they can only come once a week and my ideal client comes three days a week, I can completely create an objection by telling them they have to work out three days a week. Now I've created this objection and their objection now is I can't do what you're telling me so I can only do once a week. So now we're going to sit here and battle about that.

But let me give you another example of when people create their obstacles when they're trying to communicate or to sell something. Let's say I'm giving this person a tour of my gym or I'm showing them around and we're looking at things. And the person tells me, man, it's packed in here. Now I can turn that into objection by arguing with them about that or by trying to- Right, go on. Oh, it's just, oh, it's just busy right now or like-

It's only busy, like first of all, don't assume, don't never, never assume the person you're talking to is an idiot because it is packed. You are walking through a busy gym and if I sit there and say to them, well, don't forget what they say is true and what you say may be true or false. So I could say to them, oh, it's extremely busy tonight

but that's totally unlikely. It's not like this normally. Normally it's really slow. I've just created this, I've taken the conversation to something that I didn't need to do and create this objection and this obstacle that really isn't there. Instead, all I need to do is say, or or not even get excited, that's one way to do it. What I do is I would agree with them, like yeah, it is packed and we're done. Yeah, like that part of the conversation. Yeah, it's over I see I would take that I would say man

It is packed this is one of the reasons why I love what I do look at all the people in here that are working towards their goal I love that feeling energy Really energy of all these people heading towards their goals like that Imagine I would never want to walk into a gym that was dead and no one in there because it would be so unmotivated. This totally motivates me. Here in those treadmills going, the feet stomping, people excited to get on the next, you know what I'm saying?

And don't forget, and you can use analogies that people will understand because people who never really worked out in gyms, they see a crowded gym into them. It looks like intimidating. But everybody can relate to the restaurant that you walk in six, six, seven o'clock at night when people are having dinner,

you walk into a restaurant and there's no one in there. Immediately you think to yourself, what? The food's probably shit. Like this, I don't know if I wanna eat here. Now you walk into a restaurant and it's fucking happening. You're immediately thinking to yourself, like this is probably a good place to eat. It's probably good food.

And so I've used that analogy in the past and that's only when it's become an objection, by the way. Only when I say, yeah, it is pretty packed. And then they say, I don't know if I like to work out in a really busy gym. And I'm like, well, that's kind of like restaurants. One of the reasons why we're really busy is it's a great place to work out. But finding a way to follow your program or work out is never a problem.

And then we move on. But see, here's the thing. Like we just talked about how sales is communication. This is an effective tool when you're arguing with your wife or your husband or you're talking to somebody, like let's say you're arguing with your spouse about, you know, money or, you know, who has to pick up the kids and you know, she says to you, you know what,

you need to pick up the kids tomorrow and you're like, well I can't because I gotta work late. And then she says to you, you know, you were a jerk the way And you're like, well, I can't, because I got to work late. And then she says to you, you were a jerk the way you said that to me. Now, we could sit there and argue about how I said it, or I could say, you're right, I'm sorry, I mean to say it that way.

And we've moved on to the real subject, which is who's gonna pick up the kids tomorrow. I'm not trying to create obstacles. I'm trying to move through those obstacles so we can get to the core of the conversation. And when you're in sales, the core of the conversation and when you're in sales the core of the conversation is Are you or will you buy my product or my services? That's what I care about right now

I all I care about is and in sales is a famous line All that matters is to get them to sign on the line that is dotted and I know some of you listening are going Oh, that's harsh and that sounds so but But the reality is, the reason why you're talking to this potential customer is you want them to either buy your services or hire you so that you can do what you're supposed to do. Your job is to do what? Train them, get them in shape and help them.

So get all those other obstacles out of the way and don't produce those obstacles yourself. The other thing I'd like, I wanna touch on, is a very effective,verbal, you know, form of communication, because a lot of people, I don't think a lot of people realize that most of communication is actually nonverbal. I know, I think experts say something like 70% of your communication is not the words, but actually how you say them and how you move. Well, one thing that I remember from just going through, I took some business courses when

I was in college and I really liked this professor's mentality. For any time we presented as a group, like you'd have a leader and they would present something or if it was in front of the class, you present something, you were a suit. And it was something that was like simple, but just feeling that you were all put together and you're presenting it. People respond so much more like in a different way than they would if you were just up there, with your hair all fucked up

and you're just wearing casual clothes and all that. It commands authority. It's funny you say that. When I, when managing, so managing gyms, we had a uniform that we had to wear. Or in the early days of managing these gyms, the policy on how you wore your uniform was much looser. Later on, they said you had to tuck your shirt in, you had to do whatever. But before it was kind of loose and you know, you're in a gym so everybody thinks it's kind of a loose atmosphere.

I made every single one of my trainers tuck their shirts in and they had... Let me tell you something. I got pushed back from a lot of these trainers. But and because a lot of them were like, it looks nerdy. I don't tuck my shirt in, isn't it? It makes a big difference. Like when someone's looking to hire you and you look very, you look like you, you, you, you find you look nerdy, but you look like you take that shit seriously, makes a big difference. Yeah. But some of the other nonverbal cues, here's an easy one, mirror the person you're talking to. That is a very effective communication tool is to mirror them. And what does that mean? Well, that's everything. If the person speaking to you is super loud and boystrous,

then you might want to bring yours up a little bit. Match them a little bit. If they're a little more quiet and slow, then you don't want to be the loud boystrose person. You want to bring your level down a little bit. If you're sitting at a desk with them and they're sitting back and kind of relaxed, then you be a little sit back.

If they are in your face and then you match them a little bit. And the science behind this is established that people will listen to or understand people who are more like them than people who are less like them. So it's just something to just take note of when you're walking with someone through the jam or you're talking to somebody about. Well, listen to you say that stuff too, because I'm thinking in my head, I want to be able to give people like some books that, you know, that I read that I came across to that's

helped in specific areas that we're talking about. And you know what, the more I think about it, I can't think of a lot of just pure sales books that I read. Like, I remember a book I like called Sway, that was cool. I remember the Tom, did you ever take the Tom Hopkins course that they made us take at 24? I don't think I did actually.

Yeah, they had this like mastering the art of membership sales course that we took. Maybe I did do that actually. Did you? Yeah, I think it was the whole last. It was called, what was it called? It was a title, there was a name. I think it was mastering the art of membership sales.

And then he did like the, he did the old school tie down and overcoming objections and he had this formula that he did. I've had more, I think I've, I think things that books that I've read it with leadership, neuro-linguistics, winning with Jack Welch with understanding how to be candid. Like things like that, I think those things impacted my sales more than anything else.

So like, understanding like winning with Jack Welch is like a big part of his book is learning how to be candid, is just being straightforward with people, not being afraid to say exactly how it is versus, you know, kind of pussy foot and around with stuff. So I really, I took a lot from that. The neuro-winglistics is understand we talked a little bit about body language and people's their eyes when you're talking to them and you're mirroring them, you're talking about that. A lot of that type of stuff is in there.

That's a really good book for that. That's huge. If you have somebody who, when you're talking to them in a presentation, they sit up, they're intensely listening. You intensify the way you're delivering it to them. They're sitting back casual and they're laid back with their foot up and stuff. You're casual the way you talk to them. So I think that's a very good tip

and that's not something you're gonna find in a sales book. That's just effective communicating like we've talked about. I think that a lot of it too is practice. Is taking. Oh, come on man, that's all of it. Yeah, you have to, and I would probably say that I'm probably weak sauce right now,

just because I mean, I used to do that every single day of my life for hours a day is teaching this or talking to clients, trying to sell them on training, where we don't really have to do that. We haven't done that in a very long time. If you probably asked me to go sit in a gym, it probably take me a few rounds to knock the dust off and get back to that.

So, you know, there, and as long as I've been doing it and all the tools That would all the books and everything that we've read and been through Even myself I think that if I were to be put in that setting again if you drop me into a gym You know it would probably take me about a week or two to get back in the swing of things get some people in front of me And remember what these objections are them. There's a cadence Yeah, all these things. Yeah, I, I noticed that like it took a lot of work for me in the beginning, especially, but then I got better. And then there came a point where

I was good with clientele, like I was like, I'm set. And I was like, I don't really necessarily need to bring anybody new on, but now somebody new is coming in and I have to repeat the process. And you feel it when you haven't been practicing it. And so, yeah, people, I used to give my trainers and sales guys goals, not for how many sales they got, they would have those goals as obvious, but for how many presentations they would make, I would tell my trainers, your goal today is to talk to

and present to 10 people about personal training. That's a great leadership tip for somebody, is focusing on those things. Yeah, focus on the things that you want. Most leaders are, I shouldn't even call it a man. Oh, they push the results not to pass. Yeah, exactly. Oh, you need to close or you need to sell $300 by today

or this week you're behind in sales, you need to do this. Like, that's so intimidating for the average sales person to hear, like, no, you just for the average sales person to hear. No, you just, I know that if you talk to 10 people, out of those 10 people, five of them are going to listen, out of those five that listen, two of them are going to purchase something and an average dollar amount of money. Yeah, it always amounts to what can you do.

I could go talk to a member. I could call somebody up. If you have the resources for it, which was a great resource to find these memberships where they gave out a couple of these free sessions, you have these backlogs, and then you just go through and you call them. It's the constant effort you're placing with communicating with the sales guys and trying to create a relationship there.

So they know that you're the go-to guy, just being around constantly and being available and friendly with your front desk person, with your managers, like you're just the reliable guy or girl that people recognize in the gym and will respond to. Well, here's the thing, I think people, for whatever reason, when it comes to sales, I encounter this all the time.

When it comes to sales, people assume that you either have it or you don't. Like, I get the whole like, oh, I'm not that kind of person. I can't go talk to people. That's not, oh, my friend, he's, oh, he would be good in sales because he just can talk to anybody.

Sales, is there natural ability that will influence how well you do? Of course, there's natural ability in anything you do. I don't care if it's physical, mental, or verbal, or whatever, but is it a skill? You better fucking believe it. It is a skill. So if you're like, hey, I'm not one of those people,

you've already assumed and you've sold yourself that you're just never gonna learn, that you're never gonna get better. And that's a massive mistake. Oh, for sure. What do you think you will? You're just never gonna learn, that you're never gonna get better. And that's a massive mistake. Oh, for sure. What do you think you will, you're probably right. Yeah, exactly.

So it's a skill, so practice it. And you'll get better as you continue practice. I promise you, I have turned, and this is not me, you know, tooting my own horn, okay? This is just evidence, this is evidence of what I'm talking about. I have turned some of the shittiest sales people into very strong performers within large

companies that I've worked for, simply by practicing and training and learning that skill. I was so good at doing that, and I had many, many teams where we succeeded very, very well, and I didn't have any superstars. I just had a lot of people who just practiced their skill and got, you know, pretty good at it because they practiced. So it's a skill like anything. Practice it. And the way you practice it is you go out and you do it. You got to go out and present and present and present and get a lot of people saying no to you and fuck up a million times. And I promise you, over time, within that day, actually, you'll find yourself getting better and better.

Here's something too that just popped in my head that I haven't never brought up on the show before. And, but it's, this was, this is something very simple, very small, but it's actually quite effective. I'll ask Adam this question. Is it easier to sell someone something standing up or sitting down behind a desk with them? Oh, standing up.

You think standing up is easier for you? Yeah. So standing face to face versus sitting down? Oh, well, yeah, absolutely. Yeah, because I'm very animated with it. So you need to figure that out for yourself. That's my point. Yeah.

My point is figure out if you can, are you better talking standing or are you better sitting down with a customer in front of you? Once you figure that out, that's where you end up. So if you're like Adam and you like standing, then you're there, then go for it. Personally for me, if I could take them down to my desk and we can sit down, my odds would always dramatically increase because that's the down. Well, let's be honest, that totally, that's so you and I,

you know, you talk about the way you are and the way you speak versus how I speak. A lot of me is energy and I transfer that to my club. That's what I was good at. I was good at getting you excited about something. I would love to take somebody back and I would do an assessment with them and I'd be walking around them and pointing out all of the things on their body and like, oh, I'm going to do this

and I'm going to do that with you. And transferring that energy was something I was really good at doing. Could I sell something down, of course, but that wasn't my strength. And I can see you being the opposite because you're not somebody who's like I am where you speak all loud like that. And you're right. No, if I'm speaking to a group, I want to stand. But if I'm talking to somebody, one of the best, one of the most effective things I ever

did for myself was I would do our assessment, and then we'd go back, and it's okay, let's go back and talk about what we just saw, and then we'd talk about the programs, and we would sit down and slow it down, and now we're talking about getting you to hire me. How about also techniques as far as like, you know, tie downs, assumption, alternate advance,

like these are all different types of closing. So I love using an assumption close. You guys, we just did an episode or did a Q&A, I think a couple days ago, that aired. And when it aired, one of the questions was asked, how to pick up on girls. And one of the things that I said I would do is I would walk over and I would just, you know, it's Friday or Saturday better for you. That's actually called an assumption close. I'm assuming you want to go out with me already. It's whether it's Friday or Saturday.

The same thing works in a sales presentation. That's where that came from for me. It's like, I learned how to speak to girls while I was learning how to sell personal training to people. And when you walk up to, when you're talking to a member or a guest and you're talking about getting personal training. When GM was pregnant. When you talk to them, you just assume that we're going to be training together.

You're sitting down listening to me. We're talking about fitness. I'm a trainer. You need help. I'm just an assumed that we are going to work so hard. Tell me, I talk about like, so what we're going to do. So what we're going to do with your program, the very first week, we're going to focus on this. And then what we're going to do is I talk as if we are going to do this. And if you continue the entire. That's very powerful.

Very powerful. But especially if you've been talking to them for an hour, if you've been talking to them hour about all this stuff we're going to be doing together, and you haven't even talked about price, you haven't talked about money, you haven't tried to sell anything. You've just talked about what we're going to do.

It's amazing how that just is a natural flow from there. Like now it's just a matter of how long did you want to do that with me for, or did you want to just start with the first half of that, or would you like to pay for all that in full, or, you know, that's what you want to get to, right? You want to get to the point where that's just the option. Well, it displays number one, it displays confidence.

If I'm talking to a trainer and I'm thinking about working out with them, and they're already telling me what the program's gonna look like, I'm feeling pretty confident in this trainer, like, okay, this person knows what they want to do with me and I have their painting the picture and I think this is gonna work. Another example, we talked about the guy or girl who said they can only work out once a week. Now that they've said that, at the end, like it's, okay, cool, you said you can work out once a week, which day, which day we're gonna start.

I'm assuming like we're getting started. We're gonna do this and people, especially in fitness, they need that. They need that because the motivation to start is, here's the thing, think about it this way. The hardest step that that person has taken towards their fitness goals was to get in that door, or what?

It was just to walk in the door. You have no idea how many times that person has thought about walking into that gym. And sometimes they'll tell you, sometimes that's not a bad question. No, that's a great one. That's a great, how long have you been thinking about this? That's a great commitment question right out the gate. And you want to talk about getting someone emotionally body in and getting those juices flown is right when you first start say, you know, I know you want to talk about your

goals. I know you want to talk about all the things you wanna work on, but let's first talk about the psychological part. Like, I, as a trainer, I wanna help you all the way around, it's not just your fitness, but to me that's the easy part, but it all starts up here, you know,

and I'll point to my brain, you know, it's all here first, and, you know, tell me like, how long have you been thinking about, you know, what we're talking about right now? How long have you been thinking about losing that 30 pounds what we're talking about right now? How long have you been thinking about losing that 30 pounds? How long is this, and what was different this morning? What was different this morning that you said, I'm fucking walking through that door. I'm gonna change something and make a difference.

I wanna know. Let's break that down. Let's get into that. Let's get into that. Let's break down what just happened. So what Adam just did by asking them, how long you've been thinking about it, and what was different about today, that person has now done,

is they've now committed to starting now. They didn't realize it at first, but once they're telling Adam, like Adam said, what happened differently this morning? What made you finally decide to come talk to a trainer today? They're gonna now give you all the reasons why they're starting today. Yeah, and why they've struggled in the past. Why they've struggled in the past, and why they're not struggling now, you all the reasons why they're starting today. Yeah. And why they've struggled in the past.

Why they've struggled in the past and why they're not struggling now and why they finally made the decision. And that's a close question. That's actually, that's actually a question that is a, that's a small yes, that's going to lead to the big yes, which is them, you know, hiring you and getting your product. It also gives you the opportunity to, it's like for play, to revisit that when you do finally get to your closing presentation. If an objection ever come out right? And let's say, for example, that that person says,

I gotta think about it. It's been two years after I had my child, I had a 30 extra pounds, then I got a new job, then my husband got injured, so I had to pick up an extra job and they have all this stuff that right there telling you all their things. This is very real, so normally what happens? They got all this stuff that's going on for reasons why they haven't got to themselves, right? And you could a lot of times people get emotional when they're sharing all that. Oh, and it's been wearing on me

And I finally this morning I said that's it, you know, it's time that I take care of myself So what I will do after I hear something like that. I will commend them for being here You know what? What's awesome is what you just did is the hardest part. You fucking walk through that door today. You'd spend two years, you've had all, and here's the thing, you know what's crazy? And I get this a lot, especially with my, my moms, my dad's, husband's wife's, is they tend to put everybody else as a priority above themselves. They've got kids, they've got house, they've got a job, they've got family, they've got

friends, they, and where do they fall? They're like nine, like nine or 10 on the list of like, and when you really think about that, how good are you to all those other things? If you're not, you're not mentally there, you're not physically there, your health isn't there. Like how important really are those things if you're not here or you're not here healthy

or you don't feel good, like think about that and then think about how much all those things are enhanced when you do feel good and when you are where you want to be. So what I want to do today is I want to make sure that, you know, you bit, you did the hardest thing was walk to that door. I want to make sure that I help you with this commitment the rest of way. So literally today, all we need to figure out is exactly what it's going to take to get you there.

And I'm tell you right now, I'm going to make sure of that. I'm going to help you with all, I'm going to make sure of that. I'm going to help you. We call this the Adam Rob the Shoulders Technique. The Rob. Yeah. But again, he is just through that conversation. He's displaying confidence in what he's doing. And no client is ever going to hire,

or no customer is ever going to hire a trainer that doesn't seem confident in helping that person achieve their goal with the parameters that the client has set forth with I can only work out once a week or I can only work out twice a week or I've got this injury or I have no motivation because now I'm listening to Adam

and I'm thinking to myself, this guy seems really confident that he can help me after I've told him I can only work out once a week or after I've told him that I've thought about this for 10 years. I think this might be someone I'm gonna place my trust into. And don't be afraid, don't be afraid to ask them to trust you. You don't be afraid to tell them that you will earn their trust.

You know, one of the most powerful lines I ever used on someone I have said to someone is I'd say, listen, I'm gonna ask you this one time to trust me, and I promise you, I'll never have to ask you again. Now, that comes across very powerful to the person listening, especially in fitness, because people in fitness, or people who are looking to become fit, that is the big fear.

The big fear that they have is, I'm gonna get started, and I'm gonna stop, or I'm gonna get started, and it's gonna be like the last time I did it where I had to work out a ton. I barely got any results and then I couldn't keep it up and I felt crappy. But if I'm talking to somebody and I'm looking at them, I'm listening to them and boy, they have conviction, they're confident, they're showing me what it's gonna look like.

And oh wow, it's all in the time frame and scale that I said that I can commit to. Well, now I feel like this is possible. I think this is something I can do. Well, it's important to note too that not one time has South came out and said anything nerdy either. It doesn't, a lot of times trainers feel insecure because they don't have enough fitness knowledge yet.

We haven't said anything scientific. We haven't made any scientific points right now. That's just, that just sharpens the clothes. You know what I'm saying? That just takes a little bit of a whole other level when you can start to sprinkle all that in there and bits of knowledge and information. But really, it's just that ability to communicate that

and most people are hard. They just, they need that motivation. They need that extra push. They need somebody that they can trust in. They'll be there. Yes. You want to meet their needs first. Yes.

That's your mentality. And you can meet them where they are. You can do all this. And this is why, you know, I'm sure this is why when Sal was you know what 19 when he started I was 20 Why we had success even before we had the knowledge and experience So we had now is because we were able to communicate like that We didn't have all the science. We didn't have all the knowledge We didn't have all the experience, but we did have this piece this passion

We did care about our people. We did have this ability to communicate that later on, all the other shit came to, no, now it's really powerful. Now, we don't even have to go in, now you have this confidence about yourself because you've already proven for so many years and most of your shit that comes your way as referrals, but at the beginning, you just can't be afraid to put yourself out there. No, and I don't want to be very clear too, like to those you listening who are not in a job for sales or whatever or hearing this and thinking, oh, this is how sales people just want to sell you stuff.

No, here's a deal. You will never be a successful or truly successful salesperson if you do not truly believe in your product. That is 100% step one. The true and real confidence and conviction comes from me knowing that I am going to deliver. I am not going to promise or say shit that I can't do more than or I can't over deliver. If I tell you, you know, we can lose about a half a pound a week. I know I can probably get you to do one one and a half pounds a week because I want to

over deliver. So that's rule number one. You need to believe in what you're talking about, what you're selling, what you're talking, your product, your services, because you need to over-deliver, because the other thing is a trainer is this, the selling doesn't stop once the person hires you.

The selling continues, as long as that person is your client. Well, even now, in this day and age, authenticity is such a humongous factor because of the, you know, access to information. And so I honestly would suggest you steer a little bit more away from like bombarding them with information about like the process and how smart you are because of whatever

served or, you know, they're able to do a lot of research themselves with the internet and I'm sure they do some of it now more so than they did in the past. But really, it's meeting them for what they wanna achieve and then making them feel comfortable with that process and believing that you believe in this process that you're presenting. It's so funny, I had a client years ago come to me. She was a teacher and she taught at a university and one of her students had referred her to me

because she was telling this story about her encounter with a personal trainer. And so this woman went to a trainer. She had osteophenia, which is before osteoporosis, her doctor said, you know, lift weights. It'll help strengthen your bones. So she went to a gym, asked for the best trainer, it was some dude, she didn't assess him, sat down with him, and the dude at the end was like, don't worry, we're gonna get you so toned,

you're gonna look, you're gonna look great, you're gonna burn body fat, and he completely did not listen to what she wanted, which was, I need to get my bones stronger. Like I could give a fuck about, you know, tone muscles and looking a certain way. And so she was telling this story to her class because she ended up not hiring the trainer

and she got referred to me and she told me the story. And this is so typical. I mean, what Justin's talking about, you know, listening to what the person wants and in focusing on that, that is crucial. And this is one of the biggest mistakes people make is not doing that. You're not telling them, you don't want to focus on

what you think they want, you want to focus on what they want. And if they, if what they want is wrong, then you got to do a very good job. And what I mean by that is if the person's telling you, I just want to get beat up in the gym and you know that's the wrong thing to do. Which, that's a good point to bring up because, yeah. A lot, I mean, I know, I for sure, I know you guys have all had,

I've had a ton that hired me and they straight up say, like, I need someone to kick my ass. I'm saying, I need to get it going. I need that, you need someone to just light me up and I've seen so and so, getting this, and like, so you're gonna get that. So, that's good to point that out. Right, and you know, you wanna reframe it.

You wanna reframe it. And what I mean by reframe it is, does the person really want to come in and get beat up? Is that the goal? Is the goal to simply just get beat up in the gym? Or why do they feel like they need to get beat up? And so I'd ask them that's like, I need a trainer kick my ass and be like, well, why? What's your goal?

Oh, I want to get lean. Okay, so you want to get lean. It's not that you want to come in and just get beat up. Your goal is to get lean, right? And they say, oh, I want to get lean. Okay, so you want to get lean, it's not that you want to come in and just get beat up, your goal is to get lean, right? And they say, yes, awesome. Cause we're going to find the most effective way to do that. And it may include a lot of intense workouts, it may not,

but we're going to watch your body and see how you respond. And you may be surprised, we may figure out a way to train your body in the most efficient ways possible that takes less time and less effort and less energy. How does that sound? And I guarantee the person's going to look at you and go, that sounds awesome. Oh, yeah, I'll turn around and less effort and less energy. How does that sound? And I guarantee the person's gonna look at you and go, that sounds awesome. Oh, yeah, I'll turn around and I'll ask that person right back

that says that. I'll say, like, I'm glad you brought that up because I do get some clients that that's all they care about. They just want to get hammered in the gym. They don't really care about changing their physique or getting in better shape. They just want to get hammered in the gym. You know, explain that to me.

Are you somebody, are you wanting to lose body fat? Are you wanting to get in better shape? Or do you just want to get hammered in the gym because they're different? You know, so I'll me. Are you somebody, are you wanting to lose body fat? Are you wanting to get in better shape? Or do you just want to get hammered in the gym because they're different? You know, so I'll put it back on that. You just reframed it. Yeah.

And you know what, 99.9% actually, I don't think I've ever had anybody tell me, oh no, I don't want to get in better shape. I just want to get beat up. Yeah. And so in which case, I'd be like, cool. And the lady like that. Did you really? Oh no, I've had that.

I have, that's why it's important to ask that because I have had someone say like, I don't give a shit about my wife. I've had two ladies like that. Did you really? Oh no, I've had that. I have. That's why it's important to ask that because I have had someone say like, I don't give a shit about my way. I've had two ladies like that. Yeah. I don't give a shit about my way. I don't care about all of this. I just, for me, it's stress-leaving and I want to sweat. I want to do, okay, you know what I'm saying?

Like, that's what you want. Like, I'm here to service you. But I want to make sure that's clear. Like, it changed the title of what I am though. I am dominatrix. Exactly. Yeah. No, don't be afraid to ask though. I am dominatrix. Exactly. Yeah, no, don't be afraid to ask it.

And that's just like, Sal said, reframing that, you know. Yeah, I think in the future guys, I, you know, just putting this out there in the far future and nothing too soon, but I think I really see that there's a need in the industry for fitness professionals to learn how to build their business. One of them is presentation sales skills,

but there's a lot that goes into building your business and fitness, and there's lots of certifications you can get in courses about fitness, but there's very little to nothing in terms of teaching these people how to build their business within this industry. So I think we need to, eventually, this is something we should tackle.

I believe this is a arena world, we'll definitely. And 100% is bad to eventually this is something we should tackle. I will honoree in the world. We'll definitely. 100% because we all know that we can't we came from the the big daddy of all big daddy chains. I mean, it's the biggest in the world as far as fitness change as far as revenues and we were with it when it grew and yeah. And and you we know how terrible a lot of the sales training and all that stuff was because of the people that were teaching it weren't the most talented and it's so big, it's hard to reach your budget. So I know just within that company how much help that we could do. So there's no doubt in my mind that there's a ton of trainers out there, especially if

you're a private trainer. I mean, look, God, that's hard. If you're a private trainer and you didn't work at it, at least at a chain like that, you get some sort of structure, some sort of... It's a different animal company. Yeah, man, if you come fresh off of a kines degree and decide you're gonna just, okay, I'm gonna start being a private trainer.

I'm gonna open up my studio right away. That's a fucking monster and a half, man. That's what it is. Especially if you do it thinking because of how smart you are. Right, because that's probably, I think a lot of these trainers, they meet a trainer and they say,

like they see their success. And they're like, oh, I know more than you. Oh yeah, I know so much he's an idiot. Therefore I'm gonna be a successful trainer. Yeah, wrong. And that is so, so wrong. I mean, I would love to be able to teach all these really smart trainers

how to build their business because it will only help so many more people because there are a lot of really good communicating trainers that aren't that good. Having you seen that, there's a huge, like the best trainers I know are terrible at sales. I hate to call them out, but like I would totally be like, dude, I would love to help get you more business

because you're doing it right. Well, let's talk about, there's a huge disconnect here with this profession that it seems like it's either or. Yeah, it's either or either you are this super fit, buff like fucking dialed in guy and don't know shit about helping anybody else out, you know, and you're awesome subslinger.

Right, and then you have the super intelligent, nerdy guy who spent most of the time in the books that he did in the gym and just can't communicate that to anybody. It's like, it is rare. And I know that it's very rare because I've trained thousands of trainers underneath me. And, man, it was, when you find one, when you find that trainer who's got a nice balance of all of it, you're just like, oh, that's heaven to be. I've actually had quite a few trainers message me

and say that enrolling in our programs, the maps programs help them with their business because it helped them learn how to present things like phasing and adaptation versus recovery and had a program properly. And then that in turn gave them more confidence in presenting to their clients and customers. I would not be shocked if a nice chunk

of the amount of programs that we sell goes to trainers who are just trying to learn how to build their business through proper programming. I could totally see that. Have you guys any messages like that? Oh, yeah, we've got a lot of, I think I should- Did there be a huge audience of fitness professionals.

Well, of course you guys being the big time sales guys. See, I mean, I still get messages just on my own unique perspective of that because it was more of a struggle for me, you know, being from that end of it. Which is why I love to hear you talk about it. It's you in sales reminds me of me in Men's Fizzique. Everybody thinks like

I'm this men's physique guy. Like I did that because I wasn't good. I didn't have the natural genetics like that. I wanted to prove that, hey, I could go after something, show you that there is a skill to this. There is a there is a piece to this that you can't train them away. The same thing goes with sales, you know, maybe sell, sell and I might have came out, came out the womb communicating or feeling comfortable doing that, but it's not to say that somebody can't, I remember we've talked before about when I first met Justin, I had two trainers at the same time,

and 100% I would have thought the other kid was going to be more successful at first sight, but at that point I was still learning Justin's work ethic and he just had a work ethic that just danced circles around this kid. And that's why he excelled and continued to excel and is now would destroy him when it comes to that. So, yeah, there's a process to it. And that should be encouraging, because if it's a struggle for you, you definitely can

get better at it. And there's a method. And you guys bring up a lot of gems for people to grab onto. If you just implement these few things first, in right away, you'll see a difference. It's just the practice and it's the application. And also, if you get these kind of nuggets, you know, really hold on to that and start to use it. There's another great point right there.

So I would get, you know, we must have talked about already 10, 15 different little gyms as far as different types of closing skills and tie downs and points to make. That's a lot. I Would never take all of that and try it's like learning a golf swing. Yeah, you know, and there's nothing more annoying than if you've ever tried to swing a golf club and going with like two or three other guys at golf really well All trying to fuck and tell you, you know like oh, you got to look at the ball. Oh your elbow here. Oh your wrist Right here. It's like fucking a dude. Leave me the fuck alone. Let me just practice one thing and I've told my buddies I forget my flow shut the fuck up. I heard what you said I heard I'm picking up on all the things I'm doing wrong, but right now what I'm trying to do is perfect one of those things

Yeah, I'm trying to get really good at this part of my swing great point and then I'm gonna then I'm gonna add the next piece of That and the sale selling and communicating is very similar to that is there are so many pieces to it that That will make a great swing or a great sales presentation and communicating is very similar to that is there are so many pieces to it that will make a great swing or a great sales presentation. Don't overwhelm yourself with all the different things that we're saying right now. Find one or two things that we said that you feel like you're not doing and implement it and become a master at that and then add the next one. And the way you do that is through practice.

100%. Listen, if you like Mind Pump, leave us a five star rating review on iTunes. If your review is one of the best ones and we pick it, you will win a free t-shirt, uh, Mind Pump t-shirt. Also check us out on Instagram at Mind Pump radio. You can find me at Mind Pump Sal. You can find Justin at Mind Pump Justin, Adam at Mind Pump Justin. And you can find all of our programs that I say again, Mind Pump Justin.

Sorry, Adam. Mind Pump Adam. And you can find all of our programs at Mind Pump radio. Mind Pump media. I don't know. He's a hater because I have more followers on my page. Thank you for listening to Mind Pump. If your goal is to build and shape your body, dramatically improve your health and energy

and maximize your overall performance, check out our discounted RGB Superbundle at Mind Pump Media dot com. The RGB Superbundle includes maps on a ballad, maps performance and maps aesthetic. Nine months of phased, expert exercise programming designed by Sal and Iman Justin to systematically transform the way your body looks, feels and performs. With detailed workout blueprints and over 200 videos, the RGB Superbundle is like having Sal and Iman Justin as your own personal trainers, but at a fraction of the price.

The RGB Superbundle has a full 30-day money back guarantee, and you can get it now plus other valuable free resources at MindPumpMedia.com. If you enjoy this show, please share the love by leaving us a five-star rating and review on iTunes and by introducing Mind Pump to your friends and family. We thank you for your support and until next time, this is Mind Pump.