537 – Deep Dive: Initial Consultations That Get You More HIT Personal Training Clients (With Pete Cerqua)

What needs to happen and what should you say on the first time a potential client walks through your door?

In part 4 of this HIT Garage Gym series, Million-Dollar Trainer Pete Cerqua walks you through how your initial consultation with a prospective client should go — how long should it be? How much should you explain? How many exercises should you do? What do you say to close effectively? And of course, we get into the details so you can design the style of consultation that works for you.

If you want to make a great first consultation that will make your HIT business a client magnet, this episode is a must-watch!

(See the entire series here).

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• Listen to it on Apple Podcasts
• Stream by clicking here
• Download as an MP3 by right-clicking here and choosing “save as”

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Show Notes

• 00:49 – Understanding what you need to do at the start
• 03:50 – How focus – and turning down Al Pacino as a client – can double your business
• 14:05 – How long should your initial consultation be?
• 16:15 – What the initial consultation should include and how to run it
• 20:36 – Why it pays to keep your explanations simple
• 23:50 – Use math to explain HIT vs conventional strength training
• 29:55 – How to answer the question “how long before I get [results]?”
• 34:53 – “You’re too salesy and/or manipulative!”
• 38:45 – How many workouts should the initial consultation have?
• 41:31 – Closing effectively: What’s a good thing to say at the end of a consultation?
• 46:34 – Where should your prospective client sit during the first consultation?
• 51:57 – How to tour people around your garage gym
• 53:36 – Why body scans are a bad idea
• 59:09 – What if your clients ask for diet and nutrition advice? (Some Options)

People Mentioned & Selected Links from the Episode

• Get Great New MedX machines from Barwich GMBH
• Pete Cerqua | Million Dollar Trainer Coach | Facebook | Instagram | YouTube | Skool | HIB Episodes
• Resistance Exercise Professionals (REP) Facebook Group
• The “Do Me A Favor” Method for Getting Clients (Excerpt from HIB episode 505)
• See the complete HIT Garage Series here
• Al Pacino
• Dr. Ellington Darden | Dr. Darden on Amazon | On Google Books | The New High-Intensity Training (book)
• Luke Carlson | Official Website | Luke on Instagram | Discover Strength | Discover Strength Franchise | HIB Episodes
• Paddle Tennis
• Optima Strength | On Instagram | On Facebook