Topic:
The Value
of the Assessment!!!!
When, in
seminars, I ask the question, "Whose benefit is the assessment
for?" the answer is unanimous. "The
client!"
The trainers in
attendance describe the fact that they will identify risk
factors, and follow that with mention that they will be better
equipped to design a program specific to the client.
Next I ask how
many people perform an assessment on ALL of their clients.
Less than 25% of the hands in the room are raised. That indicates
that it's time to rethink the value of the fitness assessment.
The first thing
you should understand is that the actual value of the assessment
is far more weighed toward benefit to the trainer than it
is to the client! Why? Firstly, it provides a baseline for
you to draw comparisons in 90 days . . . and there's nothing
more motivating to a client than actually "seeing"
clear and indisputable evidence of results! Secondly, the
ability to conduct tests using specialty devices (calipers,
BP cuff, perhaps an ergometer and heart rate monitor) elevates
you to the perceived level of a Professional, an element that
is vital in your ability to maintain Professional Fees. Thirdly,
it gives you a chance to really get inside your client's heads,
to understand their true desires (beyond "get in shape")
and to outline a course of action. Fourthly (and I'll stop
here although I can keep going), you're going to get paid
for the Assessment!
So many health
clubs have completely devalued the assessment by making it
a membership throw-in (join today and a fitness assessment
with a Personal Trainer is FREE), that trainers have actually
come to believe that a FREE assessment is a required course
of action. If you are a professional, you should be paid .
. . not only for workouts . . . but for your time! I believe
if your assessment lasts 1-hour, which is reasonable, you
should be paid just as you would for a 1-hour exercise session.
Isn't a doctor paid for the evaluation process (the exam)
as much as he'd paid for the cure (the treatment)? Of course
he is. I know, you're not a doctor, but if you strive to be
a professional, you should be elevated to a position in the
fitness industry that correlates with a doctor's position
in medicine. The assessment is a great tool to reinforce that
position.
The true value
of the assessment lies in the final stage, the presentation
of information. Most trainers conclude the session with a
test-by-test explanation of the results. Here's what you need
to understand. People don't like to be "assessed."
They don't like to be plugged into categories with headings
such as "Poor," "Fair," or "Needs
Work." The presentation of information should be heavily
swayed toward a discussion of goals and a follow up course
of action. After you've explored the client's history and
attitudes relating to exercise, after you've pinched, weighed,
and measured, you are very well equipped to make professional
recommendations as to "where we go from here."
I believe the assessment
should be the first actual session. It should take place before
you take a client onto the workout floor. If you conduct a
preliminary Orientation, once someone commits to retaining
you as a trainer, you should schedule the assessment. It's
a very powerful bridge between getting interest from a client
and getting definitive commitment.
While software
is only a tool, and you're going to impress your clients with
your abilities and knowledge . . . not your computer skills,
in an article about assessments I'd be remiss if I didn't
mention Microfit. I installed a Microfit system in a very
high end $10 million facility over a decade ago and the reports,
the user friendly graphics, and the interactivity of the system
made it a phenomenal promotional tool. The only catch was,
it was expensive! Here's the great news. You can get the software
now for roughly $1,000 and it can be easily programmed to
support any tests you conduct. Is it worth it? Judge for yourself.
Go
to their website, www.microfit.com
*
* *
Previous
Tip:
[
Free
Consultations ]
|