DietCategoriesNutrition

Diets Don’t Work: Why Restrictive Eating Plans Fail (and What You Can Do Instead)

Today’s guest post comes courtesy of Minneapolis based personal trainer and nutrition coach, Megan Schall. Megan’s been a distance coaching client of mine for a number of years (I write her training programs), but is someone I’ve referred many other clients to when they have any nutritional needs or questions.

She’s an awesome coach.

I’m always excited when I can provide sound and accessible nutrition based content on the site and I think you will appreciate Megan’s down-to-Earth approach and tone.

Enjoy!

Diet

Diets Don’t Work

According to Merriam-Webster’s online dictionary, the word “diet” has a few different definitions:

  • Food and drink regularly consumed
  • A regimen of eating or drinking sparingly so as to reduce one’s weight
  • To eat according to prescribed rules
  • (Added by TG) Doing everything in one’s power not to throw their face into an ax after avoiding carbohydrates for a week.

I’m guessing for most people, hearing the word diet brings up thoughts of the latter two definitions (excluding Tony’s brief interlude) – eating and drinking according to certain rules and/or with the aim of losing weight.

And when you have goals relating to your health, wellness, physical performance, or aesthetic appearance, what you eat is certainly a key player.

It would seem that if following a certain diet is going to help you reach your goals, you’d be motivated and excited to hop on board, yes? Shouldn’t it be easy to stick to a diet, see results, and keep it up?

Um, no.

If you’ve ever followed (or attempted to follow) a diet before – whether that means eating or avoiding certain foods, counting calories, points, or other numbers-based programs, or eating according to a specific schedule, you’re probably well aware of the challenges that come up.

Close Up Of Man Using Fitness Tracker To Count Calories For Post Workout Juice Drink He Is Making

(Of course, some people will need to follow certain “diets” to manage conditions or diseases, or for ethical or religious preference – being gluten free if you have Celiac for example, or avoiding animal products etc. For the purpose of this blog post, I am NOT referring to these kinds of diets. There will always be exceptions to any rule!)

So, why do diets routinely fail to produce results? And what can you do instead?

In my view, diets are problematic for several reasons:

1. Diets Are Inherently Restrictive and Create a Deprivation Mindset

As I mentioned, the very definition of the word diet is to eat sparingly or according to rules – to restrict your eating.

When you create restrictions or try to follow a rigid plan, your brain is in a state of stress and anxiety.

And when your brain is feeling stress and anxiety, it’s not just an uncomfortable place to be, but it’s also extremely difficult to make or sustain change.

Plus, restrictions – and the stress and anxiety they produce – usually result in a feeling of deprivation. Which creates more stress and anxiety.

Have you ever had the experience of trying to avoid a certain food, only to find that all you’re doing is thinking about the food you’re supposed to avoid?

Your brain is in a negative feedback loop: Restrictions  –> anxiety and stress –> deprived –> anxiety and stress etc.

When you’re caught in this negative head space, it’s a pretty miserable place to be. And being miserable does not bode well for forward progress or positive change.

2. Diets Take Away Your Autonomy

Diets are telling you what to do. No one likes to be told what to do. And when you are told what to do, what usually happens? You rebel and do the exact opposite.

Individuality going a different opposite direction

Having a sense of autonomy and control over your choices is key when it comes to behavior change that lasts. Giving away your autonomy to a diet plan is almost always going to backfire in the long run.

Not only that, you’re essentially outsourcing your hunger and fullness cues and food enjoyment to your diet plan.

You’re letting a diet dictate what you eat or when you eat or how much you eat, and it’s easy to lose touch with what your body really wants and needs.

This often leads to less enjoyment of food and eating, and you may feel unsatisfied even if you’re consuming more than enough.

It’s a lose-lose situation.

3. Diets Are Unsustainable

I think we’ve established that there isn’t a lot of enjoyment in a diet. And when there is no enjoyment, there is no sustainable, lasting change.

You might be able to follow a diet for a certain period of time – and you might even see great results – but eventually the restriction, stress brain, and lack of autonomy is going to catch up with you.

The whole idea of being “on” or “off” a diet makes it clear that these approaches are not built for the long haul. They may provide a quick fix, but they’re not helping you create long-term strategies that last.

5. Diets Don’t Factor in Your Real Life

This is a big one that I think gets overlooked: Diets are not meant for the actual life you are living.

Diet plans might work when conditions are ideal – when you don’t have a lot of other stressors going on, when your life is fairly stable and routine, and when you can put a lot of energy and effort into it.

But this is not reality for most people most of the time. Not everyone has the luxury to be able to make free range kale smoothies made with organic acai berries grown using unicorn tears and almond milk harvested from Jesus’s belly button.

Healthy Smoothie

You have jobs and families and responsibilities and crises…and that’s on a good day!

Real life is not counting calories or macros. Real life is work lunches and dinners with friends and family barbeques and birthday parties.

Diet plans don’t tend to fit seamlessly into real life. And if something doesn’t fit naturally into your reality, it’s not going to last.

6. Diets Ignore Underlying Factors

Another important consideration that diets miss are the many underlying issues that prevent people from making better nutritional choices, or really just implementing any change in the first place.

For example, if you’re chronically sleep deprived, it’s going to be extremely difficult to make the choices you want to make around food and eating, or movement, or whatever else in your life.

If you’re unable to manage stress appropriately, it’s going to affect those choices as well (not to mention make it hard to get good sleep! Cue the vicious cycle).

Diets work on the assumption that these other key factors of your health and well-being are taken care of, but at least in my experience, that is rarely the case.

Just like you can’t out-exercise a poor diet, you can’t out-diet poor sleep or stress management.

Addressing the foundational principles of good health needs to happen first.

Ok. Diets Don’t Work. Now What?

Perhaps you’re wondering:

If diets don’t work, what am I supposed to do? What are my other options?

I’m so glad you asked!

In a nutshell: You want to find what works best for *you* and fits into *your real life*, by developing skills and strategies that you can implement consistently over time and adapt as needed.

Instead of relying on a diet plan to tell you what to do, you can learn how to create your own path by building your toolbox and practicing the steps that move you in the right direction.

Learning and practicing the skills you need to get you where you want to go will be far more valuable -and get you far better results – than following a set of strict rules ever will.

  • Instead of trying to follow a certain diet plan, you could practice eating more slowly and noticing your own hunger and fullness cues.
  • You could try noticing and naming other factors that affect your food choices (sleep, stress, exercise etc.), and see if making changes in those areas is an effective way to change your eating habits.
  • Instead of counting calories or macros or points, you could experiment with what portion sizes work for you, and learn how to adapt depending on your hunger, appetite, or activity levels.
  • You could take note of how different foods make you feel or perform, whether that’s in the gym, at work, or just life in general.
  • Instead of restricting foods, you could practice enjoying meals without feeling guilty or overeating.
  • Instead of following a meal plan, you could develop planning and prepping strategies that fit into your life – so you can create your own meal plans that adapt to life’s ups and downs.

Meal prep concept. Glass airtight containers with cooked food veggies

Obviously, this all takes time and effort, and may feel like it will be way harder than being given a set of diet rules or a meal plan to follow.

But by making small changes over time, you can build the skills and strategies you need to make the best choices for you, your lifestyle, and your goals. (Hint hint: having a coach can come in handy!)

This approach is the opposite of an extreme diet: It’s sustainable, it gives you autonomy, it’s not restrictive or depriving, and it takes into consideration underlying issues and the context of your real life.

Ditch the diets.

Build skills that will last for the long-term.

Get results without hating life.

Dominate the world.

(Ok, I can’t guarantee that last one – but if it works…you’re welcome.)

About the Author

About the Author

Megan Schall is a certified nutrition coach and personal trainer located in Minneapolis, Minnesota. Through her customized online nutrition coaching programs, Megan helps you clarify your goals and take action to address all aspects of well-being: nutrition, sleep, stress management, movement, mind-body awareness, and more. By building skills and routines that fit into your real life, Megan will help you make changes to your nutrition and self-care habits to meet your health and wellness goals and create sustainable, lasting results.
YouTube: HERE

 

 

 

CategoriesMotivational

Welcome to the School of Heart Knocks, Where the Universe Doesn’t Give a F**k About Your Problems

Today see’s the return of a TG.com OG…George Kalantzis.

George is a long-time friend and colleague of mine. We first crossed paths when he started as an intern at Cressey Sports Performance over a decade ago. He then transitioned to a full-time coach where he spearheaded CSP’s Strength Camps.

In the years since George has gone on to be a best-selling author, releasing his book, Nowhere to Go, late last year. It’s a treat to have George back writing on the site and sharing some important life lessons.

Enjoy!

Copyright: aleksandrkondratov

I know this title may piss some people off, but it’s 2022, and we don’t need any more positive mantras or articles about how the Universe, or some magic plan will save us from our struggles.

Let me explain in a way that saved my life – poetry and prose:

How could your life be different if you surrendered this search?
A part of you has called you here to read to these words.

 

Everything changes at the touch of our fingertips. Hearts, likes, comments, and clicks. Tweets and TikTok’s, it seems like it’s all about the destination, but the journey is how you will find what you need in the school of heart knocks.

Transitions in life are inevitable. Difficult times will find you when you least expect them. The pandemic has shown the world these truths.

Yet, many people still struggle with taking responsibility for their lives. They quickly blame others and create stories to justify their choices while forgetting that most of their problems directly reflect their choices.

This isn’t me judging your way of living. I know what it’s like to search for everything more in life to get through the struggle.

This is me telling you to pay attention to your choices because every choice has consequences. And if you want to overcome challenges with adversity and live authentically, these concepts can help you tap into your true potential.

The Universe Doesn’t Give A Fuck About Your Problems

Everyone wants to feel like they belong to something. We’re coded for survival, so we seek others to make our lives easier. The problem arises when we lean too much on others for our own survival. What was once meant to be a relationship that makes life more enjoyable becomes essential, like water.

More relationships, more alcohol, more mind-numbing scrolling. We’d rather choose a life based upon validation and approval rather than one that aligns with our feelings.

Young Muslim businesswoman scrolling in mobile phone

That’s why many of us often struggle to find a sense of self.

But the longer we allow our story to be written by outside forces, the longer we remain trapped. We’re on a treadmill, going through the motions of living but not actually going anywhere.

Adi Da Samraj, an American spiritual teacher and writer, said, “Notice what is affecting you. In one fashion or another, through the Grace of Truth Itself, you must handle your business…”

That is to say, the more you know those moments in which you seek to run, the more you can make choices that align with your true potential. If you find yourself struggling, you only have two choices: choose to live in a life filled with excuses and blame others, or you can stop running and choose yourself for the first time.

This is the power of the Universe.

Not by magically thinking this existential force will save you from despair.

Life is A Magnificent Dance

You might think being a Marine means it’s easier for me to foster a sense of discipline, clarity, and purpose in life. But, that is far from the truth.

I’ve had to clear many personal hurdles, including almost taking my life over the last few years. To say it was a challenging few years would be undermining the amount of personal growth and pain I’ve endured.

I even published a book about it all.

Because music is the medicine of mind and soul, I believe life is a magnificent dance that invites us to be more than we can ever imagine.

But that doesn’t mean the dance is linear or easy to follow.

Every song we choose to dance with is filled with twists and turns along our journey. Even the ones that seem significant and small in our lives. These dances all add up, one by one, until we’re just a bunch of mindless bodies running around without direction or purpose.

During difficult times, the mind constantly strives to solve problems. We work all day to prevent any feelings of discomfort from creeping into our lives. We push our bodies to exhaustion. But, no matter what we do, we end up feeling more lost, unseen, depressed, and stressed to the max.

Life kind of just happens while we disconnect from our true selves with no sense of purpose and direction. But life is so fleeting when you aren’t honest with yourself.

When life presents you with unexpected challenges, I urge you to be more open to all the dances in life. Create space for yourself to check in with how you are truly feeling inside. Give yourself permission to slow down. While acceptance might make you feel lost, if you can find the courage to sit with the discomfort a little longer each day, you will find wisdom from the challenges you face.

Try these journal prompts to start and list the first thought that comes to your mind:

  • The reason I struggle with slowing down is…
  • What I’m afraid might happen if I slow down is…
  • Moving fast is protecting me by…( it is somehow or you wouldn’t always be stressed or anxious)
  • What I would like to happen right now is…
  • What I think I need to happen is…
  • The reason I have a hard time trusting this will happen is…
  • What I could do right now to move towards that outcome is…

Create Mentors

Notice how I didn’t say find a mentor but create.

Along the way, someone told us we had to be more than what we needed. So, we forgot to love, laugh, breathe, dance, cry, and experience life for what it is. But at any given moment, the storms of life can come. They remind us that nothing in life is ever certain.

I create mentors in life because I know my journey is filled with many directions and living authentically allows me to create situations where mentors appear when I least expect them.

Tony is one of them, thanks, my friend.

Note From TG: I got you, bro

via GIPHY

You’ll create mentors if you can teach yourself to experience life and enjoy simple things. It could be a great workout. A scoop of ice cream. A conversation with an old friend. A random date night. These are where you’ll find mentors. You don’t need to keep searching for more. You have so many mentors in life available to you right now. The only catch, you must be engaged in the dance of life.

If you can’t create or enjoy simple moments, you aren’t ready for an actual mentor. Start creating, and you’ll soon find everything you need.

Accept Your Last Breath

My dad let our family know he was slowly dying of cancer a few years ago. The disease spread into his bones and is eating away at his insides. Seeing him live through the process has been one of the most painful experiences to watch from afar.

I have seen many deaths in life, but watching him surrender to something he cannot control is a powerful reminder that our last breath can come at any time.

If we look at our experiences from this viewpoint, our last breath becomes a potent elixir to fuel our darkest and brightest days. Except sometimes, it’s hard to think about our experiences that way.

But what if we searched a bit deeper and filled our lungs with air as if it was our last breath in times of anxiety and stress? This is the gift of life and why our breath is so powerful.

We can choose to see that everything we endure serves as a vehicle to an expanded version of ourselves, or we can decide to suffocate the spaces in our bodies that need to breathe with anxiety and stress.

Either way, we are all part of a brilliant transformation occurring at this moment as we collectively search to find truth and liberation from our suffering.

People like my dad understand the power of the last breath.

They do not fear death but instead live as if something new is being born. This dance with death gives them the courage to continue living with an open heart and surrender to whatever is unfolding. Fear is useless in this dance; trusting yourself is paramount.

Our last breath doesn’t mean we stop trying to live, or give up in the face of adversity; it means we surrender to the ideas or beliefs that prevent us from breathing fully. When we accept the idea of our last breath, we can rest easy knowing we’re on our way to transcending into something greater than ourselves.

The Way To Live Authentically

I’m not here because I think I’m better than you. Nor did I write this article to get lost in a sea of internet trolls. I wrote this article to show that you don’t have to be a victim of life. You are always in control of your choices and your freedom. As you go through your life, remember to create space for yourself to breathe deeply, connect to your heart, and move with your body. These things will provide you with solace when life feels heavy.

About the Author

George is the author of Nowhere to Go, a podcast host, a decorative combat veteran, and a personal coach at the Art of Tough Transitions.

With nearly 20 years of encounters with tough transitions, George empowers men and women to live life authentically by giving them the courage to find their voice and unlock their potential. He has the unique ability to speak to people in ways that make them feel seen and heard through a combination of prose, poetry, coaching, and experience that can only be found in the school of heart knocks.

Visit George’s site HERE.

Glasses and booksCategoriesStuff to Read While You're Pretending to Work

Stuff to Read While You’re Pretending to Work: 1/19/22

Glasses and books

STUFF TO CHECK OUT FIRST

1. Strategic Strength Workshop – Boston (March 2022 w/ Luke Worthington)

 

This coming March Luke Worthington and I will be putting on our popular Strategic Strength Workshop in Boston, MA. Check out the full details HERE.

  • Payment plan option
  • CEUs will be offered
  • I’ll probably talk about deadlifts…;o)

2. COACHED: Raise the Bar Conference

I’m excited to announce that I will be part of the Raise the Bar Conference. An event focused on the missing links in our industry: Communication, collaboration, connection, behavioral psychology, business & marketing skills, and much more.

When: February 4th-6th, 2022
Where: BioFit Performance, Oviedo, FL (Orlando area)

And more importantly who? Who will be presenting at this event?

I gotta say: This is undoubtedly one of the most stacked line-ups I have ever seen; even more than the 1990 Oakland Athletics.

Virtual slots are infinite, however IN-PERSON slots are now limited, act quickly – HERE.

3. Strategic Strength Workshop: London, UK – April 23-24th (w/ Luke Worthington)

To serve as a “double-feature” of sorts, since Luke is coming to Boston in March we figured it was only fair for me to venture back to London as well.

This workshop IS happening on the weekend provided in central London, however we have yet to cement a venue.

Stay tuned.

That said…

 👇  👇  👇

4. Coaching Competency Workshop: Leeds, UK – May, 1 2022

I’m pumped for this one. Every workshop I’ve put on in England (outside of one I did in Bath back in 2017) has taken place in London.

I’m excited to head north and visit Leeds!

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STUFF TO READ WHILE YOU’RE PRETENDING TO WORK

The Junk Food Delusion – Dani Shugart

Unhealthy Junk Food

It’s fashionable of late for some “fitness experts and influencers” to tout junk food as no big deal.

And, generally, it isn’t. Personally, I love junk food (especially pizza and ice-cream) and eat it often. Also, at the end of the day, so long the calories ingested match YOUR goals and YOUR preferences everyone should be left alone and do whatever the fuck it is they want to do.

That being said, let’s not kid ourselves into thinking junk food is “healthy” or that there’s no cost to doing business.

Nice read from Dani here.

The “How to Lose Great Coaches” Starter Pack – Missy Mitchell-McBeth

Midsection of basketball coach with stopwatch

Ohhhhhh1 snap.

Shots have been fired (right on Missy!)

Why Posture and Pain do not Simply Relate – Ben Cormack

Male osteopath doing a postural evaluation

As I’ve stated in the past:

“Posture is nothing more than a position.”

Just because someone presents as “not mirroring what a textbook says is perfect posture,” doesn’t mean they’re walking ball of dysfunction.

Guess what? We don’t live in textbooks!

Posture is the result of the TASK being asked of the body and the LOAD being placed upon it. Whether it’s “bad” or “passable” is a hodge-podge of variables and it depends’. You can’t predict whether or not a certain type of posture is deleterious to the low back more than the Easter Bunny.

Woman lying with her legs crossed indoorsCategoriescoaching

Confessions of an Introverted Strength Coach Revisted

People are often surprised when I state I’m an introvert.

Woman lying with her legs crossed indoors

Confessions of an Introverted Strength Coach

What most people fail to recognize is that “being an introvert” is part of a spectrum. No one is 100% introverted, nor are they 100% extroverted.

Everyone’s a little of both.

Another common misconception is that introversion is somehow correlated with being depressed or sad or downtrodden. In attempting to find a suitable image to go along with this post I simply typed “introvert” into my image finder thingamajiggy on WordPress and was quite surprised (if not slightly appalled) by what appeared on my screen:

Image after image after image of various people looking dejected, anti-social, and altogether unhappy.

It was quite striking, because all “being introverted” means is that you likely need or require a little more down time (or down tempo activities) in order to reenergize and recharge.

Is time to recharge yourself 65

I remember when my wife and I first started dating there was a night where I had just gotten back from a full day of coaching and was zapped. All I wanted to do was collapse on the couch and watch House Hunters. Unfortunately (for me) it was a Saturday night and Lisa had already committed us to a get together with a bunch of her friends at a local lounge in downtown Boston.

Ten minutes in it took all the will-power I could muster to not walk out of the place and straight into the path of the #66 bus down the street.

I just stood there with a blank stare and repeated one word answers as she and her friends attempted to engage with me.

  • “Tony, Lisa tells me you’re a personal trainer?” Yes.
  • “How long have you been doing that?” Awhile.
  • “So, what do you think about keto?” Grabs beer bottle, breaks it over the counter, slits own throat.

When we eventually left we had one of our first arguments. Clearly I was acting like an a-hole, but after explaining to her that the last thing I wanted to do after coaching for eight hours was to go to a bar and listen to Panic! At the Disco, we had a better understanding of each other’s needs.

I explained I am not against going out and participating in social events, I just needed a bit of a “buffer.”

Being a coach – inundated with constant noise and non-stop interaction – can be draining.

An introvert requires the antithesis of that in order to feel rejuvenated and ready to go the following day.

To repeat: This doesn’t mean we don’t like to do or be involved in social activities.

Rather, in our free time we generally prefer to:

✅ Read a book
✅ Enjoy a barrage of kitty cuddles.

That’s pretty much it.

One common remark I receive from other coaches and personal trainers is what would I recommend they do to counteract their juices running on empty when they’re in the middle of a long work day?

What can they do when they’re five hours deep into a long work day and have a barrage of sessions yet to complete? It’s not like they can meander off into a hidden closet and take a power nap.

(or can they?????)

Likewise, is the expectation that we have to be the rah-rah, high-energy coach who jumps up and down everywhere and perform cart-wheels after every set in order to be considered “good” or successful?

Listen, the bulk of your clients aren’t expecting a DJ Khalid performance during their session.

DJ hands and remote and mixer DJ for music

Sure, there’s a time & place to amp things up and to be the cheerleader, but I’ve found that more often than not…

…most clients don’t care for the (fake) performative nonsense.

You can still be a switched on and attentive coach without the theatrics.

That being said, it still behooves you, introverted coach, to be proactive and give yourself sporadic breaks throughout the day. These could be brief 15-30 minute windows of solitude when you know you have a full-day looming. Or, when you know you have a solid line-up of clients scheduled, it may be worthwhile to break the day up where you get your own training session in half way through.

BUT MOST IMPORTANT OF ALL: Do NOT fall pray to this idea you have to be a performative coach in order to be seen as legit. That BS may get you likes on Instagram, but it’ll lead to nothing but eye-rolls in the real world. Not to mention it certainly won’t be doing you any favors from an energy conservation standpoint.2

BUT EVEN MOST MOST IMPORTANT OF ALL:  Be sure to grace yourself with ample “me time” when you feel you need it. This could be sitting at home binging a show, going to the movies, hanging out at a bookstore of coffee shop, or, I don’t know, perusing your baseball card collection.

Remember: All being an introvert means is that you’re a fucking psychopath you likely require more solo time in order to reenergize.

It’s important to lean into it.

It’ll help make you a more engaged coach and your clients will benefit as well.

So, hi fellow introvert. I see you. What’s up?

New year resolutionsCategoriespersonal training Program Design psychology

Reframing the Way You Make Your New Year’s Fitness Resolutions

I can sense the eye rolls already.

“Really, Tony? A post on New Year’s resolutions? How profound and unimaginably unique!”

Touche.

I can appreciate that there’s no shortage of similar posts you’ve undoubtedly come across in recent days. You’re likely thiiiiiiis close to introducing your forehead to the keyboard in front of you.  What could I possibly have to say that’s any different or inspirational or less vomit-in-your-mouth(ish) that hasn’t been regurgitated ad nauseam already?

Read on…

New year resolutions

I Promise This Will Be Different

To follow the lead of my coach (I.e., I’m just going to cut and paste), Sarah Moorman, who had some sage words to share herself on the topic:

Almost 40% of the population makes New Year’s Resolutions. From that number, a vast majority of resolutions are within the gravitational pull of health/fitness:

  • Eating habits
  • Exercise habits
  • Building a pair of pecs that can cut diamonds
  • You know, stuff like that

However, much like Sarah, I’m more of a fan of, actually…I’ll just let her say it:

“I’m largely in the camp of setting goals about consistency to help set new habits. For example, instead of a weight loss goal of a specific number of pounds, I advise you to hit your calorie or macro goals 6 days a week.”

“Why?

If someone is more consistent with hitting their calorie goals, their focus is on their eating habits as opposed to the weight on the scale.”

To parallel this viewpoint, the other day T-Nation.com memed me, which is always an honor.

I’ve long championed the 3×52 mentality.

Do something (anything) 3x per week, 52 weeks out of the year (preferably with an emphasis on lifting heavy things3), and something stellar is bound to happen.

Why THREE days and not:

  • 4?
  • 5?
  • 6?
  • 7?

Well, because for most people 3x per week is a number they can wrap their head around; it’s not intimidating.

It’s doable.

It emphasizes REALISTIC consistency.

Like I said, T-Nation made the meme and then posted it up on their IG account the very same day. I had to chuckle at a number of the initial comments:

  • “6×52 is better.”
  • “No days off!”

So on and so forth.

I have a hunch that if I made a Venn diagram and the circles consisted of:

1️⃣ I have zero kids.
2️⃣ I have no family responsibilities.
3️⃣ I am not a coach and/or I read a book on fitness, once.
4️⃣ I like to brag about my 225 max deadlift and/or my entire identity is tethered to how many followers I have on IG.

That that would pretty much represent the type of person who would end up right smack dab in the middle of the diagram and who would make such asinine remarks.

Listen, you’re not a Spartan warrior or a Navy SEAL.

Relax.

Being hardcore (or pretending to be online) doesn’t get results long term. It’ll work, for a bit. Maybe. And then you realize you’re NOT Rambo or Valentina Shevchenko.

Photo Credit: Wikipedia Commons

Being a bit more realistic with the degree of consistency needed and more importantly, expectations one places on one’s self, is key.

It’s human nature to dive right in and to go from zero to 60 without really thinking things through:

  • Says here this detox tea is legit. After 47 days my body will be cleansed of all these pesky “toxins” and I’ll be able to see sounds! Fuck my liver and pancreas. They don’t know what they’re doing anyway.
  • I haven’t exercised since before the pandemic, so I may as well start with some German Volume Training.

We all think we’re more advanced then we are and that we can skip all the seemingly unnecessary & annoyingly rudimentary steps to go from Point A (where we currently are) to Point B (where we want to be) in the fastest way possible.

Can people attain their health/fitness goals in such a haphazard way?

Sure.

But it rarely sticks, because they fail to hone in on the necessary habits to make things click long-term.

So, with 2022 upon us I encourage you to consider reframing the way you go about making your resolutions. Instead of saying “I want to deadlift a bulldozer” say something like “I want to follow a strength training program 3x per week for the next 52 weeks.”

The latter will undoubtedly be more palatable and realistic.

Broke Penniless Man With Moneyless Empty PocketCategoriesfitness business

2 Keys to I Can’t Afford It: Especially Around the Holidays

I sincerely hope everyone out there had a splendid holiday season filled with copious amounts of love, friendship, and cookies.

Admittedly, I am a tad late with posting this article from TG.com regular, Gavin McHale, but the message is one that should resonate with most fitness professionals regardless of the time of year.

I.e., discussing detox diets, WTF actually happened in Matrix Resurrections? money with potential clients.

I think this will help a lot of trainers out there.

Broke Penniless Man With Moneyless Empty Pocket

2 Keys to “I Can’t Afford It”: Especially Around the Holidays

If you’ve ever heard “I don’t have the money right now,” or “I’ll sign up when things settle down,” pull up a chair, you’re going to want to keep reading.

I have a very clear memory of a sales conversation that changed everything for me. I was selling personal training at a middling price point and sales were a breeze. 

My schedule was filling up, but my bank account wasn’t.

Here’s how it normally went: Client walks in, referred by a friend or family. I show them the gym, with the music bumpin’ and others just like them working out, take them through a movement assessment, drop some knowledge and make them feel better, then share the price. 

They were sold. 

Woman holding hands cash money one hundred dollars bills

They were sold before they even walked in. I just had to walk through an open door. I was more of an order taker than a salesperson.

Then, I made the move over to selling on the phone and added an online component to the program, increasing the price.

My first call was with a former teammate of mine now doing investment banking in Toronto, Canada’s money capital. 

As we moved through the call, it became very clear he was making excellent money – the stock market had been good to him. However, he had let his once athletic body go and could barely make it up and down the ice in rec hockey anymore. 

He was a perfect fit for my new program, built for former athletes wanting to get back to the glory days. 

When we got to the pricing, I shared my new and improved price of $2000 for a 10-week program.

He resisted. 

“Ah, Gav… that’s not in the cards right now. I’ll have to wait until the New Year when I get my bonus.”

I knew this guy was earning upwards of $200,000 a year, buying lavish dinners out most nights and otherwise living the life of a young man with money. 

But he couldn’t stomach $2k to get his energy and youth back?

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Something wasn’t adding up and I was thrown, letting him off the phone with a “maybe later.”

Sometimes, I’ll admit it, it is about the money. And that’s okay…

More often than not, it has NOTHING to do with money.

It has everything to do with fear.

  • Fear of failure.
  • Fear the program won’t work for them.
  • Fear that you’re not the leader they need.
  • Fear of the unknown.

So often, our potential clients miss out on life changing experiences because of fear. They get in their own way and say no to things they know they desperately need.

If you know you can help this person, it’s your responsibility to help them take that scary leap into the great unknown. It’s on you to hold their hand as they jump.

Have a Human Conversation

If they object, the most important thing is to have a human conversation with the person on the other end of the phone. It’s okay to disagree, but you’re not butting heads with one another, trying to go separate ways.

You both want the same thing – for them to succeed and grow beyond what they’ve been able to do before. So instead of going opposite directions, think about being a few steps ahead, reaching out your hand and asking them to come along with you.

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By staying calm and appearing certain, you position yourself as the leader that they desperately need. Their brain is freaking out because up until the point you mentioned money, they wanted and needed this program. 

Once you regain rapports by empathizing with their situation (I’m sure you’ve had difficult decisions to make in the past), you can now start to help them see that their decision making compass is what got them to this place, in desperate need of help.

I call this the Dickens Method, thanks to his famous Christmas story.

We’re going to help them see the ghosts of Christmas Past, Present and Future. 

In fact, the entire call up to this point should’ve been helping them see the problems they’re having right now. The ghost of Christmas Present should have punched them in the face and how their reality is not in line with their goals and desires. 

Now, we must help them recognize the default in their past behaviors and help them see that repeating those behaviors again will only lead to the same place.

Remember, this most likely isn’t about the money…

Simply ask, “How has this belief affected your decisions about your health and fitness in the past?” 

They may have made a bad investment in the past… Maybe a bad trainer, a treadmill that sits unused or a gym membership that they’re still paying for but have yet to use.

Fitness membership

It’s your job to help them see why that won’t happen again with you.

On the other hand, they may have shied away from other opportunities in the past because they thought they couldn’t afford it or they felt like they weren’t ready or it wasn’t the right time…

Notice the pattern.

You should have leverage to pull from earlier in the conversation as to why they’re not where they want to be, and if you can frame it for them to see that the main reason is this built-in lack of belief, you can help change their perspective to one that’s ready to make a change.

And since you’ve covered the ghost of Christmas past and present already, you can now show them the ghost of Christmas future, helping them paint a picture of what their future may look like…

“I want you to look forward to 6 months into the future… How will your life look any different than it does now if you don’t make a change? If you don’t do this, do you think your financial situation will get better and you’ll be able to invest then? Do you think your fitness level will improve in that time without support?”

What if we could help you move closer to your desired result in the first month working together, would that put your mind at ease as to making this investment?”

These are all questions they’ve probably never thought to ask themselves, and although they may seem forward or ‘too pushy’ to those of us averse to sales, you’re on the verge of helping someone make the biggest and most terrifying decision of their life.

It’s on you to ask.

The Jiu Jitsu Rule of Sales

When a jiu jitsu coach was asked by a student how to get out of a certain headlock position, the coach responded with an answer no one was expecting.

“The best way to get out of that headlock is to avoid getting into it in the first place.”

Jiu jitsu training

In other words, if you’re in it, you’ve already made a lot of mistakes and put yourself in a tough position.

So, here are 3 ways to make sure you don’t get put in the headlock of a price objection:

1. Make Sure They FEEL Their Pain

Allow them to fully understand the prison they’re currently living in and the problems it’s causing in their life and the lives of others they care about

  • How is their lack of energy affecting their kids?
  • How is their low self confidence showing up in their relationship?
  • How is their weight gain affecting their own self worth?

Although these questions are difficult to ask, you must help them understand the scope of the problem, so they’ll be willing to take the steps to fix it.

2. Help Them See the Gap Between Their Current Life and Their Ideal Life

Once you’ve opened up the pain and taken them deep into their emotions related to that, it’s time to flip the script and help them paint a picture of their ideal future. Then, you can recap it in a way that emphasizes the difference between these two states.

3. Finally, You Must Learn to COMMUNICATE YOUR VALUE In a Way That Shows Your Prospect the Direct Benefits to Them

If they care about their kids, tailor every piece of what you do to how it will affect their kids. If they’re scared of losing their identity, make every pillar of your program about maintaining that identity or getting it back.

It’s not enough to tell them what your program is or what they get for their money. It has to be relayed in a way that they can see themselves benefitting from it. 

For example, think about pitching the app you use to deliver your training program.

OPTION 1: “You’ll get set up on our app and all your workouts are available there for you. We do 3 days a week of strength training programming.”

OPTION 2: “Imagine walking into the gym, having everything you need in the palm of your hand. Exercises, sets and reps so you know exactly what’s next. Exercise demos are built in so you never have to worry about doing it wrong. We provide that peace of mind with this program.”

OPTION 3 (added by TG) “If you don’t use my app, Rambo will be angry. You don’t want Rambo to be angry.”

via GIPHY

NOTE: 100% go with Gavin’s options.

See the difference in how I present the exact same thing?

This is not about persuading someone or swindling someone into something that will only benefit you. Overcoming objections is about finding a win-win situation for everyone. 

We both know that waiting until until “things settle down” is not only going to set them back months in their progress, but it’ll most likely lead into the next “life thing” that will keep them from signing up.

There will never be a perfect time to make a huge life decision, but if you’re there to guide them through and bring certainty, they can make the best decision for them and you’ve created a win-win for everyone!

Finally

A great sales or enrollment conversation is really the first coaching call, holding them accountable and allowing them to see just how you can help them in the long run.

This stuff is literally the tip of the iceberg when it comes to what we teach inside Maverick Coaching Academy. If you’d like to learn more, follow me on Instagram and let me know you read this – I can send you our sales framework, which our clients have used to sell close to $1,000,000 in training programs, absolutely free. 

About the Author

As a Kinesiology graduate, Gavin McHale quickly realized that following the traditional business model would lead to trading more time for more money.

Over the course of 8 years, Gavin built a 6-figure hybrid training business before founding the Maverick Coaching Academy in 2019.

Since then, Gavin has left the gym and gone all in helping other strength coaches build their businesses. He has made it his mission to fix the broken fitness industry and connect other amazing humans to the highest version of themselves.

IG – @gavinmchale1

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