Categoriesbusiness

The #1 Reason Your Fitness Business Isn’t Growing

Growing a fitness brand/business can be a daunting endeavor, especially in an age where everyone is vying for everyone else’s attention.

This is never more apparent than online

For whatever reason some professionals are unwilling to lean into the power of social media with regards to growing their business, and I get it…

…it’s nothing but one big eye roll half the time.

In today’s EXCELLENT guest post by TG.com regular contributor, Gavin McHale, he showcases a few simple strategies you can use to “earn” the eyes of potential customers.

HINT: It doesn’t entail shirtless pics or more glute exercises…;o)

Copyright: choreograph

It’s the Offer, Stupid

No, I’m not calling you stupid. Original Gangster of Marketing Dan Kennedy is. And that’s way worse, in my opinion.

“If something’s not working in your business; it’s the offer, stupid.”

The one common thread I’ve noticed through my own experience owning a fitness business, and a central factor in why I decided to move from training clients to mentoring coaches, is that a lot of people in our industry have a business that is not working that well for them.

Their business is not giving coaches the return on investment it should be for the massive amount of work they’re doing and skills they have.

This is a big problem; a bleeding-neck problem that I’m on a mission to fix. 

I actually spoke on the topic of how to deliver your services in a way that serves you and your clients better in THIS article several weeks ago, but this article will speak to the work done before a client even knows who you are. 

The point of both remains the same:

If you keep doing things the way they’ve always been done, you will be stuck doing all the work and seeing little to no reward while watching others in your industry sit back and relax while the new clients roll in. 

We both know you’re better than them at what you do (if not at least as good), so why shouldn’t you get a piece of the pie, too?

It’s the offer, stupid. 

Unless you truly dislike social media (and you have every reason to – I’ve seen the Social Dilemma), you need to see it as a tool that can provide your business with near unlimited potential new clients, if used properly.

But just like a hacksaw in the hands of my 3-year old nephew, used poorly it can be a waste of time and downright dangerous.

The epitome of stupid: the recent “crate challenge” craze.

I’ve seen too many coaches actually leave the industry or work themselves into oblivion simply because they refused to get their shit together and figure out social media, writing it off as no good.

But exactly how we fix that problem is where the real gold is buried. Because out of the thousands upon thousands of personal trainer’s instagram pages and websites that I’ve seen over the past two years, all but about twelve of them have completely botched this part. 

I say that to outline the opportunity at hand. If no one is doing this right and people are still somehow getting clients, imagine if you did it right?

When someone taps over to your profile or through to your website after seeing a post they like, it’s the difference between, “Oh shit, that’s me and I want that” and “I’m bored, moving on.”

Which could mean the difference between a new follower or client application in your inbox and another opportunity slipping through the cracks.

  • So, if you’re not making as much money as you should be in your business. 
  • If you’re not getting your message out there with the work you’re putting in.
  • If this whole social media thing is just confusing the hell out of you…

Listen up.

Your offer, that I’ve been harping on about for nearly 500 words now, is essentially a statement that tells your audience or anyone who makes their way into your corner of the internets what the hell you do.

And the majority of trainers and coaches miss the target. In fact, they’re often putting holes in the wall beside the target.

Your offer will show up in one of three places most often.

The First, Is On Your Social Media Bio

If you’re like me and use instagram for your business, this is where it’ll show up. Beside your tiny little picture, under your follower count and wedged within 150 characters. 

It’s the thing that will ideally either keep someone hanging around and maybe even tossing you a follow or turn them off completely. 

The enemy here is indifference.

The Second Place Someone May Find Your Offer Is On Your Website Homepage

We hope it says, “Stick around, grab a beer and hangout awhile” but it more often says, “I have no idea what I’m doing, so you should probably just leave.”

Finally, the third will be the most surprising. Your offer should show up whenever you’re asked what you do for a living.

Y’know, like in real life. Wild, right?

If you’ve ever been at a party or family event and seen the deadpan confusion wash over someone’s face when you respond that you’re a personal trainer, you know what I mean.

“Oh, that’s nice…”

via GIPHY

A better use of that valuable real estate, especially if they’re anywhere near or may know some ideal clients would be something like, “I teach former athletes how to look and feel young again.”

That just hits different, ya know?

Here are the three crucial components to a good offer:

Your Offer Has to Speak to a Specific Persona

And remember, you are not your ideal client. You may have been in the past, but that was before you figured out everything you know now. You are an expert and know way more about your specific expertise than they do. Use words they resonate with, not words you want to see.

And before you go commenting that you know your person is a 30-40 year old married woman with 2 kids, I’m not just talking about demographics. That’s important, but it’s certainly not the end of the story.

And, it doesn’t have to be limited to just that. Using our example above, a former athlete could be 22 and aged out of college or 45 with kids and a mortgage.

But where they’re similar, and where you can go deeper and really understand who they are, is by taking a look at their psychographics. 

  • What is your ideal client’s biggest problem, in their mind?
  • What else have they tried to fix their current problem that hasn’t worked?
  • What frustrates them the most about what they’ve tried?
  • What are they afraid of most?
  • What do they desire more than anything else in the World?

Now we’re getting somewhere…

To That End, Your Offer Needs to Solve a Problem They Want Solved

It needs to be something they actually want to solve, not just what you think is important to them. 

I’ll repeat that… because it’s the number one problem with most attempts at offers.

Your offer needs to be something they actually want to solve, not just what you think is important to them. 

  • You may think they want to heal their injuries, but they really just want to feel young again.
  • You may think they want to lose 10 pounds, but they really want to feel sexy again.
  • You may think they want to get stronger, but they really want the confidence that brings.

Keep asking why it matters to them until you can’t answer it anymore.

Finally, Your Offer Needs to Make a Promise

I know, I know. It depends.

That’s the answer I’ve heard time and time again from other fitness professionals about a myriad of topics, but while that does make sense for a lot of potential solutions, it doesn’t put butts in the seats.

Your offer has to promise them something. You will get nowhere with wishy washy, it depends, maybe, kinda, sorta type promises, especially in 2021 when the waters are full of other people fishing for the same catch.

You have to take a stand. You have to show confidence.

You have ask yourself, what’s the biggest promise I know I can fulfill with my coaching service?

If you head over to my instagram page (or just look below), you’ll see that I don’t promise to turn you into a 7-figure coach (like some people out there). 

That’s because I don’t know that I can do that… yet.

But I do know I can turn you into a real business owner, not just a coach trying to make some money.

The real secret to all this, and the reason I can give it away for free without worry that I’ll be shooting myself in the foot, is that this takes lots of time and effort doing research on your ideal clients and what they actually want. 

And most people simply aren’t willing to do that. 

But here’s the exact formula if you want a solid offer:

  1. Spend about a week asking former clients, current client and yourself the questions outlined above. Really get to know the person you want to help and, in the process, learn what they identify as. HINT: no one identifies as a busy professional in their mind
  2. Figure out the problem they want solved by continuing to ask “why?” until you can’t answer it anymore. Ideally, interview some people about it.
  3. Narrow down your offer into a simple, yet powerful “I help” statement that looks something like this:

I help [CLIENT IDENTIFIER] [SOLVE SPECIFIC PROBLEM]

Now go slap that all over your social media and website and practice it in the mirror in case your cousin, Tom asks you at Christmas dinner. Remember, his buddy’s wife’s sister may be looking for exactly what you do.

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

The Coach’s Playground Podcast

maverickcoachingacademy.ca

Categoriespersonal training Program Design Strength Training

The Art of the Indicator Set

The 21st century has graced us with a bevy of technological advances:

  • High-speed internet.
  • Telescopes that now treat us to images of Black Holes
  • Nanotechnology to help improve manufacturing, healthcare, climate change, and agriculture.
  • Pizza crust made out of cauliflower.

The health/fitness sector has also benefitted. Trainers have the ability to work with clients from all over the world in real-time.

Seriously, cauliflower is now used to make pizza crust! Even more miraculous is that it doesn’t taste like sawdust.

We also have the capability to measure things like bar speed and heart rate variability via applications on our phone; all of which provide data to help us gauge our “readiness” to train on any given day.

Technology surely is great.

However, when it comes to ascertaining one’s readiness to train I tend to lean more toward the anti-app route, and instead rely on what I call “INDICTOR SETS.”

Copyright: jegas

What the Heck Is An Indicator Set?

The easiest way to explain is via some anecdotal observances.

I was walking to my studio to train the other day where the plan was to show up, warm-up, crank a little Mobb Deep over the stereo, get angry enough to want to fight a tornado, and work up to a heavy(ish) triple on my deadlift (535 lb).

On paper it looked like a done deal.

But once I started warming up, things didn’t go quite as planned:

135 x 5

225 x 5

315 x 3

405 x 1 (didn’t feel horrible, but didn’t feel great)

455 x 1 (INDICATOR SET)

An indicator set basically lets me know whether or not I have “it” that day.

For instance, in the previous two weeks, 455 lbs (which is ~80% of my 1RM) literally flew up. Based on “feel” of my bar speed, and how effortless the set felt, I knew I could make a run for a high 500’s pull.

Put another way, I gave myself the green light to go for it, and I did.

Conversely, 455 felt like absolute garbage the other day.

It felt slow off the ground. And it felt even slower at lockout, which I normally never have any issues with.  The indication was: “Tony, if you attempt to go any higher you’ll run the risk of shitting your spine.”

So, I did the smart thing and called it.

I re-racked the plates, turned the page, and did my accessory work:  DB reverse lunges, a little pouting in the corner, and some pull-throughs.

Listen, it’s not a perfect system, nor is it anything remotely scientific. To be as transparent as possible: I am not anti-technology. But I am anti-technology to the point that many (not all) people tend to miss the forest for the trees when it comes to their readiness to workout.

If their Apple watch indicates a modicum of fatigue they’ll shut that shit down faster than you can say, well, apple.

Just because your watch says you should avoid training on any given day doesn’t necessarily mean you have to. Besides, I’m not entirely sold on the reliability of those apps anyway. I’ve had clients walk into a session feeling like a million bucks only to have their watch tell them danger, danger, DANGER, and to not even look at a barbell.

On the flip side, I’ve also had clients show up feeling like they made out with a petri dish, only to warm-up, move around a little, and then feel like Leonidas leading the Spartans to battle.

Indicator sets help you learn to FEEL whether or not you’ve got the juice on any given day. In short: It’s a form of auto-regulation that helps you to not have to rely on some algorithm.

Plus, it’ll save you a few hundred dollars…😙

At least in this scenario you’ll have some tangible, performance-based evidence to help you gauge things. Muscle fatigue is one thing and tends to be easier for many people to use as a metric.

If you’re overly sore you can feel that and tweak your programming accordingly. CNS (or nervous system) fatigue is a bit more nebulous and harder to pinpoint, or even feel for that matter.

Indicator sets help you with the latter.

To that end, I encourage you to start utilizing indicator sets as part of your warm-up on the days you know you’re going to be pushing the envelop. 

Pick a weight during your warm-up that you can use to “gauge” where you’re at that particular day. This number should be heavy enough to be challenging, but one you KNOW you can perform fast and with immaculate technique.

(this will likely be around 80% of your 1 rep-max)

Trust me.  The whole mindset of lift heavy or go home – while admirable – isn’t always the best approach.

Categoriespersonal training Strength Training

Strength Training For the Real World

Just to be clear: This blog post has nothing to do with the reality series, The Real World…😉

Speaking of which, I crushed that show in its early days. I watched every season up until Paris (season 13); after that it kinda lost its luster for me. Watching people make out in hot tubs wasn’t my idea of must-watch-tv.

(Excuse me while I go catch up on The Bachelorette).1.

Nope, today’s guest post, written by NY-based personal trainer Elaine Studdert (who wrote THIS post on sustainable fitness on this site a few months ago), pertains to strength training as it relates to “real world” activities like yard work, rough-housing with your kids, hauling suitcases, and fighting off a pack of ninjas.

We’re enamored if not programmed to think that the more advanced an exercise or program the better it must be. That couldn’t be further from the truth.

Enjoy!

Copyright: daizuoxin

Real World Strength Training

I’m a proud hockey mom to three boys. As my boys grow older their hockey equipment grows with them. Back when they were just little Mites, I’d carry their bags – which were heavy but manageable.

Fast forward to the Pee Wees and Bantam divisions, those same hockey bags have gotten exponentially bigger in size and weight. Even though they carry their own gear now every once in a while they need a hand. This is one of the many reasons I need to maintain the ability to pick up heavy stuff.

And this is true for everyone, whether it’s a hockey bag or a trash bag. In all of our lives, there will be situations that require heavy lifting.

This is real world training.

Training that doesn’t take place in a gym.

This is the type of training we need more than that weekend boot camp class.

Carrying suitcases, hauling groceries, walking up a flight of stairs, picking up your kids/grandkids, running after your dog, moving furniture, picking laundry up off the floor, etc.

The list goes on and on.

These everyday activities may not seem like a workout. In fact, we usually take for granted our ability to manage these tasks, until it becomes a challenge. That’s why it’s so important to put the work in every day. Being consistent over time will keep you in form to be capable of these everyday activities.

In the healthcare industry these movements are called ADL’s (activities of daily living).

Basic self-care activities that people do on a daily basis. We learn these basic skills as young children. As we play, run, jump and navigate the playground our body is figuring it all out and getting stronger. It’s important to find your adult playground to maintain this functional movement.  Maintaining the ability to perform ADL’s as we get older should be top priority.

So even if we’re not training for a sporting event, we should technically be in training every day for life.

How Do We Get Fit for Life?

Real life requires us to:

Squat – ex. getting up and down from a chair

Hinge – ex. pick something up off the floor

Push – ex. Push a shopping cart

Pull – ex. opening a car door

Carry – ex. holding a suitcase or grocery bags

Training these movements with external resistance or load is essential for maintaining muscle mass. And as we age, we want to hold on to our muscle as long as we can.

This doesn’t mean we have to be become bodybuilders or Olympic lifters. For most of us, this just means picking up some weight and performing these movement patterns 2-3 times per week. Strength training with movements that mimic real life will prepare you for all the activities you do on a daily basis.

It’s really as simple as that.

Where do we start?

The overwhelming amount of fitness information and resources we have access to can be confusing and complicated, especially for someone who is new to exercise.

  • What is the right plan?
  • Who do I follow on Instagram?
  • What app do I download?
  • Which device do I need to monitor my activity?

Breaking it down to the simplest components will make it less intimidating. Don’t overthink it. The quality of the exercises is way more important than quantity. Just start with the fundamentals and take it from there. Put one foot in front of the other and the rest will happen.

Here’s a Sample @Home Workout

A1. Squat: Goblet Squat w/ Lowering

A2. Hinge: Band Pull-Through

A3. Push – Gripless FacePull to Press

A4. Pull – Band Row Rotational Row w/ Weight Shift

A5. Carry – Goblet Carry

 

Carrying some weight, making small gains day in and day out, pushing yourself hard but not killing yourself. It all adds up and keeps us in shape to do the things in life we enjoy.

About the Author

Elaine Studdert is an ACE Certified Personal Trainer based in Westchester, NY. She trains clients virtually and in-person at HealthyFit in Mamaroneck. Elaine specializes in functional movement and kettlebell training. She loves to work with clients who are looking to improve their quality of life through movement. See her most recent article on virtual fitness training at Larchmont Loop.

Follow Elaine on social media: Instagram: @elainestuddert

Categoriesbusiness

3 Questions To Ask Yourself Before You Open A Gym

A few weeks ago I asked for a little insight on what you, my loyal readers, would like to see me write more about.

Oddly, “How adorable your cat is” didn’t make the cut.

What was a popular answer, almost resoundingly so, was for me to go into a little more detail on the business side of the fitness industry. Specifically, gym ownership. Even more specifically, to reflect and pontificate on what that means to me, and to offer any sage advice to those considering traveling down that path.

Read on…

Copyright: wavebreakmediamicro / 123RF Stock Photo

 

3 Questions To Ask Before You Do Something Stupid Open a Gym

1. What The Fuck Are You Doing?

Are you sure you want to do this?

I’ve come to realize there’s one of two tangibles that serve as the impetus for someone wanting to open their own gym:

  1. They’re passionate about fitness.
  2. They want to stick it to the man.

To Point #1 (passion).

I’m passionate about a lot of things too: Health, fitness, & helping people (obviously), techno, cheese, and movies.2

You have to be careful with passion.

It makes us do dumb things and make irrational decisions.

This is why I’ve yet to open up Tony’s Techno Palace of Gruyere and Sick Hip-Hop Beats.

Following one’s passion, while commendable, can be a tricky situation. Before you know it you’ve opened up a 10,000 sq. ft facility with all the bells and whistles, yet have zero idea on where or how you’re going to get clients.

Rent’s still due at the end of the month by the way.

More to the point, and this is something I’ve hit on before, I think there’s this idea (or even stigma) that the only way you can become relevant or give off the guise that you’ve “made it” in this industry is to own a gym.

Many trainers/coaches put this unnecessary pressure on him or herself to be a gym owner despite 1) not really having the desire (not to mention career capital, experience, or skill-set) to do so and/or 2) because it seems like the natural career progression to take.

NEWSLFLASH: You don’t have to do shit.3

You don’t have to be a gym owner to be successful in this industry. There are innumerable fitness professionals out there who work in commercial, boutique, box, or studio gyms who do very well for themselves.

As far as “progressing” one’s career (which, let’s be honest, means: “how can I make more money?”) I’d suggest the more pertinent question people should ask isn’t so much “Hey, should I open a gym?”

…but rather…

“Hey, what can I do to incur additional revenue streams so that I don’t have to be coaching on a gym floor 40-50 hours per week?“

That’s a deeper discussion for another time (especially when we consider how COVID-19 affected everything within the health/fitness industry), but suffice it to say this is where things like online coaching, writing, consulting, producing educational products, affiliate marketing, private coaching groups, and public speaking come into the picture.

Not ironically, all of the above are typically only fruitful when someone has spent years working in a commercial gym setting and harvesting much-needed experience.

To Point #2 (sticking it to the man)

This is also called the “my boss sucks so I’m going to open up a gym” argument.

I get it, I really do.

I spent the first five years of my career working in various corporate and commercial gyms and I’d be lying if I said I never got frustrated.

  • Why do I have to work so many floor hours?
  • Why are they taking a larger percentage of my sessions?
  • How come they won’t let me train people with my shirt off?
  • (tosses chair through a window) THIS PLACE IS A PRISON!

Stop being a child.

Read THIS post by Pete Dupuis.

2. How Are You Going to Open a Gym?

Is this a self-funded endeavor? Partners? Investors? You found a magic lamp?

When we opened up Cressey Sports Performance back in 2007, Eric Cressey, Pete Dupuis, and myself did things the old fashioned way: we cut each other’s hands with a razor blade and shook on it.

Okay, not really.

But we did sit down and discuss what each of our respective roles were going to be and also made it clear who owned what percentage of what.

We were a little different than most gym start-ups in that Eric more or less funded the entire thing out of his own pocket and we already had a set client roster primed and ready to go between the two of us.

Not many gym owners have that luxury.

NOTE: We were able to do that because 1) Eric had been saving money since he was seven months old and 2) We made it a point to START SMALL with a very bare-bones approach.

The initial CSP was 2200 sq. feet located in the corner of an indoor batting facility.

And while we had several people offer to invest at the start, as a group we wanted to avoid that at all costs.

We didn’t want to be held accountable to anyone else but ourselves. Too, we just wanted to avoid weird situations.

With investors you run the risk of too many demands/opinions being thrown into the pot – “When will we start hitting “x” numbers?” or “Why don’t we buy this $5000 leg press?” or “What do ya’ll think of adding in BOSU ball Light Saber battles as part of the warm-up?”

We wanted our gym to be ours.

The rule of thumb is this: If you don’t have a minimum of 6-months of operating costs set aside – to cover rent, utilities, insurance, any CAM fees, etc – than you shouldn’t consider opening a gym.

But if you do, do yourself a huge favor and email Pat Rigsby.

Which serves as a nice segue to…..

3. Is What I Did An Option?

To speak candidly, I never wanted to own a gym. Sure, I was (and still am) considered a co-founder of Cressey Sports Performance, but I’ll be the first to admit I wanted nothing to do with the business side of the equation.

All I wanted to do was show-up, coach my tail off, and do my best to serve as an ambassador to the brand.

I let Pete and Eric worry about the TPS reports.

When I decided to leave CSP in the Fall of 2015 it wasn’t to open my own place.

An opportunity arose where I could sub-lease at a location that was really close to my apartment.

In short, I paid an hourly rent in order to have “access” to a space to train clients. It was a perfect fit for me. There was no overhead on my end and since I already had a bunch of people lined up and ready to train with me in Boston the risk was pretty low.

(Also, the 1-mile commute as opposed to a 45 minute drive both ways didn’t suck).

Fast forward several months and the person whom I was sub-leasing under informed me she wasn’t renewing her lease and asked if I’d be interested in taking it over?

After unclenching my sphincter I put pen to paper and crunched the numbers. I came to the conclusion that if I had even one person sub-leasing under me paying me rent, that it would be a cheaper alternative on a month-to-month basis compared to what I had been doing.

I was in.

CORE was born.

Part of what helped settle my fears was that I knew what I didn’t want CORE to be. I had zero aspirations (and I still don’t) of building anything close to the pedigree of Cressey Sports Performance.

To be honest, I don’t think I have it in me – either in skill-set, acumen, or talent.

All I want (and need) is a small space to coach clients ~20 hours per week. This still allows me the ability to write, travel (when it’s allowed), and spend time with my family.

Sub-leasing is a great fit for me and I believe it’s an option more and more gym owners are considering, particularly in a COVID world.

I currently have three coaches sub-leasing under me at CORE. They’re not employees and I am not in charge of their schedule nor setting their price points.

All I do is provide a well-equipped, clean space that they can utilize and build their own businesses.

And (hopefully) thrive.

It’s a small space – 550 sq. feet – so only one coach can utilize the space at a given time. There’s a shared calendar and if someone blocks off the time, the studio is their’s to use. I’ve been using this system for just over five years and it’s worked splendidly.

If you’re someone who’s more hands-on and prefers the challenge of building a business, it’s likely not going to be a satisfying approach. However, if you’re someone like me and want something a little more low-key and are also looking for ways to offset your overhead, this option may be a home-run.

HOWEVER: As it happens I am now looking to scale the business into a larger footprint and turn CORE into CORE Collective…

…an all-in-one health/wellness location that not only provides top-notch personal training where a team of coaches can share and utilize the space, but also physical therapy, massage, nutrition counseling, and psychotherapy to boot.

Who knows, maybe I’ll also host Laser Tag tournaments on the weekends.

Which brings me to Point #1 above.

What the fuck am I doing?…..haha.

That’s That

I hope this was helpful?

Categoriespodcast

Coaching For Introverts and Prepping For Life’s Dumpster Fires

Copyright: forestrun

Appearance on the Future of Fitness Podcast

One of my favorite people in the world is Eric Malzone. I mean, he’s a really good friend, so of course it makes sense he’s ranked high on that list.

Somewhere lodged between my wife, my kid, and Jason Bourne.

Eric’s a great coach, and he works with a litany of other fitness professionals on how to grow & build their respective businesses and brands. He also runs a very popular podcast, one of which I’ve been invited on as a guest several times.

In my latest appearance he and I discuss how being an introvert in the coaching industry can be an asset, but needs some slightly different approaches. We also talk about sawing a couch in half and when life serves up hot dumpster fires.

You know, the normal podcast stuff.

Check it out:

iTunes – HERE.

Spotify – HERE.

Stitcher – HERE.

Categoriespersonal training

Meet In the Middle

There’s no question we’re living in polarizing times; no one can seem to meet in the middle on anything:

  • Politics
  • Religion
  • COVID/masks/vaccines
  • Who’s the best Batman…

If there’s any degree of disagreement the brass knuckles are coming out. We see a fair share of the same sentiment in the fitness industry and with today’s guest post, Shane McLean pontificates on that point a bit further.

Copyright: xwinggames

Meet In the Middle

Remember when you used to meet up with a friend and you would meet in the middle? They didn’t want to go all the way over to your house and you didn’t want to go all the way to theirs, so you met in the middle. When I was a kid, it seemed a fair deal because I rode my bike everywhere.

Now it seems (to me) we live in a world of extremes, and no one meets in the middle. It’s either this or that. It’s fact or it’s fiction. You support me or you’re dead to me. Plus, if there are two differing points of view, you must side with one or the other.

This is often exacerbated (in my opinion) by the mainstream media and even on TV shows.

Extremes sell and get you fired up.

If you support one side or the other for whatever reason, it’s easy to draw a line in the sand and put your money where your mouth is. How’s that for back-to-back use of clichés? On second thoughts, don’t answer that.

Although today’s political climate has its fair share of extremes, I also see this in the health and fitness realm.

Warning: Soap Box Moment

Before the rant, here’s where I’m coming from:

  • I’ve been a personal trainer for twelve years
  • Freelance fitness writer for over six years
  • Been writing a fitness blog for over seven years
  • Volunteer for the Personal Trainer Development Center where I consume a metric ton of fitness content.

I’ve read, written, coached and performed a lot of exercise. This doesn’t make me an authority, but it does make me a loud mouth with an informed opinion. If you dislike opinion pieces, stop reading. If you wish to be more informed as to see clearly through the murky waters of the fitness realm, hold on to your keyboard.

It will be a bumpy ride.

The Middle Doesn’t Sell Well

Extremes sell because they get attention.

Nothing brings this more to light more than social media because it takes a lot to get consumers attention while they’re doom scrolling. And being on social media more than I should, here’s what I’ve gathered about what sells and what doesn’t.

Nothing polarizes trainers, coaches, and consumers more than diets and methods of exercise. Whether it be Keto, Atkins, Vegan, (insert all diets here) or high intensity training, CrossFit, Zumba, or kettlebells (insert all training methods here).

To get attention in a crowded marketplace and more sales, you need to stand out from the crowd. And some trainers, coaches, etc. go to extremes by either

  • Performing circus tricks that kind of look like exercise
  • Saying only this works and nothing else does
  • This food will get you fat so buy this instead4
  • You’re exercising all wrong and you must do this for gains
  • Eliminate this and add this (whatever their selling) to get long-lasting results
  • Stop making these diet and exercise mistakes and do this instead.

Or variations of all the above.

Now, I’m not saying this is wrong and I’m not denying people trying to make a buck no matter how dubious their claims are. Because (cliché alert) fools and their money are soon parted.

But I’m going to let you in on a little-known secret that seems obvious that you’ll be smacking your hand into your forehead repeatedly saying ‘why, why, why didn’t I think of that.’

Are you ready?

Everything works. Yes, even the Thigh Master. Or Zumba.

The trick is what to do when the extremes stop working.

Here’s What Doesn’t Sell

Extremes do work because there is a time and place for most things.  There are times to go to extremes to get the results you want.

Plus, people are entitled to their extreme opinions too. My only problem is when these people are presented with overwhelming evidence to the contrary and they still hold on to their beliefs.

But that’s a story for a different time.

Here’s what I feel aren’t the biggest sellers nor doesn’t it generate lots of attention.

The basics and moderation, otherwise known as the middle.

The middle for resistance training involves the regression and progression of hinging, squatting, lunging, pushing, pulling and locomotion (carries, sled work etc.) And the middle for nutrition is a caloric deficit for fat loss, caloric surplus for muscle gain and eating more like an adult and not a child.

Yes, there is a lot of wiggle room as I’m taking the broad view here.

Moderation is taking the long-term view and not just the short-term strategy of losing 10 pounds in 6 weeks.

Quoting a well-known coach, he suggests you need to spend more of your time doing either a:

“Moderate diet (not a huge caloric deficit, surplus or mass elimination of food groups). Combined with Hard training (more sets, reps or more days exercising).

Hard diet (bigger deficit or surplus with elimination of foods) Combined with Moderate training (less sets, reps, and training to support you goal).”

Now extreme dieting and training programs (at the same time) are doable but only for a limited time. Think of it (another cliché alert) as burning the candle at both ends. You burn bright for a while and after a while there is no wax to burn.

But moderation and the basics aren’t as sexy or sell as well as extremes.

Wrapping Up

This is not a knock-on trainers or coaches who use attention grabbing content or exercises to generate sales, likes and followers. But be aware there is plenty of room in the middle performing the basics with moderate diet and exercise.

Because doing a little over the long haul will give you the best chance of success. Save the circus tricks for the professionals.

If you’re looking for an exercise program to get you back on track, check out my 6-week program right here.

About the Author

Shane “Balance Guy’ McLean”  is an A.C.E Certified Personal Trainer working deep in the heart of Louisiana with the gators.

CategoriesStuff to Read While You're Pretending to Work

Stuff to Read While You’re Pretending to Work: 10/19/21

Copyright: conneldesign / 123RF Stock Photo

STUFF TO CHECK OUT FIRST

1. COACHED: Raise the Bar Conference – Early Bird Rate Ends This Week.

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.

Spots will fill up fast, act quickly – HERE.

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STUFF TO READ WHILE YOU’RE PRETENDING TO WORK

Trust the Science – Doug Kechijian

We heard this phrase all through the height of the pandemic; yet there’s a twinge of Inigo Montoya’ness whenever you hear some people shout it through the rooftops.

“You keep using that word. I do not think it means what you think it means.”

As always Doug pontificates deeper and at a level most people are unable to get to.

Habit Stacking and Building the Healthier Life You Want (One Step at a Time) – Sarah Moorman

I’ve been following Sarah’s work for awhile now and she’s impressive. Not only is she stronger than She-Ra and Wonder Woman combined, but her approach to training is accessible and actionable, and that take talent to pull off.

Anyhow, this is a short-n-sweet post by here that I know most people can get on board with.

Imposter Syndrome and the Fitness Industry – Dean Somerset

Dean wrote this absurdly relevant post four years ago (I know because he just shared it as a memory on his Facebook page) and it’s still valid today.

It will always be valid.

CategoriesAssessment coaching

You’re Not Broken If You’re Asymmetrical. You’re Normal.

One of the more flagrant “mic drops” I toss down whenever I speak to a group of fitness professionals (remember when we used to be able to do that in person?) is that forcing people to adopt a symmetrical stance while performing basic lifts such as deadlifts or squats is more likely hurting people rather than helping them.

In fact, I’ll go a step further and tell them symmetry in the human body doesn’t exist and then yell something like “UNICORNS ARE REAL!” and walk away.

You know, to keep people on their toes.

Copyright: erllre / 123RF Stock Photo

You’re Not Broken If You’re Asymmetrical. You’re Normal

We need to stop thinking we’re broken if we display any degree of asymmetry.

It’s 100% normal, actually.

The human body is designed asymmetrically. If it were so deleterious I think natural selection would have fixed it by now don’t ya think?

Admittedly, I appreciate it’s a tough nugget to swallow…the whole “symmetry is a myth” thing.

I had a hard time tackling it myself. For years all I read was how we should strive for perfect balance and symmetry both statically (posture) and dynamically (think: maintaining a symmetrical stance during a set of squats).

However, the more I worked with people – with varying backgrounds, injury histories, and body-types – and the more I coached, the more I realized it was all B.S. Holding everyone to the same standard didn’t make sense.

The tipping point for me was my introduction to PRI (Postural Restoration Institute ®) a number of years back. Neil Rampe stopped by Cressey Sports Performance and did a 1-day workshop and opened my eyes to just how UN-symmetrical the body really is.

As noted above, it’s designed that way, in fact.

It helps us.

This was pretty much reaction

via GIPHY

Not long after Michael Mullin stopped by CSP several times and took the entire staff through a number of in-services which further slapped me in the face with the whole Morpheus “blue pill/rep pill, we’re asymmetrical creatures, open your eyes” schtick.

More currently, guys like Dean Somerset, Dr. Ryan DeBell, Dr. John Rusin, Dr. Stuart McGill, and Papa Smurf agree: The human body is all sorts of effed up.

But in a good way.

In some facets of life symmetry is the goal.

A ballet dancer needs to elicit “symmetry” when performing, as does a figure athlete or competitive bodybuilder when strutting their stuff on stage. No one ever won Ms. Olympia or Mr. East Lansing Stud Muffin with a yoked up right quadricep and a teeny tiny left.

But those examples aren’t necessarily the same thing as what I’m referring to in this post. Aesthetically, symmetry is visually pleasing.

90’s Mariah = pleasing

Crazy Eyes from Mr. Deeds = not pleasing

However, for performance or function, symmetry shouldn’t necessarily be the default goal or expectation.

It’s a hefty statement to make, and whenever I say something so seemingly egregious it often invokes a little push-back.

“Well, what about cars?” someone may blurt out. “If we don’t maintain alignment (symmetry) the car will start veering to one side or the other, causing additional wear and tear on the tires, and run the risk of further damage.”

To this point, I agree. Cars are designed by engineers and manufactured by computers and machines with precise precision to be replicated over and over and over again to (hopefully) ensure a quality product and return business from consumers.

The human body is not a Volvo.

This isn’t to insinuate the human form is any less fantastical, beautiful, intricate, or complex of a design. But, you know, we’re not some Clone Army to be replicated en mass.

Dare I say: This is a rare moment where “we are, indeed, all special snowflakes.”

During our Complete Shoulder & Hip Blueprint (dates are in the works for a return in early 2022!), Dean Somerset and I try to reiterate to attendees that asymmetries are normal and that, often, we’re doing a disservice to our clients and athletes by forcing them all into a standard, one-size-fits-all way of doing things.

 

It’s important to recognize everyone has variances in bony structure.

Using the hips as an example we know:

  • Pelvic structures differ person to person.
  • Femoral angles vary person to person.
  • Hip socket depth can vary (Scottish hip)
  • People have two hips (surprise!) and either side can have retroverted or anteverted acetabulums, as well as retroverted or anteverted femoral heads. All of which affects someone’s ability to flex, extend, abduct, adduct, externally and internally rotate the joint.

To that end, when coaching someone up on the squat why not use those variances to better set up your clients and athletes for success?

Much like what an optometrist does when fitting someone for a new pair of glasses, sitting someone down in front of that thingamabobber (<— I believe that’s the technical term) and flipping back and forth between lenses to see which looks and feels better – is this better, or is this? – why is the parallel approach all of a sudden wrong when trying to figure out the best squat stance for someone?

Shouldn’t it be our goal to figure out what stance feels more stable, powerful, and balanced? I’d make the case we’re trying to fit square pegs into round holes much of the time when we force people to use a symmetrical stance.

Why?

Especially when we know there’s a multitude of structural anatomical variance from person to person.

via GIPHY

But, How Do We Tell?

If you’ve somehow developed a mutant power of X-ray vision:

1) That’ll help

2) Can we hang out?

Performing a thorough assessment – something both Dean and I cover in depth HERE (hint, hint) – will provide a ton of feedback and help peel back the onion of what will be the right approach for someone.

You could also watch Dr. McGill take someone through a hip scour here:

 

I can’t tell you how many times I’ve encouraged someone to use a staggered stance when squatting, or maybe to externally rotate one foot more than the other, and then they perform a few repetitions and they look up and say “holy shit-balls that feels so much better.”

And we hug.

Why would I disregard that?

We’re not causing irreparable harm by accepting asymmetry.

We’re just accepting people’s differences.

Categoriesfitness business personal training

The Hybrid Training Model For Personal Trainers

My man Gavin McHale is back with another excellent guest post this month. If you missed his last article on lead generation you can check that out HERE.

This month, as the title implies, is all about how personal trainers can (and should) lean into more of a “hybrid” training model that doesn’t rely on IN-PERSON training only and allows you to better leverage your time in order to 1) make more money and 2) resist the urge to throw your face into an ax from work overload.

Give it a read. It will make a lot of sense and I hope afterward it’ll provide some inspiration to you to make some subtle changes in your approach to the services you provide.

Copyright: michaeljung

The Hybrid Training Model For Personal Trainers

I climbed into my truck and sat back with a huge exhale. I had just finished another ‘day at the office’ and, as usual, I was absolutely exhausted. 

It was early afternoon, I had been up since 5AM and on the training floor since 6:30, eating and drinking coffee on the go. I was finishing up my 4th cup of coffee for the day, knowing it would affect my sleep but needing it to prop myself up for the evening full of clients that I had in about 4 hours.

via GIPHY

The ‘00’s Pop Punk’ playlist had played at least three times through on repeat that morning.

The plan was to whip home for some lunch and some work on the business before heading back to the gym – another few hours of client sessions on deck. In reality, I knew I’d get home, crush some food and pass out for the entirety of my time at home, barely dragging myself out of bed to get there on time.

I loved my training clients and I got to provide them with the best hour of their day on the training floor. 

And, by this point, I got to do it a lot. 

I had built my personal training business up to nearly 30 clients, with upwards of 25 semi-private and private training sessions a week. 

Business was buzzing… but the thoughts started creeping in…

via GIPHY

My girlfriend of two years and I barely got to see one another. When we did, I couldn’t even keep my eyes open for a full movie and had to leave any social gatherings by 9PM thanks to my 5AM alarm the next day.

How long was she willing to put up with an absent partner?

I knew I wanted to have kids at some point in my life, and I wanted to be the dad who could do school drop-offs and pick-ups and coach the sports teams; not the one who always ‘had to work’.

We loved to travel, even just for extended weekends. But I couldn’t enjoy my time away, panicking about lost revenue and possibly unhappy clients.

But the worst part was that I wasn’t making the money I knew I could be. I wasn’t having the impact I knew I could.

I was making a decent paycheck every month, but it was just enough to pay my bills and allow me a bit of freedom. I was pinching pennies and living paycheck to paycheck while working a ton, with a university degree and numerous certifications behind my name.

And honestly? I was just fucking tired…. ALL. THE. TIME.

It didn’t add up.

Especially since the only solution I knew was to take on more clients and do more of the same… something I didn’t have the capacity for without sending myself down a spiral to burning out and being single well before my 30th birthday.

That’s when I was forced to get creative.

I began by asking myself the one question every single service provider should start with (I was just a little behind the curve): How can I best serve my clients?

via GIPHY

(GIF added by me, Tony, because if nothing else I keep thing professional.)

I knew they loved their workouts and I loved working with them, but the majority of them weren’t getting the results they wanted because that 1-3 hours a week they spent with me would never offset the poor lifestyle choices they were making during the other 165+ hours every week.

Let’s be real, even though I loved doing it, grinding it out on little sleep and caffeine was not the best service I could provide. The cup I was pouring from… was empty and I didn’t have the systems in place to help them change their lifestyle beyond a couple sweat sessions a week.

And since I had no more capacity for more training sessions and they didn’t have the time to come to the gym every day,

I had to find a better way.

Enter, the Hybrid Training Model

This model created a win-win for me and my clients.

The win for me is that I got to stabilize my monthly income by charging for an entire package instead of session by session and got some of my time back, all while providing a better service to my clients.

The win for them? Straight up better results without having to schlep to the gym and back every day or pay thousands a month for a trainer.

This model would allow me to continue doing what I did best, training clients on the gym floor, but not have to live there, eating every meal out of tupperware, trying not to spill it on the turf and taking bites between coaching cues.

The hybrid model I built and refined since includes 5 key areas:

  1. In-person coaching
  2. Regular activity programming
  3. Nutritional guidance or intervention
  4. Belief and habit building
  5. Accountability

If you look at the traditional training model – the one that left me half sleeping in my truck at the end of the work day, I covered maybe 1 or 2 of those bases… at best.

And, in most cases, the trainer isn’t being paid for anything but their time spent in the gym with each client. You can say the pricing reflects programming time and nutritional information and accountability, but it really doesn’t.

When your clients are paying session by session, they see the value in having you in the room coaching them.

That’s it.

Your clients are also financially incentivized by this model to actually miss sessions. If they’re low on energy or just don’t feel like it, they’ll miss a session and either save money that month or stretch their current package out over a longer period.

Bottom line: your income is unstable and they don’t get the best service.

In order to build this model out and be able to market and sell it, you have to ask yourself a lot of questions and completely reshape the way you provide your service and charge for it.

1. In-Person Coaching

  • How often do they need instruction lifting weights? 
  • How often do they want to come to the gym?
  • Do you have the space and ability to do semi-private training with them?

2. Regular Activity Programming

Basically, this includes any part of the programming that doesn’t require you to be there, coaching them.

  • Can you program some or most of their workouts to be done on their own? 
  • Do they have a gym membership or access to equipment at home?
  • Are there parts of the program where they don’t need to be in the gym like walking, running or mobility work?

3. Nutritional Guidance or Intervention

Any type of transformational program is incomplete without some form of nutritional guidance. If they already trust you enough to train them, then you’re probably the best person to guide them through some basic nutrition principles.

For most general population clients and goals, this is simple habit building. No need to go too deep and risk moving outside your scope.

You can either build your own curriculum or outsource this completely. When I was coaching, I outsourced this to Precision Nutrition and set my clients up on their year-long ProCoach software.

4. Belief and Habit Building

My most successful clients were the ones who made massive mindset shifts throughout my program. Over the time we worked together, they became better versions of themselves, which provided the outcome they wanted.

In my opinion, this is a non-negotiable in any coaching program, especially if you want to stand out from the Pelotons and the Orange Theory’s. 

  • What do they need to learn to be able to shed their old skin and step into a new, better version of themselves?
  • Can you create a simple weekly or bi-weekly curriculum over 2-3 months that will allow them to do that?

5. Accountability

Finally, accountability is what they’re actually paying for.

Let’s be real – everything you (and I) coach can be found with a quick Google search if they know where to look. 

Information and even education is no longer valuable like it used to be. What is? Accountability and a safe space to fuck up and learn.

Plus, the more skin they have in the game (i.e. the more you charge for this full spectrum service), the more accountable they’ll be.

I’m not sure how many free downloads you have sitting on your laptop, but I have plenty that I haven’t even opened… no skin in the game.

In Its Simplest Form, This is the Hybrid Coaching Model

I won’t lie, this will be more work upfront for you. But, as I learned throughout this process, if you can “work hard once” setting everything up, you make your life a whole lot easier down the road.

This will allow you to charge a monthly price for the whole package and stabilize your pay while actually working less and giving your clients the best chance at seeing the results they’re looking for. 

No more never-ending selling of 10 or 20-session packages and no more needing to send out the same resources over and over to every single client who asks about keto or intermittent fasting.

You run the show and make sure all the bases are covered. They get the best of what you can offer and you get the most out of your time, energy and expertise.

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

The Coach’s Playground Podcast

maverickcoachingacademy.ca

Categoriescoaching fitness business psychology

Psych Skills for Fitness Pros II: Inside the Coach’s Mind Explained

In November my wife, Dr. Lisa Lewis, will be putting on a 2-day LIVE workshop in Boston that focuses on psychological skills geared toward fitness professionals.

I, admittedly, am a bit biased and think Lisa’s content is superb. I’ve stated on numerous occasions that what’s helped me develop most as a coach over the course of the past decade (+) is confiding in her and leaning into the idea that it’s the “soft skills” – empathy, compassion, listening, having a better understanding of the many layers of motivation –  where I had the largest gap to overcome in my growth.

And I wholeheartedly feel this is an area where most other fitness pros need to grow as well.

I’ve laid out in recent weeks the general outline of the upcoming workshop, but in hindsight can understand how my explanation may have come across as a bit nebulous if not incomplete:

  • Why do I need to learn about motivation?
  • I’m not a psychologist, why does this stuff even matter?
  • Did Tony mention something about a tickle fight?
  • I mean, what the heck am I walking into here?

Lisa was kind enough to go into much, much more detail on what you can expect from the upcoming weekend and how the information she’ll share will help you become a better coach.

Copyright: branche

Inside the Coach’s Mind – Explained

As a coach, your knowledge about programming, anatomy, physiology, getting people stronger, getting people leaner, and getting clients wherever they want to “go” is central to doing a good job. But your technical knowledge and acquired coaching skills aren’t the only tools you use. 

When you coach, you build a relationship, using:

  • Rapport.
  • Communication. 
  • Collaboration
  • Facilitation of change. 

You work hard to understand and help each client, with their own unique personality, tendencies, biases, and quirks. And, just as important, you are also a unique individual with your own tendencies, biases, and ways of thinking, feeling, and being in the world. In other words, you and your clients have a psychology – and that psychology directly affects the process and outcome of coaching. 

Psychology is the study of: 

  1. Cognition (Thinking)
  2. Emotion (Feeling)
  3. Behavior (Doing). 

Your psychology impacts how you: 

  1. Think,
  2. feel,
  3. and act about, toward, and with your clients.

In short, your psychology – and understanding it – matters.

In Volume I of Psych Skills for Fit Pros, we explored the nature of change, motivation, and the skills coaches need to facilitate those psychological phenomena. 

In Volume II, we explore the coach’s psychology:

  1. Your thinking style, strengths, and thinking “traps”
  2. Your emotions, unconscious tendencies, and processes
  3. Your professional boundaries, communication style, and self-care habits

You might be reading this and wondering, “What the heck does all this stuff have to do with me being a good coach?”

Good question. Two important reasons:

First, When you understand how your thoughts, emotions, and behaviors “work,” you can see people, problems, and situations more clearly. When you are familiar with your own biases, blind spots, triggers, and stressors, you can more effectively separate your issues from The Issue at hand. 

Second, the constant variable in all of your work as a coach is you.

The clients change, the setting may change, the point in time and context changes – but there you are.

By developing awareness of how your mind works and how you impact coaching relationships and coaching outcomes, you develop personally and professionally. And as everyone reading this knows, personal and professional development are central to career-long growth, effectiveness, and enjoyment of the coaching profession. 

On November 6th and 7th, 2021, Volume II of Psych Skills for Fit Pros will be live at Ethos Fitness and Performance in Boston, MA. 

(Register Now)

Curriculum Overview: 

Day 1 (Full Day)

I. Introduction

A. Psychology in Coaching: Why knowing your own mind matters
B. Self-Awareness: A long game – but worth it personally and professionally
C. Mindfulness: Mental Preparation for self-awareness and effective coaching
D. Psychology 101: A Primer

II. Cognition

A. Thoughts, and how they work
B. Thinking styles, tendencies, and traps
C. How to identify thinking traps, and use clear thinking to coach effectively
D. Character Strengths
E. Application

  1. Identify and correct thinking traps to improve coaching
  2. Leverage your strengths to maximize coaching effectiveness
  3. Case Study

III. Emotion

A. Feelings, and how they work
B. Unconsciousness, and how it impacts coaching

  1. There-and-then (your past influences how you see the present)
  2. Transference in coaching
  3. Countertransference in coaching
  4. Content and process in coaching

C. Application

  1. Identify emotions and processes that influence your coaching, triggers for negative emotions and processes, and a plan for correcting unhelpful emotions and processes. 
  2. Case Study

Day 2 (Half Day)

IV. Behaviors

A. Your actions, and how they work
B. Interpersonal Boundaries
C. Setting the “Frame” for coaching: Enactment of your mission, goals, and values
D. Self-Care: maintaining physical and mental health for optimal coaching and thriving
E. Application

  1. Understand and outline your boundaries, coaching “frame”, self-care practices, and how those maximize your performance as a coach
  2. Case Study

V. Bringing It All Together

A. Your psychology is the most powerful tool you have for helping clients
B. Top Take-Aways
C. Beyond the seminar

  1. Strengths to leverage
  2. Blind spots and biases to work on
  3. More to learn

Who is This Seminar For? 

  • Coaches who have the nuts and bolts competencies of coaching (sets, reps, programming), and want to further their skills and effectiveness as a coach. 
  • Coaches who are open to looking within themselves, identifying strengths and weaknesses, and working on their own psychology, even though the benefits and payoff might not be immediate. 
  • Coaches who get that professional and personal development is sometimes a “long game” and that investments you make in those areas can take time to yield positive results. 
  • Coaches who know that psychology and mindset are just as important as physiology and fitness. 

Who is This Seminar NOT For? 

  • Coaches who need to focus on the nuts and bolts of coaching (sets, reps, programming)
  • Coaches who do not like thinking about, talking about, or looking within themselves, and who thinking psychology is not a part of fitness. 
  • Coaches who want continuing education to yield immediate benefit, and don’t want to focus on longer-term improvements and change. 

If this seminar looks like it is for you, 

Come to Boston and join us! 

(Register Now)

Where: Ethos Fitness and Performance, 46 Wareham St. Boston, MA 02118

When: Saturday, November 6 (Full day) and Sunday, November 7th (Half day)

Cost: $699

Register HERE