 Next question is from Nate B. How do I increase compliance with my clients? Oh, yeah This is it. You know, what's funny of all the questions I get from trainers from the government beat them Yeah, this has to be one of the more common ones, you know versions of this, right? Like how do I get my clients to do? You know what I tell them how do I get my clients to eat better? How do I get my clients to show up more at the gym? Okay, so here's what I would have said to you 15 years ago here what I would have said is You have to inspire them. You have to motivate them You have to you know really present the case really well and get them to do what you want call them every day And then I realized that that was a terrible strategy because although if you're good and I was great So one thing I'll say is I can sell an idea very very well This is something that I've always been able to do pretty well So I could get my clients to buy in right away, and I was really good at this But I would get them to buy in with inspiration motivation That would wane wet either because they weren't working with me anymore or because it wanes because that's just what happens And then they would stop and I realized this is a failing strategy. I can motivate them all day long It's not gonna last forever. My goal is to get this person to do things forever So what I started to do was meet them where they were at and I would inform them I would support them and Whatever they could commit to I would do the best job of providing the best service and value And then what would happen was magical they would slowly Improve their compliance on their own some people who would take a year or two other people who would take a few months But I had so much success by telling my clients Here's what okay. Here's what'll get you where you want to go. Oh you want to start there? That's no problem. We could do a lot with that and then I would be that guy I'd train them support them. I'd be honest with them. Oh my god. Why am I not losing weights out? Well, it's because the diet part I'd be honest with them, but I wouldn't force them I wouldn't sit there and try and you know, you know inspire motivate them and drive them to do what I wanted And then little by little they'd come to me and be like hey Sal I want to do this thing with my nutrition. Hey Sal. I'd like to show up to another workout Oh, hey, I've been doing this other exercise on my own and little by little these people magically did all the right stuff Took a little longer, but it's stuck. It's stuck forever well isn't the difficulty in the beginning is that you're reliant a lot of times because your business model of bringing them into the gym and so it's like this Urgency in this hustle to have them in front of you have control a lot of it is is a control issue I think that a lot of can like personal trainers have in terms of like like even this word compliance like it's it's this assumption that They're gonna be doing all these things that you're telling them and and you're the You're the biggest part of the the the piece in this entire puzzle of them moving forward and It took me a long time to pull myself out of that entire equation And to do what you're talking about in terms of like providing the right kind of information Being available constantly making sure they know that they can rely on me but guess what if you don't show up it's completely on you and I actually like flipped my business model on its head so that way they were in that same understanding that They know that I'm gonna be there. I'm gonna be professional I'm gonna take them through when they're ready wherever they're at You know what they're willing to Commit to I'm definitely gonna be there if they don't show up, you know, that's something they have to wrestle with themselves This is their journey. This is this is entirely in their process. I just want to keep reassuring them I'm gonna be here. I have the the tools for you To get through this, you know on the other side is basically, you know Instead of like being there casting You know the the fishing rod for them like I'm teaching them how to fish and do this all themselves and then removing myself way more successful Yeah, I'm gonna piggyback off of what Sal said, but probably say it a little bit different Then the meeting them where they're at type of deal is anytime you you learn something new whether it be a sport or a New habit or behavior. It's like part of what makes people want to keep doing that is the experience that they have from it And normally if it's a positive experience that they have They're more likely to come back and do it again If you go play a sport for first time and you get your ass handed to you or you don't like it It's a miserable experience. You fail at it. You fail at it It's really tough to get up and want to do that again That's the same thing when it comes to working out. And so what I want to do is I want to create a ton of small wins So it's kind of like the same thing that you're talking about so but when I set these goals I'm gonna set things that I know that they can get they can accomplish so we can just start adding up all these little wins So to give them momentum and to encourage them to want to do more and comply to more things that I'm gonna throw their way If you lay something out, it's this super complex hard Tons of workouts tons of diet and calorie stuff to follow like and you give them all there's a small percentage of people that Okay, they get that and like maybe the engineer mind that really likes that and they're like, okay I got all the details. I know exactly what to do. That's not most people Most people are not like that they most people look at that and go like oh It's like sitting down with a kid trying to teach them Football for the first time and you're teaching them all these defensive schemes all these different stances How to throw those this and how do you know you're teaching them like 50 things at once and you're like, oh my god This is overwhelming. It's like literally give them one thing one goal You're gonna give them right now that you know isn't an easy win that they can accomplish either That day or the next day or within that first week and then you build upon that and what you'll see is if you can build that Momentum you will see the compliance start to go up versus trying to throw everything at them at once It's it's a hundred percent and when I pieced it to get I mean I had a client once that I remember when she showed up She was referred to me by one of my other clients That was a doctor and she came in and literally so the first words out of her mouth I introduced myself and she said I don't like to work out I'm here because doctor so-and-so has told me numerous times. I got to come see you I'm only gonna work with you once a week I'm not gonna do anything on my own and I'm not changing my diet Those were the first things out of her mouth when she met me old trainer Sal would have blown her out the doors Well, you're not gonna do what I say you're not sure whatever instead. I said no problem There's a lot we could do with one day a week definitely more than what you're doing now Which is zero and she looked at me like really I can only have I only have to come once a week I said absolutely if you're not working at it all now with once a week There's a lot of stuff that we can do together now Here's the key. Here's the interesting part about this story After about two years or through the course of two years this woman Met with me two more days a week started working out on her own Started working on her nutrition became a certified personal trainer This was over the course of two years because I met her where she was and I provided her a ton of value It also reminds me of I have a family member who was very talented at Soccer when he was a kid, but his dad was a very high-level soccer player in Italy So when he was a kid his dad was like Super soccer coach. No, you got to do it this way You got to do it that way and he'd bring all these games and he just overbearing Well, this family member of mine hated soccer because of it and quit when he was 12 Later on at the age of 30 he looks back and he goes man if my dad was cool about it He goes I would have been playing so I would have gone to college and had a scholarship And I would have loved it because but he made it such a shitty experience that I ended up quitting now He's a dad himself and he's different with his kids So think of it that way by the way the advice that we're giving to the coach right now Works when you coach yourself Okay, here's this is the the important part of this when you're trying to coach yourself and get yourself to do This new thing Okay, it's the same thing say to yourself. What is a small? Challenging yet realistic step that I can take right now or in a state of mind that is not motivated I'm gonna start there do that and then watch the natural progression Happen from there if you do everything all at once your chances of long-term success are less than 10% That's statistically true. So less than 10% So whatever advice we're giving to this trainer right now apply it to yourself for better long-term odds of success Hey, if you enjoyed that clip you can find the full episode here or you can find other clips over here and be sure to subscribe