 Next question is from train with Faye. What was it like as a new trainer? How did you get your first real client? I'm new to personal training and I know I'm capable of helping others. However, I'm also aware that I'm experiencing a bit of imposter syndrome. What are tips to help you navigate the landscape with honesty and confidence and without turning away clients? This is still like really vivid for me. Do you guys, I mean, I- Oh dude, like yesterday. I remember this feeling. I remember my very first client, my first deal, all that stuff. And then I also remember transitioning into leading trainers for most of my career and seeing what many of them struggled with. And the imposter syndrome thing is like super common, especially when you're learning, right? You're just learning all these, all this different stuff with nutrition and mechanics and program design. And, you know, it's a lot. It's a lot at first and you're young and then you're getting on, I would be getting these clients that are brilliant people, doctors and engineers. They ask you a lot of questions. Yeah, and they're very intelligent and they're asking you a lot of questions that you feel, damn, I don't know a lot of these answers. I think one, a common mistake is trying to pretend like you know more than what you do. I mean, there's nothing wrong with saying like, I don't know, but I will find out for you by tomorrow or by the time I see you on your next session or let me look into that or I'm not sure. Like, just get comfortable with saying things like that. I think people appreciate that. It reminds me of the first time you sit in a restaurant and you have a waiter or a waitress that has never, never done this before. They don't know the menu. You're one of their first customers. And they don't announce it. And they don't announce it. Right, they don't announce it versus announcing it. If they announce it and they tell me like, hey, I just want you to know today's my first day or my first week, I'm learning the menu still. Like, all of a sudden, instantly, I have a lot more patience. Doesn't mean I'm not gonna want my food served by them. No, we can't eat here now because you're brand new. Like, no, I'm here and now I have more patience that you're learning, right? So I can appreciate that. Same thing goes for training. Like, if you're a trainer and you're trying to pretend like you know and you don't know, that comes off worse than just coming straight forward and being like, oh, I don't, I don't know these things. The other piece is the things that you do know. Stick to teaching that. I was this, I was this core guy, right? That was my thing when I first started. I didn't know anything about the transversed dominance. I didn't know how many muscles it incorporated. I didn't know how important it was to training it. I didn't know how to train it. I didn't know how to teach it to others. And I learned that. That was like one of the first things that I learned as a personal trainer that was new to me. I mean, I understood protein, carbs and fat. I understood basic exercise, science. Like, I got the basics kind of an anatomy for somewhat, but the core was like this new thing for me. Like that was uncharted territory for me. And I knew that, wow, a majority other average people that aren't into fitness, this has to be new to them too. And so I took that one thing that I knew really well and that was what I taught or incorporated like with everybody. Like that was my main messaging was, this is what I have to give. I've learned this, this was new to me. It's very valuable information. Can I, and I'll teach it to everybody I know. So I would stick to talking a lot about the things that I felt confident in. When we would address things that I felt less confident I would admit, I'm not sure, let me check or let me ask and then I'll get back to you. And you build on that. And I think that's why experience is so important is you can't be afraid to be that person. And you go every time I'd have a session and almost always there was something that after that session I'd be back home researching it, trying to learn more about whatever we were talking about. I remember my first day like so vividly. I walked in to the gym. I had been working out for a while and I went up to the front desk. This is how I got hired. I walked up the front desk and I'm like, I'd like to talk to your manager and it's okay. Let me bring him out and I'd like to work here. I wanna be a trainer. And they're like, okay, well, why do you wanna be a trainer? And I did this five minute whatever and they hired me. I walked in the next day and that first day I got, I don't know how many clients I got to hire me but it was quite a bit. I had outperformed the top trainer in that day or the next day that then they'd done the whole month. And so for me, my experience was passion, confidence and it really wasn't that I thought I knew everything. It was that I really wanted to do this and help people. So I need to get clients in order to do this. Now my experience training trainers or having trainers work for me was a little different. When I would hire a trainer, what this question is talking about is quite common. And the way it would show up is like this. That usually weren't self-aware enough to say, I feel like an imposter. Usually what they would say is, I feel funny asking for this money from a person. Is what it was. Oh man, I got to ask them for $1,000 for 20 sessions. That's a lot of money. I don't know if I can ask for that much money. And what that would tell me, and I remember hearing that going, what do you- They'd say like, I wouldn't pay for that. They always like, bring it back to themselves. Like if I was coming, well, they're not you. Yeah, I wouldn't pay that much. I remember hearing that the first time going, what do you mean? That's hard for you to ask for. And then dawned on me, this trainer doesn't think that they're valuable enough to ask for money to be paid for their services. And the conversation that I would always have is this. I'd say, look, you got your certification, you've been working out yourself for a while, but you're a brand new trainer. 99.9% of the clients that you train. This is a real, this is a true statistic, by the way. At least 90%, but probably closer to 99% of the people that you'll train if you work out in a normal gym or you train the average person, you are not gonna apply any of your advanced knowledge at all. In fact, what you're gonna be doing with them because they're the average person is teaching them how to do a squat, teaching them how to stabilize their core, teaching them basic form. When it comes to nutrition, you're gonna be talking to them about behaviors to help them eat maybe a little bit better, to care about themselves a little more. They probably don't even know what foods have proteins, carbs and fats, except for maybe the few that they read in a magazine. And I would tell the trainer, all the knowledge that you have, you're literally gonna apply 1% of it on most of your clients. So you know way more than the client does, and you actually know enough to help most people. And by the way, don't worry, I know you're new. I'm not gonna give you the client that requires some kind of complicated rehab. I'm not gonna give you the client that is working with four therapists on food issues. I'll make sure that my advanced trainers get that. You're gonna train the average person. You're worth way more than what you're charging because what you know is way more than what they know, and they're here for your support and your help. So yes, ask for the money, and then I would say it this way. It's okay, take yourself out of the picture, okay? Know what exercise and nutrition can provide anybody. Take the average person. What do you think proper exercise and better nutrition can do for them? And then it'd have them make a list. Well, it's gonna help them sleep better. Their blood pressure will go down. They're gonna be healthier. They're gonna feel good. They're gonna look good, better mobility, less pain. We go down this list and I'd say, okay, is all of this worth $1,000? And then they'd say, well, yeah, it is. I'd say, well, that's what you can provide so long as they do what you say and they work with you. So you're definitely worth it. And then they go out on the floor and feel much more confident with what they're doing. So I think that's the thing that you need to understand as a new trainer is that the vast majority of people you're gonna encounter, you're gonna apply the most basic stuff that you know and all the advanced stuff, you're not even gonna be able to bring up because it's not gonna be relevant to that client. Yeah, I can definitely identify with this person in terms of like the imposter syndrome and something that I've really had to work on personally in anything that I've done. Like anything that I've done where say I'm traveling across the country, now I'm starting over and having to prove myself and my abilities that I'm already confident in, but nobody else knows what I'm capable of like coming into a sports program or my past track record for how I did in school and I have to prove myself again to all these teachers and have to make all new friends. And this is all part of that uncomfortableness that a lot of people avoid and so they never grow. And so this is something that I've realized what the other end of that looks like is so much better. This is all part of the process. You gotta learn to enjoy it. Like right now you're learning, you're thrown into the fire. And so for me to be able to kind of move through that, I had to stay busy, man. I had to get reps in. I had to make calls. I had to go on the floor and talk to people and I was really uncomfortable doing it the entire fucking time. It was really like terrifying a lot of times for me but what helped me a lot was becoming more prepared, coming in with a plan. Whether or not I use that plan specifically, that just gave me more internal confidence to then pass on to this person. I read this in a book and so therefore I'm gonna try this out. Obviously I know things that I've done personally in the way that I've trained myself that I've seen to be effective and I led with that. But then I fine-tuned it as I got better and understood people better with what they were coming in with and how I could help them specifically not just apply some formula to them, really start to kind of listen and learn how to tweak and modify the type of service I was providing my clients. And so education should be something that you are really hungry for now. This is something you need. You need that in your toolbox. I have a hack for you for that too. So if you work in a gym setting, more than likely you have at least five to 15 other trainers that are your peers that you work around and more than likely if you're the new guy, most of them have more experience, possibly more knowledge than you. You are missing out if you don't every single day have a conversation that you learn from one of your peers. If you do not walk up to Justin and say, Justin, what's your favorite exercise to teach? Or Sal, what was like one of the most, paradigm shattering moments for you in nutrition? Or what do you struggle? What do you do with clients? Like if you're not going and asking your peers how they overcome hurdles, what they have in there, what tools do they have in their toolbox? And every day you're not walking away with a new piece of information that you can now apply to your clientele. You are missing out on such an easy ass hack. And that was, and I remember I seen this in my team of trainers when I was just a trainer, right? And I was like, this is so funny. Like everybody is so competitive because we're all fishing from the same pond, right? Because we're all working in the same gym. So many trainers look at it as a competitive environment and they don't wanna share their secrets and they don't really interact that much with each other. And I was the complete opposite. I was like, I have a little bit of knowledge to share and a little bit of experience to share. I have a lot to learn. I'm gonna befriend everybody, share all of the little knowledge that I have and try and gain as much as I possibly can. And so I spent so much time with all of my peers learning from all of them, sharing with all of them. And over time, that just started to compound. And then before you knew it, it wasn't but a year and a half later, I was all of their bosses because I had just picked up, my goal was like, okay, I'm gonna take the best of Justin. I'm gonna take the best of Sal. Like I'm gonna learn what has made him successful. I'm gonna learn what has made him successful, what's made her successful. And I'm gonna emulate that. And I'm gonna build that into my knowledge, my toolbox and start to apply it to my clients. So if you're not learning something every single day when you work with a team of people that have been doing this longer than you have, you're already missing out on a real easy hack to get better at your craft. Awesome, 100%.