On Sales
Trainers don’t normally like doing sales. There may be many reasons for that but a better-known one stems from the idea that we are professionals, and as such, shouldn’t need to do sales.

People in the more established fields such as medicine and law don’t normally run out of paying clients, so similarly, we as true professionals shouldn’t need to look for business.

And yet, certain gyms require their trainers to meet certain sales targets every month. This can be quite a shocker for new people who just entered the industry. 

After all those lessons from personal training courses. 

Months of grinding to sit for a certain test.

The anticipation of getting your long-awaited certification. 

The credentials collected.

The experience you have painstakingly gathered over the years. 

Perhaps you even changed jobs to be in the fitness industry!

And at the precipice of excitement, when it’s finally your turn to mentor others…

‘You need to hit 12k in sales every month or you will get a warning letter’.

What gives? You didn’t sign up for this!

The problem is demand.
In other professional fields like medicine the demand is up there. In our field the demand for coaches is down here.

The reality is that we are a young industry and our relevance lacks recognition by the general public. 

Although health is widely accepted as important, many people don’t see the need to engage a trainer to get it. It’s a ‘nice to have’, but not a ‘must have’.

As long as we don’t understand this, we are in trouble.

We need to talk to them. Communicate with them. Educate people that what a trainer does goes far beyond being a glorified babysitter that counts reps for them.

People don’t know that they need help. If they knew, they wouldn’t be struggling so much to get results, or getting injured so often.

How often does a drug addict admit that they need help? How often does an alcoholic or a smoker successfully quit even though they know they should?

Our society is not currently mature enough to understand prevention of disease through fitness, and will never be so unless there are active intervention by individuals such as yourself. So if you are someone that cares about others enough to convince them that what you do is a necessity… that, my friend, is sales!

The idea of sales goes beyond that too - in order for an organization to be sustainable and thriving, money is crucial.

Money is required to pay salaries so that everyone can keep doing their jobs well.

Money is also required to promote campaigns in support of our cause.

Money is not everything, but without money, we have nothing. Therefore, in order to do good job and make our vision come true, we need to get rid of the fear of taking people’s money.

We take money not for the sake of money, but for the sake of doing a better job.
On Plagiarism
Imitation is the best form of compliment. If they copy us, it means that they are complimenting us without actually saying it. But we’ll take it anyway.

It’s okay to give away ideas, because only fools need to desperately hold onto them and only desperate people who are unable to create their own ideas need to plagiarize the work of others to call it their own.

Nothing lasts forever. Every new concept will one day be obsolete.

We need to realize that our worth isn’t determined by our ideas alone. Part of our worth – our value – lies in the skills we have. Innovation is a skill that can be learnt and developed just like any other. Idea creation is what grows this particular skill.

And our skills are the one thing that nobody can steal.

In short, coming up with ideas and giving them away builds character (claim credit for it though).

Plagiarizing the work of others is a shameful thing to do. We don't do it. And we try not to let it happen to us.

Sometimes however, it will still happen.

Victims of plagiarism can complain about it and may even do something about it, and sure, we can do things to prevent this, but when all actions fail we can choose to continue being a victim, or we can choose to develop other things.

We have the potential to develop so many new things that previous innovations will be rendered irrelevant.

If an idea is game-changing enough then you can enact any number of different ways to protect the intellectual property. If it’s not important enough to do so, then give it away, or better still, simply profit from it.

Innovations are what drive the human race forward.

So let them steal. Only those without a sense of pride would do so.


Part 6 of the Primer is ready.