Archive for October, 2014

They Will Never Forget You


I read a quote a few years ago that really stopped me in my tracks.

It read, “I want to inspire people. I want someone to look at me and say, because of you I didn’t give up.”

Imagine hearing that from one of your clients.

I don’t know about you, but that’s why I got into this business.

To help people and to keep them

Yeah, we can count reps and dish out meal plans to clients all day long, but that’s not where you are going to succeed.

We all fall off the wagon once in a while, some more then others:-)

And the ability to get that client back on the wagon or preventing them from falling off in the first place is a must

The best way that I have found out to do this is by constantly inspiring them.

You can tell them what they need to do until your blue in the face, but as most of you know, only about 50% of your clients actually listen to you.

MB-SB120_LRGYour clients will forget what you said.

Your clients will forget what you did.

But they will never forget how you made them feel.

That is where the magic happens.

How many of you rehearse your sales approach before sitting down with that potential client for the first time?

That used to be me.

I’d run through my head all the things that potential clients might say and what I’d say to contour their argument.

“The price is too expensive.”

“Let me ask my husband and I’ll get back to you.

“I only want to workout once a week. “

I’m sure you have heard them all.

I have to say, I got pretty good at countering their arguments, but after I got the sale, I didn’t feel good about it.

I felt like I just suckered someone into something that they didn’t want.1b38deb

I didn’t get into this business to sucker people.

I took a long look in the mirror one day and said “I’m done with the ninja sales tactics.”

So when that next potential client sat across from me, I didn’t rehearse any sales tactics, I didn’t go over any counter arguments.

I just listened.

What a change!

Instead of thinking about how I was going to respond to a possible NO, I actually heard why they were there in the first place.

I heard what it was that made them walk in my door and ask for HELP.

That’s all you need.

Just find out WHY that potential client is sitting across from you.

No ninja sales tactics.

Just be a good listener.

And after you have listened, then ask questions.

Herbie-holes-outI have become so comfortable with this that I really dig deep with each client.

I will keep asking questions until I find out what really made them walk in my door.

Because remember, this is a very difficult thing to talk about for most people.

A lot of the times, they wont share with you that final straw that made them come to you for help.

And if you do get that out of them, be ready for the tears, because they’re coming.

The emotion you get out of that client is a good thing.

Don’t feel bad about making them cry.

You have just broken down the first barrier to helping them reach their goals.

I’ve had to do this same thing with clients that have been with me awhile and have hit a plateau.

You need to sit down with them, ask them questions, and LISTEN.

If need be, remind them why they first came to you.

Re-motivate them and get them back on track to their goals.

This is why we do what we do.

We are here to INSPIRE people.

We want our clients to look at us and say, “Because of you I didn’t give up.”



Stay Motivated,

Sgt Nick Rians


P.S. Click Here If Your Interested In Joining The FitRanX Team


Business is like WAR


Could you be a better coach?

STOP and read that last sentence again.

Reflect on



I bet your pretty damn good at what you do.

That is why you chose coaching as your profession.

But there is always room for improvement.


Now… Do you believe that or are you saying in your head right now,

“I don’t need to get better, I’m good enough”

I don’t know about you, but I don’t like ‘Good Enough’.

If your just good enough, that means all your competition has to do is be a little bit better then you and they will get all the clients and put you out of business.

Because business is like War.

You are battling against other gyms in your area.

Those other gyms are trying to get your clients and take the food off your table.

They are trying to KILL 222880eyour business.

Are you going to let this happen?


When I was in the Marines, I carried around a little folded up piece of paper in my helmet everywhere I went.

And on the days I didn’t feel like giving it my all, the days I felt like quitting, I would pull it out, unfold it and read.

This is what it says:


“Somewhere a True Believer is training to kill you. He is training with minimum food or water, in austere conditions, day and night. The only thing clean on him is his weapon. He doesn’t worry about what workout to do – his rucksack weighs what it weighs, and he runs until the enemy stops chasing him. The True Believer doesn’t care how hard it is; he doesn’t go home at 1700; he is home. He knows only the ‘Cause’

Now who wants to quit?


That True Believer is your competition and they are trying to kill your business and take what’s yours.

Are you going to let this happen?

You have a choice, you can either be ‘good enough’ or you can continue to strive to be the best.



Stay Motivated,

Sgt Nick Rians


P.S. This is the LAST week to register for the EAST COAST FitRanX Instructor Certification. Let me help you become BETTER and teach you how to kill off your competition!


Is Your Energy Killing Your Business?


So……… I did coaching calls with quite a few fitness pros last week.

And I have to say, I’m pretty impressed with these guys and gals.

Some of them are just starting off and some of them have been at this game awhile.

But all of them are action takers and they get shit done!


Take Ryan…I gave him some pointers on making his website convert better,

and that guy had his whole website redone within an hour of getting off the phone with me.

Damn that was fast!

But that’s what it takes to keep up in this industry.

You have to be constantly learning.

Constantly evolving and making yourself better.

I’ll tell you guys a secret………Do you know the first thing I look for when starting these meetings?




I’ll listen for it in your voice or see it in your face if we are doing Skype or Facetime.

That is your first key in being successful in business and with your clients.

If your not enthusiastic, then no one else is going to be.


I know this may sound corny, but it is true.

Clients come to you for motivation.

They need someone that is going to be positive, someone that will keep them going through their difficult time.

And yes, they are not in a happy place, that’s why they are sitting across from you looking for help.

If you are excited to help them, they are going to be excited about your program.

Your enthusiasm will breed enthusiasm within them.

I had to learn this the hard way.

I had a client that asked me to hire on her nephew as a trainer.

I said sure, I’ll sit down with him and see if he’s right for the job.

The nephew came into my office, head down, wouldn’t look me in the eyes.

He talked very monotone and just didn’t seem like he wanted to be there.

I gave the kid a chance and hoped it was just nerves.

Big Chance Green Road Sign and Clouds

I let this guy work for me for almost a year!!

The monotone talking was not nerves.

It was straight personality.

We lost so many clients because he did not have Enthusiasm.


The kid knew his shit too.

He was a great trainer when it came to knowledge.

But it didn’t matter; clients just weren’t motivated by him.

I hate giving up on people, but in the end I had to let him go.

So…….make sure you are excited about what you do.

Your clients will feed off of your energy.



Stay Motivated,

Sgt Nick Rians


>> Click Here If Your Interested In Joining The FitRanX Team <<

Have You Ever failed?


Have you ever failed at something?

Have you ever been afraid to do something?

Have you ever done something stupid?


I, myself, have failed at a lot of things.

To face this fact is a hard thing to do.

Most of us would like to not think about these things and pretend that they never happened.

But we forget that our failures are what make us strong.

You learn from your mistakes, and you get back up and keep pushing forward.

I hate being afraid of things.

I have always acknowledged my fears, and tried to face them head on.

That is, if you know what your fears are.

A lot of us never look deep enough inside ourselves to recognize our fears.

You will never break free of them – unless you know what’s lurking inside.

Those of you that know me, probably did not know that I was afraid to talk to people when I first got out of the Marine Corps and was starting my personal training career.

major malfunctionCommunicating with Marines is a lot different then regular people.

F*%k is not used after every other word in the civilian world. (You military guys and gals know what I’m talking about.)

I thought to myself, “Are you sure you want to do this?”

But I looked at myself in the mirror and told myself: I need to face this fear.

I am proud to say that that fear no longer exists.

How about Stupid mistakes.

I’m sure most of us have made our fair share of those.

I have made a ton!!

One of these mistakes that stands out for me is the Brig time I served while in the Marines.

Yes, I was a bad boy.

I made a stupid mistake of being a follower and got busted for it.

Always cut your own path, people.

But after I served my time in the Brig, people would always ask me if I regret doing what I did.Fitness client retention

I always thought it was a funny question.

No, I do not regret my actions, because I wouldn’t be the man I am today without making those stupid mistakes.

I wouldn’t have been able to prove to people that you can recover from a situation like that – and get out of the Marines a higher rank then some of your friends that didn’t get in trouble.

So whatever obstacles you may be facing, whatever tasks you are trying to accomplish.

Remember why you are STRONG, remember why you are FEARLESS, and remember why you are WISE.

It is because of all those failures, fears, and mistakes from our past.


Stay Motivated,

Sgt Nick Rians


>> If your are interested in joining the FitRanX Team…Click Here <<

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