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How to Get Medical Referrals with Michael Y. Seril

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Filed Under (Fitness, Interviews, Medical Referals) by Rick Kaselj on 11-06-2012

Last week, I was talking to a friend and she was saying how busy she is.

She has a full training schedule.

The cool thing is almost all of her clients are injury clients.  She is the only person in her area that focuses in on this niche.

Every day she is getting calls from lawyers, doctors and referrals from friends for her services.

If you are looking at getting more training clients, think about specializing on clients with injuries.  It is a huge opportunity that most fitness professionals just ignore.

Now today, I have an interview with a trainer who has developed strong relationships with his medical community.

This has led to him being the go-to fitness professional in his area and to a steady stream of injury clients.

Make sure to take the time to listen to this interview or download it and listen to it in the car.

Enjoy the interview!

CLICK HERE to listen to the interview with Michael Y. Seril on How Fitness Professionals Can Help the Medical Community.

CLICK HERE to listen to the interview with Michael Y. Seril on How Fitness Professionals Can Help the Medical Community.

What  Michael Y. Seril Shares in the Interview: 

  • Who is Michael Y. Seril?
  • How did he start getting medical referrals?
  • The power and opportunity of doing community presentations.
  • Why you should have a media kit?
  • What were the steps he took to get clients through medical referrals?
  • Doctors are not the only medical referrals.  There are others that refer to fitness professionals.
  • Patients and clients talk about you to their doctor.
  • Shares the benefits that fitness professionals can get in working with medical community.
  • What professions other than doctors should fitness professionals connect with.
  • Discussed the importance of education and certifications in terms of fitness to better help your clients get the results they need and for your business to grow.
  • How he incorporates medical referrals into his business
  • What are the common mistakes that fitness professionals make in terms of connecting with medical service providers in getting referrals?
  • Shares some tips on what fitness professionals can do to effectively connect with the medical community.

A few things you need to know about listening to the interview:

  • To listen to the interview, scroll down to the bottom of this page and click the play button symbol. If you do not have time to listen to it right now, just click the “download” button and download it to your computer. Then you can listen to it on your computer when you like.
  • Also the interview is up on iTunes. You can listen to it HERE or subscribe to the itunes podcast and get all the interviews when they are ready. Enjoy!
  • If you use Chrome as your web browser, at times it can act up when playing the interview. I would suggest listening to the interview in another web browser (Firefox, Safari, Internet Explorer, etc.)
  • Here is a video explaining how to download the interview recording

If you have a neat specialization or business information that would be of benefit for fitness professionals to know about, please do contact me and I would love to share it with the EFI world.

If you know of a fitness professional that may benefit from this, please forward it onto them.

Take care.

Rick Kaselj, MS

P.S. – If you liked this kind of interview, here are some other interviews that may help you:

 

 

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The Mature Market: The Fitness Industry Perfect Storm

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Filed Under (Fitness, Interviews, Medical Referals) by Rick Kaselj on 02-05-2012

Unfortunately very few professionals in the fitness industry have any idea this storm is upon us.

Even though many of us have been sounding the alarm, most have listened politely and nodded their heasd at all the right times. But they still just don’t get it. Maybe they thought it was just going to be a passing shower.

 

We might get a little wet but for the most part it will be business as usual.

But this is not your casual sprinkle. This is a full on downpour. A torrential rain. A deluge. And many are going to be swept under by the coming flood. Maybe right now you are wondering if your business will be ready for this next wave. There are four factors that we believe will create this Perfect Storm.

  1. A huge population.
  2. Lots of discretionary spending power.
  3. Incredible interest in staying healthy.
  4. Low competition.

These are the four realities of the Mature Market. On the upside this provides you with an amazing opportunity for financial independence and lifestyle freedom IF you run your fitness business the right way. We believe this actually provides a tremendous opportunity to attract more of the clients whom you can really have a positive impact on for years to come.

There are numerous business advantages to targeting the mature market that we could share but none are as powerful as an incredible phenomenon that we call “The Spillover Effect”.

This one benefit alone has the ability to multiply your business ten-fold and give you a distinct competitive advantage over all the other trainers in your area. This Spillover is just the kind of Perfect Storm you have been looking for, but you have to know how to tap into it.

One of the fears that many trainers have in building their business around an older clientele is that they will lose their current younger clients or will be viewed as the “senior citizen” program. So they see focusing on the mature client as a potential negative to their business.

However, if done correctly you can completely flip it on its head and make the mature focus a magnet for attracting younger clients that we likely never would have otherwise.

How is that possible? Let us explain.

There are many people of all ages who share some very similar characteristics when it comes to joining a fitness facility. What do these groups below have in common with the 55+ population?

1. Middle-aged women who want to lose a little weight and feel better about themselves;
2. Men and women with physical challenges or injuries;
3. Those suffering from chronic health problems such as arthritis, low back pain, cardiovascular disease, diabetes, fibromyalgia and  obesity;
4. The millions of adults who did not play sports in high school or college and have never worked out before.

Answer: All of them are looking for a comfortable, supportive, non-competitive place to work out where they will get high-quality instruction and can build their confidence.

By focusing on the needs and desires of the mature market you create an environment that is also very attractive to all of these other groups as well. This is The Spillover Effect at work. Your efforts with the 55+ population will essentially “spill over” to these other groups and it will be much, much easier to attract them, too.

We know this to be true because we have used this effect to our advantage magnificently and have built a large and continually growing clientele of folks who “would never step foot in a gym” (their words) or who went somewhere else only to be completely dissatisfied with the environment or have needs that are beyond the abilities of most places and knew we could help them (many with recommendations from their physicians).

While the sweaty, hard-body ideal has been the calling card of the fitness industry for a long time now (thanks to our bodybuilding roots) most people find this to be a turnoff to some degree and there is a complete disconnect between how they view themselves and those images. So by building your business around the mature market you naturally eliminate 90% of the barriers that many other people have for joining a center or studio.

  • There won’t be any pumped-up meatheads wearing string tanks, throwing around heavy weights and grunting.
  • No fitness divas in spandex shorts and revealing sports bra (up and out) showing off their lean legs and abs.
  • No more intimidating equipment, ‘no-pain no-gain’ attitudes, or obnoxious music.
  • No more supermodel ideal body types that people can’t even hope to achieve.
  • No more gallon jugs of water, weight-lifting straps or massive weight belts with superman logos (who really wants that in their facility anyway).

We must create everything for our clients instead of for ourselves. Removing these elements is only the first step towards shaping an environment that can meet the needs of all of these groups, but it is a critical one.

There will always be a place for hard-core, youth-focused programs, studios and facilities. BUT the population of potential clients is shrinking and the competition is growing.

However, the population of mature adults as well as all the groups mentioned above are growing rapidly and there is very little competition.

So which do you think will drive the fitness industry in the near future?

In 2012 the oldest baby boomers are turning 67, the youngest by some definitions 48. If we think back to the fitness boom and the real birth of the personal training industry in the 1980s and 1990s, it was fueled by boomers in their then 30s and 40s.

The fitness industry has continued to stay focused on youth, while the mature market that first created demand for it, is now often an afterthought. The segment of the marketplace that has the most need for personal training, and has the most financial resources is often overlooked entirely by the fitness industry.

So what should one do to tap into this ever growing up tapped market?

On the fitness side you need to:

• Become skilled at training mature clients for health and functional outcomes
• Gain credentials and expertise in exercise as a tool for disease prevention and management
• Specialize in one or more areas of concern to older adults (e.g. Balance and Fall Prevention; Post-Rehabilitation)
• Learn advanced assessments for function, balance, health, posture and more
• Run Small Group Training Programs in addition to 1-1 training

On the business side you need to:

• Tailor everything about your facility (look, feel, equipment, staff) to attract and serve this market
• Learn contemporary lead generation strategies
• Establish a strong presence online with a squeeze page, email opt-in for a free “thing” (report, video, assessment, training, etc.) and low “leakage”
Use social media such as Facebook, email, and blogging to establish a relationship with potential clients
• Have a strong closing script that connects with the values of the mature adult
• Offer long-term (6 month or more) training programs built on recurring revenue (monthly EFT)
• Provide excellent customer service

Don’t let this incredible opportunity pass you by. You can create a secure future filled with financial and lifestyle freedom but you’ve got to be willing to be different from all the other trainers around you. Forget the 20 and 30 year old clientele that everyone else is going after. Set yourself apart by focusing on the fast-growing 55+ population. They’re here. They’ve got the money. They’re interested in staying healthy. Are you ready for them?

About the Author – Dan Ritchie PhD, CSCS, HFI-ACSM

Dan has a broad background in the fitness industry including training and management in commercial and university/hospital-based fitness, for-profit, not-for-profit, and educational facilities. His primary areas of expertise are in personal training for special populations: athletes, pregnancy, blind, stroke recovery, Parkinson’s, multiple sclerosis, cerebral palsy, Fibromyalgia, Alzheimers, etc. He has worked with Division I athletes, some of whom have been professionally drafted. He has also worked on state funded research on exercise for severe dementia alzheimers type. He regularly presents at national and regional conferences and has been active on committees for the American College of Sports Medicine. In May of 2008 he completed his Ph.D. in Health and Kinesiology, with a minor in Gerontology at Purdue University.

If you are a fitness professional and would like to tap into the mature market, Dan can help you do that in his Booming PT Profits:

Rick Kaselj, MS

P.S. – If you liked the above, Dr. Dan Ritchie has a number of other great resources on EFI:

How to Attract and Not Repel Baby Boomer Clients to Your Fitness Business with Dan Ritchie

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Filed Under (Fitness, Fitness Education, Interviews, Medical Referals) by Rick Kaselj on 23-04-2012

Another interview for you.  The focus is on the business side of fitness.  It is an interview with Dr. Dan M. Ritchie.

I was talking to Dan about his business when I was in California last month.  He explained how his business has changed.  He started a gym that was for everyone and then he shifted that business to just focusing on baby boomers.

In the interview he shares with you why he shifted his gym to focus on baby boomers, steps to make in order make your business more appealing to baby boomers, and the opportunity to focus on baby boomers in your fitness business.

Okay, let’s get to the interview.

Enjoy the interview!

CLICK HERE to listen to the interview with Dr. Dan M. Ritchie.

CLICK HERE to listen to the interview with Dr. Dan M Ritchie

In the Interview with Dan Ritchie on Attracting Baby Boomer Clients, he shares with you:

  • The common mistakes of fitness professionals in marketing to baby boomers
  • How baby boomers are approaching retirement differently than past generations
  • Why baby boomers have been the main group that has driven our economy
  • Why six pack abs and fat loss are not the focus of most baby boomers and what they are looking for
  • How big the opportunity for fitness professionals in work with baby boomers is
  • Baby boomers are looking for results training but not measured by the weight scale
  • What fitness professionals can do to make their fitness business more appealing to baby boomers.
  • What groups you can train with baby boomers and what groups you can not train with them.
  • The advantages of having educational experiences and specializations in attracting baby boomer clients.
  • How he ended up focusing on personal fitness training with Baby Boomers
  • His views about Title IX, how it affected baby boomer females, and its effect on the fitness industry.
  • What kind of marketing do baby boomers respond well to and which methods do not work
  • Where the fitness industry is shifting in the future
  • Importance of understanding the needs of your primary and secondary market when it comes to fitness programs
  • Few tips to fitness professionals on working with baby boomers
  • Who is Dan?
  • Who are Baby Boomers?

A few things you need to know about listening to the interviews:

  • To listen to the interview, scroll down to the bottom of this page and click the play button symbol. If you do not have time to listen to it right now, just click the “download” button and download it to your computer. Then you can listen to it on your computer when you like.
  • Also the interview is up on iTunes. You can listen to it here or subscribe to the itunes podcast and get all the interviews when they are ready. Enjoy!
  • If you use Chrome as your web browser, at times it can act up when playing the interview. I would suggest listening to the interview in another web browser (Firefox, Safari, Internet Explorer, etc.)
  • Here is a video explaining how to download the interview recording

If you want to learn more about Dr Dan Ritchie and see what balance screen and exercise program he uses plus the business stuff he uses to attract baby boomer client’s into this fitness business, you can check out Booming PT Profits.

If you have a neat specialization or business information that would be of benefit for fitness professionals to know about, please do contact me and I would love to share it with the EFI world.

If you know of a fitness professional that may benefit from this, please forward it onto them.

Take care.

Looking forward to getting  your feedback on the interview.

Rick Kaselj, MS

P.S. – If you liked this kind of interview, here are some other articles that may interest you:

 

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3 Ways the Rotator Cuff Could be Causing Your Client’s Shoulder Impingement

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Filed Under (Exercise Rehabilitation, Fitness, Interviews, Medical Referals) by Rick Kaselj on 27-11-2009

Shoulder_Impingement_ExercisesA common injury with the shoulder is shoulder impingement.  Rotator cuff exercises are important on helping your client recover from shoulder impingement.

What is Shoulder Impingement?

When the non-injured arm is at your side, there is about 6 to 14 mm of space in the subacromial space (the space between acromion and humerus).  As one moves their arm out to the side (abduction), the space in the subacromial space decreases.  With some people the humerus and acromion end up pinching the structures in the subacromial space.  The structures that could be pinching are the bursa, supraspinatus tendon or long head of the biceps tendon.  This pinching is called shoulder impingement.  Shoulder impingement is a big problem and commonly seen in my clients.  If shoulder impingement is not addressed it could lead to a partial or full tear of the rotator cuff.

3 Ways the Rotator Cuff Could be Causing Your Clients Shoulder Impingement

Read the rest of this entry »

Jimmy Smith on Social Media & Your Post Rehab Exercise Business

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Filed Under (Exercise Rehabilitation, Fitness, Interviews, Medical Referals) by Rick Kaselj on 13-08-2009

jimmy_smith_post_rehab_exercise_business_social_mediaToday I got an interview that will help you build your post rehab exercise business with social media.

There has been all kinds of hype when it comes to social media.  I can tell you, I have been using it to help my exercise rehabilitation business.  I started about 2 to 3 years ago with a blog.  Over the last 6 months, I have finaly figured it out and how it can help me get more clients.  I will be covering how I use social media in the 17 Ways to Get More Exercise Rehabilitation Clients Using Social Media webinar.

I interview Jimmy Smith who is a personal trainer in Stamford, Connecticut.  He has used social media to help his personal training business.  Jimmy is going to share a number of tips on how you can use social media to help with your exercise rehabilitation business.

What is Covered in the Social Media for the Post Rehab Exercise Business Interview with Jimmy Smith:

– What should fitness professionals do when starting out with social media
– The three ways social media has helped his training business
– How should fitness professionals use social media
– Resources that fitness professionals should use to help them with social media
– What three social media site fitness professionals should be using
– How often to do social media
– What are the best social media services
– Social Media and Privacy

==> CLICK HERE to learn improving your post rehab exercise business

Thank you so much Jimmy for the great interview.  To get more information on Jimmy Smith make sure you visit http://jimmysmithtraining.com/

Rick Kaselj on Social Media – Make sure you follow me on social media:

– I have been using a blog to let fitness professionals know about exercises and injuries – http://www.ExercisesForInjuries.com

– If you are looking for exercises and injuries articles and resources you can follow me on Twitter and get them – http://twitter.com/Rick_Kaselj

– If you want to see what I am doing, you can visit me on Facebook – http://www.facebook.com/Rick.Kaselj

– To see various exercises that help all kinds of injuries, you can watch my YouTube Channel – http://www.youtube.com/ExercisesForInjuries

– For more of my professional side, you can follow me on LinkedIn – http://www.linkedin.com/pub/rick-kaselj/a/712/97a

Leave Your Comments Below:

Make sure you leave a comment below on what you think of the interview and if you have any tips for fitness professionals on social media.

– Rick Kaselj, MS

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17 Ways to Get More Exercise Rehabilitation Clients Using Social Media

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Filed Under (Exercise Rehabilitation, Fitness, Medical Referals) by Rick Kaselj on 27-07-2009

Attention Fitness Professionals that Want to Use Social Media to get More Exercise Rehabilitation Clients!

Here are the details on the upcoming webinar on getting more exercise rehabilitation clients using social media.

Please remember that the webinar is limited to 10 people.

– Rick Kaselj, MS

 

17 WAYS TO GET MORE EXERCISE REHABILITATION CLIENTS USING SOCIAL MEDIA

Social Media Webinar Description:

Online meeting places and community sites are often thought of as places to put goofy pictures that your friends can see. But nowadays, the use of Facebook, Twitter, MySpace, forums and blogs can be an effective and inexpensive way to increase your profile, helping you build relationships with your clients and making it easier for potential clients to find you and see how you can help them with their injuries. In this idea packed webinar, the fitness professionals will get an action list of how they can use social media to get more exercise rehabilitation clients.

What You Will Get Out of this Webinar:

– 4 PITFALLS that ALL FITNESS PROFESSIONALS MAKE When Using Social Media

– 6 SOCIAL MEDIA SITES that fitness professionals MUST BE USING to get clients

– 17 TIPS on how to use social media TO GET MORE CLIENTS

– 19 DIFFERENT WAYS TO USE SOCIAL MEDIA to get to your prospective exercise rehab clients

CONTINUING EDUCATION CREDITS:
Please contact your fitness association to see how continuing education credits are rewarded for webinars.

LOCATION: Webinar

DATES: Thursday, August 13, 2009
– 7:00 pm to 8:00 pm PST (1 hour course)
– 10:00 pm to 11:00 pm EST (1 hour course)

COURSE FEE:
– Fitness & Rehabilitation Professional – $49 plus GST / After August 10 – $85 plus GST

About the Presenter: Rick Kaselj – MS., B.Sc., PK, CPT, CEP, CES

Rick Kaselj is a fitness professional who uses social media to connect with fitness professionals and training clients around the world. Rick specializes in using exercise to help clients overcome injuries. Rick shares with fitness professionals the most effective exercises for injuries through courses, books, manuals, DVDs and his blog. You can see how Rick uses social media to connect with people around the world by visiting www.ExercisesForInjuries.com

TO REGISTER (Click the Add To Cart Button):

For a complete listing of all the courses offered and hosted by Rick Kaselj and Healing Through Movement please visit http://www.ExercisesForInjuries.com

Interested in receiving over $299 worth of exercise education information? Visit http://www.ExercisesForInjuries.com and sign-up for the weekly FITNESS & REHAB newsletter.

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