“Get your mind right.”
Usually placed near the end of a workout, during an exercise I despise, this comment is one of my personal trainer’s favorites. It’s unclear to me exactly what he wants me to think of in that moment, but it personally elicits the exact response I need. I stop thinking about how much it hurts, how tired I am or my mental distractions. I switch my thoughts to overcoming, positive affirmations and channeling any frustration into power.
My muscles didn’t get any stronger in that moment. My nervous system didn’t develop faster pathways. Simply put, the frustration in my mind is redirected to thoughts that are useful and then, ultimately, the physical work feels easier.
It is awesome.
You, I suspect, are well versed in this application with clients’ workouts and your own. In fact, many of you, are much more adept than I am. I wonder though, how many of us are using this tool as professionals? Do we address our mindset in easing some of the burden of a professional dilemma? There are obstacles in your career that continue to wear on you. But, it doesn’t have to be that way. I am not with out compassion. We hold firm to paradigms because, at some point, they worked for us. But, maybe, they are not working anymore. Could a simple shift in mindset be useful?
Let’s take an example:
“I’m not earning enough to make ends meet but, I can’t change my payment structure because I might lose a client (and the income attached to that client) thus perpetuating not making enough money.” Insert a gentle, “Get your mind right” and let’s see where we land.
The hard truth is: you are right. You probably will lose a client when you raise your rates. (I always have.) The key is to accept it and find a way to make it work. Any significant change will cause certain clients to leave (change of location, change of training model, increasing rates); they were going to leave anyway. That was inevitable. Accepting the probable allows you to let go of your convenient catch 22 rationale and opens the door to earning more money every week and month ahead of you.
Step one, do the math. Add up what you would earn with your new rate with one or two less clients over the same period of time that you have been avoiding raising your rates. (This might sting a bit.) Then, develop a proactive, simple plan to replace those clients you lost. Second, banish existing fears by considering the poorer quality experience a burnt-out, underpaid trainer gives to existing clients. Raising your rates and earning your worth is invigorating and actually expected by educated customers. That energy and ease can be brought to your business. This benefit is grossly and conveniently overlooked by the initial catch 22 conundrum.