The Voice for Fitness Professionals Podcast

Using Lab Tests and Nutrition Coaching to Get Better Outcomes, Legally

Nutrition coaching… is it for you? Can you legally do it and be within scope of practice? A personal trainer who wants to be authoritative, credible, and stand out among the noise of health coaches and trainers today wants to have knowledge and tools beyond the norm. A degree and certification are not enough. If lab tests about nutrient sufficiency, hormone balance, blood sugar response, and food sensitivities are getting your attention, you’ll want to listen and pay attention to this episode.

This is the future of personal training that results in not only functional movements but functional protocols that balance hormones. It’s not a doctor-only world any more. You can identify and use the right labs with the right customer needs and support change that changes lives. Nutrition coaching that is informative and supportive of change is not necessarily out of scope of practice for a personal trainer. Know what is and isn’t an option for you.

nutrition coaching and lab test expert Reed Davis

Reed Davis is a Certified Nutritional Therapist, received honors for his postgraduate work at The University of San Diego School of Law, and is the Founder of the Functional Diagnostic Nutrition® (FDN) Certification Course. Reed is known as one of the most successful and experienced clinicians in the world today, having provided functional assessments to over 10,000 clients for hormone levels, bone density testing, adrenal function, digestive problems, immune system and detoxification issues as well as testing for pathogens, food sensitivities and many related health problems.

Reed has served as Health Director and Case Manager at The Better Health & Wellness Center in Poway, California for over 15 years and now teaches a course in functional medicine with over 2500 trainees or graduates in 50 countries. He is also a Clinical Advisor at BioHealth Laboratory where he helps doctors interpret lab test results and develops natural protocols to restore function instead of just treating the symptoms. Reed lives in Southern California teaching the FDN Certification Course and helping his graduates to build robust, private-pay practices.

Get more information and make 2018 YOUR YEAR:

Discount Code for $500 off the course (exclusive to our listeners): GOTIT500

Debra’s Favorite Quotes from this episode:

“healing opportunities”

“treat nothing specifically, everything non-specifically”

“poop on insurance”

“No guarantee, [instead] responsible expectations”

“D.R.E.S.S. for health success”

“repair, rebuild, restore, rebalance”

Connect and Follow Reed and Functional Diagnostic Nutrition:

Your 3-Step Year Fitness Business Plan

Prepare your fitness business for the best next year by planning with three things in mind. This super short episode I share three levels of planning for the new year’s launches, promoting your best selling programs, and the promotions themselves.

Join the webinar Saturday, December 9 for making the most of social media marketing that can strategically set your promotions in place for months ahead with a minimum of content creation.

If you know what your bestselling programs are you can assess what you’re doing to promote them.

If you know what gives you the most energy and what drains you in your business you can consider what to drop, delegate, or develop.

If you know what your overarching fitness business goals are then you can focus on how to get there and plan it so all you have to do is go into action.

Register for the Social 365 webinar

Once you’ve registered, I’ll send you the link to the webinar. If you can’t make it live you’ll get the recording within 24 hours. Set your annual goal in action with promotions that are strategically planned.

Copy That Converts Readers to Fitness Customers Faster

Stand out in the noise and volume of social media and electronic messages. It’s not about more and more content. It’s about better content and messages that your customers want. If you know them well by asking the right questions and listening to the answers, you’re emails will be opened. Your posts will be read and shared. You’ll be having a conversation instead of talking to them.

Identify what questions to ask and how to ask them.

Create a file with copy that you can go back to again and again to connect with customers. The right customers, that is.

If everyone loves you, you’re doing something wrong. If at least 5-12% of people don’t like you, that’s about right. Your goal is to attract the right people and repel the wrong ones.

What matters isn’t whether they love you, it’s whether you love them. Do you care enough to know them inside and out, to do the research instead of guessing that you know what they want and need? Do you stereotype after having a couple dozen sessions or a couple hundred consultations?

Did you know it takes 10,000 repetitions to become an expert? How close are you? Even then, a study of one isn’t really a study is it? So taking only your opinion of your reaction to customers is not as valuable as interviewing the customers to gather a diverse and bigger pool of responses.

There’s such a difference between journalism. english literature, and marketing copy yet too few trainers got into training because of a love for marketing. If you love people and want to help, you’re the perfect marketer.

Get the worksheet I created for you to take your copy further in the next year.

Get phrases that will help you prepare your prospective customers for a purchase.

Get the resource mentioned in this episode:

Copy That Converts More Fitness Customers 



#1 Way to Increase Sales from Fitness Consultations

The #1 way to increase sales from fitness consultations, or bookings (if you do them) has nothing to do with your degree, certification, experience, or the type of body fat analyzer that you use.

Whether you spent $10,000 on an Inbody or $40 on an Omron or something else, has nothing to do with the buyer’s perception of you during your session.

And that is all that matters.

What does make a difference in your sales from fitness consultations?

Your attire can increase sales from fitness consultations or make it harder to sell.

Your competence can increase sales from fitness consultations. Your customer perceives your competence from your name tag (does it say “intern”?), the proficiency of putting on the blood pressure cuff, and informing them what’s going to happen next. Are your hands shaking? Are you sweating or hesitating? Are you distracted? Do you seem to be trying to remember what comes next? It all matters.

Too tight of clothing and too baggy clothing both hurt your ability to increase sales from fitness consultations. Buyers, primarily women, were asked about their perceptions. They perceived both revealing, tight clothing and layers of baggy clothes as a clue the trainer was less competent, unprofessional, and less successful.

We all want to work with someone more successful.

Eye contact, rate of speech, and warmth with a customer matter. A weak handshake could reduce your ability to sell while a strong voice and handshake or touch at just the right time can increase sales from fitness consultations.

Not doing fitness consultations? Your first meeting is your first impression no matter when or how that happens. A fitness consultation in itself is a sign of confidence. No one is wearing blinders today. We all are aware that free service is usually followed by an offer to take the next step. Few of us want to do a free consultation unless we’re confident in our ability to help a customer, to interpret how we can help them, and ask for the sale.

Increase sales from fitness consultations by practicing now. If you’re listening at the end of the year when it was recorded, nail this before the start of the New Year!

for a complimentary consult about the language and process you use (and a potential offer to take the next step, wink, wink) contact


Social Media Strategies for Fitness Business Success

Social media strategies are still a mysterious marketing tool for many fitness professionals. Getting into the work of creating programs, delivering services, responding to inquiries and just keeping up with day-to-day activities makes social media seeming less important.

It’s not.

It’s not going away.

Social media strategies can make social media a source of steady, streaming traffic that creates the first impression with your next clients and then shortens the time to you actually being able to help them.

You go through a series of steps with every new prospect. There are common questions that most prospects have and new customers ask after that. All of those can be partially answered even before someone begins with you.

With social media strategies you can overcome objections of new customers before they get in the way.

The social media strategies you employ for your fitness marketing campaigns can shorten the dating phase of your relationship and move you right into a longer term committed relationship.

The reality of marketing’s importance in the scheme of fitness business success is known to every successful and every failed fitness business. Relationships and community whether virtual or literal are increasingly important in our world.

People disconnected due to technology and phones, working virtually, traveling, isolated at home, or due to distance learning, want to belong to something greater and feel less alone.

Watch and follow Flipping 50’s community on Facebook. Though you can’t see the private groups created you can see the way women interact with gratitude. Define your niche, create the space dedicated to your demographic. Talk to them and listen to them.

For successful social media strategies you must connect the parts of your whole campaign. From your programs and services built based on your listening to clients and customers wants, to your website where they live, and the content where you attract customers by offering solutions, the social media is the legs for your content.

If you’ve been beginning your strategy with social media as the beginning, go back and reroute. It will be well worth it.

Connect with me for a strategy session:


The #1 Way to Reach More New Fitness Customers

Getting prospective customers aware they have a problem, and you have a solution is the first step. If you’re getting low rates on email opens, lower click throughs, and small engagement on social media, it’s clear that getting busy prospects to engage is becoming harder.

Here’s how to get more opens, more clicks, more views on social media and get your message to more people in a way it will be seen. For free. 


What, How, and When to Launch for Fitness Business Success

How do you launch? What is a launch? What are the first steps to a successful launch? Amber Spears is an experienced sales professional, entrepreneur, and Internet marketing expert who specializes in helping companies develop and implement sales and online marketing strategies.

Learn how much you should Earn Per Click, Earn Per Lead, (or what those are if you’re not there yet!) and how to truly nurture relationships that will reward both you and your partners.

Find Amber at:


Filling Your Personal Training Programs this Fall Starts Now

It’s personal training program planning time. Profitable, full, programs don’t just happen. Planning, programming, setting fees and then launching content for at least 8 weeks is what successful programs do. Here’s how to take advantage of your summer blues.

Profitable fitness tips | Midwest’s most successful private owner #101

Build a profitable fitness career with the business hindsight and predictions from one of the midwest’s longest standing fitness business success. Opening a fitness business today is much less risky than it was 40 years ago. There was no personal training. There was a need to educate customers on the importance of exercise before they bought. 

Today’s guest may have helped more people with a fitness journey and more employees get started with a fitness career than any other privately owned business in the midwest. 

As he prepares to open two new fitness centers in the next six weeks, hear what he has to say about the future for fitness businesses, and personal trainers. 

Leave your questions below the show notes. 

With 7 business locations he’s in daily working with 320+ employees, he’s a little busy! I’ll be sure we get the answer to your questions and post them here. 


Personal Fitness Training Marketing: Messages to Your Customers #100

Cracking the code on what works with your content marketing. Are you blogging, podcasting, and writing articles for your website? If you’re thinking you’re “done” when you’ve done it, that’s like your client seeing you once a week. If they did no other workout, stayed up all night, stopped for dinner at the drive-through, you can guess what results they’d get right? Here’s a simple explanation to make it simple and easy to gain traction with things you’ve already created.

Leave a comment below. What is your question? Has this been helpful? 100