OPS SPRING ISSUE 2017 SPRING ISSUE 2017
ccoorree M A G A Z I N E M A G A Z I N E
Existimavi imaginarer et perspicuas affirmabam vi
Eversioni praeterea his singulari confirmet tum
PARKOUR IN HONG KONG w w w . o p s t u d i o h k . c o m
CONTENTS 14
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8
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SPARTAN RACE
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PATELLOFEMORAL PAIN
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SPECIALISATION ONLINE
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FEATURED ARTICLE
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SOMETHING YUMMY
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NASM ARTICLE
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TRX OFFER
Use the code ‘OPTIMUM’ to gain 10% off your registration.
The kneecap (patella) is the flat, oval bone at the front of your knee. It is held in place by a broad tendon and one of the largest muscles in the body, the thigh muscle (quadriceps).
Be the trainer you always wanted to be, with the NASM online specialisation courses.
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How much do you actually need to work out to lose weight.?
Give your chicken breast a boost, with this yummy recipe.
Pricing, Positioning, and Profits.
With any TRX course you attend, you are entitled to receive 20% off any TRX product for 15 days after course completion.
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OPS PRODUCTS ARE SECOND
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PARKOUR
HONG KONG MARCH 25-26
Parkour training has been seen to develop incredible levels of strength, speed, power and endurance in its practitioners, and now the fundamental principles of that training can be found in the Parkour Fitness Specialist programme.
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MARCH 25-26
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APRIL 22 I AM SPARTA At Spartan, one of our biggest goals is to educate people: toward becoming better racers, toward training in healthier and more sustainable ways, and toward better nutrition for races and for life. With all of the information available on the Spartan website, it can be difficult to know where to begin. If you are a nervous first-timer, you might be feeling a bit overwhelmed, nervous or apprehensive about what to expect, then take a look at our website it will surely put your mind to rest. 4
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PATELLOFEMORAL PAIN
PAT E L L O F E M O R A L PA I N The kneecap (patella) is the flat, oval bone at the front of your knee. It is held in place by a broad tendon and one of the largest muscles in the body, the thigh muscle (quadriceps). The patella, its tendon and the quadriceps are responsible for the ability to stand, walk, jump and kneel. During these movements, a normal functioning kneecap slides up and down a groove on the end of the femur as the knee bends.
Most patients with PF pain say that the pain gets worse when going downhill or down the stairs. Some patients also say that pain also increases when going uphill or when sitting with the knee bent for a long time. Once the patellofemoral compartment is confirmed as the main source of pain, the goal is to plan a comprehensive treatment programme to minimise the potential of multiple surgeries.
Patellofemoral (PF) pain, is pain in, behind or around your kneecap (patella; see Figure 1). You may get pain when the kneecap moves differently from usual. The cartilage covering the bones in the area behind the kneecap – known as the PF compartment – may also be damaged.
The vast majority of PF pain (over 95% of cases) responds to physical therapy programmes of exercise and stretching. However, the most common reason patients do not respond well to this nonoperative treatment is a failure to follow the most current therapy principles especially designed to help PF pain.
PF pain is the most common problem in knees. As many as one-third of all patients who visit an orthopaedic specialist for knee pain will have PF pain.
When choosing a physical therapist, patients should look for those who use techniques that focus on hip and pelvic muscular strength, rotational control and a technique known as ‘core strengthening’. The therapist should also include more traditional quadriceps (thigh muscle) strengthening.
When a patient with PF pain is asked to point at where it hurts, the patient most often grabs the whole knee and says that the pain is in the front of the knee, somewhere around the kneecap. It is often difficult to localise a more specific point than that.
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PAT E L L O F E M O R A L PA I N Confirming a PF problem is not straightforward. The specialist will first do a thorough clinical examination of your nee. He or she will push the patella in different directions, put pressure on different parts, lift it up from each side and flex and extend your leg in order to locate the area that cases the pain. After the clinical examination, the doctor may also use diagnostic imaging tests such as X-ray, computed tomography (CT) or magnetic resonance imaging (MRI) in order to find the underlying reasons for the pain. Anatomical abnormalities can initially be diagnosed by looking at an X-ray. If abnormalities are found, then the next step is normally to have a CT or MRI scan to diagnose underlying anatomic abnormalities, which may be the cause of the problem. Once the patellofemoral compartment is confirmed as the main source of pain, the goal is to plan a comprehensive treatment programme to minimise the potential of multiple surgeries. The vast majority of PF pain (over 95% of cases) responds to physical therapy programmes of exercise and stretching. However, the most common reason patients do not respond well to this nonoperative treatment is a failure to follow
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the most current therapy principles especially designed to help PF pain. When choosing a physical therapist, patients should look for those who use techniques that focus on hip and pelvic muscular strength, rotational control and a technique known as ‘core strengthening’. The therapist should also include more traditional quadriceps (thigh muscle) strengthening. The goal of the physical therapy is to normalise the anatomical behaviour of the knee joint. Such a programme can take up to nine months, but there should be signs of improvement after about six weeks. If there is no improvement after six weeks, then the underlying cause might be an anatomical problem that would need to be further examined by the orthopaedic expert. If the rehabilitation of the PF joint does not lead to improved comfort and function, surgical options may be discussed.
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ENJOY THE OUTDOORS
NOW THAT THE WEATHER IS BEGINNING TO WARM UP AGAIN IT MIGHT BE NICE TO TAKE ADVANTAGE OF THE OUTDOORS, BEFORE IT GETS TOO HOT. HONG KONG HAS SOME AMAZING HIKES , SOME ARE VERY EASY TO ACCESS. BE SURE TO CHECK OUT THE HONG KONG HIKING GUIDE IF YOU ARE PLANNING A TRIP. PLAN YOUR TRIP TODAY
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HOW MUCH DO YOU ACTUALLY NEED TO WORK OUT TO LOSE WEIGHT? Six months into your first professional job, it hits you: "I can't stand this job any longer." Translation? "My income isn't growing in relation to how hard I'm working." Work productivity, specifically in sales jobs, can be a bit like fitness. More work doesn't always equate to better results. Heard the term "work smarter, not harder"? Executives often warn sales managers about "burning out" their team. Morale is a factor affected by burnout as well as the physiological effects of being overworked. Sales jobs often burn new hires out within a year. In the same way that we're eager to become a successful businessperson, it's tempting to work out every single day, particularly in the early stages of our fitness journey. But results can wane if you simply proceed with brute force on your fitness journey. Fat loss isn't necessarily improved by "more" working out. Muscle gain isn't necessarily achieved by "more" working out. Pace yourself. It's vital you structure your workout plan to maximise the diet you're eating from. Because fat loss and muscle gain relate directly to your metabolism and how the body cultivates energy from your food consumption, there are times when your body is burning fat and times when it's burning carbs (the majority). The reason many can't seem to lose weight is because the stored fat around your waist is burned second—after carbs are burned. It is "storage," after all. "It's to be used only when needed," your body proclaims.
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TRX DUO $2,100 TRX DUO is the latest in the Suspension training family for TRX. The NEW TRX DUO is now available at OPS call 2868 5170 for details.
The end of a workout is usually when your fast-burning energy is low (carbs). It's important to exercise at times when your body is burning fat in order to actually lose weight. Workouts that burn fat include: • Sprints • Fasted cardio • Jumping rope • Box jumps • Bicycling There are several other options, but before we talk about workouts that burn fat, we must address how and why fat is burned. Since the human body burns primarily glucose for energy, working out uses carbohydrates most. Carbs are converted to glucose after consumption. If there are excess carbs consumed, they’ll be put away as stored fat, for later use. After carbs, your body looks to protein for glucose production. So you'll actually consume muscle before burning "stored" fat. To burn fat, your body first has to be deprived of carbs, and then it needs high-intensity workouts to activate emergency fat stores—and convert them to energy. Contrary to carbs, though, when fat is converted to energy, it creates a ketone instead of glucose. So if you simply drink an orange juice and then go workout, by the time you're done with one hour of moderate-intensity workout, you'll have burned almost no fat. If you're looking to build muscle, take a one-day break between workouts to allow the body proper recovery time. Soreness should start to subside before you work out again. This schedule equates to three to four workout days per week.
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Exercise is not the biggest driver of fat loss. Diet is. So you must strategically combine your workout frequency with a proper diet. A few reasons some trainers recommend only dieting at first (and not working out) is that working out increases appetite, it provides a mental expectation of rewards (e.g., tasty food), and it helps us rationalise other unhealthy decisions. If you're only dieting at first, you learn to get the selfcontrol aspect under control before your expectations are elevated by what you think your body deserves after a hard workout. This is why many can be total gym rats who lift amazing weight but appear quite soft. So before you start working yourself to the bone on the treadmill, think about what you're using for fuel.
by Jonathan Maxim
Is Your Chicken Breast Game in Need of a Boost?
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No food processor? No cherry pitter? No meat mallet? No rolling pin? No problem: A wine bottle can do it all. Take, for example, this recipe for pepita-crusted chicken cutlets, which calls for toasting pumpkin seeds briefly in the oven and using a wine bottle (in place of a food processor or a spice grinder) to pulverise them: Simply transfer the seeds to a resealable plastic bag, then smash with a wine bottle until they're crushed. The genius hack, which can be used for peppercorns as well, works beautifully. And the recipe itself has a few unexpected bonuses as well: The addition of cumin, cayenne, and ancho chile powder, whose smoky flavours so nicely complement the toasted pepitas, won me over, a card-carrying breasts-are-boring member. And the use of seeds in place of bread crumbs, moreover, makes this preparation safe for both the gluten- and nut-free crowds. Making a seed or nut crust is nothing new, but if you don’t have a gluten allergy or you adore panko, you may not have found a reason to branch out. But in addition to a nutty, toasty flavour, seeds add a welcomed layer of texture and, like bread crumbs, protect the meat, keeping it juicy as it cooks. If your chicken breast game is in need of a boost, look no further than your pantry of seeds—this one’s not for the birds. A few tips: • Other seeds: Sunflower seeds could be used in place of the pepitas, or you could use a mix of sesame, flax, poppy, sunflower, pumpkin, millet, chia, etc. Tip: Don’t toast the seeds too much. They should take on very little colour during their brief time in the oven—you want to toast them halfway, as they’ll toast fully in the sauté pan when the chicken cooks. • The breading process: Typically, a dredging of flour and dipping into beaten eggs precedes the final crumb coating. Here, I replace the flour-egg mix with a blend of mustard and mayonnaise. If the idea of mayonnaise is off-putting to you, you can certainly employ the traditional three-pan egg-flour-crumb station. Another trick, which eliminates one pan, is to stir the flour with the egg and a little bit of water. This is the ratio I typically use: 2 eggs, 1/4 cup flour, and 2 tablespoons water. • To finish: A simple squeeze of lemon will suffice here, but if you’re looking for something more, an orange salsa, which requires just a bit of extra chopping, pairs particularly well with the nutty, toasty flavours of the pumpkin-seed crust. Roasted vegetables or a simple salad would also work well here. SEE COMPLETE RECIPE 17
NASM
SPECIAL ARTICLE 17
PRICING, POSITIONING, AND PROFITS
THERE IS ONE MISTAKE WE SEE FAR TOO MANY FITNESS BUSINESS OWNERS MAKING THAT’S INCREDIBLY PAINFUL TO WATCH. And in many cases their business is going under (they’re currently broke) because… They are vastly UNDERCHARGING for their services. Undercharging can take many forms… charging too little, poor packaging, and incorrectly structured margins are just a few of them. But ALL these mistakes lead to slim to zero PROFIT in your business. If you’re working your butt off… and aren’t finishing with more money at the end of the month than when you started… then THIS is an area needing your attention. So, how do you know if you’re currently undercharging? And more importantly, how can you “re-calibrate” and make changes once you’ve identified them to ensure your continued success? Pricing is the first step in getting PROFITABLE and having FREEDOM. If you don’t get it right, it’s impossible to have much of either.
Don’t keep scraping by every month or discounting your services. If you value yourself, your business, and serving your clients, you MUST charge what you’re worth. Two major packaging and pricing mistakes: 1-Your client doesn’t commit to the length of time required to hit their goals. It’s very likely that 5 or 10 session packs won’t get your clients to their goal. As a fitness professional, it’s YOUR responsibility to recommend a realistic program to your client to best serve them. And your clients will be much more committed to achieving their goal if they invest in a long-term package. We call that “having skin in the game.” 2 -You have to constantly resell your services. Many trainers get psyched when they sell a 5 or 10 session pack. But when the
sessions are used up, they have to sit down with the client and sell them again on their services. That’s NOT an effective use of your time and can quickly turn into a major problem. The more clients you get, the more time you’ll spend chasing them, tracking them, and reselling them. And it’s not easy for a client to maintain that initial enthusiasm that comes after first signing up. After a couple months, fitness is less glamorous… and more about consistently doing the work. That’s not as “sexy” to sell. Restructure your programs to stop selling a set number of sessions
PRICING, POSITIONING, AND PROFITS
Restructure your programs to stop selling a set number of sessions For best results, both you and your clients are best served by creating packages that are tied to solving the prospect’s problem and achieving their goals in a specific timeframe. This is critical because it also helps give your business predictable cash flow. And you deliver what your clients need to achieve their goals… which is the whole point of your service! Regardless of the type of programming you offer, the best packaging we have ever tested (it’s been the “control” since April 2010) is 3, 6, and 12-month commitments for all of your training services (and when you’re really advanced, our top clients are selling 6, 12, and 18-month packages). Before we talk about how to fix your pricing, let’s figure out how and why you created your current pricing. Many people base their current pricing model on: • What they’ve seen their competition charging • What they’ve always charged (many still have clients on billing plans from 3, 5, and even 10 years ago!) Or they’ve got no idea how they came up with their current rates. None of those are good strategies to base your business (and personal income) around, ESPECIALLY when you’re scraping by each month. Stop discounting your prices Many fitness professionals and business owners resort to discounting their rates in a race to the bottom of the market. “Oh, the other guys are now charging 120/ month for unlimited classes? Let’s charge 105/ month!” If you are doing this, you are committing business (and financial) suicide! There is NO profit at the bottom. Correct pricing is the first step in getting profitable and having freedom! Know your margins Margin equals profitability. It’s the difference between what a client pays you for training and what you pay a coach to fulfil that service.
It’s expressed as a percentage and is found by this equation: Revenue – Coach Pay Revenue What is good margin? Example: If your private training sessions are priced at $/£75 per hour, and you set the coaching pay at $/£25 per hour, the margin would be 67%. That’s a good margin. There are margin guidelines for each type of training, which we discuss more in our coaching programs, but for now just know that for private training, your margins need to be over 60%. It’s nearly impossible to make the economics of a fitness business work with less margin than that. NOTE: You still need to calculate margins even if you don’t have coaches working for you yet! Unless you plan to be a one-man or a onewoman show forever, you must hire coaches to continue growing at some point. Plan and set your pricing from the beginning so that when you do hire, you don’t have to change the entire business model. Use your best guess of what you’re going to pay them. If your margins are below where they should be, you can either decrease coaching pay or increase your session rate. Those are the two variables you can play with. Business success starts with margins, so fix yours NOW if you’re struggling and avoid backsliding in the months ahead! Nail down your business model Your business model plays a HUGE role in your pricing. You must match your price point and service offerings to the clients you wish to serve. Get this right and you’ll be set up for success. Get this wrong, and it’s difficult to make the economics of your business ever work right. *Recommended Resource: 9 Models to Build a Powerful (and Profitable) Fitness Business
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If you think your clients would never pay the rate that will give you healthy margins, you need to change your mindset on value. Maybe you assume that you know what the market will pay based on your own views and experiences. But there’s one MAJOR thing you have to overcome if you want to succeed… It doesn’t matter what YOU would pay. You’re a fitness professional so you know how to achieve your health and fitness goals. Therefore, the value you associate with paying money for that type of service isn’t there. A prospect is coming to you looking for a solution to their problem or a path to achieve their goals. Why will some people pay a few bucks more for a cup of coffee from Starbucks instead of a cheap cup you can buy from a gas station? While there is a difference in the quality of coffee in each cup, the true difference is in the VALUE. Just because you would or wouldn’t pay for Starbucks doesn’t mean that other people share that same value system. The same thing is true when it comes to your services! What do people really pay for? They aren’t paying for you or your time… What do you think they’re really paying for? • Your qualifications? • Your location? • Your equipment? • Your brand? • Your brilliant marketing? Nope! They are paying for VALUE. How can you quantify and define value in a service business? We use this equation to break down how value is perceived by the prospects and clients (who are the judge and jury of your value proposition!): VALUE = CE + R + R Client Experience plus Relationship plus Results you deliver. When you’re delivering MORE value than people expect for their investment to work with
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you, well then you have a great value proposition… and THAT is everything in sales! Focus on delivering value and price becomes irrelevant. Serve your clients so they LOVE doing business with you and couldn’t possible imagine going anywhere else! If you haven’t been charging what you’re worth and your pricing for your services is incredibly low, you have to raise your rates in order to grow a sustainable fitness business. Remember, you’re selling on value, not price. If you don’t feel like you’re providing that value yet, then give more first. Over the years, we’ve helped THOUSANDS of clients implement the Raising the Rates campaign to fix their rates and their margins. *Recommended Resource: The Raising the Rates Report Summary The average personal trainer with a master’s degree and advanced qualifications earns about 20.00-28.00/hour, but there are A LOT of fitness professionals and business owners who charge as much as 250.00/session or up to as much as 350.00 for small group sessions. Don’t EVER compete on price or race to the bottom. Understand that margin equals profitability, and profits will give you the freedom (and funding!) to take your fitness business to the next level. When you focus on delivering value, price becomes irrelevant, your clients will love doing business with you, and you’ll start crushing competition. And once you get your pricing and packaging right, you’ll start closing big sales, delivering what your clients need, and growing a profitable fitness business… FAST!
CLOSING Well there you have it, another CORE MAGAZINE comes to a close. I truly hope you found the information useful, remember I am always open for feedback and comments, things that you need things you would like to see etc.
using as my training before the race for sure.
Don't forget if you are planning on entering the SPARTAN RACE this year that you can use the OPS code to get a discount on your registration, every little bit counts.
Make sure you take a minute to check out our SOCIAL MEDIA CONTENT for more useful courses and articles.
I would suggest that the PARKOUR training that is coming this month would be perfect to help prepare for the SPARTAN RACE, that is what I shall be
Well that is all we have for you this month, stay tuned for some awesome education coming your way.
Stay happy and healthy
Wayne..
OPTIMUM PERFORMANCE STUDIO 1-3 FLOOR WORLD TRUST TOWER 50 STANLEY STREET CENTRAL HK +852 2868 5170 info@opstudiohk.com www.opstudiohk.com
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‘Train the way you play’
OPTIMUM PERFORMANCE STUDIO 1-3 FLOOR WORLD TRUST TOWER 50 STANLEY STREET CENTRAL HK +852 2868 5170 info@opstudiohk.com www.opstudiohk.com
w w w . o p s t u d i o h k . c o m