Book To Read: Smarter, Faster, Better

"Smarter, Faster, Better" by Charles Duhigg explores the science behind how we motivate, manage and become more productive humans.

In a nutshell it's more about how you think as opposed to what you think, which is a mindset I believe that can change your life. 

We make good choices based on our past experiences which allow us to forecast the future more accurately.

Charles believes “good decision making is contingent on a basic ability to envision what happens next.” This only happens when we have the ability to see how what's going on is different than how we actually believe things should be which is known as a mental model. 

Characteristics of individuals good at managing their attention

1. They create pictures in their minds of what they expect to see
2. They tell themselves stories about what’s going on as it occurs
3. They narrate their own experiences within their heads
4. They are more likely to answer questions with anecdotes rather than simple responses
5. They say when they daydream, they’re often imagining future conversations
6. They visualize their days with more specificity than the rest of us do

Motivation is not innate, it is a skill that can be cultivated and improved upon.

In the book he uses an example from the Toyota company where they are tasked with reopening a former GM plant with the same workers which forced this factory to close. They allowed workers to feel like they had autonomy over their actions and surroundings, which led to a successful relaunch of this car factory. Motivation often has more to do with the belief we are in control more than the actual choices we have to make. 

“Productivity is the name we give our attempts to figure out the best uses of our energy, intellect, and time as we try to seize the most meaningful rewards with the least wasted effort.”

At times when we look to be productive it comes at the expense of performing a task or unpleasant chore. Instead of groaning, we should take an opportunity to ask ourselves "why" we're begrudging performing this particular task. Only after we become aware of the why do we see that these small tasks are a part of a part of a much larger goal or set of values. 

We see that these small chores can have a massive emotional reward which allows us to have a more meaningful view on our decision making, Self-motivation flourishes when we realize that helping around the house or opening a door for someone on its own, might be relatively unimportant. But it is part of a bigger project that we believe in, that we want to achieve, that we have chosen to do.

Fit Pros: Quit Being the Personal Trainer from 2007

"Man Instagram is stupid!"

"Only kids use snapchat!"

"Ain't nobody watching your videos!"

"Social media is a waste of time"

These are things I hear from the same people who still work, market and train their clients like it's the year 2007 instead of 2017. 

I get an advantage by working in a shared space where I get to observe various styles and philosophies that run the gamut. This allows me to see, in my opinion, what works and what doesn't. There are very few secrets in our building as a quick google search will show you what each person is up to. 

Are they running google adwords? Yelp ads? Groupon? Thumbtack? Facebook ads?

You then take notice of:
Did they increase business?
Did said clients stick around past the introductory period? 

Some trainers are able to bring in people, presumably either free or at a really discounted rate, but after one month I never see these individuals again. This leads to the biggest take-home as a professional.

Success leaves clues

You have two ears, two eyes, and one mouth. Use them in that order

The biggest learning opportunity is right in front of you. You can always peruse the internet but there's nothing better than to watch a live case study. I would not listen to a professional who isn't successfully retaining clients. I will however observe them.

Some professionals teeter right on the line of success and failure, I did for a long time. What are they doing well that I might not be. You should always be looking around for an opportunity to grow as a person and professional.

Don't You Have Any Other Interests?

I recall a conversation with a fellow trainer in our facility who said something along the lines of 

"All you talk about is training and food, don't you have any other interests?"

Of course I do.

I love sports, cats, and I'm even growing an interest in the geopolitical landscape. My biggest "outside" interest which I suppose ties into fitness and food is a burning desire to improve society on a much larger scale.

But all those things take a back seat to what I'm currently focus on. 

I live, breathe and sleep exercise, nutrition, cooking and all that my business entails. 

Here's the thing, if you're happy with the current life you have as a trainer, office worker or salesman; then don't change a thing. Keep doing what you're doing and feel free to mock me and my lack of diverse interests. 

But if you want to make big changes. Make big moves. And you're still late, wasting money or unfocused; how on earth are you ever going to get there?! Your actions don't map out your words. You my friend are, pardon my French, full of sh*t.

I can say this because I once was as well. I would talk a big game, say I'm going to make a lot of money and make a difference in this world. And how is that going to happen by waking up at 10am and barely working a few hours. Hell I watched more TV than I worked!

I've cut out Basketball (which pains me), poker, and "hanging out" because I don't have time for these things these days. This is the classic "I don't have time" excuse. Making more time often comes at the expense of the softball team or the bowling team or the book club; something you've decided to occupy your time with. It should never come at the expense of family time. This feels right to me, while it may be "unhealthy" to you. Whatever the case may be: YOU need to DO YOU.

Every moment, every minute of my life is consumed by the burning desire (you might say obsession) to be the best.

Every morning I wake up not content wanting to be the best version of myself, but to be
The Best

Day in the Life

Question: "I'm an aspiring trainer getting my certification and have been following you for some time now on social media. I was wondering what's a day like for you?"

My day often beings anywhere from 5am to 6:30am where I roll out of bed and make the same breakfast I've had for years.

3 eggs, 2 pieces of toast and 14oz black coffee pour over. While eating I'll answer any e-mails or I'll study for 25 minutes.

After I get cleaned up and changed I head out to the gym for my morning sessions. While in the car I no longer listen to music instead I'll have on a podcast or a book from audible. This is the plan so long as I don't carry a passenger where I'll play music and not subject them to my books and podcasts.

My morning's fluctuate from one client to as many as four depending on the day. Most mornings I'm free after 10am where I get to workout about 90 minutes. If I don't have any clients immediately after I will head home to eat lunch and get some work done on my computer.

This work ranges from:

• Creating content
• Outlining posts for all social media platforms for the week and what needs to be documented for them
• More Reading/watching a video on whatever it is I'm currently studying
• Programming
• Recipe testing
• Research for future business development

If I have any time before I have to get cleaned up and head back out to work I'll try to bask in my cats love or lack thereof. 

They love me...I think

I'll usually start working with clients about 3:30-5pm until about 8:30-9:30pm again depending on the day. I'll slumber home and warm up my dinner which I've usually prepped ahead of time. I'll put it in the microwave for 3-4 minutes while I shower. Again bask in my cats love before doing little more work again on the computer or study for 30-40 minutes. In bed by 10-10:30pm.

Lather, rinse, repeat the next day.

I'm A Sheep in Wolf's Clothing

I recently received an e-mail in which I am asked the following:

How do you maintain a positive attitude when you have overly negative clients and can't afford to fire them? You appear to be nice to all your clients, some days I just can't.

Here was part of my response:

I'm actually an asshole, so it's not hard to understand where these people are coming from. I had to work REALLY HARD at improving who I am or better said who I was, a big selfish asshole.

Growing up I was never far from being the punch line to a joke or being pushed around. I had little understanding up until a few years ago how much that had affected me negatively. From my Mom, my extended family or classmates, there's always been a constant source of negativity in or around my life. I was encouraged to do well, so long as it was in an avenue that deemed appropriate like school or a degree towards medicine. 

I always had trouble making friends or initiating conversations with strangers. Even flashing a smile was a pain, preferring to look away from direct eye contact. It's something that didn't come naturally to me. I bottled up my emotions inside, and as a result I was an angry person. An angry person who thought the world had it out for me, and I was putting others down because it was the only way to make myself feel better.

Fast forward to the present day.

While I can "turn it on" and be really outgoing when I need to, it's not who I naturally am. I believe I'll always be a fairly quiet and reserved individual. What I will never be is an overly negative angry person again. Having been in those shoes, perhaps your client needs a friend and I say that in the least condescending way possible. People who are that negative and critical are usually unhappy.

I was an unhappy person. 

I tell you all this to give you context. To give you some background behind WHY someone might be the way they are. Anytime someone is rude, inconsiderate or just straight out mean; I take a second to think why are they acting like that and then respond accordingly. It's often hostility masking another emotion: for me it was a feeling of inadequecy and loneliness. Empathy is an under utilized emotion, practice it and you will be an even better coach.  

Now to the business side of this question, what to do when you really dread the scheduled hour but you need to keep the lights on in your apartment. Well my friend like any good fitness question the answer is it depends.

Can you scale back spending in other areas to make due?
If so, by how much will you be off your necessary monthly income?
If it's not a lot you can decide then if you wish to keep this client.

If not, what are you proactively doing to replace this client? 

We must not act emotionally instead you need to formulate a plan.
Are you marketing?
If so, for how long have you been at it? Has it generated any leads?

Have you tried asking any existing clients for a referral in exchange for a percentage off their next month/package? (By far the best approach)

There's a lot you can do besides simply "firing" the client. Once you can replace the income then you can decide whether or not to cut ties with said "negative" client. Though I would try to take the empathetic route first. I appear to be nice to all my clients because I thoroughly enjoy the time I get to spend with each and every one of them! No acting only geniuine care and love for their health and improvement as people. 

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Reflecting back on this response I would like to add this: I am a happy person now. I've learned to forgive those who may have wronged me in the past. I hold no grudges and try to always move forward. I have my health, a fantastic home life, a thriving business and my family; really what would I have to be unhappy about. If you put out love and happiness you'll get just that in return. 

Smile, it costs you nothing and can even turn someone's day around. I am forever grateful for who I was because it's made me the driven person I am today. This is the first holiday season I can say with clarity that I have everything I will ever need. Anything else I accomplish moving forward is simply the cherry on top.