Are you annoying some of your current (or potential) participants? You know, rubbing those folks who are of a different/opposite personality type than yours the wrong way?
I recently came to the conclusions that there's a good chance that I do at times – please let me know if any of this makes sense to you…
Yesterday I gave a presentation to our sold-out group of studio owners and Instructors at the Full Psycle/PRO PIQ workshop entitled:
Selling Power – The success of your studio depends on it!
We've got all of this fancy technology in our studios; bikes with consoles, display training systems, results emails and online user profiles that record all of your previous class data. So (to me) it should follow that persuading (Selling) participants that Training with Power is worthwhile becomes supercritical to building a loyal following = a profitable fitness business.
The core concept of my talk was how you need to understand how the four different personality types; Director, Socializer, Relater and Thinker need to be “Sold” to differently.
The personality matrix is constructed like this:[wlm_private ‘PRO-Platinum|PRO-Monthly|PRO-Gratis|PRO-Seasonal|Platinum-trial|Monthly-trial|PRO-Military|30-Days-of-PRO|90 Day PRO|Stages-Instructor|Schwinn-Instructor|Instructor-Bonus|28 Day Challenge']
Then I went on to describe the common personality traits of each type.
Teach an early AM class? I'll bet it's filled with “A” type Directors.
I am a Director > my kids will attest to me sometimes being a bit harsh 🙁
These social folks will pay your overhead if you can attract and retain them.
I explained how it was my belief that attracting Socializers is the key to a successful/profitable Indoor Cycling Studio. Everything I observed at SoulCycle appeared to be designed to attract this type of people and who can argue with their success?
You're a Relater if you include the word “safe” in your class description.
When we first began promoting Performance IQ there was some initial pushback from Instructors; “we need to keep competition out of our classes!” > which I realize now came from Relaters who were concerned about weaker riders not being able to keep up. NOTE: that's been fix… now you can run PIQ competitions between riders that are handicapped for weight/gender or Team based challenges are awesome for including everyone.
Thinkers spend a lot of time discussing the “Science” of training with anyone who will listen.
At the risk of sounding harsh (I'm a Director… we do stuff like that!)…
I feel we are wasting our time, when we focus our attention on Thinkers.
Many (maybe most) dedicated endurance athletes/cyclists fall into the Thinker group. Don't get me wrong – I know hundreds of them and they're a bunch of nice people. If I had a technical product or service to sell I would devote nearly all of my attention on these data junkies. But Thinkers are very individualistic* (loners) ≠the type of people who add value to a group fitness class. Not to mention they disappear from your class on the first nice spring day.
While typing this I remembered an article from Stages Indoor Cycling's Cameron Chinatti about not focusing on the Squeaky Wheels in your classes. Cameron doesn't call out Thinkers directly, but I see it all the time where Instructors get sucked into esoteric debates about the science of training on Facebook or with the guy in a full kit, who sat in the front row, doing his own thing.
Little, if any, of the “science” of training is of interest to Socializers. So while you're caught up with the wannabe pro cyclist/Thinker, debating the pro's and con's of Training Zone 5B > the Socializer (who has many hundreds of friends) who wanted to thank you for recognizing them during class, leaves feeling like you don't really care… and never comes back.
So Who annoys Who?
I got a lot of heads nodding “YES” when we discussed who annoys who during my presentation.
All of this is strictly anecdotal > just my 53 years of observation and my own personal feelings.
Thinkers and Socialisers can get under each other's skin.
As a Director, Relaters can bug the crap out of me and they see me a uncaring 🙁
We discussed a number of examples of how we need first need to identify our “type” and then be careful not to annoy our opposites, during the presentation of our classes.
Directors need to recognise a Relater's concerns for the safety of others – even if we think it's unfounded.
Relaters need to understand that not everyone shares their concerns and encourage the Directors in class to take a risk.
Thinkers need to minimize the “science lessons” or they'll quickly lose Socializers.
Socializers – it can't be all passion and cheerleading. Throw your Thinkers a few technical “bones” to satiate their need for concrete data.
[/wlm_private]I'm kicking myself for not recording this complete session. There was a lot of excellent comments and feedback. We're planning more of these Full Psycle/PRO workshops and I won't make the same mistake twice.
*Yes, cyclists go on group rides, with other cyclists. But these rides are rarely social events – especially for men. More like a group of individuals riding near each other, all going in the same direction and using each other's draft.
Anyone who knew Jim, loved him. He was a very influential part of creation of what all of us recognise as Indoor Cycling today. Jim's knowledge of training was unequaled, as was his wisdom and understanding of what Instructors needed to do, to truly meet the physical and emotional needs and expectations of their participants.
All of us here at ICI/PRO benefitted immensely from Jim's insightful articles and Podcasts. This post of his profoundly changed my perception of my role as an Indoor Cycling Instructor. Three simple concepts that began the slow process of opening my eyes and accepting both the appeal and value of non-traditional forms of Indoor Cycling…
Who am I to decide?
If a workout session has to produce a result, you have a paradigm for unhappiness. Instead, my current approach is to create a training session that allows a person to get whatever he/she needs from the workout without interference on my part.
Just present the opportunity
As an instructor/trainer, my job is to create a situation and an environment in which members can experience the benefits of physical exercise, and nothing more. Which benefits these are will vary with the individual, and it’s important that I never assume what they could or should be.
Then accept their choice without judgement
I offer suggestions but recognize that this is their path. I can't overshadow it with what I think they should do with, or gain from, their training. That’s not my job and would be a misuse of the trainer role.
Shortly before we lost Jim, he wrote Non-Authentic Indoor Cycling. If you haven't read it please take a moment and do so, because it describes his progressive vision for Indoor Cycling and what he felt would be our roles as Fitness Professionals.
If non-authentic IC is going to make a mark, why not embrace it for what it is — a way to train on the bike that makes (some) people fit and happy?
…
Why shouldn’t any and every indoor cycling program be taught by those who are truly qualified to teach indoor cycling? That would be the likes of us. We know indoor cycling best. We could create a program — inauthentic fluff, if you will — that’s still authentic in its safety, structure and cardiovascular benefit. Why not?
Interested in being part of a group of Instructors who believe like Jim did?
I know that whenever I'm feeling the need to get more creative, I'll attend someone else's cycling class. Typically Amy's Saturday morning Evolution class at Fife Time. Not having to focus on delivering the class myself, after about 15 minutes I tend to zone-out and new ideas just start coming to me. I know I'm not the only person who experiences this – actually I feel it's pretty common amongst endurance athletes.
I describe pedaling along, blissfully oblivious to what's happening around you (inside or outdoors) as JRA – Just Riding Along. You might call it being in a state of Zen, or in-the-zone or your “happy place”. If you've ever felt you were in a place where time seems to both stand still and fly by, you know what I'm talking about.
Last year I talked about how you, as the Instructor, can distract your participants who are enjoying their time JRA by calling out the equivalent of SQUIRREL.
It turns out that there's a bunch of neuroscience that goes on while we are aerobic. You'll learn a lot about the science of what's happening to your brain during exercise from this video that feature neuroscientist/group fitness instructor Dr. Wendy Suzuki.
Creativity Indoor Cycling?
So if our riders are already benefiting from the mental/creative stimulation that comes from participating our our classes, why not promote this benefit? Better yet, why not structure classes to actually enhance the experience?
The long, steady efforts are magical in their ability to bring on JRA 🙂 If you really want people to zone out and get into their own heads, this 15 minute track from the ZENDURANCE profile is nearly guaranteed to do the trick.
Next I'm thinking I would create a slideshow of random images of interesting geometric shapes and colors. Maybe cool architecture, bridges & buildings, flowers & plants, etc… I don't think I'd include pictures of people or animals that could trigger emotional responses – that's at least my initial idea.
The important part would be that riders wouldn't need to maintain their attention, like you do when you're watching a video. Maybe instead of class > Keeping it Fun, you offer > Keeping it Interesting?
Cuing would be the real challenge. Maybe you don't cue anything beyond the introduction. Or, you might offer a word problem or show a series of brain exercises from Lumosity.com or other online resourse with each song changes.
What ever you come up with, it will be important to properly identify the class format and include its description on your class schedule.
Brainstorming sessions?
Your Creativity Indoor Classes could potentially have value to a local company looking to solve a problem or develop a new product. Bring in a big white board and then team up with a moderator who writes down all the new ideas, while you guide the class. The possibilities are endless and structured properly, could be a very profitable class you could offer.
She has given me permission to republish the complete post for your entertainment and hopefully a little enlightenment 🙂
…SPIN CLASS
Can someone please tell me *what* mother-loving, lactate-burning, Marquis de Sade bitch athlete (ahem, sorry, I don't know what came over me) devised this crazy idea. What–biking on a path isn't enough for you??
I have a friend who is a hard-core athlete. In her spare time she likes to teach fitness classes at a gym. She asked me to go to her spin class the other night. I said “sure”, never having gone to a spin class, but thinking it would be a good workout. Like I said, she is hard-core and very competitive. I should have known that she would teach a class that would not be for sissies.
It started out easy enough: just sit on the bike and pedal. Excellent. Then the music started and suddenly it was all:
Hmm, well ok, I guess I can do that.
Then after about ten seconds I heard it again:
Well hold on now, I thought I just did…say, is there a delayed echo in here?
But, we just…
Um, excuse me? Do what now??
At this point we were about 2.16 minutes (I'm guesstimating) into an hour-long class, and my legs had turned to Jell-O.
I was alternating between turning beet-red
and nauseated-green.
I felt like I was sweating yet I'm pretty sure the flames shooting out of my skin took care of any pesky *moisture* issues.
And then I heard:
Um, no thanks. I was afraid of what would come out of my mouth if I opened it at that moment. It would be either:
OPTION A:
A string of obscenities that would make me sound possessed.
OR
OPTION B:
My lunch.
Or possibly both (there's a visual for ya). So I kept my mouth closed and focused on breathing and staying upright on the seat.
Now, for the more astute readers, you may be saying to yourself: “But Julie (that's my real name, for those of you who don't know me in the real world), you were in a spin class, ergo, you were on a stationary bike,
ergo, staying upright on the seat, a.k.a. *balancing*, should be a non-issue.”
Well, you would be wrong. Or you just wouldn't know me very well.
You see, at well-choreographed points during the class, the teachers (did I mention there were two of them?) would ask us to sit back, take our hands off the handlebars, and…
Now, is it just me, or does everyone's badonk slink forward the second they sit upright on a bike, like yay?
So I was sliding down and hunching over like a turtle so I didn't lose saddle contact, and I was expected to put my arms behind my head.
Riiiight.
I did manage to survive the class *and* not slide off. And, when the teacher asked the class to praise ourselves for something we did well, I was able to come up with two things:
Number One: Not vomiting!
Yay!!
and, Numero Dos: Not Passing Out!
Cue applause.
Oh, and the studio was at the top of the stairs. Since my leg muscles were beyond muscle confusion (let's call it muscle *stupor*), I saw that “walking down the stairs” was not really an option.
Athletic stance to the rescue!! With a bit of a slant.
P.S. I have mad respect for these spinners.
So, do any of you normal people out there go to spin class?
My name is Jay Duplessie and I am a proud Indoor Cycling instructor of almost 20 years. In the spirit of full disclosure, I will tell you that I am not an outdoor cyclist…….but not for lack of trying.
You see something I learned early on was that although I’m addicted to the feeling of a hardcore workout, and I often obsess about getting to the gym, it has never been as much about the physical as the mental. I realized this after a very bad investment in a decent road bike complete with all the bells and whistles. I found that I could stay up late creating playlists for my class, get there early to prepare, and then drive myself crazy with excitement and anticipation to teach. But when I knew I was going to ride this very expensive bike on the paved roads around Denver……well let’s just say I dreaded the thought.
By the end of the summer it was time to sell the bike and to really look at what it was that I was missing. Why was I never able to capture the feeling on the road that I ALWAYS felt in my class? I knew right away what it was and this has continued to be the basis of how I teach. In fact, I hate the word “teach” when referring to what I do in my class.
No one needs to be taught how to peddle a bike. If anything I prefer the word “guide.” My goal every time I step into my class and get onto the bike is to take my class on a mental ride, an emotional workout by finding triggers that push them further than they’d push themselves. Music, imagery, and motivational quotes are the ammo I use when teaching (guiding) my classes. And I am so excited to be able to not only “tell my stories” to you all, but to also just be accepted into a group of likeminded cyclist who understand (as I do) that cycling IS and can be just as powerful in a room as it is for some on a paved road.
All it takes is finding the right emotional triggers, a true inner focus, and a story that ties all of it together. That is what I hope to be to you………a story teller to help connect the dots. Now let’s have fun !!
Triggers
Ralph Macchio, hands up in the air, one leg up at 90 degrees while the other (seemingly broken) is placed firmly on the Matt. Sense’ Pat Morita, and girlfriend Elisabeth Shue on the side lines looking on full of hope. Cobra Kai team-mates yelling “Sweep the leg Johnny” heard as black belt Johnny prepares to take down Macchio. Macchio standing in crane position waiting for the attack. Johnny rushes at Macchio and all of a sudden the “kick” heard round the world (at least for a 10 year old boy like me at the time) takes place to defeat the undisputed Johnny and Macchio wins the match. I’ve seen the movie 20 times, and know how it ends, yet even typing this message I get goose bumps. THAT my friend is a trigger. And it’s the core of how I have always taught all of my classes.
One of the reasons I love “indoor” cycling so much and have a difficult time riding outside, is that I not only love the ability to talk my class through motivational stories complete with triggers to get that extra inch out of them, but in an indoor cycling class we are all able to close our eyes to truly get inside our minds, our thoughts, and feed our emotions (our drive). For me it brings a level of peace and focus that to this day I can’t achieve anywhere else, not even when getting a massage.
The use of music, video, and your words are tools that (in my opinion) mean more than the amount of fans in the room, the type of bike you’re using, the amount they spent on their padded shorts, or even the type of day they had. You take anyone, and I mean anyone, and you present them with a well-structured class and THEN add some triggers, they will find the way to leave your room stronger than when they walked in.
When I teach, I often say that we all have an emotion that pushes us further than we normally go, and it may change from day to day which emotion that is. There are days that happiness is the emotion that will get you that extra RPM during the sprint. Or maybe anger is what it takes to get the extra wattage during a hill climb. And if WE continue to grow our relationship as (writer and reader) what you will learn about me is I’m a pretty deep and emotional guy. I wear my heart on my sleeve and I share my emotions to a fault. So I will share this with you.
Recently divorced, I learned several things about my ex-wife that haunt me to this day. On our fourth and FINAL anniversary she had a “business trip” to Texas.” I went to see one of my favorite bands, the Goo Goo Dolls that night by myself. Turns out she was in a hotel room in Texas with an old boyfriend from college having sex. And to make it worse (as if it could be) that guy had a wife at home with a one year old daughter AND his wife was 8 months pregnant. So while I was listening to one of my favorite bands, they were in bed together. SOOOOO, when I need an extra push during class what I do is play the song “Still Your Song” by the Goo Goo dolls and tell myself this was the song playing on the night that the person I loved and trusted most was destroying everything we had. Now if THAT isn’t a trigger, I don’t know what is. You don’t even have to know me to read that and feel “something” right ? And “feelings” are such a key part to what we use.
I encourage you all to tell stories, even if they are made up. Our clients come to us for a great workout, but they also come to us to help them tap into something that they can’t get on their own out in the cardio room. Tell stories of motivation, tell stories of desperation, tell stories of gratitude, but tell stories !!! Every single one of them wants to be entertained whether they will admit it or not.
We have a society OBSESSED with reality shows yet they are becoming less and less connected to their own real lives. Remind them of the things that inspire them, or piss them off in a way that makes them want to grit their teeth and push their legs until they want to vomit because they will be damned if they are gonna let their ex-wife and some random loser poor excuse of a man is going to ruin one of MY favorite songs without me putting up a fight during that up-hill resistance sprint !!
We are less than 60 days from our ride around the Cabot Trail. The group has been very active – increasing distance to 55 km for morning rides, grades to 7+% for hill repeats and making lots of connections between the indoor and outdoor efforts in my classes.
We closed the opportunity to join us last week so that we’d have a consistent group with whom to train over the next two months. Twelve people will ride the Trail. At a maximum we had 17 people on one of our Sunday training rides. As word got out, friends of friends started to attend and we welcomed their interest. They will be invited to re-join us for some weekend jaunts this fall.
Here are some highlights relevant to the indoor/outdoor cycling interface.
We did a quick reconnaissance of the route last weekend and some of the descents are daunting. As I negotiated the road in a car I became painfully aware that no amount of indoor cycling can help people learn how to descend. We have been working on those skills outdoors but can’t reproduce the Trail experience nearby. I have contracted a Can-Bike educator to give the group a lecture and clinic. Meanwhile we’ll content ourselves with the knowledge that less prepared people ride the Trail every year and none of them have ended up in the ocean.
The transformation of individuals from bikers to cyclists is noticeable. I am most thrilled by Judy who panicked and bailed on her first attempt at a road ride last fall. She was the first to buy a new bike this spring, always turns in her training logs and is now one of our strongest riders. Better yet, when the group organizes its own trips during the week, she consistently chooses the one that will give her the greatest challenge. I am writing up an interview with her which I think will interest you as she describes the indoor to outdoor experience.
I teach in a facility with a mixture of non-power and power bikes. That precludes classes which are entirely focussed on power. Recently, though, I have been able to let everyone re-visit their FTP (60 min). The numbers range from 1.4 to 1.9 watts/lb (measured over 20 minutes and corrected for 60 minutes (x .90)) for the group who is doing the Trail. Remember – these were non-exercisers/non-cyclists a few months ago. They have all seen a huge increase in their power over that period. Better yet, their results are completely consistent with what they see in one another on the road. The power info has really helped the weaker riders understand the connection between indoors and outdoors.
You can read my earlier posts about preparing a group of Indoor Cycling students for our trip to ride the Cabot Trail here.
The personality matrix is constructed like this:[wlm_private ‘PRO-Platinum|PRO-Monthly|PRO-Gratis|PRO-Seasonal|Platinum-trial|Monthly-trial|PRO-Military|30-Days-of-PRO|90 Day PRO|Stages-Instructor|Schwinn-Instructor|Instructor-Bonus|28 Day Challenge']
