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This guide introduces the SMART START approach, focusing on the top 5 drivers of exercise adherence: self-motivation, social support, smart and slow introduction, member needs analysis, and initial getting started recommendations. Learn how to positively influence these drivers to strengthen member connections with facilities and promote healthier lives.
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In this guide you will find an overview to the SMART START approach, advice on how to implement SMART START at your club and links to all the assets in the SMART START collection To download any of the SMART START assets you will need access to Brand Central.
You can register free for Brand Central access HERE.
An overview of the research behind SMART START.
The top five drivers of exercise adherence and some ideas for how you and your team can help positively influence them â early on.
Top tips for implementing SMARTSTART at your facility.
Top tips for implementing SMARTSTART at your facility.
SETTING UP NEW MEMBERS FOR SUCCESS starts by taking a close look at your sales process, from the value proposition to onboarding.
By making some simple changes to your approach, you can boost newcomersâ chances of exercise adherence or âstickabilityâ.
Here are the top five drivers of exercise adherence and some ideas for how you and your team can help positively influence them â early on.
While this is largely determined by a personâs goals, your team can use the sales and onboarding process to boost the self- motivation of prospects and new members:
This one needs no explanation: the more anyone enjoys something, the more likely they are to do it. Be customer-obsessed and provide your members with the most motivating exercise options possible.
Donât go too hard too soon. Research demonstrates that for new exercisers, high- intensity interval training (HIIT) can actually reduce adherence. Instead, encourage new members to pace themselves, and save HIIT for down the track when they have been doing 3-4 workouts per week for six weeks.
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Les Millsâ SMART START program is designed to get your members off to a great start by gradually introducing people with little to no previous experience to the ACSM-recommended level of exercise*.
It enables you to provide new members with a clear template for achieving a healthy lifestyle in just six weeks, while optimizing adherence and boosting the chances those first few weeks will turn into a lifelong love of fitness.
Share the SMART START background and five key drivers of exercise adherence (see pages 4-8) with your team.
1 Consider the purpose/job description/ mindset of your membership team. Are they just selling memberships, or coaching new members to establish exercise habits and a healthy lifestyle?
2 Does your sales process include a member needs analysis? See pages 17 & 18 for role play practice exercises.
What does the member want to achieve and why is it important to them?
When can they exercise and visit your facility?
Consider the memberâs exercise preferences during the needs analysis. For example, do they prefer running or is dancing more their thing?
Have they dropped out of an exercise plan before? Are they time poor? Do they lack support from family, have low self- motivation or any physical limitations?
What are they prepared to invest in their health and exercise?
3 As a follow-up to the needs analysis, does your sales or membership team propose a solution? Do you help members navigate options by recommending a plan?
If yes, does your fitness âsolutionâ cover the following?
GENERIC GUIDELINES FOR HEALTH showing what a healthy lifestyle looks like, and what it will take for your prospect to achieve their goals in terms of frequency, duration, activity and intensity of workouts.
For example: Ideally, you want to exercise three to five times a week for 30 to 45-minutes at a moderate to high intensity, and include cardiovascular, strength conditioning and flexibility training in your weekly plan. Based on our experience, we strongly recommend you work out as often as possible with a coach and in a group rather than on your own. You will get the direction, coaching and motivation you need to achieve the best possible results from the coach and working out with others will help you stick with your plan and achieve your goals.
SPECIFIC RECOMMENDATIONS about what they should do in your facility, when and why based on their needs analysis.
Remember to include LES MILLS On Demand workouts in your recommendation, these will help with easing newbies into group exercise and help them overcome intimidation.
For example: Factoring in your specific goals and availability, I recommend coming to the facility to do RPMÂŽ on Monday at 6pm because ...; BODYPUMP on Tuesday at 5:30pm because ... Then, given your availability I would complement this with the following at-home workouts:
EXPLORE LES MILLSâ SMART START
When it comes to motivation, our brains are mysterious creatures. One minute youâre pumped, full of enthusiasm. A few weeks later the excuses start to creep in, and before you know it you havenât been to the gym all week. The good news is youâre not alone. The thoughts you experience when youâre just getting started with fitness are part of a well-studied scienceare a few key things that will guarantee you keep coming^1. Research shows there back for more.
THE NEXT 12 WEEK CHALLENGE WEEKS CARDIO STRENGTH CORE/FLEXIBILITY 7-18 3 x 60 mins 2 x 60 mins 1 x 60 mins
WEEK CARDIO STRENGTH CORE/FLEXIBILITY 1 1 x 20 mins 1 x 20 mins 1 x 10 mins 2 2 x 20 mins 1 x 30 mins 1 x 20 mins 3 2 x 30 mins 1 x 30 mins 1 x 20 mins 1 x 25 mins 4 2 x 35 mins 1 x 20 mins 1 x 60 mins 1 x 40 mins 5 2 x 50 mins 1 x 20 mins 1 x 60 mins 1 x 20 mins 1 x 60 mins 6 2 x 60 mins 1 x 30 mins 1 x 60 mins 1 x 40 mins 1 x 60 mins
SIX WEEK WORKOUT SCHEDULE
CELEBRATE THEIMMEDIATE WINS Focus on the gains that occur as soon as you become active: increased energy levels, feeling more positive, or the endorphin high you get straight after a workout. These things happen straight away, and are much better to focus on than long-termaesthetic goals like getting a smaller butt.
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CONTROLYOUR WORKOUT Take steps to actively manage both the duration and intensity of your training. Trying anything new can be intimidating and the key to success is to goeasy on yourself and start slow. If youâre heading into a fitness class, you donât have to stay for thewhole workout. Give the first few tracks a go, and build up slowly from there. FREQUENCYBEFORE INTENSITY Itâs more important to get into the habit of exercising, before you worry about how hard youâre working. Remember to take the easieroptions offered by your instructor and feel good about what you can do â not what you canât.
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The SMART START fitness schedule is proven by science and combines a fun mix of cardio, strength, core and flexibility sessions. CARDIO and important for your heart health. exercise is great for burning calories STRENGTHwith long-term weight loss. training builds lean muscle and helps CORE to create the best platform for all other exercise. strength is critical for building a strong body FLEXIBILITY mobility and improves your posture. reduces chances of injury, increases
SEE APPENDIX FOR DETAIL
FACILITY TOUR
Finally, discuss how you and your team could adjust your facility tour to build self-efficiency and establish social support for new members, for example, by introducing them to staff or to other members.
SEE APPENDIX FOR DETAIL
Make sure you offer:
STRENGTH: BODYPUMPÂŽ
CARDIO: RPMÂŽ^ / BODYCOMBATÂŽ BODYATTACKÂŽ
FLEXIBILITY: BODYFLOWÂŽ
CORE: CXWORXÂŽ
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A Provide the team with the SMART START brochure. You can tailor this flyer with Adobe Acrobat.
B Utilize the six-week workout plan using your facilityâs branding for your team to complete when people first join.
C Provide your team and members with Getting Started brochures for all Les Mills programs available in your facility.
REMEMBER: The SMART START approach is not just relevant for new members, it also provides a great opportunity to reach out to existing members (and their friends).
REMEMBER: Les Mills Instructors all receive SMART START training as part of their quarterly release kits so they are prepared to communicate about SMART START. Instructors should use SMART START language to encourage newbies to leave the class at the appropriate time (after 20 or 30 minutes).
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Q. PREFERENCES & BUDGET
1 Letâs first have a look at your availability to exercise and any barriers that could prevent you from reaching your goals and that we need to factor in.
2 What are all the opportunities you have in your usual week to exercise for letâs say 30 to 45 minutes?
I would like to use my lunchtime. It is hard in the evening with the kids..
3 And over the weekend?
I could find some time but, as discussed I live quite far away so would prefer to avoid coming into town.
4 Thatâs not a problem. We can provide you with a workout plan to use out of the facility over the weekend if you want. Or you could simply go for a walk or play soccer with your kids, it counts!
Exercising is not only about coming to the gym you know.
5 Ideally, you need a mix of three types of training stimulus in your week â cardio, strength and flexibility. We have a wide range of activities we can suggest here.
Are there types of activity that interest you? Or that you donât want to do? Do you see yourself exercising with others, alone, doing cardio exercises, dancing, or maybe cycle ...?
6 Great, I will factor this in as well. Tell me, what stopped you from starting/ sticking to exercise in the past?
And today, it is not an issue anymore?
7 How motivated are you to achieve these goals and get back onto a helathy lifestyle?
What level of support do you think you will need to stick to your exercise routine? On a scale from 1 to 10?
8 Are you going to come alone or with a friend? Often, it is easier to stick to a plan when committed to somebody else.
9 Last, ideally, what type of budget were you thinking on spending on your goals per week?
10 Perfect. This gives me great clarity about your needs and I am confident we can help you get there.
Would you like me to show you how you can achieve your goals and get back on track with a healthier lifestyle?