The Art of Programme Presentation

You find out all about the client, complete an exercise plan, design a programme and then you just get them in and do it right? Wrong!  Far out, what are we thinking?  Here is an opportunity to sell the client on what they are to do so they get stuck in to it and make the most of their efforts and we typically just meet with them at a bike, get them to wiggle the pedals around for a bit, then swagger round the gym with them pointing out shiny bits of equipment and letting them loose. 

Programme presentation is vital as it’s the culmination of a lot of thinking and is a chance to set the client on a path to success.  But only if you convince them that this programme you have written has in it the exact benefits they seek and is perfect for them.

The main objectives when presenting an exercise plan to a client are:

1. Make sure the client understands that this programme will get them where they want to go
2. Make sure the client understands this programme is specifically designed for them
3. Insulate the client from idiots who will on a whim recommend some weird, latest, guaranteed to blow your mind, exercise concoction – usually from a magazine they read on the bike a day earlier (we call this ‘wally-proofing’ your client!)
4. Make sure the client understands how the programme works, why things are asterisked, why tips are there, what the guidelines are for, where you will make notes, where to get help if they need it, and how to record information on the programme.

If you don’t think points 1-4 above make a difference then imagine the reverse.  A client doesn’t know why you wrote what you did, doesn’t feel the programme is specific and therefore special to them, isn’t insulated from unfounded influences (big Billy Bob with the little singlet and fish pants), and doesn’t know how to be safe, progress, regress, vary, receive support or record their success for the programme.  That is a recipe for disaster!

When should programme presentation be done?

It usually happens after you’ve completed a consultation and exercise plan with the client and then designed their exercise programme(s). The programme(s) should be presented at the start of your first ‘show through’ session with the client.  Don’t skip it if they are late, always do it.  We recommend doing it every time you review and update the programme as it re-establishes the links between what they are doing day to day, their plan, and their overall goal.

What is done when presenting a programme?

To achieve the outcomes of exercise programming the clients’ consultation information is interpreted, verified, and translated onto an exercise plan and programme.  This usually occurs in the following order:

1. Link the features of the programme with the benefits the client is seeking – that is explain how doing ‘this’ (feature of the exercise) will get them ‘that’ (benefit) and how ‘this’ feature is the way it is because they said ‘abc’ in their consultation which lead you to ‘this’.
2. Explain why some exercises are asterisked and how to progress and regress exercise and any options within the programme
3. Explain how to record attendance, intensities, durations, loads etc on the programme card
4. Explain the tips you’ve made and where to get help if required
5. Explain where you will make notes when you check their programme
6. Agree again on the intervention strategy in the exercise plan from the consultation
7. Ask questions about the suitability of the programme, give answers constructively, make programme changes if needed
8. Get the client to sign off or verbally agree to undertake and adhere to the programme

How do you get good at presenting programmes to clients?

Practise doing it a lot.  You can do this easily as unlike the consultation and exercise plans, programme presentation is where you do more of the talking than your client.  So, you can do it with scenarios first, and programmes you have written.  If you struggle, go back to ‘why’ you’ve chosen the things you have and link them to the consultation and exercise plan. 

We find personal trainers who can’t differentiate one workout design from another struggle with presenting programmes.  The issue is not with the presentation but actually back a few steps with the consultation and planning that was completed with clients.  It can also be a sign of a hole in the foundation knowledge of the trainer whereby they are not sure why they chose leg press instead of lunge or squat or static lunge or front squat or wide squat or lateral lunge or slow tempo or fast tempo and the list goes on. 

Basically, to get good at this skill, you have to be sound in all the preceding knowledge and skills as well.  The pay-offs are huge though!

How is a programme presentation completed?

What follows is an example of how to complete a programme presentation. 

1.   Link the features of the programme with the benefits the client is seeking – that is explain how doing ‘this’ (feature of the exercise) will get them ‘that’ (benefit) and how ‘this’ feature is the way it is because they said ‘abc’ in their screening which lead you to ‘this’.

• Every feature (FITT) must be linked to a benefit.  There is no such thing as you are doing this exercise just because!  Clients will have a central question of ‘why’ in their head and that question will be anchored to a thought of ‘what is the pay-off of doing this thing’.  You must explain why you have prescribed the exercise (avoid techno babble at all costs – use the clients language) and what it will do for them specifically.
• If you can, link it all the way back to their exercise goals, what got them started, the timeframes (e.g. we’re doing this bench press Anita because we want you to get those arms firming up by next month and this exercise works those muscles wonderfully and you’ll feel them straight away.  I’ve chosen bench press because it’s nice and safe for you, and will work quickly)

2.   Explain why some exercises are asterisked and how to progress and regress exercise and any options within the programme

• Create expectations by explaining you’ve asterisked things that you want the client to progress

• Explain the benefits of progressing those things that are asterisked – again make it benefits based and used the clients language
• Explain how to vary or regress exercise if, on a given day, the client would like variety or isn’t feeling
• Show them how to note this on the programme so you can see it

3.   Explain how to record attendance, intensities, durations, loads etc on the programme card

• Talk them through it and show them another completed programme card and what comments there are where etc.

• Explain what you look at and why (that is, how the programme allows you to help them) so they see the benefit in keeping records

4.   Explain the tips you’ve made and where to get help if required

• Run through the tips as you come to them but leave out any that are technical as they will be covered when you instruct (they’ll make more sense then too!).  Typically you’ll run through workout preparation, what to do if you need to shorten the workout, how to recover well from a workout to get the most results.

5.   Explain where you will make notes when you check their programme

• Show them another programme with comments on it and emphasise how often you will be looking at their programme and what the benefits are of having someone focused on supporting them (you can attend to any problems promptly, give encouragement, highlight ‘next steps’ for progression)

6.   Agree again on the intervention strategy in the exercise plan

• Revisit the exercise plan and show the client how the date they enter will need to match the plan (if that’s how it’s going to be monitored – some like to fill out the plan as well as the programme)

• Check the intervention strategy is still the right one given the client now knows what they will be doing in the programme.

7.   Ask questions about the suitability of the programme, give answers constructively, make programme changes if needed

• Ask how the client feels about the programme (don’t ask if they understand, they’ll just say ‘yes’ because if they didn’t they’d feel like they were a bit silly).  You must watch them closely, they should be in love with this programme, the idea of it being so specific to them should be flattering, the chance to get in and try it should have them leaning forward, nodding and taking the programme from you.

• Do not, under any circumstances, leave the room or seat or wherever you are unless you are 100% sure the client is keen on the programme.  Identify any fish hooks now, you may get busy and not get another chance for several weeks to fix your first attempt.  Read the body language, ask the questions, be patient, be sure this is the right programme to start with and your client knows it.

8.   Get the client to sign off or verbally agree to undertake and adhere to the programme

• Ask them to agree in writing or verbally to working solidly at this programme with your help