1. The business of Wellness
Coaching
The next step forward
Seminar sponsored by:

2. How can wellness coaching
fit into our industry as a
saleable product?

3. Where does the difference
lie?
Why would people choose wellness
coaching when they have joined a Club?
Why not just get a personal trainer?

4. International survey of trends for 2010 by
ACSM
1. Educated and experienced fitness 11.Yoga ( from 14)
professionals 12. Worksite health promotion (from
2. . Special fitness programs for 20)
older adults (from 6) 13. Outcome measurements
3. Strength training 14. Group personal training
4. Children and obesity 15. Spinning (indoor cycling
5. Personal training 16. Sport-specific training
6. Core training 17. Worker Incentive programs
7. Exercise and weight loss 18. Clinical integration/medical fitness
(from12) 19. Reaching new markets
8. Boot camp (from 16) 20. Wellness coaching
9. Functional fitness
10. Dr referrals

5. What is coaching?

6. The origins of coaching
Philosophy
Psychology
Consulting
Education
Management
Mentoring
Sports
Psychologists and gurus

7. Many definitions exist
“Coaching is unlocking a person’s
potential to maximise their own
performance. It is helping them
learn rather than teaching them”
Sir John Whitmore

8. What’s the big deal about
coaching?
“We have reached a crucial point, the beginning of the
shift away from hierarchy into self-responsibility. It
may take 50-100 years for a full transition, but we
are emerging into a world where people are taking
far more responsibility for their lives. Coaching
helps build responsibility into the other person by
enhancing their capability to make choices
and decisions of their own. “
Sir John Whitmore

9. Why do we need to change
our approach?
• State of health of the nation
• Expert approach is not working
• People are sick of being told what to do
• Being told tells us we are not in control
• There are so many experts people have
become confused

10. What does improved health
and fitness require?
• Behaviour change
• Behaviour change
starts in the mind

11. “Just do it” works to sell
running shoes
Behaviour change requires the
following
– A sense of discontent
– A vision of the way things could be
– Information and know-how
– An individual, tailored plan

12. What is wellness?
• Optimal mental (emotional?) and
physical health
• Can we separate what goes on in
our bodies from what goes on in
our heads?

13. What does a coach do that
is different?
The wellness coaching model
• Create a vision
• Identify obstacles
• Develop strategies
• Be aware of what a person is ready
to change (look for resistance)

14. Have you ever heard?
“My client says he will do
what I tell him but every
week he comes back and
hasn’t done it!”

15. A coach asks “killer”
questions
• What do you want?
• Why do you want it?
• What’s stopping you right now?

16. Where will coaching clients
come from?

17. •Hi there, my name is Daniel and you were referred to me by my
personal trainer – Jane
•Recently I have begun looking to expand the type of resources I’m
utilising in order to help me lose my weight and to keep it off. For the
last 12 months Jane has been inspiring me to get active and we have
achieved some good results (my fitness has improved dramatically) but I
feel that I’m missing some internal drivers to achieve everything that I
desire. As a result, I’m looking for other resources to compliment Jane’s
training in order to produce some more rounded (or less rounded!)
outcomes - Thus addressing my issues from two perspectives (mind
versus physical activity).
•Some basic facts about myself are: 43 Years Old·188kg·
•Been overweight for 28 years·
•Expecting first child in December this year·
•Desire to reach goal of 110kg over next 2 years·
•Want to be an active father and grow old with my family Could you let
me know if you feel that you would be able to help me achieve my goals
–I realise that my goals will take time to achieve.

18. Putting wellness coaching into
your Club

19. Training your team
• Sales
• Reception
• Trainers
• A culture shift?

20. Can coaching be a separate
service or just a method of delivery?
• Either or both
• If you coach as a trainer instead of instructing
you will help your clients get better results
• If you coach separately from training you can
help the client step back and work out what
they need to do to get where they want to go.
You give them control.

21. BRINGING COACHING INTO THE CLUBS
Information to members
CLUB Sales and reception training
CULTURE
Group sessions
Pre-exercise
Separate service/individual
WELLNESS
COACHING Trainer phone sessions
Skills within session PT
FITNESS Goal-setting (vision)
COACHING Accountability

22. Tour and qualify
Sell membership/training
package
Fitness test
Set goals
Prescribe exercise

23. Sales process I
E
X Coaching explained Decision point 1– To buy?
N
C
A R
M E
I Assessment – determine needs A
N S
E
and wants E
Determine confidence and importance = readiness to A
B
A
change W
R
1 2 3 4 5 6 7 8 9 10 A
R
R E
I
E Vision – what behaviours they are ready to work on 7 N
E
R Decision point 2 – Where to start? S
S S
Group session Teach coaching model
With coach or Planning & goalsetting
independently 3 monthly and weekly goals With trainer
Action – coaching Action – client commits Action – coaching
pre-exercise and takes responsibility with exercise
Wellness Coaching Australia

24. Getting information to your
clients
New clients’ seminar

25. New clients’ seminar
• Opportunity to highlight the programs offered and services available
• What do they want to change?
• What have they done in the past?
• Why did it go wrong?
• What could get in the way now?
• How ready are they to change?
• How can they develop a plan for success?
• What do they need?
• Where can they start?

26. Mt Lasting Change
• 15 Change
Footholds for
Higher Well-
being
Wellcoaches USA 2007

27. Benefits of incorporating wellness
coaching into your business
• Gives your trainers a new area of growth
• Can create a new income stream
• Gives your clients a chance to succeed
• Opens up a new conversation
• Ensures you won’t be left behind

28. What’s going on out there?
– Health coaching will grow faster
• Get Healthy (NSW Gov)
• Diabetes
• Disease management model
• Health Care reform in the US
• Follow up from summit
– Wellness coaching – corporates asking for WC
– Trainers are using WC
– Educational providers are starting to become aware of
WC
– A matter of time before the big Clubs will offer WC (in
a formalised manner)

29. Don’t be left behind

30. Options for more information
– Wellness Coaching Australia
www.wellnesscoachingaustralia.com.au
fiona@wellnesscoachingaustralia.com.au
– Wellcoaches USA
– www.wellcoaches.com