Am I Missing Something? Fitness Training and Sales

   Some Fitness Trainers dislike attending fitness conferences. They feel that they are an unnecessary evil - a distraction from the actual job at hand. Not me! I love them!  I would rather attend one of these functions than go to the movies. Fitness is my passion! The more new knowledge that I can absorb, the better! 
   I am like a back alley junkie in an Afghan poppy field at such events. I sit in on as many seminars as I can. I browse through the exhibition booths like a hopeful bride in a jewelry store. I hobnob with my fitness contemporaries. I come away feeling revitalized, enthused, and full of positive energy.
   The last one I attended was by far the best ever. I came home pumped up like Hans and Franz on a protein shake buzz. Then a strange thing happened. I was beset by this eerie empty feeling as though there was something lacking. Had I left something behind? Had I forgot to show up for one of the important seminars? I was sure I hadn't. Yet I still had this lingering feeling of being incomplete. What was causing this?

   Then I had that moment of mental clarity. There WAS a missing piece of the puzzle!
It was a vital skill known as SALESMANSHIP! 


   Can you picture a real estate conference without a seminar focusing on sales? How about a convention of car dealers? What do they key in on at insurance company gatherings? You can bet that a discussion about sales skills takes a center stage! My last fitness conference, as inspiring as it was, had nothing focusing on this crucial topic.
   The product sells itself! You've probably heard that one too. Unless you have a monopoly on something that is essential to existence, you better have a great marketing plan. Nothing sells itself! Even with expert marketing, someone has to close the sale! No sale equals no client! 
   There is an old saying that sales people are born, not made! It is a skill that I was certainly not born with. My Mom was perennially the top Tupperware salesperson in eastern Canada during her working years.
Throw my Mom into a packed weight room with me and let's have a contest to see who signs the most people for Fitness Training sessions. Guess what! Even without a Fitness Training background she'd kick my butt around the block! It would be like throwing a beer hound couch potato into an Ultimate Fighting ring with George St. Pierre. Obviously, I inherited the family trait of male pattern baldness but the genetic salesmanship gift passed me by. Sales skills trumps knowledge of the product any time! Ideally, it would be good to have both.
   I'm certain that I'm not the only trainer with the sales skills of a mere mortal. For those of us lacking this genetic gift of extricating money from a reluctant prospect the key is to work at it. There are many components to improvement in this art:

•  Read some books on salesmanship.
• Attend courses and seminars on sales technique. As much as I love fitness conferences, they seem to have taken this art for granted. You will likely have to find these courses elsewhere.
• Seek the advice of people who earn their living by sales. They are also often great sources for  client referrals. Other Fitness Trainers can be role models but as I have said before, many are protective of their 'trade secrets'.
• Practice the art. Record yourself performing a sales script and keep doing it until it feels natural rather than forced.
• Write out sales scenarios and practice them. Sure, it can be a drag but you have to work on your weaknesses.
• Work on being persuasive rather than pushy.
• Make the research of sales and marketing technique an ongoing goal. Make use of libraries and the internet for sources of knowledge. 
• Encourage your existing clients to give you a positive referral to their family, friends and acquaintances.  Let them make the preliminary sale for you!

If you work on your own, you have time to improve these skills. If you work for a Fitness Center, they may assist you in signing clients or do the recruiting for you. However there are also clubs that want you to be ready to go and they have no patience for a learning curve. These clubs churn out trainers like cannon fodder at a rapid rate.
   Keep this in mind! You are not selling a house or a car. The investment for the prospective client is not an amount that will put them into major debt for years. They will not need financing from a lender for Fitness Training. Remind them of this! It is a small expenditure for potential life changing services!
   Remember, your current clients are also on contracts with an end date. Provide excellent service so that there is little need for a sales pitch to resign them.

Until next time,.............keep fit!

"Come down and see Flash Cadillac!  Have I got the ride for you!"
No one expects a Fitness Trainer to have the polished sales technique of a used car dealer.
Nevertheless, many trainers would be well served to improve their salesmanship skills.

Little Bobby Strong

















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Insurance for Fitness Trainers

Do not fitness train without insurance coverage!

   I live close to downtown. I just bought a new mountain bike. I believe in the basic goodness and honesty of mankind. That being said, do I leave my mountain bike outside without attaching a good lock to it?
Does Hillary trust Bill at the Palace of Erotic Dance?
Does Maria trust Arnie to drive the maid home? 
Does Elin trust Tiger with the cocktail waitress from the local bar? 
It's a short ride from the post where I lean my unlocked bike to the nearest pawnshop.
Goodbye mountain bike!
    Even if you believe that mankind is fair and decent you can still get your butt sued!
 If you Fitness Train then you need liability coverage. Otherwise you are hovering like a fly waiting for the windshield on the freeway. You just may get squashed.

   There is a step-by-step process that Personal Trainer's should follow to protect themselves from legal repercussions. The steps are:

1. Verbal Consultations: Get familiar with the client. Determine goals and objectives. Ask the client about any health concerns.
2. Medical Forms: (In Canada the form is the Par-Q- Physical Activity Readiness Questionnaire) This screens the client for possible health concerns. If the client answers 'Yes" to any Par - Q questions, they must be referred to a medical doctor before they can be prescribed any exercise program or perform any active portion of a fitness evaluation..
3. Waiver Form: This is to absolve you of any blame in case of injury or ill health of the client.
4. Fitness Evaluation: Take client's resting heart rate and blood pressure. Determine baseline fitness levels. Abnormally high heart rate or blood pressure can further screen the client. Severe under- performance in the baseline fitness level tests should also raise a red flag.

Even these steps may not be sufficient for total protection. The unexpected things in life can still get loose and wreck havoc:

• The client may hold back information in the verbal consultation.
• The waiver form does not protect the trainer in the instance of negligence.
• The client may have a hidden health issue that evades being noted in the medical form.
• In rare occurrences the active portion of the fitness evaluation can set off a medical emergency such as a heart attack.
•  A Fitness Trainer can guide the clients through a work out using proper technique with safety as a priority. You can minimize risk as best as you can but accidents can still happen!

   Many of the major Fitness Training certifications come with insurance coverage. The National Strength and Conditioning Association certificate even has an insurance policy that has coverage for sexual abuse and molestation. Hopefully none of you are planning to use your power in this way  but also keep in mind that

people can make false accusations! In such a case you are often considered guilty no matter what!

If you work for a fitness center then you may still be required to supply your own coverage. If you are considered to be an employee the fitness center may have you covered under their policy.
Read the insurance policy thoroughly! You may only be insured while you are on the premises. For example if you take the client outside for a run and an injury occurs you may be liable.

Be aware that if you go beyond your scope of practice your liability protection may be null and void!  For example, a Fitness Trainer without specialty training may not be insured to work with special populations.

For those trainers with their own business, further protection comes with incorporating your business.
Once incorporated only the business can be sued, not the personal assets of the Fitness Trainer.
(I'll discuss this more in further blogs.)

A distracted trainer plus a client misstep can spell trouble. A waiver may not
protect for negligence. Liability insurance is a must!

Always be insured!
Don't get sued!
Lock your mountain bike! 

Until next time,..........keep fit!

Little Bobby Strong

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Referral Madness - Marketing Fitness Training

   You can market your fitness skills in many ways. The internet opens up many new and exciting possibilities. There are still the old standard methods such as T.V. commercials, radio ads, the yellow pages, the classifieds, and community papers. There is another tool that sometimes gets overlooked but it is one of the most effective methods of marketing. I am referring to a good old reliable one- the client referral!
   A referral is when someone speaks about you, or RECOMMENDS  you, to another person.    If you provide quality service, clients will mention this to family, friends or co-workers. This type of referral comes with a ready-made character reference. The client has likely pumped up your skills, your fitness knowledge, your personality,, and your motivational abilities. Any of these acquaintances that approach you about your services will be more eager to sign up.
   Charlie,a super client of mine, was a master at sending referrals my way. He was in the real estate business. Charlie rubbed shoulders with many people. He always kept open ears and eyes for opportunities that might benefit me. Situations like this have the potential to snowball as successful referrals and can lead to more referrals.
   The majority of my clients came by this word-of-mouth method. One of my clients even referred his ex-wife to me for a fitness consultation. (He did stipulate that he would prefer that I not train her at any close proximity to his work-out schedule.)
   Some of the more proactive Fitness Trainers will request leads from their clients. Many are successful at this. However, you do not want your clients to feel like you are squeezing them. You also don't want to leave the impression that you are pestering your client's friends and relatives. Subtlety is probably a good trait to work on improving. However, some of you can pull off the aggressive sales routine smoothly. Good for you if you can!
   Many fitness centers will insist that the Fitness trainers working there actively seek and follow-up on referral leads generated by existing customers. That is an accepted practice. The potential downside is that you can wind up in a pressure cooker situation in which the hustle becomes the primary focus rather than your skills as a Fitness Trainer. Once again, this depends on the philosophy of the Fitness Center and the type of environment that they expect you to work in.Will they assist you in generating leads or will it be all on you?  If you work for yourself, you will certainly want to work on client referrals at whatever level of assertiveness that you feel comfortable with.
   In summary, providing quality fitness services can be your best marketing tool by getting your clients to speak highly of you to others. Client referrals are also free of cost!

 
Until next time,.........keep fit!

Little Bobby Strong

"That Little Bobby Strong is such an awesome Fitness
 Trainer. We should sign up the whole whole clan and tell our
 neighbors!"

"The guys next door told us about this super Fitness Trainer  named  Little Bobby Strong.We should all give him a try! "

Word of mouth advertising is a great marketing tool!

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Free Fitness Consultations

   Fitness Trainers sometimes offer 'free' fitness consultations. Few other professions offer anything similar without charge. Doctors and dentists bill for the first visit. Barbers and hairdressers expect compensation from someone occupying their chair. I know that lawyers may provide an initial consultation without charge  but  they historically make up for it financially, and then some with many 'billable hours'. Certain sales jobs are almost entirely dependent on free 'demonstrations'.  For similar reasons, unpaid work is often considered an expected part of the Fitness Training business.  Free consultations provided to potential Fitness Training clients fall under three categories:

1. The potential client has an agreement to purchase a package of Fitness Training sessions.
2. There is an expectation that the potential client will purchase Fitness Training sessions.
3. There is the hope that a free consultation will interest the potential client in making a purchase.

   The Fitness Trainer can use the consultation to determine the potential client's goals, objectives and even their baseline fitness levels. A free consultation can give a prospect a taste of your Fitness Training skills and promote further interest. Conversely, too many free consultations can mean a lot of field labor without a harvest. If the prospect doesn't buy sessions from you, no money comes your way.
   If you have your own Fitness Training business, your consultations will almost always belong to the first two categories. The potential client has already shown a certain level of commitment. Your chances of signing them are greatly increased or they may have already signed.
    Some Fitness Trainers are in the enviable position in which they can charge for an initial consultation. Potential clients seek them out because of their reputation. More power to them for making every hour count. That is a good level to aspire to and aim for!
   If you work for a Fitness Center, there is a good chance that you will be expected to provide an initial consultation free of charge. There is also the possibility that many of these consultations will come from category three; the uncommitted that you hope to sign. The sales people at some Fitness Centers will often use the free consultation as a tool to sell a membership. Therefore the trainer may get a number of people showing up to collect their free quirk with no real intention of purchasing fitness training sessions. They have just forked out good money for a club membership. They may resent someone else trying to milk them further. I have had instances in which the consult got angry when I finished the session with my own sales pitch. Since each consultation takes about an hour of your time, this can add up to a lot of unpaid work. Meanwhile, the membership sales person gets a commission off of your dime.
    The counter argument might be that this is a great opportunity to make a sale. Some trainers will excel in such a scenario. For sales mortals, such as myself, this is a pressure situation. Remember, the Fitness Center likely takes a piece of the action for any successful signings that you get. What if your signing percentage is lower than expectations?  You would like to believe that the Fitness Center  management will be patient with you because you are an honest, technically competent, reliable worker. Sure they will and all of the politicians will give up their bribe money to distribute to the poor! 
   Why do you think many of these clubs are constantly advertising for new Fitness Trainers? It's not usually because the demand is exploding. It's mostly because the previous ones quit or got sacked. I should emphasize that not all Fitness Clubs operate in this manner! Just beware of the ones that do!
You can waste a lot of time that could be better spent building a clientele in a more supporting environment or doing your own thing with your own Fitness Training business.
   The preferred scenario is one in which management, the membership sales staff and the trainers work as a team. Some places sell membership packages that include a few fitness training sessions. It is easier to re-sign a satisfied, existing client than to sign someone looking for a freebie. There is a new fitness chain that actually has someone with the title of 'Fitness Consultant' that sells the fitness training sessions for the Fitness Trainer.

What do you mean "Do I want to sign up for paid sessions? "
 The sales guy said this was a free consultation!

    If you decide to work for a Fitness Center, do your research. Make sure that you will be part of a collaboration rather than just being cannon fodder. You deserve to be more than just the unpaid help.

Until next time,........stay fit!

Little Bobby Strong

 




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Education of a Fitness Trainer

If you are an aspiring Fitness Trainer you are most likely an extremely active person with a sports or fitness background. You may also be someone who has been inactive or overweight in the past but has become a fitness convert. In my previous blog I discussed the ways of adding accreditation to your practical experience with certification. Before getting certification, a grounding in some level of exercise science should be necessary! There are a number of paths to attaining this background. They are as follows:

University: The conventional way would be to obtain a Bachelor Degree in Kinesiology or Physical Education. This would provide good grounding in Anatomy, Physiology and Movement Mechanics. However, it should be noted that this process will take four years and will not be totally specific to the goals of becoming a Fitness Trainer. Such degrees are often designed to turn out Physical Educators or gym teachers. There may be unrelated arts options, a course minor, and courses on recreation or sports administration. There is not likely to be much class time devoted to teaching how to sell the product of Fitness Training. On the plus side, university teaches the skill of critical thinking. The university graduate will then require one of the standard accreditation certificates.
   In the USA, an aspiring Trainer could get a Bachelor degree and continue through the National  Strength and Conditioning Association with a Certified Strength and Conditioning Specialist designation or any of their other certifications. In Canada, a university grad could complete the requirements of the Canadian Society of Exercise Physiology and become a Certified Exercise Physiologist,

College: The college where I took Personal Fitness Training was the Northern Alberta Institute of Technology in Edmonton, Canada. It was a pioneer in the Fitness Training field. The mandate was to streamline the university route and present a curriculum specific to the skills needed to be successful as a Personal Fitness Trainer. Colleges with a Fitness Training program may have up to 100 hours of practicum time. These are actual training sessions with clients. My college course went for a year and a half and we attained a certificate when we successfully finished. We also took the Canadian Society of Exercise Physiology  course for what is now the  Certified Personal Trainer certificate. We were also expected to have a provincial certificate that required a weekend seminar, a practical test and a written exam. The graduate wound up with three certificates in fitness and a sports first aid certificate.
My Alma Mater now runs the Personal Fitness Training course for two years and give a diploma plus a CSEP certificate. The provincial certificate is now optional................ Are you still with me?
   A perspective employer or a potential client MAY NOT know the difference between a mail-order certificate, a weekend seminar certificate, or a certificate from a college. 

Continuing Education / Adult Education Schools: Some of these institutions offer 40 weeks of Fitness Training courses along with a practicum. The graduate will receive,....guess what,.....a certificate. Grads will also be required to take an accreditation course for another certificate if they want to qualify for insurance. Many of these institutions are strip mall colleges but that may be the route that you decide to take.

Other Certification Courses: There are numerous other courses that can be done by correspondence, online, or by attending a seminar. They will award you a Fitness Training Certificate, for what that's worth,

Now where does all of this leave us? Let's take an example from my hometown of Ottawa, Canada. What are my choices if I want to become a qualified Fitness Trainer?
1. I could take Kinesiology at University of Ottawa and follow up with the CSEP certificate.
2. I could take the 2-year Diploma course at Algonquin College then get a CPT certificate.
3. I could take 42 weeks plus a 4 week practicum at Algonquin Careers Academy. This is no relation to Algonquin College. It is situated in a small industrial park. I would wind up with the Academy certificate plus a Can Fit Pro certificate.
4. I could take any advertised course and call myself a Fitness Trainer.


There is obviously a market for teaching courses for aspiring Fitness Trainers.
My question would be "Is the demand from potential clients that huge?"
Remember, my college course has about 6 Personal Fitness Trainers actually earning a living at it from a class of 40.
If you decide on this career path, be prepared to have to hustle. You also want to do your research! Be careful where you spend your money learning your trade! Make it count!

Until next time,.......keep fit!

Now that you're accredited you can get ready to move all that money to your
Swiss bank account. Remember to use your legs,  not your lower back!

Little Bobby Strong!
Bachelor of Arts (Not fitness related but I earned it so I'm putting it after my name)
Northern Alberta Institute of Technology- Personal Fitness Trainer Certificate  
Canadian Society of Exercise Physiologists- Certified Personal Trainer
Ontario Society of Health and Fitness (OSHF)
Alberta Fitness Leadership Certification Association (AFLCA) ( Okay, this one expired.)
Sports First Aid Certificate
Emergency Medical Responder
(EMR) (Just in case I work my client too hard)

P.S.Trying to make sense of all of this has made me truly 'certifiable'.

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Getting Accredited as a Fitness Trainer

Ideally a Fitness Trainer will actually take the time to earn some proper qualifications for the profession.
There are many ways to receive accreditation.Here are some of the more reputable organizations that can help a Fitness Trainer on the road to a standard of professionalism.

U.S.A.

American Council on Exercise (ACE): ACE certifies Fitness Trainers and Group Fitness Instructors.

They offer opportunities for ongoing education. Participants must complete a course of studies, pass a practical component and successfully write a comprehensive exam. ACE certified trainers are eligible for liability insurance.

National Strength and Conditioning Association (NSCA): NSCA cerifies Fitness Trainers. They also certify Strength and Conditioning Consultants( CSCS) that specialize in sports and athletic training. A CSCS requires a Bachelors degree in a sports science related field as a prerequisite.. NSCA requirements also include a practicum and an exam.They are a partner with the School of Human Kinetics, a publisher of Fitness manuals and textbooks. NSCA insures their certified trainers for injury liability and also for sexual abuse and molestation charges. Without accreditation you may not be able to get fitness training insurance.

Both ACE and NSCA offer advanced courses for those who may want to work with special populations such as injury rehabilitation clients.

National Academy of Sports Medicine (NASM): NASM has a Certified Personal Trainer designation plus a number of supplementary certificates for training special populations or specific niches such as groups
or seniors. Their certificate can be earned online or in a classroom seminar setting.

International Sports Science Association: (ISSA): This one shows up frequently if you do an internet search for fitness certification. This certificate can be earned online by doing the prescribed course of studies at home.

Canada

Canadian Society for Exercise Physiology (CSEP): CSEP claims to be the 'gold standard'  for accreditation in Canada- the recognized national certification. CSEP trainers are required to have an educational background in some form of exercise science. For example, if you have a Bachelor degree in Kinesiology or Phys-Ed you can become a Certified Exercise Physiologist (CEP). A CEP is qualified to work with special populations such as seniors or those with certain medical conditions. Someone with a related diploma or college certification can become a Certified Personal Trainer (CPT). A CPT is qualified to work as a trainer with regular clients but not special populations.
   CSEP automatically provides fitness training liability insurance for up to one million dollars for all fully qualified CEP's and CPT's. I cannot emphasize this enough. Always be insured! Never rely only on a waiver form as your sole legal protection!

Can Fit Pro: This is a rapidly growing organization. Can Fit Pro provides certification for Fitness Trainers and Group Fitness Instructors.

Each province in Canada also has a provincial certification body that is closely aligned with the Canadian Society for Exercise Physiology. For example in the province of Alberta there is the
Alberta Fitness Leadership Association (AFLCA).The province of Ontario where I currently live has the
Ontario Society of Health and Fitness (OSHF).

For those living elsewhere, do your research. Your nation of residence may have have different rules governing what constitutes being a qualified Fitness Trainer. The internet may be your most useful tool.

Numerous other organizations provide fitness accreditation,They likely produce trainers with varying degrees of proficiency. There are certifications that you can get online. There is a Fitness and Nutrition course advertised on a matchbook. The actual value may be dubious.There is even an instant fitness training credential that you can send away for online for a small fee. Unfortunately, many people shopping for a Fitness Trainer don't understand the difference between a weekend certificate course or a comprehensive  course rewarding a certificate from a recognized, reputable organization.
   You would also think that a course that requires personal attendance with an instructor present would hold more weight than a certificate that can be earned online.
   Crack open the pages of any muscle magazine and you will see numerous ads for various ways of becoming a trainer to aspiring bodybuilders. This may be the way to go for hard core muscle aficionados.
Keep in mind that hard core bodybuilding has different goals and expected outcomes than fitness!
Your average client may want to look more like a Beyonce than an Arnold in his prime.
Stay tuned for more on Fitness Trainer education. It's not done yet! Not by a long shot!

You want want accreditation and certificates. How about this arsenal?  

Until next time,........keep fit!

Little Bobby Strong CSEP, CPT

 

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What is a Fitness Trainer?

   So you want to be a Fitness Trainer!  It would be an advantage to know exactly what the job title represents. It would also be beneficial to understand some basic definitions. I'll do my best to give a shot:

Fitness Trainer: A person who offers their services as a fitness expert. They provide exercise supervision and guidance to people that want to improve their physical fitness. A Fitness Trainer should be qualified to perform fitness tests and prescribe exercise programs  This usually involves a payment for services rendered. (You will hear more about this point from me in the future)

Personal Fitness Trainer: The fitness services are often provided in a one-on-one setting. Therefore the term Personal Fitness Trainer or Personal Trainer is synonymous with the term Fitness Trainer.

Fitness Consultant: This title is also interchangeable with Fitness Trainer. The use of the word  consultant somehow implies that there are official credentials behind the title. This is not necessarily the case. Anyone can call themselves a consultant - or a trainer.

Strength and Conditioning Consultant:  A trainer specializing in conditioning for sports and athletics.
Most professional and university/college teams have a strength and conditioning consultant or coach on staff.

Fitness Instructor: This term can refer to a Personal Fitness Trainer or a Group Fitness Instructor.

Group Fitness Instructor: This refers to someone that teaches group fitness classes. The classes could include weight training, aerobics, box-stepping, spin cycling or even yoga. A person can be a Group Fitness Instructor and a Personal Fitness Trainer. They should have extra accreditation to do both. Someone who is qualified to do one-on-one training and Group Fitness Instruction may be better positioned to actually earn a lucrative living in the fitness field.

Fitness and Wellness Consultant: Corporations or businesses may contract out to a person to provide some sort of workplace stress relief program. This may involve fitness training services, exercise classes,
meditation seminars or some form of holistic type activity. However, the term can also be just another name for a Fitness Trainer or a Personal Fitness Trainer.

Fitness Professional: This can be any of the above.  Anyone in the fitness business can theoretically call themselves a Fitness Professional.

Fitness Expert: Someone with advanced fitness knowledge. Any of the above could be a Fitness Expert.

Athletic Trainer: A person working with sports teams. Athletic Trainers diagnose and treat minor injuries, prescribe remedial exercises, tape ankles, knees, and other joints. They are the the first response for casualties in games and practices. Athletic Trainers would have advanced sports first aid training. They may work as a tandem with a Strength and Conditioning Coach.

There are also fitness related sub-categories such as:

Yoga Instructor: Teach a holistic, meditation, strength, and flexibility - oriented version of an eastern discipline..

Pilates Instructor: Pilates uses systems of cables and pulleys to stretch and strengthen.

Pilates and Yoga have their own systems of accreditation for their instructors.

   There are related positions such as Physical Therapy Assistants or Physio-Aides. They may perform some similar functions to those of a Fitness Trainer.They work under the direct guidance of a Physiotherapist. They would need specialized training depending on the rules governing that jurisdiction.

   You may have noticed that I have used many indecisive words such as usually, should be, somehow, often and theoretically.
That is because there are no distinct definitions in the fitness world!
Anybody can call themselves a Fitness Trainer without having any formal qualifications. Any muscle bound gym rat can set up shop and work in the profession. That would be akin to the no-neck, knuckle-dragging Neanderthal bouncer at a seedy gin joint claiming to be a dentist because he likes to rearrange teeth. I wouldn't recommend it for long term molar health. I also would be reluctant to recommend the unaccredited gym rat for long term, injury free fitness results.

   Fortunately, insurance companies that deal with Fitness Trainers are now requiring certain levels of accreditation. Most Fitness Centers now insist on measured levels of competence as well.
The danger of liability is just too serious!
   That does not mean that there is a formally accepted level of what constitutes the claim to be a Fitness Trainer. The whole business can still be a convoluted assortment of accreditation and certifications. Fortunately there is a movement towards consistent standards.
In future postings, I will try to find a path through this maze.

 Personal Fitness Trainer? Fitness Consultant? Wellness Coach?  Fitness Influencer?                       

             

Until next time,............keep fit!

Little Bobby Strong

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