R E S U LT S F R O M A C O M P R E H E N S I V E I N D U S T R Y- W I D E S U R V E Y

PERSONALITIES
ANDOFBEHAVIORS
SUCCESSFUL
HEALTH AND FITNESS
PROFESSIONALS
John Berardi, PhD • Camille DePutter • Andrea Hayes • Alex Lithopoulos, PhD • Alex Picot-Annand, RHN, PN2-MHC

Presented by:
WHAT
Abstract Reasoning Ability Originally, Caliper was developed as a
94
“job matching” tool to help people find
Accommodation
6
work that aligned with their unique
strengths, limitations, motivations, work
Aggressiveness

MAKES
92 styles, and potential.
Assertiveness Today, it continues to help employees find
72
meaningful careers, employers hire the best
Cautiousness
58
applicants, and even sports teams select

A COACH
Ego-Drive
players with the highest likelihood of success.
94
The Caliper Profile has assessed over
Ego-Strength
4.5 million individuals over the past 60 years,
15
and ranks as one of the most advanced tools
Empathy
for matching personality to job performance.

WILDLY
93

Energy

External Structure
54
How this helps you
10 In the following resource—through insights

SUCCESSFUL?
Flexibility gained from our survey as well as our
13
extensive experience working with coaches—
Gregariousness we’ve attempted to answer:
26

Level-Headedness • What personality traits and characteristics

80 are helping coaches get ahead?
Idea Orientation • What characteristics should employers
89
seek when hiring, and/or help cultivate in
Openness
Since 2005, Precision Nutrition has been certifying professionals—over 150,000 of 7
their staff?
them, in over 150 countries worldwide—to do the transformative work of nutrition, • What skills should coaches build in order to
Risk-Taking
fitness, and health coaching. 38
increase their chances of success?

No one is more invested in your success than we are. Self-Structure
In 2021, we teamed up with John Berardi, PhD, at Change Maker Academy to create Skepticism
a large-scale survey of health and fitness professionals.
Sociability
Our goal: To understand the factors most likely to help a coach succeed.
Stress Tolerance
We gathered demographic data—location, level scientifically validated Caliper Profile.
of education, and income level—from over five
The Caliper Profile is an in-depth personality Thoroughness
thousand health and fitness professionals.
assessment that measures both behavioral 5
Then we took it further: traits and intellectual abilities. In its current Urgency
iteration, it measures a total of 22 traits
We assessed the personalities and aptitudes that have been shown to be relatively stable
A sample Caliper profile graph that includes ratings
of participants using the highly respected and over time. for all traits measured.
2 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here.
The following resource includes a summary
30
of our findings, plus a deeper dive into each
of the “Five Characteristics of Success,”
25
where you’ll find some of our best practices,
17 tools, and worksheets to help coaches
(and the people who hire coaches) develop
62 these characteristics.
Our hope is that this report leaves you feeling
inspired, confident, and empowered—and of
91 course, contributes to your ongoing success.
 —Precision Nutrition
and Change Maker Academy
Interested in becoming a certified health coach? Check out our suite of certifications. 3
5
Here’s what the survey respondents looked like:

13.2% 17.3% 9.1%

Canada Europe Asia
Pacific
USA

49.8
LOCATION
% Africa 7.3%
Other
1.6%
Latin
America
1.7%

CHARACTERISTICS +20
10-20
6.2%
14.7%
GENDER
0.3%

OF SUCCESSFUL
5-10 19%
3-5 13.4%
1-3 YEARS 15.5%
IN THE 57.1%
<1 10.6%
INDUSTRY
42.5%

HEALTH AND OTHER

(acupuncturist,
5%
6%
DIETITIAN/NUTRITIONIST
GROUP EXERCISE INSTRUCTOR

FITNESS
athletic coach, 6% PERSONAL TRAINER (online)
exercise physiologist, 48%
medical doctor, etc) 7% GYM, FITNESS, OR STUDIO
MANAGER/OWNER
7%
HOLISTIC HEALTH/WELLNESS COACH

PROFESSIONALS
PRIMARY
ROLE 21%
PERSONAL TRAINER (in person)

AGE
18-24 25-34 35-44 45-54 55-64 65-75+

From 2021 to 2022, we invited health and fitness professionals from across the
globe to participate in our survey, which included the Caliper assessment, plus a 36.4% 32.3%
variety of demographic questions. 19.1%
The engagement was astounding: 5,704 health professionals completed the 5.2% 5.9% 1.1%
survey—which is an enormous study population, by most research standards.
4 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here. Interested in becoming a certified health coach? Check out our suite of certifications. 5
After collecting data from these health
professionals, behavior change scientist
Alex Lithopoulos, PhD, performed in-
depth statistical analyses to find the most
significant results.
Through these analyses, we uncovered some
fascinating things.
First, health and fitness pros
love their work.
Six questions on our survey related to how
personally rewarding their work was. (We’ll
refer to these as the “Love of work” questions
going forward.)
The results showed…
Any orientation is a valid way to approach
your professional life, as long as it’s aligned
with your personality, preferences, and values.
Also, these work orientations aren’t
necessarily exclusive categories. For example,
someone with a “calling” orientation might
also want a good salary and benefits. However,
people with a “calling” orientation are
more likely to say they would do their job
even if they weren’t paid.
Traits exist on a continuum.
The personality traits measured in the
Caliper assessment aren’t “all or nothing.”
They exist on a spectrum of 1 to 100, with
1 being very low, and 100 being very high.
The 22 personality traits in the assessment are
found in every person, just in varying degrees.
You may not have your own personal Caliper
results to compare, but for context, a
score of 60 or above on any given trait

77 % agreed that
75 % agreed that (Discover your work orientation with this is scored as “high,” and is considered a
their work feels their work feels dominant personality characteristic.
2-minute quiz from Change Maker Academy.)
meaningful satisfying This brings us to our next impactful finding…
Traits are not “bad” or “good.”
Certain traits are linked to They are context-dependent.
higher earnings. While we’ve identified some traits that are

75 74
positively correlated with success, this doesn’t
% agreed that their % agreed that their We found five characteristics that are positively
correlated with financial success.
mean certain traits are “better” than others.
work brings them work uses their Rather, some traits may be more (or less)
real enjoyment unique abilities They are: beneficial in certain roles, careers, or contexts.
• Assertiveness And, there is no “good score” on a Caliper
• Level-headedness test. The goal is simply to get a better
• Empathy understanding of what traits are dominant
• Urgency for you, so you can make the most of them.

73 70
• Investment in ongoing education
% agreed that % agreed that Of course, money isn’t the only thing that
they could see they would
Characteristics can be cultivated.
working in this recommend makes a career successful. However, making a
If you or a potential employee already
field for the next working in this good living wage often enhances the chances
that a career will be sustainable and secure. exhibit these five characteristics—great.
decade or more field According to our survey, you’ll be well
In the following pages, we’ll focus on these five positioned to have a profitable career.
characteristics of success. But that may not be the case for some
We’ll also show how each of those characteristics people. Nor does it have to be.
The results were overwhelmingly positive, essential part of life.
interact with the “Love of work” questions. Characteristics (including Caliper traits)
giving us the impression that the majority of can be developed and enhanced through
(Contrast that with those who see their work For example, if higher levels of Assertiveness
health professionals in our survey consider as a “job”—simply, a way to pay the bills—or a or Level-headedness makes it more likely that practices and building skills—like the ones
their work to be a “calling.” “career”—a means to achieve professional a person not only experiences financial we’ll share in this report.

A “calling” is where work is an extension— growth and higher status.) success, but also truly enjoys their work. Our hope is that these findings will be used
as a jumping off point for further learning,
and expression—of one’s identity, a rich To be clear though, there’s no “right” way to Lastly, before we dive in, a few things to keep training, and growth.
source of purpose and fulfillment, and an view work. in mind:

6 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here. Interested in becoming a certified health coach? Check out our suite of certifications. 7
A note about correlations
We found five characteristics that correlate with financial success.
A correlation means that one variable (for example, a certain personality trait)
1 ASSERTIVENESS
Caliper definition: Assertiveness
is the potential to communicate information
and ideas in a direct manner. Individuals
is associated with another variable (say, income).
scoring high on this quality tend to be willing to
communicate their ideas and opinions. People
with low scores may be uncomfortable expressing
their viewpoints.

Why this characteristic might If you communicate aggressively, your

help a coach get ahead clients might feel intimidated, discredited,
In any client-facing career, assertive or even demeaned.
communication is essential.
As you can imagine, neither passive nor
Assertive communication is neither passive, aggressive communication styles make
nor aggressive. for a sustainable career as a client-facing
health professional.

However, if you can communicate assertively,

AGGRESSIVE you can effectively convey knowledge, advice,
You compromise others’ needs/rights;
your needs are the priority feedback, boundaries, and expectations—
A positive correlation means A negative correlation However, even if there’s while also making room for your clients’
that as one variable increases, means that as one variable a correlation between
preferences, opinions, and limits.
another does too. For example, increases, another variable two variables, we can’t ASSERTIVE
as the level of assertiveness decreases. For example, as the say one variable You consider and respect both Assertive communication can help you
a person has increases, level of accommodation a person causes the other your own and other’s needs/rights prevent misunderstandings, set boundaries,
income increases too. has increases, income decreases. variable to change.
and navigate tricky conversations (such as
PASSIVE discussing unpaid fees or delivering some
For instance, we can’t say higher levels of lead to more financial success. Causality Your prioritize others’ needs; tough but necessary feedback)—all while
your needs/rights are compromised
assertiveness cause higher levels of income. hasn’t been proven. preserving good rapport and mutual respect.
We also can’t say higher levels of
To our knowledge, no survey of this size has Research shows assertiveness can be learned.
accommodation cause lower levels of income.
ever examined markers of success in the health If you communicate passively, you might If you want to develop your skills in this
These associations could be coincidental, or a and fitness industry, or who might be a “best wind up feeling resentful, “pent-up,” and/or domain, see our Skill Builder Section
third (possibly unknown) variable might be fit” for this rewarding career. depleted by client interactions. on Assertiveness.
causing both variables to change.
Further research is needed to help us determine
For example, maybe higher overall confidence Influence of Assertiveness on Love of Work*
with more confidence which specific controllable
could be causing both assertiveness and factors can help a coach get ahead. But if you’re
income to increase.
looking to succeed in the industry—whether
Meaningful Satisfying Enjoyment Uses abilities Future intent Recommend
For this reason, we can’t promise that as an individual or as a business—these five
*Overall, people with higher levels of Assertiveness were very likely to also have a strong love of work.
developing the five characteristics will directly characteristics are likely a good place to start.

8 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here. Interested in becoming a certified health coach? Check out our suite of certifications. 9
 2 LEVEL-
HEADEDNESS
Caliper definition: Level-headedness is
the potential to remain calm and to maintain
a steady disposition in everyday situations.
People scoring high on this scale should be
capable of remaining composed. Those who
score low are inclined to respond emotionally.
Why this characteristic might
help a coach get ahead
Maintaining a calm demeanor can be helpful
in coaching, and in business.
If you tend to have a more volatile disposition,
you might get overly emotional or defensive
when faced with critical feedback, such as
concerns from a client.
You also might…
• Interrupt or speak when it’s more beneficial to
ask questions or listen
• Make hasty judgements or assumptions about
what a client needs, or what to do next
• Feel tempted to pivot your entire business or
switch jobs without adequate consideration every
time a “bright shiny opportunity” comes around,
or when your business goes through a lull
• Panic when a client shares a concern, feeling
like “I have to figure this out RIGHT NOW”
On the other hand, if you’re level-headed, you
Influence of Level-Headedness on Love of Work*
Meaningful Satisfying Enjoyment
*Overall, people with higher levels of Level-Headedness were moderately likely to also have a strong love of work.
10 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here.
can maintain professionalism and composure,
even in stressful situations; be more receptive
to feedback and constructive criticism; and
make wise, measured decisions rather than
impulsive (and potentially regrettable) ones.
However, level-headedness isn’t about being
an emotionless robot.
Many people get into health and fitness
because they are passionate and caring—and
that’s a good thing.
Our advice:
Direct your passion.
Channel your enthusiasm and energy towards
things you want to get better at. Like a motor
in a car, your passion can propel you forward.
(Just keep level-headedness in the driver’s
seat to make the important decisions.)
If you want to develop your skills in this
domain, see our Skill Builder Section on
Level-Headedness.
Uses abilities Future intent Recommend
3 URGENCY
Caliper definition: Urgency
is the motivation to take quick action in
order to obtain immediate results. High
scorers on this attribute tend to be driven
to act quickly. Individuals with low levels of
urgency are inclined to take their time
when handling tasks.
Why this characteristic might
help a coach get ahead
As coaches know, a client’s ability to make
decisions and take action is essential to
• Problem-solving abilities: You’re more likely
progress. Clients who achieve their goals are to identify potential client or business issues
often highly motivated, and take consistent quickly—and come up with solutions.
action to make it happen.
• Reputation: When you respond promptly
In other words: They feel a strong sense and reliably, clients feel like they matter and
can count on you. This builds client loyalty (and
of urgency.
referrals!) over time.
When it comes to a coach’s career growth, a Urgency is especially useful when paired
strong, yet measured level of urgency may be
with level-headedness, thoughtfulness, and
beneficial too. clear intentions.
For example, urgency can be leveraged to Unbridled urgency—acting too fast, without
improve a coach’s: consideration—can lead to poor decision
• Planning and time management: You’re making and actually set us farther back from
more likely to schedule your time and plan where we started. (Think of the good old
ahead to fit in future goals, like business ideas or
turtle versus the hare.)
education opportunities.
To learn how to develop this kind of
• Productivity: When you take decisive action
and get things done without delay, you improve conscientious urgency, see our Skill Builder
efficiency and do more with your time. Section on Urgency.
Influence of Urgency on Love of Work*
Meaningful Satisfying Enjoyment Uses abilities Future intent Recommend
*Overall, people with higher levels of Urgency were less likely to also have a strong love of work.
Interested in becoming a certified health coach? Check out our suite of certifications. 11
 4 EMPATHY
Caliper definition: Empathy is the potential
to perceive others’ feelings and read social cues. An empathic
individual is likely to be perceptive of people’s feelings and
5 INVESTMENT IN ONGOING
EDUCATION
One of the most powerful correlations we observed—although
capable of reading social cues. Low scorers may misinterpret not a Caliper trait—was this: Coaches who spent more money
or be inattentive to others’ needs or feelings. annually on their continuing education also made more
money. Data from our own internal research supports this:
Why this characteristic might In order to do this though, you must attune
help a coach get ahead yourself to how a client is feeling and thinking, • Certified nutrition • PN Certified Coaches • On average, PN Level 2 Coaches get and
Research shows that up to 80 percent of a positive and have a good sense of what might help coaches earn 3x more earn 11% more income retain up to 10X more clients versus the average
than the median hourly than those with other Level 1 Coach. (They also get better client
outcome in coaching and therapy is due to good them move forward.
rate in the US. nutrition certifications. results, and report more career satisfaction.)
rapport between the client and the practitioner.
That said, the benefits of empathy likely exist
Good relationships are essential to coaching, on a bell curve: Why this characteristic might The other not-so-obvious advantage?
and empathy is essential to good relationships. help a coach get ahead
Having really low levels of empathy isn’t great. Learning doesn’t just make you a better coach.
There are a few reasons why continuing one’s
When empathy is a strength, you’re better But as empathy gets higher, returns might
education might help your career. It makes you a better learner. A better thinker.
able to understand the perspectives, diminish, especially in the extreme end.
A better time manager, if you continue to
needs, and intentions of There’s the knowledge, of course.
There, empathy becomes work while you pursue your studies.
your clients. And likely the increased
overwhelming, counterpro-
BENEFITS TO COACHING

Empathy fosters trust,
understanding, and
lowers people’s defenses
so they’re more willing
to open up.
Low
Empathy is also baked LEVEL OF EMPATHY
into client-centered coaching, a style of
coaching we emphasize at PN.
In client-centered coaching, you don’t push an
“agenda,” or assume you know what’s best for
your client. Instead, you’re there to listen,
occasionally re-frame setbacks or “failures,”
anticipate obstacles, reinforce successes, and
gently guide when feedback is requested.
scope of what you can offer Invest in Education Investing in your own education
ductive, and can contribute
in your practice. Plus the Improve Skills
helps you grow as a human, which
Trouble relating Healthy Overwhelmed to compassion fatigue, a
to/connecting compassion, by emotion, added credibility. sets you up for a more successful
with clients connection trouble detaching form of psychological “burn-
and rapport from clients’ career—and life.
with clients experiences out” that occurs when some- But we suspect there’s more
one is repeatedly exposed to to it. Seek out a variety of perspectives
Balanced High
the suffering of others. ​​ Increased Income and courses in order to build a robust
Based on what we’ve observed
skillset and knowledge base. (In other words:
The key: Develop a roster of effective coping from our students and grads, investing in
Try not to just learn more of what you already
mechanisms (good boundaries, social support, ongoing education might create a virtuous cycle:
know, from people who are exactly like you.)
creative outlets) so you can continue to
If you invest in (quality) education, you likely
connect with clients—without compromising Treat learning like a lifetime opportunity. No
achieve better results and a bit more income.
your own wellbeing. matter your skill level, you can always grow.
Reinvest some of that money into more
To learn how to develop the kind of empathy education, and you further develop your skills, To learn how choose and leverage the best learning
that benefits your clients and you, see our getting even better results and more income. opportunities for your career, see our Skill Builder
Skill Builder Section on Empathy. And so on. Section on Investing in Ongoing Education.

Influence of Empathy on Love of Work* Influence of Investment in Education on Love of Work*

Meaningful Satisfying Enjoyment Uses abilities Future intent Recommend Meaningful Satisfying Enjoyment Uses abilities Future intent Recommend
*Overall, people with higher levels of Empathy were slightly more likely to also have a strong love of work. *Overall, people who invested more in ongoing education were moderately likely to also have a strong love of work.

12 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here. Interested in becoming a certified health coach? Check out our suite of certifications. 13

SKILL-BUILDER
SECTION
How to Cultivate Assertiveness
Many people struggle with assertiveness. For some, assertive communication can
feel awkward and vulnerable. (At least at first.)
But, assertiveness—while it may come naturally to some more than others—is a
learned skill. Even if it’s not currently your strength, you can get better.
Here are some practices to develop it.
Be direct and collaborative.
Assertiveness isn’t domineering; it’s honest,
but still leaves room for feedback and
compromise. This kind of communication
generates a relationship where each person
feels safe to speak for themselves.
Clearly communicate with clients how you
expect them to show up (open-minded,
solution-focused, persistent) and ask them
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what they need from you to support them.
Share your expertise and ideas with your
clients with confidence, but also ask them for
their input: What do they think of these ideas?
What options appeal to them? What actions
do they feel ready and able to take?
When clients either suggest or at least
confidently sign off on proposed behavior
modifications, they’re more likely to find them
meaningful, motivating, and easier to commit late, I still charge for the full session.” Or,
to long-term. That means better results for “Clients who don’t use respectful language or
your clients—and your business. (There’s no treat our facility with care will have their
better marketing than a happy client.) membership terminated.”)
Learn to set boundaries. Then, be sure to uphold the boundaries you
set for yourself and your business.
Boundaries are not about telling another
person what they can or can’t do. Although some coaches worry that firm
boundaries will make them seem stern and
Boundaries are about what YOU need to uphold
unapproachable, they’re actually more likely to
to protect your time, energy, and basic needs.
inspire trust and foster a healthy relationship.
For example, tell your clients when and where
they can expect to communicate with you. You Give effective feedback.
might be clear, for example, that they can email Without honest feedback, clients don’t learn
you at any time, but you only respond to emails how to improve. However, feedback—even the
on Mondays and Wednesdays. (If you reply constructive kind—can make some clients feel
immediately to a client who’s emailed you on Sat- defensive, ashamed, or even attacked.
urday, you’ve broken your boundary, not them.)
Here’s how to give assertive, effective feedback
Make the consequences of breaching while also ensuring your client still feels like
boundaries clear. (“If you’re over 20 minutes you’re “on their side”:
1. Start with your shared purpose. Clearly state how you’re “in this together” and what you
hope to get out of the discussion. (“Your health is important to both of us. Given that, let’s go over
some things that might be getting in the way of your goals…”) Creating a “team” with your client
makes it less likely that they’ll feel threatened, so they can receive and apply your observations
without feeling defensive.
2. Describe, don’t judge. Most clients are afraid of “failing” or disappointing you. So, when you give
feedback, avoid making personal judgments; just list the facts. (“Here’s what I’m noticing in terms
of your workout consistency. My records show that you missed two out of the last three sessions…”)
3. Call out changes in direction. If applicable, identify any discrepancies between your client’s
stated goals and their behavior. (“I’m noticing that you haven’t been doing the habit we agreed
on. That’s fine—I just want to make sure this is still something you want to do. Is it still a priority?”)
4. Allow and accept emotions. Consider and validate your clients’ unstated needs and feelings.
Change is hard and stirs up a lot of stuff. (“I know it’s frustrating when there’s no progress. You’re
working so hard with no apparent results. Do you want to take a few minutes to get that stuff off
your chest? Then we can see what to do about it.”)
5. Develop strategies together. Once you’ve agreed on a shared purpose—even if it’s only
partial—work together to decide on next steps. (“Here are a few ideas I’ve got. What are some
ideas that come to your mind?”)
Interested in becoming a certified health coach? Check out our suite of certifications. 15
How to Cultivate Level-Headedness Practice WAIT. past, it’s likely to your benefit to look more
closely at it.
If you tend to jump in and talk before a client
You can practice level-headedness even if you’re a passionate person with
is finished telling you about a concern or Take a breath.
strong emotional responses.
issue they have, come up with solutions
If you find yourself getting worked up, or your
If you tend to get caught up in the moment, processes are your friend. They before you’ve fully investigated the issue, or
judgment clouding, try taking a calming
can help you stay grounded and focused, no matter what’s going on around you. react defensively or angrily to feedback, try
breath. Better yet, practice breathwork on a
practicing the WAIT method, developed by
Here are some tools to try. regular basis to calm your nervous system, so
Dr. John Berardi at Change Maker Academy.
you can respond in a level-headed manner—
Practice the 6 Phases of the order to reach thoughtful guidance for your client. WAIT stands for “Why Am I Talking?” and not say anything you’ll regret!
Coaching Process. At PN, we teach coaches a six step process, It serves as a reminder to pause, take a breath, Box breathing is a specific breathing pattern
Coaches who struggle with level-headedness illustrated below. and hear what the other person has to say. that can help you achieve this.
may find themselves making guesses, Sometimes it’s a relief to find out that there This is particularly important when receiving Here’s how it works:
assumptions, or even panicking when it comes are several steps that come before making feedback. Don’t argue, defend, justify, or react. • Inhale, breathing in for 4 seconds.
to tough client issues. decisions in coaching—you don’t have to panic Just receive it. • Then, hold that breath for 4 seconds.
if you don’t know the “next move” right away. • Slowly breathe out for another 4 seconds.
While coaching can be somewhat intuitive, there Later on, you can review the feedback to see
is a process involved. And that process gives even Follow the process, and you’ll make thoughtful, how you might address it. Especially if it’s • Hold your breath for 4 seconds more.
the jumpiest brain a reliable track to follow in strategic, results-oriented decisions. feedback you’ve received multiple times in the Repeat as many times as you like.

0
Plan and prepare
1
Assess and gather data
2
Understand and explore
How to Cultivate Urgency
Focus, prioritize, and Collect information; Deepen your comprehen- To help your clients achieve their goals, you need to help them:
remove distractions identify your client’s sion of your client’s story
before session current goals, needs, and situation • Set realistic and relevant goals
and skills
• Determine how ready, willing, and able they are to change
3

0 1 2 Strategize and plan

Draft an initial action
• Identify their values and deeper reasons for change

3 plan and possible

“next steps”
• Work through ambivalence and resistance

• Prioritize competing demands

6 6 • And more
Analyze and
Note: Step 0 happens evaluate
These are known as change facilitation skills. When you put the above into action,
before the session Use outcome-
based decision your client is far more likely to make progress. (If you don’t, they’re more likely to
4
with your client
begins. Once you making to choose hesitate, procrastinate, or give up.)
reach Step 6, use what what to do next 4
you discover to Choose and test The same is true for you. Get better at facilitating your own change, and you’ll be
collaboratively choose
another action to
5
Observe 5 Pick one next action
to try, and try it more able to take swift action.
keep making progress, and monitor
and return to Step 3. Record what happens Here are a few methods to help you do that.
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Consider your identity, values,
and goals.
When we’re not sure what we want or why we
want it, we can find ourselves hesitating before
making decisions, wavering on our choices, or
spiraling down a black hole of overthinking.
Conversely, when we know who we are, what
we want, and why it’s important to us, we can
move forward quickly and decisively.
Here’s a simple exercise to do that:
• To get a better sense of your identity, complete
the statement: “I’m the kind of person who…”
• To clarify your values, complete the
statement: “It’s important to me to…”
• To identify your goals, complete
the statement: “I’d feel good
about accomplishing…”
You can complete these
statements multiple times
until you feel like you have
a deeper sense of the kind
of person you are, and what’s
really meaningful to you.
Ask yourself two
surprising questions.
If you find yourself hesitating, delaying, or
unable to make progress with a particular
task, you may be encountering ambivalence
or resistance.
Resistance and ambivalence are normal parts of
the change process. Experienced coaches know
that pushing against them is almost always
unhelpful; getting curious about and allowing
them is almost always a better approach.
To explore your ambivalence or resistance,
consider these two prompts:
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• What’s GOOD about your desired behavior /
action / project? In other words, what purpose
does this thing serve? How does it help you?
• What’s BAD about your desired behavior /
action / project? In other words, what would you
lose or give up if you do this thing? What are
some reasons not to do it?
When you understand both your motivations
and your fears about a particular task, you
might realize that your desired goal really is
worth it, and you’re able to move forward.
Or, you may realize you DON’T want to do it.
Perhaps it’s simply not a priority right now, or
you’re just not willing to give up the
things that would be required for
you to be able to do it.
Whatever insight you gain,
you can make a better
informed (and likely
quicker) decision.
Clarify your priorities.
It’s hard to act quickly
and confidently when we
aren’t sure what to do. Or in
what order.
So, before you attack a new goal, ask yourself:
Of all the things I have on my plate right
now, which one will I prioritize?
Be ruthless here. Focus on the one thing that’s
most important.
(Once you complete the most important thing,
then ask yourself the question again to
determine the next most important thing.)
When you’re clear about your priorities,
you can channel your energy and urgency
into taking action, without distractions or
uncertainties getting in your way.
How to Cultivate Empathy
Empathy can be separated into two
categories:
• Cognitive empathy, also known as
empathic accuracy, means being able to
take another person’s perspective, as well as
predict or reason why a person might feel a
certain way. It’s almost like having a window
into someone’s thoughts and feelings.
• Affective empathy—sometimes called
emotional empathy—is when you can quite
literally feel another person’s emotions. It’s
almost as if emotions are contagious; you can
“catch” them just by being near them.
Although there’s a genetic component to empathy (as
in, you’re more likely to have similar empathy levels as your
close family members), empathy is also learned.
We learn empathy by watching others display empathy, by being the recipient
of empathic responses, and just by being in relationships with people we care
about and practice relating to.
However, there are also a few specific skills and strategies that you can work
on to accelerate your learned empathy, if you want to develop it.
Practice active listening. Observe other cues like facial expressions,
body language, and tone of voice. Avoid saying
Being able to understand another person’s
“yeah but…” or getting defensive. Don’t jump
point of view starts with good listening.
to solve the problem they’re describing.
Really listening.
Nod. Say um-hm.
So, be fully present and engaged. (Put away
Once they’re done, test your grasp of what they
your phone, or maybe even your clipboard.)
just said by reiterating it in your own words.
Look people in the eye when they talk (but Check for accuracy, either by asking directly,
don’t stare creepily—occasionally look away). phrasing your response tentatively, or implying
inquisitiveness in your tone of voice.
Turn your whole body to face the other person.
“I just want to make sure I heard this
Really take in what they’re saying. Don’t sit there
correctly. You’re saying…?”
watching their lips move while thinking about
the weather or what you’re going to say next. “OK, I understand that… Is that right?”
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“It sounds like…”
When you accurately paraphrase your client’s
story, it helps them feel like you “get” them. If
you didn’t get it; no sweat, they’ll just correct you.
Notice your similarities; notice
your differences.
Every human is a blend of the unique and
the universal.
The trick to understanding and connecting
with someone is to relate to them where your
experiences might overlap, while also not
making too many assumptions about them.
For example, maybe you can relate to your
client because you both grew up being picked
on because of your body. You might be able to
understand the specific pain of not “fitting in”
and how shame around that can persist well
into adulthood.
But maybe you also come from different
generations, or are different genders, or one
of you had loving, accepting parents while
the other had critical, controlling parents.
Although you can relate to someone—on some
level—who has gone through a similar event,
you’ll never be able to fully understand their
unique experience of it.
And that’s okay.
With every client or patient, simply ask yourself:
• How can I relate to this person?
What experiences might we both share, even if
it’s just the experience of being human?
But also:
• What assumptions might I be making about
this person?
Do I feel like I have them “all figured out” or
“know their type”?
20 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here.
• What are they actually telling and showing me?
Does it line up with the story I have of them in
my head?
These questions can help you better connect
with your clients, but also help you stay open
enough to see who they really are.
Try not to “fix.”
When a client comes to you with a problem,
it’s natural to want to resolve it. That’s why
they’re paying you, right?
This instinct is likely doubly strong when you
score high on empathy. Not only might you
feel responsible for your client, you also truly
feel for them, and want to ease their struggle.
However, in coaching, sometimes it’s
productive to allow clients to sit in the muck
for a bit. Although it’s uncomfortable, if you
jump to “fixing” too quickly, you might rob
your clients of important realizations they
might make on their own.
The next time your client feels stuck,
hope-less, or out of control… just be with
them in the discomfort.
Stay checked in. Breathe. Let the moment
unfold.
Often, simply staying present and aware of
yourself and your client is the most supportive
and effective thing you can do.
Interestingly, although it was a small
correlation, our research showed that
coaches who were less accommodating
(i.e. had a lower compulsion to help) had
higher rates of financial success.
This implies that while empathy is essential to
good coaching, a certain level of healthy
detachment might be beneficial for both you,
your clients, and your business.
How to Continue
to Invest
(Wisely) in
Your Education
At both Precision Nutrition and
Change Maker Academy, we
encourage people to adopt a
“beginner’s mind.”
Having a beginner’s mind means that
you show up to life with an open mind
and heart. You drop your assumptions,
predictions, or the idea that you might know
it all. You show up to experiences being flexible,
coachable, and ready to be surprised.
When you embrace a beginner’s mind, you’re less
likely to feel like you have to defend your authority or be a flawless example of
someone who knows everything and has it all together. (Which, honestly, can be a
pretty stressful, lonely place to live.)
Instead, you can feel confident about what you do know, while also feeling endlessly
curious about what you don’t know.
In our survey, we determined how much coaches were investing in learning by
looking at how much they spent on continuing education.
But we’d argue that the most important factor in determining how much you
learn is that, more generally, you simply commit to growth.
If you’re ready to grow your coaching skills—and maybe
even your life—here are a few things to consider.
Learn how to choose the right
education opportunity.
In his seminal book, Change Maker, Dr. John
Berardi outlines a four step process for
selecting which learning opportunities are
most likely to benefit you.
Here’s a summary:
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1. Begin where you are today. Be honest about your current skill level, and what kind of
education you need and want in order to grow.
WHAT TO DO NEXT
After reading about the characteristics of
2. Do an inventory of your gaps. Look for weaknesses or blind spots you’d like to build on. thriving health and fitness professionals,
If you’re unsure, ask colleagues, clients (if you have them), or a trusted mentor.
you might wonder:
3. Do a limiting factor analysis. Identify your biggest weak point—of all the things you’d like “How do I improve my own chances of success?”
to improve upon, which factor is most limiting for your personal and professional growth?
There are a couple of directions you might pursue:
4. Choose one opportunity that feels like the best fit right now, based on the above.
You can’t do everything at once, so you must prioritize. Repeat the process again when you’re
ready for the next thing.
1. Develop self-awareness.
You have to know what you’re working with
before you leverage your unique gifts. • What will “break” if I focus on these skills, rather
Practice your skills. your confidence in your ability to change than something else?
people’s lives. So get to know yourself.
Some coaches feel like they have to perfect • Am I okay with the tradeoff?
their knowledge and skills before they’re Share what you learn. Pay attention to what behaviors and tasks
If you decide you’d love to improve these
“allowed” to go out and practice what they’ve come easily to you. (Often, the stuff we’re best
Some people see their peers as competition. skills, use what we shared to get better. Put in
learned on real, live people. at is stuff we take for granted: “Oh, everyone
your reps, extend yourself beyond your
Perhaps subconsciously, they tend to hoard can do that!”)
There’s something to be said about being comfort zone, and in time, you’ll surprise
their knowledge, hoping it will give them—
humble, and waiting until you have a certain One way to assess yourself is to take Precision yourself with your progress.
and no one else—an edge.
level of validated expertise before you Nutrition’s Coaching Skills quiz. It measures
If you decide you don’t, that’s cool. Get clear
advise others. (In fact, we’d just call that But from our years in the industry, we your coaching skills in 14 specific domains,
about what you’re uniquely good at and find
being responsible.) know that the most successful coaches do and shows you where your strengths and
more ways to focus on that instead.
the opposite: weaknesses lie.
But some coaches—even those who are highly To uncover your unique abilities, check out
qualified and credentialed—fall into the trap They share their knowledge. 2. Lean into your strengths. Change Maker Academy’s 4-step process.
of feeling like the next certification will finally They go out of their way to teach and Every person has unique aptitudes—we call
“fix” their imposter syndrome. (constructively) challenge each other. them “superpowers.” They are skills that: 3. Keep Learning.
In reality, we learn both by consuming They take time to help each other learn, • You are, or have potential to be, world-class at If you discover a behavior trait, knowledge
(reading, listening to lectures, taking courses) innovate, and improve. • You really enjoy doing gap, or professional skill that you feel is really
and by doing (doing the hard, sometimes limiting your ability to succeed—and you also
awkward work of practicing our skills on Whether you’re a solo coach, a business • You can make a big difference with, if you use them
have the time and interest to work on it—
actual humans). owner, an employee, or some combination,
We’d all love to excel at everything, but there consider getting coached yourself.
look for opportunities to collaborate and
isn’t enough time or energy to “do it all.”
In our courses, we emphasize learning and share knowledge with your colleagues and Whether through therapy, mentorship, or a
practicing in tandem. Even if coaches don’t peers. Think: lunch and learns, Slack groups, So, before you start improving the characteristics high-quality certification (Precision Nutrition
have paying clients yet, we encourage them to meet-ups, mini Masterminds, or even we just covered, ask yourself: has an array of educational opportunities),
test their coaching chops on friends, family informal conversations. receiving targeted coaching can accelerate
• Are these traits things that I can—or want to be—
members, and of course themselves. great at? your progress exponentially.
You’ll develop a reputation for being smart,
With this model, you’ll not only grow your ambitious, collaborative, and generous— • Do I have the time—and the desire—to dedicate Whatever your next step, we wish you
confidence in what you know; you’ll also grow which is the kind of edge you really want. deliberate practice towards improving these traits? deep fulfillment—and wild success.

22 Want to get started with Caliper—for yourself or for your team? Apply for the assessment here. Interested in becoming a certified health coach? Check out our suite of certifications. 23
Want to master the coaching skills
most crucial for wild success?
Precision Nutrition’s Level 2
Certification Master Class
In our elite mentorship program, you’ll get personal
guidance from the best experts in the industry—and
join the world’s top 1% of coaches.
With this Master Class, there is no textbook. Because,
if you’ve gotten this far, you’ll realize that impactful
coaching isn’t just about “knowing stuff.” Instead,
you’ll get an exclusive, 12-month, hands-on
mentorship with a PN Super Coach who will
help you truly embody your most authentic,
influential, and successful coaching self.
From daily online lessons, to analyzing real
client case studies, to personalized feedback
and advice, this program is a hands-on, real-
world, immersive learning experience. For
one full year, you’ll learn from the best, so
you can be the best.
The PN Level 2 Certification:
Because it’s not about how
great you are now... it’s
about how great you
can become.

To find out more,

visit us online at:
http://get.pn/level-2