Feeling Bullish

Kyle Maslen is a successful personal trainer to CEOs and bankers in Canary Wharf. In this interview he shares his business strategies for succeeding in an aggressive market

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How long have you been a personal trainer for?

Four years this September.

How did you get into it?

Before I was plumbing. I hated it. I did it for six years and I was looking for an out. I just wasn’t mentally stimulated. I joined up to LA Fitness in West India Quay as a member and got chatting to some of the PT’s. At the time I didn’t even know personal training was a career. As I was always training I thought why don’t I do something involving fitness. I did a little bit of research and I had some money left over after buying my flat so I invested it in a personal training course.

I was a member of LA Fitness for about a year, I got to know people and so was in a way plotting my attack. And one day I just turned up in a PT uniform. I loved it and I still love it. It’s my passion.

So you came to London to be a trainer, why didn’t you stay in the countryside?
Living in Hampshire, personal trainers don’t exist. There are coaches, but people aren’t paying money to be taught how to train. You come to London and it’s a career. It’s getting more popular outside of the city but you are only going to be probably charging £20 a session. In the city people have got more disposable income, therefore it is easier to sustain a large client base. There are more connections, more opportunities, more aspirations to do bigger and better things.

 

What are the qualifications required to be a personal trainer?
You just need a REPS level 2 and 3 qualification. Which you can get in six weeks, six months or you can do it in a year. You can do a sports science degree and get a first in it but then you still need to do a REPS level 2 and 3.

 

What is REPs?
It’s the register of exercise professionals. Level 2 is a coach role, level 3 is a fitness coach role. Most trainers will have to have that to work on the gym floor and then level three is your personal training. REPS 3 goes into a bit more about nutrition and exercise programs and the practical side of things.

 

And how much does that cost?
Anywhere from between £1500 to £4,000 depending on who you do it with. Some of the top companies like Premier charge for the intense course £3,500.

 

Is it classroom based or can you do it online?
You do six practical weekends in a gym or in a classroom and then the rest is online learning.

 

Are you taught client skills on the courses?
No, you are not taught people skills. You are either a peoples person or you are not. I have seen people on courses that are some of the shyest people and I just think you have really got no chance. You are not going to be able to go up to a random person and approach them, especially as a lot of the time they are going to say get out of my face, and that is quite disheartening to even a confident person.

 

I’m surprised that you don’t need a degree. Would it be beneficial?
Most of the learning you do is on the job learning anyway as it is with most things. I know so many guys and girls that are qualified up to the eyeballs but they can’t personal train, their people skills don’t exist so they can’t be on a personal level with anyone. There are trainers that have MBE’s and teaching qualifications but they can’t connect on a personal level with a new client. It is ‘personal’ training after all. You need to be on a personal level with your clients and if they can’t relate to you they are not going to enjoy coming to your sessions.

 

Which REPs course provider would you advise going with?
I would recommend ‘The Training Room’ as it’s who i did mine with and I rated them highly.

 

What is the LA Fitness business model?
At LA fitness you pay just over a thousand pounds a month rent and that gets split between LA Fitness and a company called Club Training. The first six weeks are free, so you have to use that time to source your own clients from the members. If you haven’t got the client base you are going to be losing money, so you either throw in the towel or if you have got a bit of money to back you up you can carry on. Once you have got 10 set clients or sessions a week, then you can build to 20 and then 30 in a gym like West India Quay.

You need to be talking to people all the time and then only when you have got a nice client base will your referrals start coming in. 30 sessions a week is a good number. Any sort of successful trainer should be doing about 30 sessions a week.

 

So what happened after LA Fitness?
I was poached to come and work with Sweat with four other trainers and the system was the same,  a thousand pounds a month rent but now because I had an established client base, I relied upon my referrals to join me. There is no members, there is no footfall, and there is no members so if you can’t rely on your clients to give you referrals you won’t succeed in the studio.

 

Is canary wharf the best place to be?
I think so, I was given an option of where I wanted to work and one of them was south Kensington and one of them was the city and one was canary wharf just because it is a pretty affluent area, there are people with a lot of money here and at the end of the day if you are going to personal train and charge x amount of money, people have got to be able to afford it. There is no point of going and training out of London because you are only going to get like

 

Do you ever train people outside the gym?
No. The round trip takes too much time to get to them.

 

How hard then is it to get referrals in a gym like that (which has no walk-ins)?
I mean just for arguments sake this Tuesday I had five referrals so five new clients, combined, probably ten sessions a week.

 

What is Sweat?
Sweat is essentially a private personal training studio where freelance trainers can train their clients and it offers small group training as a membership system. Small group training is a rig  and it has 8 work stations around it. It is basically high intensity circuit training. You spend forty seconds on each station and then you change round. So they have a membership system for that costing between £100 and £140. And then we do freelance personal training as well.

 

Why do you prefer Sweat to LA fitness then?
It’s quieter. So no arguments to get on equipment. It’s more personal, I get a bit more freedom and there’s not really any rules. I can put programs together and not have to improvise every time because I can’t get to the dumbbells. In LA fitness after five o’clock I had to turn down anyone that wanted to build muscle because I couldn’t get up in the weight area. So it was only fat burning clients I could do in the evening.

I also had to get out because it was such an unprofessional environment. I love training and I actually give a shit,  I actually care about the client and I really want them to get results. I want to help them I want to educate them, I am not in it for the money. The money helps pay the bills but essentially I am in it to help people and that’s it.

 

So it is worth the sacrifice that you don’t have walk-ins?
For me when I first started in Sweat I had more referrals in the first three months than I did in the whole last year I was in LA fitness, just because people were involved in something new.

 

If you bring a referral to Sweat do they then have to pay you and Sweat individually?
They just have to pay me, there is no membership fee.

 

Do you need a particular qualification to teach certain workout?
Plenty of people wing it. But to do it safely if you were to do kettlebells with someone and they were to injure themselves and then said ‘I did kettlebells with him’ (pointing at me). They could then take me to court and I’d be asked, ‘where is your qualification’, ‘I haven’t got one’, there you go. It is an insurance thing at the end of the day, and obviously you need to be educated, and your clients need to be safe.

 

What else would someone need to become a personal trainer?
I’m a limited company which I set up as soon as I started earning over a certain amount of money. It is beneficial tax wise and national insurance wise to set up as a limited company.

 

Do you need insurance?
Yes. I work out of a studio now where it’s not covered so I have got public liability insurance whereas in LA fitness you get covered by that from Club Training. But yeah I have got to be insured up to 2 million pounds.

 

How many ‘extra courses’ have you invested in?
‘Precision Nutrition’, ‘TRX’, ‘ViPR’, ‘Watt bike’, ‘Power plate’, ‘OMNIA’ and i would highly recommend the Precision Nutrition course to any fitness professional who wants to take their PT business to the next level.

 

Do you have be a member of REPs?
You don’t have to be but you can. But it is good to be registered with them as if you learn a new skill, e.g. TRK, you will earn a certain amount of reps points. It’s the same for kettlebells, nutrition course etc. And it’s available for the public to see.

 

How do you market yourself if you get no walk-ins?
I do a lot of external marketing and I am involved with a lot of the banks around here offering them corporate rates. It is about being imaginative and creative. Too many trainers just expect clients to come to them.You’ve got to be business savvy.

 

What makes a good personal trainer?
Personality, passion, drive. Drive I think is the main thing. my drive was I didn’t want to ever do what I was doing before and I was so driven not to go back there I then became passionate about it and my passion made me good at what I’m doing. Luckily I’ve also got people skills and I am very quick at adapting to different personalities, so therefore it becomes very easy to switch from talking to a young student, to talking to the managing director of Barclays. You need to relate to them, they need to feel happy and confident with you.

 

Are you passionate about what you do?
Of course. Every time we do a weigh in and someone gets those results they want (to see body fat come down, or muscle mass come up) they’re happy and that makes me happy.

 

Do you tailor your workout for your clients?
There is no generic program for everybody, you need to find out what their goals are and what their needs are, if they have got any injuries, if they have got any special requirements etc. I always use a fitness test with a client as part of the first session, or a strength test, a postural analysis, and a nutritional analysis, and then based on that I will put together their plan.

 

Cool do you practise what you preach, nutrition exercise?
I have never trained in my life (haha). Of course I do, for example I’ve just finished a bulk session. I will always take before and after photos so I can show my clients that this works. This is the formula you need to follow and if I can do it and I can put the hours in anybody can.

 

Any tips for sourcing clients?
When we started Sweat we had clients wearing our branded t-shirts which they wore around the different gyms. It was a bit of a cult and it was pretty awesome.

 

Any other tips that you would give?
Give some fliers to your clients advertising an offer, business cards, Facebook, social media, Twitter, get all your clients on LinkedIn. Make sure every potential client that works around here you connect with, then write an offer for them. They then see it, and if they share it, it goes out to all their work colleagues. Social media is the most effective form of free marketing but the most important thing is referrals. People that don’t get referrals don’t get results, simple as that.

 

How did you get on with flyers?
Flyers are okay, I printed a thousand flyers and got 10 people come back to me, and maybe five of them actually signed up, so they are not the most effective way.

 

Do you attend networking events?
I have been to a couple of networking events and they were not very successful in terms of, we weren’t getting the leads we wanted. Canary Wharf is very bank orientated I think people are networking for different reasons than to find personal trainers.

 

Do you network with other health professionals like a physios a chiropractors?
Yes, Karen is my local physio and sports masseur. I have connections with osteopaths and so yes, I have got people I send clients to if I need to.

 

And then do you get a cut?
No, it’s just as a favour.

 

What is the career ladder like in personal training?
It depends how entrepreneurial you are. You can do further education, you can get into teaching you can get into doing seminars, or you know you can get into opening up your own studio, or you can open up another fitness related business.

 

When you hit client saturation then what happens?
You employ trainers to work for you. For example I have two new trainers which I am now sourcing clients for. And I will take a cut. Obviously that will be an ongoing thing. You need to have trainers that you trust, that you can vouch for and who can deliver the same service as yourself. Trust isn’t enough though, you need contracts for these sort of business agreements.

 

How much do Personal Trainers get paid?
It’s all supply and demand. In LA Fitness I was charging £45 and I was doing 40 to 45 sessions a week. I was working long hours and I thought this is too much so I upped my rate to £60 thinking that I’m going to do less sessions. I didn’t! I ended up doing more sessions because people saw that I was charging £60. I now charge £70 and you have to because you just burn out after a while.

 

So what does your day look like? What time do you get up what time do you go to bed?
I am here from 7.30am. I train clients until 3pm, workout myself and eat between 3pm and 5pm. I then start again and train clients until 8pm. On Friday I normally I knock off at 2pm just to do all my admin. I don’t work weekends. They’re long days but now they’re just part of my routine.

 

Which are your busiest months?
Jan and Feb for personal trainers are the busiest two months of the year.

 

Tell me about your brand (Team Dyle).
It took us a while to get it right, it is about being creative and standing out. We had an idea about what we wanted and we got a graphic designer from People Per Hour. It cost about £50. We went back and forth on the drawing table until we were happy with the logo which ended up being a female arm and a masculine arm with some dumbbells in the middle with neutral colours so it appealed to guys and girls. It seemed to be very successful.

 

And your website?
We used Ipage, it was really easy. I think it costs £18 a year.

 

No you have an accountant?
Yes. but to be honest with you I do do my own accounts. I make sure I know what I am earning and what is going out and he just finalises everything for me. I am quite organised, everything is in excel. I keep all my receipts so I know roughly what I am going to be paying.

 

How do you take payments?
To start with everything was cash, but not any more. Everybody else pays blocks via bank transfers.

 

Do you give them receipt or invoices?
If they need an invoice then yeah, because some people put it through as tax deductible.

 

Do you notice workout trends?
I think classes like insanity are getting quite popular and lots of people know more about HIIT (High Intensity Interval Training).

 

How’s the distribution going?

We actually contacted a company direct based up in Newcastle called H2N Nutrition via a friend that did the branding.  As we send most of our clients to Holland & Barrett all the time to get all their protein and multi vitamins, we asked H2N if we could be their Southern England distributors. After about two hours of negotiations about price we came to an agreement, and we drove back down to London with about four grand of product! It is all about buy-it-at-trade cost and sell it at RRP and that’s it (no complicated pyramid schemes).

 

So what is your five year plan? Where do you go from here? What can you talk about?
My plan is to outsource any new clients to my trainers that I have been mentoring. So I have been mentoring these guys for over a year now and one is starting on Monday and the other one is starting in the summer so it gives him enough time to get settled and then the other guy comes in. It is basically just about getting an umbrella now of three or four trainers underneath me working on a system where I give them their clients. As demand is getting bigger and bigger and I just can’t fit them in, and so instead of giving them away, I mights as well get them to train with someone that I trust. The hardest part about personal training if you are starting out is getting clients. I wish I had someone giving me clients when I first started out. If I had someone going ‘right here is 10 clients for you’ I would be like thank you, even if they were paying £15 a session.

 

What does your mentoring sessions consist of?
I happily give up my time to meet up with these guys once a month just to go through several things; programs, how to approach clients, how to sell to clients, how to externally market and how to set up all of your social media and your marketing.

So for example when I met with them today I emphasised how the first 6 weeks of personal training are the most crucial; walking the floor, what to do when you first start, because I remember when I first started I was completely thrown in at the deep end no one there to help me. Things like; tell-tale signs that someone could be interested in personal training, who to approach, who not to approach, PT put-offs, different types of approach, how to put together a portfolio, educating them about nutrition, education, supplements, time management (crucial) and then the whole consultation process. So what the consultation entails. Then there is the half an hour fitness and strength test, the ending half an hour consultation, as well as the final sell.

I also make sure they know their stuff with nutrition, as fitness is 70 percent nutrition and 30 percent training (a lot of trainers don’t know nutrition). And then finally you have got closing which is obviously what most people find hard which is the final close of the sale.

You also need to show them what sort of level of complexity you are going to go into in the future with their training plan (6-8 weeks) just so they know where they are heading towards.

 

Weight Training Case Study: Bulking

Can you give an example of a basic bulking routine.

Start with back to basics, practice with compound movements first and getting techniques right like squatting, lunging, bench pressing. It all depends on your competency and how confident you are with lifting.

Some people want to build but they have never lifted in their life. If you gave them the 3kg dumbbell and they can’t even bench press it because their limbs are so weak, you need to get them back on machines. Machines only involve one movement, whereas dumbbells are for the more advanced trainer because they require more core strength for stabilisation.

I’d then split the routine into three workouts, two body part splits, so we might do chest and back, arms and shoulders, legs and core.

Once I can see the client is confident then we can move onto certain styles of volume training, so perhaps four to five exercises per body part so by the time you have done a set you have done 48 reps on the chest. And that puts deep tears in the muscle fibre which allows more room for growth.

The body adapts very quickly to any changes that you make, so it realises very quickly that you are still doing the same program. So it’s always good to change the routine every six weeks so you are constantly shocking the body.

Nutrition is key, if you want to bulk you have got to be eating carbohydrates at the right time, proteins all day and fats at the right time as well that is what it is all. Clean bulking is about routine timing.

 

Phase 1: Chest & Back (Super Sets)

A-1 Decline Dumbbell Press: 10 sets x 10 reps. Tempo 4-0-2-0. (No interval rest). Video

A-2 Close Grip Pull Ups: 10 sets x 10 reps. Tempo 4-0-2-0. (90 secs interval rest). Video

B-1 Incline Dumbbell Flies: 3 sets x 10 reps. Tempo 3-0-2-0. (No interval rest). Video

B-2 One-Arm Dumbbell Rows: 3 sets x 10 reps. Tempo 3-0-2-0. (60 secs rest). Video

 

Phase 1: Arms & Shoulders (Super Sets)

A-1 Tricep Dips: 10 sets x 10 reps. Tempo 4-0-2-0. (No interval rest). Video

A-2 Incline hammer curls: 10 sets x 10 reps. Tempo 4-0-2-0. (90 secs interval rest). Video

B-1 Bent-Over Dumbbell Lateral Raises: 3 sets x 12 reps. Tempo 2-0-X-0. (No interval rest). Video

B-2 Seated Dumbbell Lateral Raises: 3 sets x 12 reps. Tempo 2-0-X-0. (60 secs rest). Video

 

Phase 1: Legs & Core  (Super Sets)

A-1 Back Squats (quads): 10 sets x 10 reps. Tempo 4-0-2-0. (No interval rest). Video

A-2 Leg curl (hamstring): 10 sets x 10 reps. 4-0-2-0. (90 secs interval rest). Video

B-1 Low-Cable Pull-Ins: 3 sets x 15-20 reps. Tempo 2-0-2-0. (No interval rest). Video

B-2 Seated Calf Raises: 3 sets x 15-20 reps. Tempo 2-0-2-0. (60 secs rest). Video

 

Opposite hand/toe touches: 3 sets x 20 reps. (No interval rest). Video

Leg raised crunches: 3 sets x 20 reps. (No interval rest). Video

Right angle knee raises: 3 sets x 20 reps. (No interval rest).

Oblique crunches-R: 3 sets x 20 reps. (No interval rest). Video

Oblique crunches-L: 3 sets x 20 reps. (90 secs interval rest). Video

 

Phase 2: Chest & Back (Super Sets)

A-1 Incline Dumbbell Press: 10 sets x 8 reps. Tempo 5-0-2-0. (No interval rest). Video

A-2 Wide Grip Pull-ups: 10 sets x 8 reps. Tempo 5-0-2-0. (90 secs interval rest). Video

B-1 Dumbbell Flies: 4 sets x 8 reps. Tempo 3-0-2-0. (No interval rest). Video

B-2 Bent over BB row: 4 sets x 8 reps. Tempo 3-0-2-0. (60 secs rest). Video

 

Phase 2: Arms & Shoulders (Super Sets)

A-1 Close grip bench press: 10 sets x 8 reps. Tempo 5-0-2-0. (No interval rest). Video

A-2 EZ bar curls: 10 sets x 8 reps. Tempo 5-0-2-0. (90 secs interval rest). Video

B-1 DB lateral raises: 4 sets x 12-15 reps. Tempo 3-0-X-0. (No interval rest). Video

B-2 Bent over reverse lateral raises: 4 sets x 12-15 reps. Tempo 3-0-X-0. (60 secs rest). Video

 

Phase 2: Core

A-1 Deadlifts: 10 sets x 8 reps. Tempo 5-0-2-0. (No interval rest). Video

A-2 Leg curl (hamstring): 10 sets x 8 reps. 5-0-2-0. (90 secs interval rest). Video

B-1 Twisting crunches: 4 sets x 20 reps. Tempo 3-0-2-0. (No interval rest). Video

B-2 Standing Calf Raises: 4 sets x 12-15 reps. Tempo 3-0–20. (60 secs rest). Video

 

Nutrition

For your macro nutrient breakdown, multiply your body weight in pounds by 20.

Example: 154 lb x 20 = 3080

3080 is your total calorie requirements per day.

To calculate your requirements per macro nutrient, multiply by the following:

Protein: 0.25 x 3080 = 770 calories
Carbohydrates: 0.55 x 3080 = 1694 calories
Fat: 02. x 3080 = 616 calories

Now to work out how this translates to grams, divide by the following:

Protein: 770 / 4 = 192 grams
Carbohydrates: 1694 / 4 = 423 grams
Fat: 616 / 9 = 68 grams

 

Contact Kyle

Kyle Maslen trains at  Sweat in Canary Wharf, London.
Email: kyle.maslen@live.co.uk
Twitter: kylemaslenpt
Instagram: instagram.com/kyle_maslen_pt/

 

Giampaolo Silvestrini is Trigger Happy

Italian massage therapist Giampaolo Silvestrini shares his experience arriving in London (without speaking any English) and taking the leap into freelance.

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Massage

Italian massage therapist Giampaolo Silvestrini shares his experience arriving in London (without speaking any English) and taking the leap into freelance.

Where are you originally from and how did you end up as a massage therapist in London?
I’m from Italy, a small village called Ancona. Its a small port on the Adriatic side.

 

How did you get into massage therapy?
At 18 I originally trained and worked as an accountant for 2 ½ years. So I didn’t get into massage straight away. But during this time working as an accountant I realised I was missing physical contact with people as I was working in an office on my own. As you grow up you start to understand yourself better and I realised that this is not what I wanted to do with my life.

I found a part time chinese medicine and massage course that taught Shiatsu (Japanese) and Tuina (chinese) techniques. Once I had finished this course I planned to further my studies in Asia, but as these were taught in English I realised that I needed to improve my language skills. So moving to London was both a personal decision to experience something new, and a professional decision to improve my language skills.

 

How did you find arriving in London?
Upon arriving I slept at a friends house for 4 days, and he gave me tips about doing agency work. I didn’t speak any English so did lots of different odd jobs to support myself. I didn’t need a visa as I’m a European citizen, but I did need to register and let the Italian embassy know I was here. Although I didn’t go until I’d been here four years as I wasn’t aware that I had to do this!

I took a break from my job and went to Thailand to study Thai massage for 3 ½ months in 2011 at the Chetawan Watpo school in Bangkok. Established over forty years ago and internationally recognised which made it easier to get work back here in the UK. It would have been possible to find work as a masseuse without it, but it definitely helped.

 

Where was your first job?
My first job was in Camden Town at ChinaLife. They’d been there forty years and so are quite well known. I was an employee of the Camden clinic for 3 years.

 

What’s an interview like for a massage therapist?
I did a couple of interviews which involved the usual face to face questions but most of the interview involved giving a practical massage to prove my techniques.

 

Was the job salaried or split revenue basis?
Most masseuses are self employed but I needed the stability and was happy to have a salary, and as I didn’t have any clients it was the perfect solution. Generally beauty spas offering Swedish massage pay salaries, whereas more specialised sports clinics split the revenue.

Whilst working here I studied a sport and remedial massage at LSSM part-time in Regents Park and that was a BTEC diploma level 5.

 

Can you go straight into level 5?
Yes, but you have to be a practitioner and have some experience.

 

For someone starting out, would you recommend concentrating on qualifications or experience?
You need knowledge and theory, you need to develop your skills and sharpen your technique and learn to understand and feel what’s going on underneath the skin with practice. But from time to time you need to refresh your knowledge. Of course it’s a practical job, so you’re obviously going to get better with practice. If you want to make people feel better with Swedish then practice practice, but if you want to help people with problems then you need the knowledge and that means you need to study and improve yourself.

 

To be a masseuse in the UK what qualifications do you need?
You can get by with any qualification: it can be Swedish, sport remedial, osteopath or chiropractor, but you ideally need to have a UK based qualification for a serious clinic. There is no legal requirement, so you could get work in a health and beauty salon and they may not request anything, but for a serious sports clinic like the Chiswick clinic I work at you will need a qualification.

 

Where did you go after Acuvedic?
I went to Avocado in Kings Cross, and then Acu Channel in South Kensington and The Massage Centre in Chiswick. And luckily my private clients from Camden asked me to do home visits.

Avocado didn’t work out and so now I am three days in Chiswick, one day in Kensington, and three days for home visits. Avocado didn’t work as it was more of a beauty clinic and not really focused on getting work for masseuses and therefore didn’t have a solid flow of regular customers.

 

How was the transition into self employment?
For me it was very exciting. It didn’t cause me any stress or frantic thoughts. Its just exciting to know nothing’s certain and everything is on me. I’ve never had any problems getting clients and have never had to worry about unpaid bills. Its pure excitement. I’m a visceral type of person, there was no business plan, I just followed my gut. I knew I just needed three clients a day and so with the Chiswick and Kensington jobs I got this number pretty much straight away. I was lucky! They had solid clientele and I was a hit.

If I analyse this move backward. It’s not just about the money. It’s about understanding all of the processes. Its about the challenge, can I make it? Sometimes you get so used to routine you get trapped, and part of the excitement of being self employed is what each day will bring and the thrill of running a business.

 

How do you promote yourself – as yourself or as the clinic?
At Avocado I promoted my services as ‘Paolo at Avocado’. I gave out flyers in Kings Cross and posted them through doors, promoting mondays as half price. I paid for the 10,000 flyers (£350) and gave them out myself. They had about a 1-5% success rate and it was a good way to introduce myself into the community. That’s the difference when you’re self employed, you have to be proactive. Whether its flyers or giving business cards out to clients or giving away freebies in a park.

The third best way to promote yourself is flyers, the second best way is website and the best way is word of mouth and business cards.

I don’t use Twitter or Facebook – I’m not very high tech! But I am planning to get my own website, that’s important to post expertise and referrals.

 

What sort of agreement should a therapist have with a clinic?
You establish an agreement on paper with the clinic that you will work there for 3-4 months (and then this agreement is re-confirmed when the time period is up). Actual rates are negotiated between both the practitioner and the clinic. The revenue split between a therapist and clinic is generally 50/50. At the end of each day, week, or month the clinic will pay my earnings into my bank account.

Your rates aren’t really down to your qualifications. But more reliant upon your capacity and your clientele. You can be super skillful but not capable of retaining clients so you need to find your own balance. A regular client is important, and once they know that you provide a good service they will be happy to pay more. I don’t really vary my rates, I work out my rates depending upon what I want to earn a week and I stick to it.

 

What’s your average day like?
On Fridays I get 6 – 7  clients a day. Weekends are much busier, but generally you can expect to get 3 – 10 clients a day.

 

How do you manage payments and deposits?
Most clinics take a card payment and charge for a deposit, around 20%. Its common sense, so that they are safeguarded against a client not showing up. Clinics usually allow a 24 cancellation period. This is trickier though if they only accept cash payments.

For self employed practitioners I’d recommend a card reader that you can attach to your IPhone so that if the client doesn’t have cash they can easily pay with card. You should then give the client a physical receipt from a receipt book and keep a copy for your accounts.

 

How do you manage your own accounts?
I use Excel. I keep a cash book and record daily all my expenditures and income. I’ve opened up my own business account for tax purposes which I need to complete in April. HM Customs and Revenue make it very easy. Before you start as self employed you must register with them either 7 days prior or 3 months after you have started work.

 

Being self employed and within a clinic alongside other therapists, is there a tendency to compete with each other for work?
The receptionist decides which clients go to which masseuse. She will distribute the clients fairly and point the clients in the direction of a masseuse who has particular skills or knowledge in that area (for example lower back, swedish or trigger point). There is a healthy competition but there  is no pressure or negativity from others, we’re all friends.

 

How do your home visits work?
Home visits should be more pricey as I’m bringing everything – table, towels, roller, oils, music etc. Which is heavy! I have a roller, but its tricky getting that on a train and the journey time does add up, normally 45 mins each way. I’ve only ever seen three others struggling with the equipment which shows you how rare it is. If the client outside of zone 3 I’ll charge for transport.  But ideally, if I client wants a Tooting Broadway massage, then thats easy!

 

Can clients come to your home?
I unfortunately don’t have space so can’t take home visits.

 

Would you recommend networking?
If you start to work in a certain area you should definitely establish a network of health professionals. So for example you should be able to refer clients to nutritionists or personal trainers if you feel your skills can’t completely cure their problem. And vice versa – personal trainers should be able to refer injured clients to me. I’ve been to local gyms in Tooting Broadway and got to know the personal trainers and receptionists and giving away discounted massage sessions.

 

One of your specialties is trigger point massage. How does it work?
If you’re not using a muscle properly it may become stiff and form knots. The subsequent pain then occurs in a different area to the knotted muscle. The knotted muscle is the trigger point. If I press it I can relieve pain elsewhere.  For example if I press a point on my forearm I can get a sensation in my thumb. This tells me these two areas are connected. To practice trigger point massage you need to know anatomy.

 

Can you give an example with tension headaches?
If someone comes to me with headaches I’d ask them over a short consultation period various questions that should help clarify the cause of the pain – how are sleeping, are they emotionally balanced, what is their diet like, or could it be sports related. This establishes if its an emotional or musculature pain.

I would then press hard on the knots (which I would be able to feel) within the muscle or tendon that is related to the area of pain. Pressing (painfully) hard into the levator scapulae, the temporalis and masseter muscles and asking my clients how they feel (I ask them to rate the pressure from zero to ten – aiming for ten). I’d generallyhold for 120 seconds to break the knot. Trial and error and repeatedly asking the clients how they feel guides me in knowing which muscles to work on.

 

Do you give them stretches or any other exercises to do in their own time?
As a takeaway I’d prescribe some stretching exercises (which the clients must keep up!) and also show them how to self massage their own trigger points.

I would also ask them to consider changing their pillows and posture at work, maybe drink less caffeine and sugar and also address emotional issues. Are they stressed and anxious?

 

How long does it take for Trigger Point therapy to take effect?
If the client has a long term condition then it may take 2-3 sessions for the trigger point massage to have an affect. Without the client changing their daily habits and being open to change then its going to be hard to rid them of the problem. It’s about pain relief, maintenance and well being. It’s all down to the clients aspirations – what do they want to receive. Short or long term relief.

 

Is it similar to Thai massage?
Trigger Point massage is very closely related to Thai massage. Instead of calling them trigger points Thai massage refers to them as treatment points.

 

Where do you want to go from here?
The number one guy to go to for massage in Tooting Broadway!… Honestly, I don’t have any goals right now. I live each day as it comes. I’m in the middle of a big change, it’s only been four months, and I’m happy being self employed. I always like to keep the door open to chance and uncertainty. I’m happy at the moment helping as many people as possible.

 

Giampaolo Silvestrini practices at the The Massage Centre in Chiswick, and Acu Channel in Kensington.
He is also available for home visits. Telephone: 0758 7140339 or Email: horisoul@hotmail.com

Are kidney beans good for you?

Named for its resemblance to the kidney, this little bean is a great addition to your daily diet.

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Are kidney beans good for you?

Named for its resemblance to the kidney, this little bean is a great addition to your daily diet.

Like many of its bean brethren, the kidney bean is an excellent source of cholesterol-lowering fibre, with just one serving yielding almost half of your recommended intake of fibre. A high consumption of fibre can reduce the risk of heart failure and other coronary complaints.

The bean is also a powerhouse of the mineral molybdenum, which is a detoxifier of sulphites (preservatives found in wine and some food), with 177% of your recommended intake in a single serving. Furthermore, it has rich stores of iron and manganese, great for energy production, and its high complete protein content mean it is a viable substitute to red meat or chicken.

One point to note about kidney beans is their relatively high level of toxicity when compared to other beans. This means that they need to be cooked at a high temperature for at least ten minutes prior to eating to completely eradicate the toxins.

Is honey good for you?

Honey is a deliciously rich, golden syrup-like liquid. With around 80% of its composition coming from natural sugars, honey is very high in calories and as such should be used in moderation. Its caloric density is similar to that of refined sugar.

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Is honey good for you?

Honey is a deliciously rich, golden syrup-like liquid. With around 80% of its composition coming from natural sugars, honey is very high in calories and as such should be used in moderation. Its caloric density is similar to that of refined sugar.

Raw honey, which has not been heated or pastuerised is more nutrient rich than processed kinds. It may contain traces of pollen (and even bee wings!) but don’t let that put you off. It has powerful anti-oxidant, ant-bacterial and anti-fungal properties and is believed to stabalise blood sugar levels, calm nerves and treat ulcers.

Manuka honey in particular has strong anti-bacterial qualities as a result of its large quantity of methylglyoxal (MG), and can be used to treat open wounds.

 

Are grapefruits good for you?

The grapefruit is a subtropical citrus fruit, available in several varieties, including seeded and seedless, red, pink and white. Although it can be found in supermarkets all year round, the fruit is at its tart-sweet best in season between winter and spring.

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Are grapefruits good for you?

The grapefruit is a subtropical citrus fruit, available in several varieties, including seeded and seedless, red, pink and white. Although it can be found in supermarkets all year round, the fruit is at its tart-sweet best in season between winter and spring.

In addition to it’s delicious tangy taste the grapefruit also has a variety of health benefits. Packed with vitamin C (a single portion of grapefruit contains almost three-quarters of your recommended daily intake). As well as helping to prevent everyday complaints like the common cold, vitamin C also helps to reduce the risk of heart disease, cancer and strokes.

Grapefruits also contain pectin, making it a good source of dietary fibre, and the red and pink varieties contain the antioxidant lycopene, which is one of the best methods of fighting oxygen free-radicals (cell-damaging compounds).

Studies show that a balanced diet incorporating grapefruits leads to lower cholesterol and can improve the body’s metabolism by burning fat more effectively.

Is garlic good for you?

Garlic is part of the Allium family – its relatives include the onion, shallot and chive. The pungent herb has longed been used in both culinary and medicinal practices in cultures around the globe.

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Is garlic good for you?

Garlic is part of the Allium family – its relatives include the onion, shallot and chive. The pungent herb has longed been used in both culinary and medicinal practices in cultures around the globe.

As well as imparting delicious flavour to any dish (and warding off vampires of course!), garlic has significant health benefits. Packed with antioxidants, it’s a natural antibiotic and is also rich in vitamin C, which packs a punch when fighting off afflictions from the common cold to heart disease.

The presence of the sulphur-containing compound allicin (the source of garlic’s distinctive flavour) acts like an anticoagulent, preventing the clumping together of blood platelets. This reduces blood pressure and aids in preventing cardiovascular disease.

It’s worth noting that allicin is not found in whole garlic – the cloves needs to be crushed to stimulate the formation.

Are almonds good for you?

The almond nut is actually the seed from within the almond fruit. It can be eaten raw, chopped or roasted.

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Are almonds good for me?

The almond nut is actually the seed from within the almond fruit. It can be eaten raw, chopped or roasted.

Almonds are rich in health-promoting monounsaturated fats, that lower LDL (bad cholesterol) levels. They are an excellent source of protein (one cup contains 30g of protein), providing all nine essential amino acids. They also pack a high dose of Vitamin E, a strong anti-oxidant that neutralises free radicals that can develop in the body through natural environmental exposures such as cigarette smoke, air pollution, and the sun’s UV rays.

Almonds have an exceptionally low glycemic load of zero. This means that when eaten with foods of a higher GL value, they can help stablise your blood sugar level after a meal.

Are eggs good for you?

Which came first, the chicken or the egg? In terms of high-protein levels, it’s pretty much a dead heat. But eggs have other health benefits too.

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Are eggs good for you?

Which came first, the chicken or the egg? In terms of high-protein levels, it’s pretty much a dead heat. But eggs have other health benefits too.

Eggs are a source of ‘complete protein’, which means they contain all nine amino acids, essential in building and repairing muscle, tissue, hair, nails and cells. Additionally, the yolk contains vitamins A and B12, plus antioxidants, which work to ensure healthy eyes and choline to maintain an excellent cerebral system. Certain varieties of egg come with the added boon of high omega-3 levels (specifically, those chickens which have been fed a flaxseed-rich diet), which are good for your joints, skin, brain, heart and helps to lower bad cholesterol levels.

Whilst eggs can be eaten raw, using pasteurised eggs minimises the risk of salmonella. They are also more easily digestible when cooked, not to mention tastier! Frying, boiling and poaching are the most  common methods of cooking, and whilst the latter is probably the healthiest, the low-calorie, low-fat nature of the humble egg means any option is generally beneficial.

Is celery good for you?

A proud member of the Apiaceae family, celery is a leafy green vegetable, which counts among its cousins carrots, coriander, cumin and parsley. Celery is a great addition to any healthy diet – low in calories and a good way to add bulk to dishes.

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Is celery good for you?

A proud member of the Apiaceae family, celery is a leafy green vegetable, which counts among its cousins carrots, coriander, cumin and parsley. Celery is a great addition to any healthy diet – low in calories and a good way to add bulk to dishes.

As well as being great for weight loss due to its very low calorie count, celery also offers several other health benefits. It is rich in vitamins A and K, helping to maintain a healthy immune system and a trouble-free bloodstream. It is a great source of dietary fibre as well, aiding with digestion and helping to prevent ailments such as diabetes and heart disease.

Celery can also be used to treat minor everyday complaints, such head and muscle aches and pains and can easily be incorporated into salads, stir-fries and stews; not to mention Bloody Marys!

Is brown rice good for you?

Rice is the most commonly consumed foodstuff on the planet, and with year-round yields, it is always readily available and account for up to 50% of the calorific intake of half of the world.

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Is brown rice good for you?

Rice is the most commonly consumed foodstuff on the planet, and with year-round yields, it is always readily available and account for up to 50% of the calorific intake of half of the world.

Whilst brown and white share similar levels of carbohydrates and calories, they differ greatly in nutritional benefits. Brown rice receives a lot less treatment than white, with only the outer layer (or the ‘hull’) being removed in processing – this allows for the realisation of its maximum nutritional potential. It contains vitamins B1, B3 and B6, as well as iron, dietary fibre and other important minerals. Some of these are reintroduced into white rice artificially (such as vitamins B1 and B3); however, many are not, making brown rice a much healthier choice.

Brown rice is also an excellent source of manganese, providing 88% of our recommended intake in just one cup, helping produce energy and maintain an efficient nervous system. It also contains more than four times the amount of magnesium that white rice does, as well as rice bran oil, proven to reduce cholesterol.

Brown rice has a glycemic load per serving of 22, lower than white rice, which is 30.