I started lifting weights in my last year of high school. Dragged into the weight room by a friend, we tried to figure out the old Global Gym stack system (but didn't get much further than the biceps curl, leg press, and bench press handles,of course.) I'd never have tried if he hadn't pushed me into it. A skinny kid, I had a very limited athletic background; lack of knowledge was a huge hurdle; fear of doing something wrong in front of a gym class was paralyzing.
The University weight room was the same story, but this time, I didn't have anyone to pull. I had, back then, a tendency to blow things out of proportion ("What if the machine looks different? What if I do something wrong and get yelled at? What if I get kicked out in front of other people? What if people immediately know that I don't know what I'm doing?")
Fortunately, this pit-style weight room had something I recognized: a treadmill. I sidled up to the door, clung to the wall, slowly squeaked my way onto the treadmill...and watched. I'd jumped from one safe lily pad (the doorway) to another, and I had a 'safe' place from which to plan my next move.
I'm making more of this than it really was, of course. I wasn't paralyzed by fear, but I was definitely anxious. Whenever a new person walks through your door, though, and sees concrete block; loud music; pullup bars....and no treadmill, they're going to have some anxiety. When the brain perceives anxiety, its response is flight. Duck and cover. Start the "Dee-fence! Dee-fence!" chant.
Let's consider the range of new joiners to your Box:
- Jim's done CrossFit elsewhere. He's a part-time member at KleenexBox across town. He's not telling you that he dislikes the grip of your pullup bar because he's a jerk; he's just nervous.
- Salvatore has done P90X for three years. Before that, it was GloboGym. His entire paradigm has never deviated from "Back and Biceps Day/Chest and Triceps Day." He's not asking you which muscle groups you're working with a power clean because he's stupid; he's just nervous.
- Amanda has already lost 30lbs. She's finally got the courage to buy a gym "outfit" at a store...and guilt tells her that she's spent the money, and now she has to USE it. She wonders why you don't do more situps. She's not arguing with you; she's just nervous.
- That guy who's been a member of your gym for two years...but never joined your coached groups? He's warming up with overhead squats because that's what he's good at. He wants to cling to the familiar. And he's nervous.
- The Pilates instructor who asks why you push out on the abdomen, instead of drawing in? She doesn't want a fight, not on your turf. She's just nervous.
- The firefighter who's top dog at the Station down the road? He's not doing half-rep back squats with 400lbs because he's a cheater, or has some other character flaw. He's just nervous.
- The guy trying to lose weight, who doesn't take off his outdoor shoes when he goes into the bathroom? He's not trying to keep his socks clean. Just nervous.
- The woman who praises the "supplement" or diet guru during her intake interview? She's nervous, too. Scared to death, actually.
Rare is the person who will stride through your door, plunk down their waiver, and ask for directions to the record board. Despite their bravado, if it's their first time, they're scared. They may be compensating; they may be arrogant. That's their defense. They're not taking a run at you; they're putting on a brave face for their own sake.
Recognize it as such. Agree with what they say, just like in the Improv Theatre. Give them reasons to see they're already on the right track (Bright Spots.) DON'T mention that you've noticed their truck circle the cul-de-sac three times in the last hour.
Fear is the barrier that's stopping most people from joining your Affiliate. Remove it as quickly as possible.
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