This guest post comes from Canadian health and fitness expert Dave Smith. He offers practical advice on how to gauge a client’s readiness to change.
Have you ever had a client who was eager to start a health and fitness lifestyle? They buy new running shoes, a pedometer, and comfy workout clothes, and they’re ready to go. You sense that energy and put together an intensive diet and training plan. One week in, things go smoothly. Two weeks in, they miss a workout. Three weeks in, they miss three sessions and only follow the diet for a couple of days. By week four, they’ve given up. Dieting and training just aren’t for them.
We’ve all met these kinds of clients. The spark of motivation can be misleading—one day they’re inspired, the next day they’re back to old habits. So when you start working with a new client, you should check where they stand in terms of willingness to change. Look past the initial excitement and judge their true level of commitment.
The 5 Stages of Behavior Change
The Transtheoretical Model helps you assess a client’s readiness to change, especially their training and eating habits. The five stages are:
– Pre-Contemplation: The person isn’t planning to take action.
– Contemplation: They know their behavior is a problem and are learning what changes are needed.
– Preparation: They’re getting ready to take action soon.
– Action: They’re making changes to their behavior.
– Maintenance: The changes have become a habit and part of who they are.
Using these stages helps us understand a client’s willingness to change.
Why the stages matter
Understanding these stages is key to properly judging a new client’s ability to form new habits. For example, meet a new client named Jimmy. He’s 32, has a wife and two kids, and works a regular office job. He wants to gain real muscle and comes to you with energy and a plan. But you’ve seen this before—the burst of enthusiasm often fades after a few weeks. Pushing an intensive plan at that moment can backfire and hurt your reputation.
That’s why recognizing the five stages lets you see past the initial excitement and gauge long-term willingness to change. When Jimmy arrives, it’s your job to ground his eagerness and assess where he really stands.
Three questions to assess readiness
To gauge readiness, ask these three questions to reduce hype and see if he’s truly ready to change.
1) Have you tried anything before to make progress toward your goals? If he says he’s tried calisthenics, Olympic lifting, or other plans, he may be in preparation—still looking for the right path and perhaps hoping for a quick fix.
2) What, specifically, has held you back from reaching your goals? If he blames work, family, or a busy schedule, he’s probably in contemplation or preparation, valuing the goal but not yet ready to commit. He needs a slower, more realistic approach.
3) On a scale of 1 to 10, where 1 means “there’s no way” and 10 means “definitely will do,” could you exercise for the planned minutes on the planned days this coming week? If he says a 6, with many commitments, that’s a warning. A 6 shows a fair chance of failure because people often overestimate their ability at first.
Identifying a willing, ready, and able client
Answering the first question shows experience and interest in training and nutrition. Answering the second question reveals attitude toward change. If a client blames external factors, they’re likely in one of the earlier stages. If they take responsibility, they may be ready to start. The third answer tests commitment; a low number suggests they aren’t ready, a mid-range number suggests they might be, and a high number indicates they’re ready to take action.
Tailoring plans to different stages
You can’t give an intensive plan to someone not ready to change, so identify their stage and tailor the plan accordingly. Most clients will say they’re ready when excited, but it’s your job to verify their true level of readiness.
– Precontemplation: Help them find their “why”—reasons to work out and eat healthy, like more confidence or more time with family.
– Contemplation: Show what they can achieve and the sacrifices needed, plus basic how-to tips.
– Preparation: Create a customized plan, set exercise times, and choose healthy recipes they actually like.
– Action: Start the plan at a safe pace. Begin with manageable workouts and gradually increase.
– Maintenance: Keep the momentum with variety, challenges, and occasional tweaks to training or healthy snacks.
Remember, you’re the professional. Assess each new client carefully and deliver a plan with the best chance of success.
About the author
Dave Smith is a fitness and weight-loss coach who was named Canada’s Top Fitness Professional in 2013. He shares health and weight-loss tips on his blog and podcast at makeyourbodywork.com.
