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QUESTION: Dear Tom: I’ve been going to the gym for the past year now, but I have only lost 2 pounds. I eat about 1800 calories a day and I do 3 cardio and 3 weight training sessions a week. I am 5 feet 5 inches and 128 lbs. I would like to be at 120 lbs. To lose 8 more lbs isn’t a lot to ask, but I’m really frustrated. I’ve been VERY persistent, and I rarely cheat except once each weekend, but at this rate, it will take me another 4 years for me to reach my goal! Please help!

ANSWER: Don’t worry, it won’t take another 4 years! In fact, you can reach your target weight, within the next month if you start getting feedback, charting results and making some strategic changes to your program.

First, it’s important that you understand how a year could go by with almost no progress.

Have you been doing the same nutrition, same calories, same cardio and same workout for the entire past year with no changes? If so, then you shouldn’t be surprised if you’ve continued to get the SAME results (very little).

If you do more of the same, you usually get more of the same.

Caloric intake, for example is not something you calculate once and then never pay attention to again. Calories have to be calculated and customized for each individual in the beginning and then adjusted continuously in “real time” during the course of a fat loss program, based on actual results.

Just because you start at 1800 doesn’t mean your caloric intake should stay there. Calories may need to be increased or decreased depending on whether your goals, your body weight and your activity levels change and based on your weekly progress (or lack of).

Which brings me to another point. I am a huge fan of using progress charts. There is a saying in business management and sports coaching:

“What gets measured gets done.”

When you start “keeping score” and tracking performance right down to the numbers, it’s almost miraculous how this awareness of how you’re doing translates into improved results.

When you track your body composition results every week, if a week or two goes by with no results, then you don’t continue with more of what got you no results, you change some variable in your program immediately!

An old Turkish proverb that says,

“No matter how far you’ve traveled down the wrong road, always turn back!”

Of course, you don’t have to throw out your entire program, you can simply “tweak” ONE or maybe two variables within the same program.

Also, when you measure, track and analyze muscle versus fat (body composition), instead of just scale weight, you might even discover you’ve gained some lean body mass and this offsets the drop on the scale (which means it’s possible you made more progress than you thought).

Now, back to the calories. To break a plateau, you can take a reduction in calories, or an increase in activity, either of which will create a deficit if you are currently in energy balance, or increase your existing caloric deficit.

1800 calories may not provide a large enough deficit for some women, and in fact, the majority of women your height, weight and activity level usually are losing fat safely and successfully on 1500-1600 calories per day. (for men about 2200-2500 calories, avg.)

At the end of the day, fat loss boils down to calories in versus calories out, so if you plateau, you may need a simple calorie reduction, provided you don’t restrict too low for too long (which tends to trigger your body’s “starvation response.”)

As for your cardio program, 3 days a week of cardio works for many people, but usually, I would consider three weekly cardio sessions a maintenance workout or at best a starting point for beginners, NOT a “maximum fat loss” program.

Example: this week, you could increase your cardio from 3 sessions to 4 sessions. If you combine the decrease in food intake with an increase in calories burned through activity, that will almost certainly get you burning fat again.

If it does, then stay with 4 days a week of cardio. If not, the next week go up to 5 days a week. Repeat this simple “feedback loop” process as many times and for as long as necessary.

Also remember that more (often) is not always better. You can also increase the intensity and get more calories burned in same amount of time. This feedback loop process can be used to make decisions about your training intensity, duration and type, as well as frequency.

Whichever strategy you choose to break the plateau, remember Albert Einstein’s definition of insanity:

“Insanity is to keep doing the same thing over and over again and expecting a different result.”

Although this seems like common sense to some people, what happened to you is really quite common because it does appear that you’re doing everything you’re “supposed to be doing” with perfectly good intentions.

You have have all the key elements there: You’re exercising (weights and cardio). You’re watching your nutrition, and you’ve been disciplined and consistent in following it.

The trouble with many popular programs – even good ones – is that they are too dogmatic. Their entire program may revolve around “X” number of calories, “X” days per week of cardio and “X” days a week of weights….

And you’re not allowed to “tamper” with that “holy grail” formula.

I can understand the rationale for a simple diet and exercise prescription for a beginner in order to not confuse them with too many choices, but what if it doesnt work after a month, three months, six months, A WHOLE YEAR? What if there are no options, what then?

In NLP, there’s a principle, (borrowed from cybernetics), called The Law of Requisite Variety, which says,

“The person with the most choices and the most flexibility is the person with the most power and the greatest chance for success.”

You need to know what to do when you’re not getting results… you need options and choices for breaking plateaus, and that’s important because plateaus happen to everyone – including me.

Some people think that hitting a fat loss plateau means there’s something wrong with them. But plateaus are natural and normal. In fact, you could look at it this way:

Hitting a plateau means your body is healthy and your body is functioning normally, because normal function of the body is to adapt effectively to stress, to protect you and to maintain homeostasis.

Exercise is a stress. Dieting is a stress. It’s natural for your body to adapt to them. When you adapt, you must place a new “positive stress” on the body if you want continued improvement.

If you want to learn more details about how to change your program to break plateaus and make continuous progress as fast as safely possible, then I recommend you take a look at Burn the Fat, Feed The Muscle (BFFM).

BFFM has flexibility, feedback and performance tracking built right into it. Chapter 4 in BFFM teaches the “BFFM feedback loop method”, and shows you how to chart progress and adjust your diet and workouts on a weekly basis, to keep you making progress or get you back on track if your progress stalls out.

There is no reason to allow even a few weeks, let alone an entire year to go by without results. But you can’t expect to get different results if you continue doing more of what’s not working.

Keep after it! Be persistent – but also be flexible!

About the Author:

Tom Venuto is a natural bodybuilder, certified strength and conditioning specialist (CSCS) and a certified personal trainer (CPT). Tom is the author of “Burn the Fat, Feed The Muscle,” which teaches you how to get lean without drugs or supplements using methods of the world’s best bodybuilders and fitness models. Learn how to get rid of stubborn fat and increase your metabolism by visiting: www.burnthefat.com

Its been said that salespeople who avoid making phone calls have skinny children. Prospecting for new business is critically important and for the majority of salespeople, it is by far the most challenging and stressful aspect of their profession. Successful salespeople are proactive and recognize the importance of prospecting for new business daily. They don’t have to be reminded to ask for referrals or follow up on a sales lead, they do it automatically. This article is packed full of helpful phone calling tips and techniques which, if put into practice, will fill your appointment calendar with new business opportunities!Don’t shoot from the hip, use a script. If you want to sound confident and competent, I strongly suggest that you write out your opening and closing remarks. If you sound in the least bit nervous or unprepared, people will immediately sense this and rightfully assume that you lack experience. Using a phone script for your opening and closing remarks is a good idea for several reasons. A well-polished phone script gives you a consistent approach that keeps you on message and guarantees you don’t leave out important information. Be respectful of your prospect’s time by designing your phone script to be short, sweet, and to the point. Once you have prepared your phone script, it’s now time to tape record yourself reading it aloud until you sound smooth and polished. While you might be tempted to skip this step, don’t do it. Recording your phone script role-play session provides you with a golden opportunity to critique your performance and improve your delivery.

During a face-to-face conversation, first impressions are based primarily on appearance. While on the other hand, first impressions created over the phone are based on brevity, vocal quality, and attitude. An upbeat mental attitude is contagious and, unless taken to an extreme, builds rapport and creates a very positive first impression. Keep in mind that a smile can be heard over the phone. The best way to build trust and rapport during a phone conversation is to match your prospect’s energy level. This is accomplished by “subtly” matching their rate of speech and tone of voice. For example, if you have the tendency to speak fast/loud and your prospect begins speaking slow/soft, you will need to lower your voice and slow your rate of speech down to match them. The psychological power behind the principle of matching is based on the premise that people want to do business with salespeople who they feel are similar to them.

There is absolutely no substitute for preparation and practice. Like most successful endeavors, the key to effective phone calling has a lot to do with preparation and practice. Practice builds confidence through repetition. Ask your sales manager or an associate to schedule an hour role-play session with you. This session is important because it gives you a dress rehearsal and the opportunity to work the kinks out of your script. As they say in the military, train like you plan to fight. Create a realistic training environment by role-playing over the phone. Begin the role-play session with minimal prospect resistance and then, as your confidence builds, gradually inject typical prospect objections. While it is impossible to have a script that might address every conceivable objection, you must anticipate key objections and develop scripts to respond to them.

Remember to stay positive, polite, and professional. It is best to make your phone calls during the morning when both you and your prospect are rested and fresh. Be organized, do your homework, and take good notes. Before you contact your prospect, take a moment to research their company by visiting their website. By reading your prospect’s company newsletter, annual report, and press releases you become familiar with their products and services. Stay organized and save time by using a contact management system, such as ACT, to record your notes after each phone call. Relying on your memory alone is a poor business decision and is bound to cost you money.

It is important to keep in mind that the primary purpose of any prospect phone call is to make an appointment, not a sale. Most salespeople make the fundamental mistake of overeducating their prospect and dominating the phone call in an attempt to showcase their knowledge. Obviously you will need to respond to some questions, however, questions that require a detailed response become an excellent reason to secure an appointment. Use your precious phone time to gather information through the use of open-ended questions. Your objective is to build your prospect’s interest and arouse their curiosity through a series of well designed, probing questions about them and their organization. Just before you ask for the appointment, summarize the key points of your conversation for clarity and agreement.

Top producers don’t take rejection personally, because they realize that selling is fundamentally a numbers game. It really doesn’t matter what product or service you are selling; the key to your long-term success is directly linked to your ability and desire to prospect effectively. Phone calling in today’s marketplace is much more challenging than in years past, but fortunately the basics never change. Selling is, after all, a contact sport!

John Boe presents a variety of training and motivational programs for meetings and conventions. John brings over twenty years of experience as an award-winning sales trainer to the platform. John’s programs are unique, consistently well received and get results! To have John speak at your next event, visit www.johnboe.com or call 831 375-3668.