If I had a dollar for every time someone asked me how to get their friends or family members into the gym, I'd be rich.

Fitness, with all its benefits, really should sell itself. And it does... once you start to do it! But getting someone to begina fitness program, especially someone we care about, can be a difficult challenge.

Over the years, I've heard from so many clients and trainees about the frustrations they face when trying to get their friends, loved ones, or co-workers into the gym with them.

Before I get too far into this, if you already have a certain someone in mind, let me ask you a question: Have you ever just come right out and asked them? You may laugh, but think about it. Have you?

Believe it or not, if you're already doing a good job at making fitness seem appealing with your own great results, sometimes a direct, friendly invite is all it takes. If that doesn't work, there are a few things you have to understand if you want to have an impact on getting people into the gym.

Real Reasons, Real Obstacles

People do sometimes have "real reasons" for not working out, even if we just see them as excuses, fears, time management problems, or self-esteem issues. As elementary and "easy to overcome" as they might seem to you and I, they're real obstacles keeping these people out of the gym.

We can either combat their "reasons" with patience, mature understanding, and practical solutions; or we do the opposite — and our ignorance, immaturity, lack of understanding, and even our lifestyle will cause our efforts to be ineffective.

Now, before you get mad, understand that I'm not saying that you are solely the cause of someone else's lack of exercise! But I am saying that you have much more influence on them then you think.

Consider this: You may be the onlyperson they know that works out more than once a week. They're watching you and they're listening to you. Trust me. If you want to draw them in, you need to know how to sell it!

But before we get into that, let's take a closer look at some of the "reasons" people tell us, and let's learn what, if anything, we can do to counter them.

Why Don't People Workout?

Reason # 1: "I don't have time!"

Your response should be something like, "You only need to start with 15 minutes on the treadmill or bike to see and feel results!"

To us, that's nothing. Fifteen minutes? That's a glorified warm-up and we could do it backwards. But to a new, untrained person just starting out? Come on, if we're going to sell fitness, we gym veterans have to know better.

We have to be mature enough, in the gym sense, to meet people where they're at. You didn't start at the level you're at now, and you can't expect them to, either. If they're coming from an inactive lifestyle on the couch and you get them doing 15 minutes of cardio a few times a week, that's huge!

A few years ago, my grandmother told me that my obese mother joined a small gym that offers express fitness circuits: 30 minutes and you're done. Then she said, "I told her that you make fun of those places and she called up and cancelled."

I wanted to kill her! I make fun of them for me, not for someone who hasn't moved in 55 years! A 30-minute express workout would have been great for her!

Some people belong in places like this. A Figure Athlete isn't one of them.

It really doesn't take much to get in better shape, yet the number one excuse out there is, "I don't have time." You and I know that you won't have time for fitness if you don't make the time for it. To say that you don't have time would be to deny that you have 24 hours available everyday, just like everyone else. People just need to manage those better.

This is just a time management excuse. But still, try to reiterate that it does not take two hours in the gym everyday to see results. Believe it or not, that's a common belief people have when they imagine working out. Tell them the truth.

Reason # 2: "I don't know what to do!"

Your response should be something like, "I understand. All those machines can be pretty intimidating, huh? I remember feeling that way too when I just started, but I can show you a few things, or a gym staff member or trainer will show you!"

There is obviously a fear here. Fear of failure — they've probably failed at adopting a fitness lifestyle before. I mean, really, who hasn't? Or it could be a fear of the unknown — going to a new gym where, if they're not training with you, they don't know anybody.

It could be fear from poor self-confidence, a bad self-image, or intimidation from a lot of unknowns in the road.

The worst thing you can do is take out your exercise journal and overload them with information talking about free weights or machines, supersets and circuits, post-workout drinks, protein shakes, and carb cycling.

They don't need to know about why you prefer dumbbells for Bulgarian split squats instead of a barbell, why you prefer chin-ups with band assistance to the pulldown machine, or what your one-rep max deadlift is.

Unfortunately, not everyone loves a good set of Bulgarian split squats.

Trust me it's not impressive to them. Save that stuff for your more experienced gym buddies. People often make fitness too complicated. Come on, fitness is just moving! Keep it simple.

Reason # 3: "I've tried the gym before, but I just don't like it. I couldn't stick to it and I could never be as into it as you are!"

Your response should be something like, "I know that I'm really into it, but that doesn't mean you have to be! Have you ever tried the treadmill or the bike?"

Again, this comes from fear and intimidation. I've had a lot of clients tell me things like this before. When they really start to see and feel results, they're almost too into it at that time and end up scaring the crap out of everyone they know!

It's okay to be on fire and excited, but you don't want to come off as too overpowering, overbearing, or intimidating.

It's great if you're wicked strong, but remember a newbie might be intimidated by that.

Don't forget, many people have tried "working out" before and they've been unsuccessful at sticking with it. They count that as a failure. So, when the chance comes up again, and it's something they've already failed at, there's a risk of failing again. And that's a risk most people won't jump right into, so be nice.

Those are some of the most popular reasons people give as to why they don't exercise, but whatever reason they give, you have to accept their answer and, more importantly, move on to the next step.

It Takes More Than Just Talk

Okay, so you've talked and talked, and thought you had all the right answers, right? Now it's time to shut up and put up!

To most people, even if you're giving good advice, you start to sound like Charlie Brown's teacher after awhile. The truth is, it's not so much what you say to people, it's what they see that either convinces them or doesn't.

So, what can you do to sell the fitness lifestyle? There are several things.

Improve Your Physique

I recently had a client tell me that her father, who recently suffered a heart attack, just joined the gym. The funny thing is that she never even asked him to. She'd actually given up asking months ago! The reason he gave her for finally wanting to join was, "I saw what it did for you."

And what did the gym do for her? She lost over 50 pounds in 10 months.

Nobody wants to hear how wonderful it is to eat right, exercise, and be fit and healthy, if you're fatter then they are. That's just the way it is. So zip your lips, save your breath for squatting, and let them see your results.

Be Consistent, Committed, and Dedicated

It looks very bad to an outsider when we're on fire about fitness, ranting, raving, and bragging one week; and then we're in a slump the next week, skipping workouts, and wolfing down a pizza in front of the same people we're trying to influence.

In order to really sell fitness, weneed to be consistent, even when you're tired, stressed, depressed, or angry.

Be Happy and Energetic

There's a female trainer at my gym, and boy, does she do a great job at selling fitness. She's always energetic and smiling. I even nicknamed her "Happy." Of course, I don't actually know her real name. Her style of training is far different than mine, but her clients show up, and as we all know, that's a battle in itself.

I see other trainers stroll in the front door at 9:00 in the morning, carrying a coffee they bought from the local donut shop, acting as if their clients are an inconvenience wishing they were still home in bed. What a shame.

This kind of trainer would also allow you to use tiny weights.

I know we're not all personal trainers here, but you get my point. How are you going to sell fitness if you're dragging your feet, and the benefits of health — looking good, feeling good, being confident and energetic — don't show?

If fitness isn't having those effects on you, maybe you need to take a step back and re-analyze your own program.

Every Move You Make, They'll Be Watching You

Trust me when I tell you that people listen more with their eyes than their ears, and whether you know it or not, people are watching you.

There are several common mistakes people make when attempting to get people into the gym, and if you want your friends and loved ones to adopt a healthier lifestyle, you've got to keep a conscious eye on your behavior.

• Being irritable and short-tempered. These are often a sign of your own overtraining and/or undereating... or maybe you're just a bitch. Lighten up, that was a joke! Just making sure you're awake.

• Talking too much about fitness, instead of showing them the benefits. Just because you're a teacher doesn't mean you stop your own learning and practicing.

• Condemning and belittling random strangers for not working out. Remember, your friends were once one of those "lazy people avoiding the gym." They don't need to think that you were bad-mouthing them two weeks ago before they started.

• Showing off your cabinet full of supplements, explaining the last 36 days of your workout and nutrition journal, or flaunting the collector's edition wrist wraps signed by Olesya that you wear on every hamstring-dominant lower body day when you do heavy rack pulls. It's overwhelming, intimidating, and fills their brain with more "stuff" than necessary. Keep it simple.

Basically, the less talking you do, and the more action and results they see, the better your chances are of getting someone you care about into the gym. Talk less, and when you do speak, make sure you say the right things!

Most important of all, remember that only idiots would buy into something you're selling if they don't see it working for you. If you practice what you preach, people will be much more likely to listen.

Lead by example, and many will follow.

To Re-Cap

Step 1: Directly ask the person, "I'm going to the gym later. Want to come with me? I'll show you how to use the treadmill."

Step 2: Be ready to combat their "reason" with a mature, understanding answer.

Step 3: Make sure you're "selling fitness" properly. Improve your physique, be consistent, committed, and dedicated to the lifestyle, and make sure the benefits of fitness, health, and increased energy, show through.

Step 4: Make sure you don't undermine your own efforts by displaying negative behavior.

Step 5: Ask the person again, casually.

Step 6: Repeat.

Selling fitness does work. I've seen it over and over again. Follow these steps and I'm confident that you'll have some success getting the people you care about into the gym. But keeping them in the gym... that's a whole other article!