2.4 Personality types in Personal training
In the dynamic world of personal fitness training, understanding the individuality of our clients is paramount. Every person comes to us with unique goals, motivations, and challenges. Therefore, to best serve each individual, we must adapt our approach to resonate with their distinct characteristics. This is where the concept of personality typing comes into play, offering us valuable insights to tailor our training methods accordingly.
Throughout history, psychologists and researchers have proposed a multitude of theories on personality traits, continually refining and redefining the way we perceive human behavior. Each theory presents its unique angle, leading to a complex web of emerging personality types derived from a blend of traits. While this overwhelming wealth of information can be daunting, it is essential to understand the key principles that can be applied to the personal training field. Thus, think of personality types presented in this book as approximate categories that help you in your day-to-day work with clients. Knowing how to estimate a client’s personality type can be beneficial to you as you can recalibrate your approach to better suit the type of client who works with you. But keep in mind that establishing a solid personality profile of a client is beyond the scope of a personal trainer as it is done by professionals using strict measures. However, based on certain traits that the client exhibits can help a personal trainer approximately judge the personality type and respond appropriately.
Erikson (1950) believes that personality continues to be molded throughout the entire lifespan, from birth to death. Remember the description of Abraham Maslow’s Hierarchy of Needs: even when you have developed into the higher levels of personal development, you can still digress to the lowest levels of need when emergencies present themselves.
Personality is subject to continuous shaping throughout an individual's life, from birth until death
You must understand each personality type, how to identify them quickly, and then modify what you say and how you say to match the type of each client or prospective client you are talking to. This is not a game of manipulation or coercion but a professional approach to effective communication and counseling.
There are many ways to differentiate people. For example, according to the Myers-Briggs Type Indicator (MBTI), which is based on Jung’s theory of psychological types, there are 16 different personality types. We can also differentiate people by their:
Cognitive style: This is based on how people think and process information and includes analytical, intuitive, and creative thinking styles.
Temperament: This is based on how people react to and interact with the world and includes sanguine, choleric, melancholic, and phlegmatic temperaments.
Values: This is based on the core beliefs and ideals people live their lives by and includes individualism, collectivism, and egalitarianism.
Goals: This is based on the motivations and ambitions people have for their lives and includes short-term, long-term, and lifetime goals.
Communication style: This is based on how people communicate and includes expressive, driven, amiable, and analytical communication styles.
Our focus has been to distill the vast array of personality types into a practical, easy-to-understand framework that personal trainers can readily employ and use in their work. After extensive research and practice, we have identified a dominance of traits that give rise to six basic personality types. These types encompass the diverse range of individuals we encounter in our profession and provide a solid foundation for personalizing our coaching strategies.
Including different psychological theories in this manual responds to the increasing demand for psychological knowledge and skills among personal trainers over the past decade. We aim to provide you with an initial understanding of the diverse possibilities in the field, encouraging you to explore further any specialty areas that resonate with you.
At the PT Business Academy, we are committed to supporting our members in their personal and professional growth. By continually developing their skills through ongoing education, personal trainers can ensure they remain at the forefront of their industry, offering the best possible services to their clients.
In the following sections, we will explore these six personality types, their dominant traits, and how trainers can leverage this understanding to deliver more effective and engaging coaching. By tapping into the power of personality typing, we can unlock our clients’ potential, helping them achieve their goals and encourage a lifelong passion for fitness.
2.4.1 Erik Erikson's 8 Stages of Psychosocial Development
While Erik Erikson’s 8-stage model of psychosocial development is not a personality typing system per se, it does provide valuable insights into the various stages of human development and the challenges individuals face at each stage . The reason for implementing Erickson’s theory into this textbook is to give you a brief understanding that we keep evolving physically and psychologically throughout our lifespan. Since good personal trainers work with their clients for longer periods, you will likely witness those small changes in your clients on your own. By incorporating an understanding of this model into our approach to personal training, we can better tailor our methods to meet clients’ unique needs in different stages of their lives.
Erikson’s 8-stage model encompasses the entire human lifespan, detailing the psychosocial crises individuals must resolve for their healthy development. Each stage is characterized by a central conflict, which, when resolved, leads to the development of a particular virtue . Erickson’s 8-stage model is very complex and describes different stages in a human’s life, which has no direct impact on your work. However, we wanted you to acknowledge the different stages of our psychosocial development since you will work with clients at different stages in their lives. Usually, you will work with an age span from early adolescence ( teenage years) to our senior clients above 65 years. Depending on your selected niche, a certain age group will become your target clientele.
Below is a brief overview of each stage and how it relates to personal training:
- Trust vs. Mistrust (0-1 years old): Though not directly applicable to personal training, this stage is crucial for developing basic trust, which lays the groundwork for future relationships, including those with personal trainers.
- Autonomy vs. Shame and Doubt (1-3 years old): At this stage, individuals begin to develop independence and self-control. While most clients will have already passed this stage, understanding their history can help trainers foster a sense of autonomy and self-efficacy in their clients.
- Initiative vs. Guilt (3-5 years old): This stage is characterized by developing a sense of purpose and the ability to set goals. Again, trainers can use this understanding to help clients establish and work towards their fitness goals.
- Industry vs. Inferiority (6-11 years old): Here, individuals learn to master skills and gain a sense of competence. Personal trainers can encourage clients to master new exercises and routines, boosting their confidence and sense of accomplishment.
- Identity vs. Role Confusion (12-18 years old): Adolescents grapple with their sense of identity and personal values during this stage. Trainers working with teens may need to adapt their approach to be sensitive to their client’s evolving self-images and needs.
- Intimacy vs. Isolation (19-40 years old): As adults form lasting relationships, personal trainers can support clients by helping them maintain their fitness and health goals alongside their personal commitments.
- Generativity vs. Stagnation (40-65 years old): In this stage, individuals seek to contribute to future generations. Trainers can emphasize the long-term benefits of maintaining a healthy lifestyle and the importance of setting an example for younger generations.
- Integrity vs. Despair (65 years and older): As individuals reflect on their lives, trainers can help clients maintain their physical abilities and adapt their fitness goals to accommodate their changing needs and limitations.
Conclusion
By understanding Erikson’s 8-stage model of psychosocial development, personal trainers can better appreciate the unique challenges their clients face at different stages of life. This knowledge can complement the six personality types, creating a more comprehensive and empathetic approach to personal training that caters to each individual’s needs and promotes overall well-being.
As we formulated our model of six personality types We have established our personality model by integrating the previously mentioned established personality types into personal coaching, thereby enhancing our knowledge and proficiency in our field.
We acknowledge the potential for psychological development and changes that can impact the prominence of certain personality traits. However, it is not easy to outline clear boundaries between personality types, making it essential to understand the accompanying traits that define each type. While we know you will not work with infants or toddlers, we wanted to present a full overview of the theory better to understand the latter stages more important for your work. This knowledge enables us to be more adaptable and responsive to our client’s evolving needs, ultimately leading to more effective and personalized coaching strategies.
2.4.2 The Myers-Briggs Type Indicator: 16 personality types
The Myers-Briggs Type Indicator (MBTI) is a widely recognized personality typing system developed by Isabel Briggs Myers and her mother, Katharine Cook Briggs, based on the theories of psychologist Carl Jung. The MBTI is built upon four dichotomies, each representing opposing preferences that, when combined, result in 16 distinct personality types.
These types help us understand an individual’s patterns of thinking, feeling, and behaving, which can be valuable when tailoring our approach to personal training.
The four dichotomies in the Myers-Briggs Type Indicator are:
- Extraversion (E) vs. Introversion (I): This dimension relates to how people derive and expend their energy. Extraverts gain energy from social interaction and external stimuli, while introverts recharge through solitude and reflection.
- Sensing (S) vs. Intuition (N): This dichotomy pertains to how individuals process and gather information. Sensing types focus on concrete details and rely on their five senses, while intuitive types prefer to perceive patterns, possibilities, and abstract concepts.
- Thinking (T) vs. Feeling (F): This aspect focuses on how people make decisions. Thinking types lean towards logical reasoning and objective analysis, whereas feeling types prioritize empathy, values, and the emotional impact on others.
- Judging (J) vs. Perceiving (P): This dimension addresses one’s approach to dealing with the world around them. Judging types are structured and organized and prefer having a plan. In contrast, perceiving types are more adaptable and spontaneous and prefer to keep their options open.
Combining these four dichotomies, we arrive at the 16 Myers-Briggs personality types, each represented by a unique four-letter code (e.g., INTJ, ESFP). In addition, each type possesses its own preferences and tendencies, which can provide insights into an individual’s motivations and potential challenges in personal training.
Extraversion (E) vs. Introversion (I)
These dimensions represent contrasting ways of directing and receiving energy. They address the question: Do you prefer focusing on the external world or your internal world?
This dichotomy describes how individuals engage with others and navigate the world around them.
Extraverts are typically action-oriented, concentrating on people and objects, drawing energy from social interactions, and projecting energy outward.
Introverts, on the other hand, lean toward introspection. They appreciate profound and meaningful social interactions and recharge through solitary moments.
Sensing (S) vs. Intuition (N)
This dichotomy involves the question: Do you prefer focusing on the fundamental information you receive or interpreting and adding meaning to it?
It describes how individuals collect and perceive information.
Sensing-oriented people tend to emphasize facts and details, experiencing the world through their five senses.
Intuition-oriented individuals engage in more abstract thinking, concentrating on patterns, impressions, and future possibilities.
Thinking (T) vs. Feeling (F)
Do you prioritize logic and consistency or consider people and unique circumstances?
This dichotomy describes how individuals make decisions and form judgments.
Thinking types rely on logic and facts for evaluation, while feeling types take emotions into account.
Judging (J) vs. Perceiving (P)
Do you prefer making decisions or remaining open to new information and options when interacting with the external world?
This dichotomy describes how individuals tend to operate externally and reflects the attitudes of specific functions.
Judging-dominant individuals are typically methodical and results-oriented and favor structure and decision-making.
Perceiving-dominant individuals exhibit greater adaptability and flexibility, often excelling at multitasking.
The dominant function is the primary aspect of one’s personality, while auxiliary and tertiary functions play supporting roles.
2.4.2.1 The 16 personality types in MBTI
Drawing from the four dimensions mentioned above, 16 distinct personality types emerge, which we shall elucidate upon in the subsequent discussion.
ISTJ – The Logistician
These individuals are typically serious, pragmatic, and reserved. They appreciate order and organization and pay close attention to detail.
They enjoy planning ahead and place importance on tradition and adherence to rules. They are responsible, realistic, and can be described as reliable and trustworthy.
ISFJ – The Defender
These individuals are pleasant, responsible, and discreet. They are dedicated to their work and focused on fulfilling their obligations and duties.
They are loyal and thoughtful and prioritize the well-being of others. They avoid confrontation and appreciate a structured and harmonious environment.
INFJ – The Advocate
People with this personality type are earnest, rational, and diligent. However, they are also empathetic, principled, and private.
They cherish close, meaningful connections and are attuned to the needs of others, but they also require solitude to recharge.
INTJ – The Architect
These individuals are highly autonomous, self-assured, and inclined to work alone. They are analytical, inventive, logical, and ambitious.
They emphasize logic and evidence over emotion and can be seen as perfectionists.
They tend to hold high standards of competence and performance for themselves and others.
ISTP – The Crafter
People with this personality type are daring and independent. They are drawn to adventure, novel experiences, and risk-taking.
They are often quiet observers and may struggle to understand the emotional states of others, sometimes appearing unemotional or stoic.
They are goal-oriented, acting promptly to identify practical solutions and comprehend the root cause of tangible problems.
ISFP – The Artist
These individuals are calm, amicable, easygoing, and empathetic. They have a strong need for personal space and solitude to recharge. They value profound connections and prefer spending time with smaller close friends and family groups.
They are highly considerate and accepting, evading confrontation and remaining committed to their values and those who matter to them.
INFP – The Mediator
These individuals are imaginative, idealistic, compassionate, and loyal. They hold high values and morals, constantly seeking ways to understand people and serve humanity.
Family and home-oriented, they prefer interacting with a select group of close friends.
INTP – The Thinker
People with this personality type are characterized as introspective, reserved, and analytical. They excel in logic and math and are highly focused on problem-solving and understanding how things work.
More interested in ideas and theoretical concepts than social interactions, they are loyal and affectionate to their closest friends and family but can be difficult to know intimately.
ESTP – The Persuader
These individuals are action-oriented, employing practical approaches to rapidly achieve results and solve problems. Often sophisticated, charismatic, and spontaneous, they are outgoing and energetic, enjoying time with a broad circle of friends and acquaintances. Regardless, they concentrate on the present and favor the tangible over the abstract.
ESFP – The Entertainer
These people are extroverted, amiable, and impetuous, drawing energy from others. They relish being the center of attention and collaborating with others in novel settings.
Easygoing, fun, and optimistic, they are spontaneous and focused on the present moment, preferring to learn through hands-on experiences alongside others.
ENFP – The Champion
These individuals are enthusiastic, inventive, energetic, and highly imaginative. In addition, they possess exceptional interpersonal and communication skills and excel at offering appreciation and support to others.
However, they seek approval from others and value emotions and expression. They dislike routine and may struggle with disorganization and procrastination.
ENTP – The Debater
People with this personality type are inventive, outspoken, and joyful. They are idea-oriented and more focused on the future than the present.
They enjoy interacting with diverse people and relish engaging in debates. Though generally easy to get along with, they can occasionally be argumentative. In addition, they are skilled conversationalists and make excellent entrepreneurs.
ESTJ – The Director
These individuals are responsible, pragmatic, and structured. They are assertive and enjoy taking charge, concentrating on achieving results as efficiently as possible. They maintain clear standards and highly value tradition and rules.
They can appear rigid, stubborn, or domineering as they forcefully execute their plans. However, they excel at transforming plans into action due to their hardworking, self-assured, and dependable nature.
ESFJ – The Caregiver
These individuals are warmhearted, diligent, and cooperative. They openly express their feelings and generally assume the best in others.
They delight in assisting others and providing the care people need, desiring appreciation and acknowledgment for their contributions. They are keen observers of others and thrive in personal interaction and community situations.
ENFJ – The Protagonist
These individuals are responsible, warm, and loyal. Highly attuned to the emotions of others, they are capable of establishing friendships with virtually anyone.
Driven to help others realize their potential, they derive personal satisfaction from assisting others. Moreover, they tend to make excellent leaders as they are highly adept at facilitating agreement among diverse groups of people.
ENTJ – The Commander
These individuals enjoy taking charge. They value organization and structure and appreciate long-term planning and goal setting.
Possessing strong people skills and enjoying social interactions, they are not necessarily in tune with their own emotions or those of others.
Their leadership skills enable them to excel as executives, captains, and administrators.
Conclusion
The Myers-Briggs Type Indicator (MBTI) is a widely recognized and utilized tool in various professional fields. However, from a general and easy-to-use perspective, it is too complex for daily application in personal training. While the MBTI can be employed to understand one’s personality type or strategically select team members in a personal training business, we wanted to provide a more straightforward approach for immediate application.
2.4.3 THE SIX PERSONALITY TYPES IN PERSONAL TRAINING
In this section, we present an integrated and easy-to-use approach to understanding personality types within the context of personal training. We aimed to develop a framework that is simple to comprehend and applicable to real-world, everyday interactions with clients. Combining elements from various psychological theories, we have identified six primary personality types you will likely encounter as a personal trainer in your work.
It is important to recognize that throughout a lifetime, individuals may transition between all six personality types as their personality continuously evolves based on new knowledge and personal experiences. The challenge for you, like many others, lies in quickly identifying the personality type of the person you are interacting with and adapting your communication style accordingly. To enhance your communication skills with potential and existing clients, make it a priority to closely observe interactions, note any mistakes, and learn from them.
To support your understanding of these six personality types, we have provided a more detailed overview of some of the key psychological theories that explain how we, as social beings, interact with one another. In the following sections, we will offer valuable insights and practical tips to help you improve your level of service and become as valuable to your clients as possible.
Drawing from various psychological theories, we have distilled the following six personality types that are particularly relevant to personal training:
- The Absent-Morals Type
- The Ego-Dominant Type
- The Pleasing Type
- The Authority-Dominant Type
- The Principle-Guided Type
- The Responsibility-Dominant Type
Our intention is not to introduce a new theoretical framework; rather, we aim to equip you with the most practical tools possible for all aspects of your work as a personal trainer.
The Absent-Morals Type
Infants and very young children exhibit behavior that is neither moral nor immoral; this is referred to as the absent-morals type. The infant’s entire world is summarized down to its body and immediate environment. In infants, we can observe identical behavior as in the absent-morals type, which focuses solely on fulfilling their own needs and attaining instant satisfaction. This involves concentrating on physical necessities and taking immediate action to alleviate any discomfort, regardless of how it might influence the surroundings or others. For example, babies cry for various reasons, such as hunger, cold, fatigue, boredom, pain, or desire. They lack an understanding of ethics and morals and cannot distinguish between right or wrong, good or bad; they are also completely oblivious to the needs of others or the existence of other personalities. This communication style is crucial for the survival of our species since a baby has not yet developed any other way of communication.
Whereas in adults, that is clearly not the case. We experience similar behavior in those classified as the absent-morals personality type.
The primary characteristics of adults exhibiting the absent-morals type are:
- They easily obsess over seemingly minor stressful situations
- They tend to overindulge easily
- They use food as a tool of comfort
- They are more prone to substance abuse (alcohol or drugs) to escape reality and responsibilities
- They are more prone to obsessional behavior, leading to procrastination and avoiding problems or making decisions. The majority of obsessions are not productive – obsessing over a celebrity, gaming, sports team (not equal to engaging in sports), or fictional romance,…
The absent-morals type is a personality type we all adopt in our early stages of life. We might occasionally transition into but don’t stay in that behavioral change for long periods. Sometimes, people may feel the need to temporarily withdraw from the world and recover from life’s stresses. When the stress levels in life become unbearable, this might be a reasonable choice to prevent burnout.
Some individuals become entrenched in this behavioral pattern and are therefore labeled as absent-morals personality types. From Erickson’s theory, we now know we are influenced by the parenting style we were exposed to in the early stages of life. Therefore, being exposed to parents who display absent-morals behavior and whose parenting skills are abusive, brutal, chaotic, degrading, or involve explosive anger, the child may adopt the absent-morals type as their way of coping with life. In that case, the child often struggles to transition to other personality types. Your role is not judging any of the mentioned personality types but rather understanding the underlying causes and, if possible, working with them.
The absent-morals personality type is an early developmental stage that most people grow out of. If you come across them, it is best to disengage
Adults classified as the absent-morals type are rarely functional in our society. If you encounter a potential client marked as the absent-morals type, it’s advisable to disengage politely. It is reasonable to focus on helping those clients you know are willing to invest in themselves and able to understand their important role in achieving their goals. It is only possible to assist someone willing to take personal responsibility for the necessary actions to increase their quality of life. Communicating with someone using rationale and facts with someone accumulating negative emotions or even temporarily shutting down due to extreme stress is nearly impossible.
Regrettably, there is no known way to successfully work with the absent-morals type, no matter how desperately in need of your exercise guidance you perceive them or how much you want to help them. Less than 10% of the population is assumed to be classified as the absent-morals type.
Suggested Approach for the Absent-Morals Type:
“I’m happy about your interest in personal training and for coming in to see me today. At the moment, unfortunately, I am not able to offer you my services, and I am sorry for that. I admire your desire to get back in shape (or use the client’s desired goal). If you want me to, I can reach out to you as soon as any spots become available. I will take your email address and phone number and occasionally send you some useful information until a spot for you is available. Is that ok with you?”
"The amoral person is not one who lacks a sense of right or wrong. Rather, it is someone who is indifferent to right and wrong, and acts purely on the basis of personal gain or self-interest."
We encourage you to stay polite no matter the circumstances and know that people are constantly changing and can become your clients in the future. Taking a potential client’s basic personal data, regardless of their personality type, is always advised. Be cautious about asking their permission to send them any marketing materials (newsletters, sms,…), and follow any legal obligations regarding that data (for example, GDPR in Europe, DPPA in the USA,…)
The Ego-Dominant Type
It might well be that the Ego-Dominant personality type is represented at the largest scale amongst the general population, estimated at roughly 40% of the population. This makes it essential to identify their personality and adjust your approach accordingly quickly. It is crucial to do so to avoid losing a significant portion of your potential clientele, particularly since individuals of the ego-dominant type often have strong vanity-driven motivations to get into shape and maintain their fitness.
A healthy ego is vital for one’s success in all aspects of life, and the ego-dominant type is an essential part of personal development. When it comes to your prospects, many have a healthy approach to their ego. However, some may exhibit a more annoying and unhealthy version, characterized by demanding, egocentric, and self-centered behaviors.
The Ego-Dominant personality type is believed to be the most common type among the general population, with an estimated prevalence of around 40%.
The silver lining is that if you learn to handle these individuals well, they can become your strongest supporters, providing a wide network for referrals and becoming your longest and most loyal clients. Investing time and effort in understanding this personality type can rapidly benefit your career.
According to Freud’s personality theory, the ego develops in the first 3 years of our lives, and our superego emerges around age 5. The ego-dominant type then further develops during adolescence, drawing from Erickson’s fifth stage of psychosocial development, which focuses on identity formation. As individuals grapple with their own identity and work to more clearly define who they are, their ego is shaped, and they become increasingly self-centered. This stage is crucial for self-discovery and self-awareness as adolescents seek to understand their place in the world and their relationships with others.
During this time, the ego-dominant type becomes more pronounced, with individuals displaying heightened interest in their own accomplishments, ideas, and possessions. In addition, they may have a heightened sense of self-importance, focusing on their status and how others perceive them.
This self-centeredness, although typical for adolescents as they navigate the challenges of identity formation, can persist into adulthood if not balanced with an understanding of the needs and perspectives of others.
Personal trainers need to recognize the ego-dominant type when working with clients. Understanding and addressing their individual needs and motivations can lead to more successful outcomes. By acknowledging the ego-dominant type’s focus on their accomplishments and status, trainers can tailor their approach and communication style to build rapport, gain trust and status as “leaders,” and ultimately guide these individuals towards healthier lifestyles and improved well-being.
Adults characterized as ego-dominant personality types may exhibit behaviors such as rudeness, arrogance, aggression, combativeness, and strong opinions. In addition, they are prone to engaging in repeated cycles of conflict and resolution. They are often perceived as dominant individuals who frequently achieve their goals by intimidating others.
Despite these traits, ego-dominant types are highly goal-driven and motivated by their pursuit of status symbols and achievements. As a result, they can become clients whom personal trainers can effectively guide through the process of improving their fitness and overall quality of living. To accomplish this, trainers must establish themselves as “worthy” and an “authority” in their field, proving their expertise and competence to the ego-dominant client.
Ego-dominant types appreciate the company of authority figures and leaders, finding validation and satisfaction in their association with these individuals. Therefore, by presenting oneself as a knowledgeable, confident, and experienced professional, a personal trainer can effectively build a connection with an ego-dominant client and motivate them to achieve their fitness goals.
When working with ego-dominant clients, it is essential for personal trainers to strike a balance between asserting their authority and demonstrating empathy and understanding. By acknowledging the client’s accomplishments and aspirations and providing guidance and support, trainers can foster a positive, collaborative relationship that ultimately leads to improved outcomes for the client.
Suggested Approach for the Ego-Dominant Type:
“Congratulations on taking what could be the most significant step in your life. As someone in your position, it’s essential to be a role model and pave the way for others. I understand that building a successful career like yours has been demanding, and I admire your determination. As I primarily train highly successful clients, you’ve definitely come to the right place. So, let’s schedule our first session and start making progress.”
The Pleasing Type
We all have experienced the tenderness and caregiving of the Pleasing Type since a large proportion of the population (approximately 30-40%) is considered this personality type. Individuals with pleasing personalities often make the best personal trainers. They may not be the best salespeople—that would be the ego-dominant type—but they excel as personal trainers.
The pleasing personality type, for example, may need help with client consultation and coaching because their highest priority becomes being liked by the prospect instead of securing effectiveness and outcome, especially in the beginning stages, where sales skills need to be at the forefront. On the other hand, the ego-dominant type excels at the first phase of client consulting, as they enjoy the sales process and closing deals.
A genuine affinity for other people characterizes the pleasing type. This can be traced back to Erikson’s psychosocial stages of development, particularly the fifth stage, characterized by identity versus role confusion. In this stage, we begin to care about how others perceive us and discover that a significant part of this perception is connected to our ability to fulfill the needs of others. We become more aware of relationships and what it means to care for others, realizing that taking care of others’ needs also provides benefits to ourselves.
The most common characteristic of the pleasing type is a strong motivation to please others, stemming from the realization that our well-being and success are connected to nurturing the needs of others. This drives the development of important social skills such as cooperation and mutuality, enabling us to give approval, appreciation, and recognition to the well-deserved service of others.
The pleasing type seeks acceptance and approval from those around them, often fulfilling these needs by performing unasked favors. A healthy pleasing type is instrumental in starting and developing relationships, as they are sensitive and responsive to the needs and feelings of others.
On the unhealthy side, the pleasing type can show manifestations as passive-aggressive behavior, manipulation, or emotional blackmail that may be used to control and manipulate others. In addition, this unhealthy behavior can translate into a state where they become blind to the pleasing person’s mistakes and morally wrong actions. Unfortunately, we can often observe that kind of behavior with new and inexperienced puppy owners.
With the unhealthy manifestations, the person then struggles to maintain relationships and can transition into an ego-dominant or even absent-morals personality type.
One of the biggest challenges with the pleasing types is that they may be so driven to make you like them that they rarely reveal the true reason if they can’t or won’t work with you. They want to be honest with you and simultaneously struggle with honesty because of their fear of rejection or fear of hurting others’ feelings. This fear often combines with their inability to make decisions, making it challenging for you to guide them toward action.
In coaching, we often notice a lack of self-awareness and the ability to express their opinion when working with a pleasing personality type. Therefore they will suppress their point of view and agree to anything to please you. Due to their inability to make any decision making, they will use stalls such as “I need to sleep over it” or “I have to talk to my partner” and avoid making a decision to start their fitness journey.
Suggested Approach for the Pleasing Type:
Before diving into an example, it’s important to emphasize the need to adapt your communication style to match that of the pleasing type. This approach is similar to the concept of mirroring in NLP (Neuro-Linguistic Programming). Demonstrate genuine care for them and emphasize the importance of self-care, as it enables them to better care for others—which is absolutely true.
As you embark on your journey into personal training and the fitness industry, cultivating an authentic desire to care for others should be a priority, even outweighing your desire for financial compensation. When interacting with someone with a pleasing personality, it’s essential to show that you truly care by being polite, attentive, and nurturing.
“Thank you for considering personal training with me. I appreciate your interest and want you to know how important it is for me to help you take care of yourself. By focusing on your own well-being, you’ll be in a better position to care for the people around you. I understand that your desire to help others is a significant part of who you are, and I’m here to support you every step of the way. So, let’s work together to create a tailored training plan that will empower you to become the best version of yourself, so you can continue making a positive impact on the lives of others.”
The Authority-Dominant Type
As we’ve discussed, many of our personality facets develop during puberty, in the fifth stage of Erickson’s model. It’s essential to emphasize that every person is a mixture of different personality traits. The six personality types we provide as a framework aim to highlight the dominance of certain traits that manifest themselves in adulthood.
The authority-dominant type, however, starts to develop even earlier in Erickson’s model, in the third stage, where individuals begin to develop initiative and feel secure in leading and making decisions. Proper guidance encourages them to become leaders, which is often the case for the authority-dominant type.
Eventually, the transition through different personality types, and a period of endlessly trying to please parents, teachers, friends, and family, or at least continuously striving to achieve the goals others have set for you, you may start searching for the “True path.” As you become more disassociated with the pleasing personality type, you gradually transition to the authority-dominant type.
While pursuing your search for the “True path,” you begin to explore rules, principles, experts, books, magazines, TV, and other channels providing you with authority figures to show you the right way to do things and how to behave. Suddenly, an unspoken drive guides you to learn how to get along and become a good student, employee, supervisor, teammate, spouse, or partner.
The authority-dominant type is determined to find the rules of life, explore them, learn them, and possibly change them for the better. They have chosen a path and are fully aware of it. Therefore they’re determined to become as good as it gets at what they do.
Unfortunately, there will always be a sample of the population characterized as the authority-dominant type that will serve as a negative example. That negative-minded authority dominance may lead to beliefs that there is only one true way of handling life situations and ignoring the existence of nuances and different solutions for the same outcome.
An important perspective to implement and help to implement your clients with this personality type is the following:
- It is good to have a set of rules and reasonable to keep them
- It is good to explore other ways and be open to breaking the rules and reshaping them when we find a better way
These two perspectives require wisdom to be applied. That wisdom is gained through constant learning with an open mind and gathering experiences.
It is absolutely crucial to have rules in place for a society to be functional. The rules in place must ensure safety and effectiveness while not limiting individuals in their pursuit of searching for better ways.
The authority-dominant personality types tend to surround themselves with like-minded people or those they perceive as similar or equal to themselves. However, some individuals within this personality type might develop a more negative outlook, adopting a “with me or against me” mentality, which can ultimately lead to prejudice and bias. This unhealthy side of the authority-dominant type can manifest as dictatorial, intolerant, and moralistic “arrogant know-it-all” personalities.
Suggested Approach for the Authority-Dominant Type:
When working with the authority-dominant type, it is essential to establish yourself as a leading authority in your field of expertise. Present yourself as being on the same level of competence as they are and provide logical, fact-based, well-reasoned, and highly skilled solutions that offer a solid framework and rules for bullet-proof results.
Be prepared to face objections that may be very direct and even border on insulting. Maintaining your composure and logically dismantling these objections while demonstrating your expertise and knowledge is crucial. Doing so will gain the trust and respect of the authority-dominant type, enabling a more effective collaboration in achieving their goals.
The Principle-Guided Type
The Principle-Guided Type develops its personality traits in the later sixth stage of Erickson’s model. At this point in life, people become more settled, and their opinions are formed based on their experiences and knowledge derived from life.
For the Principle-Guided Type, expectations from life are not solely based on personal needs but also on maintaining a fair balance in the world or at least in their immediate society. They recognize that there are values that outweigh rigid rules and understand that they are part of something bigger.
These individuals take pride in having built something lasting and having done so in cooperation with others: a functional marriage, raising children, building a home, or starting a successful business. They realize that their success is only possible with effective interaction with others along the way (parents, teachers, spouse, colleagues). At this stage, the Principle-Guided Type seeks to share and give back.
Fairness becomes a crucial value that they expect from both others and themselves. This sentiment is well captured in the saying:
“A society grows great when old men plant trees in whose shade they shall never sit.”
This quote is often attributed to the ancient Greek philosopher Socrates, reflecting the wisdom of nurturing future generations and contributing to the greater good.
Fairness and caring for and about others while sharing the fruits of your work are among the principles that characterize the Principle-Guided Type. Individuals with these personality traits embrace and accept others for who they are, celebrating differences rather than condemning them. They let go of judgment, bias, or prejudice, often found in the unhealthy aspects of the Authority-Dominant Type. Additionally, they develop a greater appreciation for themselves. They no longer feel the need to please others at the expense of their own needs, as seen in the Pleasing Type, nor prioritize their needs and desires over others, as demonstrated in the Ego-Dominant Type.
Suggested Approach for the Principle-Guided Type:
Approaching the Principle-Guided Type can be delightful. As with other approaches, employing the concept of mirroring is beneficial. Express gratitude for their trust and collaboration, share your knowledge openly, and don’t hesitate to admit when you’re wrong or unaware of something.
This personality type understands that we are all continuously learning and improving. Therefore, demonstrating that you care for them and actively seek better ways through ongoing education and self-improvement will pave the way to success when working with the Principle-Guided Type.
The Responsiblity-Dominant Type
The responsibility-dominant type is fully conscious of the fact that each action and decision they make directly impacts their life. People with this personality type recognize that their current situation is the cumulative result of their past actions and choices.
They accept themselves, their families, their profession, their bodies, and their appearances as outcomes of their actions. They embrace the concept of choice and the responsibility of making the right decisions. They understand that their successes and failures are based on their actions, not the circumstances they were born into, the alignment of the stars or planets, luck, or the social status of their parents.
A person with these personality traits feels compelled to provide opportunities for others in need. They believe in creating chances for growth and development rather than merely offering handouts. In addition, these individuals feel a sense of duty and responsibility to leave the world a better place and strive to make a positive impact through their actions.
As an experienced personal trainer, you will look back on your career and remember that you have encountered clients with these personality traits. Moreover, they will likely continue as your clients for prolonged periods simply because they feel responsible for you and your professional success.
Working with them becomes a collaborative experience where you transition from a guiding figure to a travel companion, sharing knowledge, ideas, and experiences. The responsibility-dominant type appreciates and values the power of collective effort and understands that success results from continuous learning and improvement.
By embracing the responsibility-dominant type’s perspective, you can create a strong partnership with your clients that fosters growth, development, and progress toward achieving their health and fitness goals. This should be fairly easy to do. First, focus on providing information and then ask for their opinion while discussing the benefits and pitfalls of the provided idea.
As a PTBA Personal Trainer, you have already experienced the personality traits of this personality type yourself. As a result, you have already taken on the responsibility to inspire, motivate and teach others to lead a more healthy and proactive life.
Suggested Approach for the Responsibility-Dominant Type:
Show them that you are of value, and take your responsibility as a trainer seriously. Provide them with new knowledge and ideas on improving their health and improving the quality of life of those they feel responsible for. Your role is to share concepts and tools they can apply and share with others.