Hey everyone! I want talk to you about what it takes to become a successful personal trainer. I hope to open your mind to a few things that are rarely talked about, but are crucial to making a good income from your personal training business.
I wanted to make this video because I know I have a lot of followers that are aspiring personal trainers or current personal trainers. Why should you listen to me? Well, the number one reason is because I’m not trying to sell you anything. Never take advice from someone who is trying to sell you something, like a PT certification.
The next reason is I’ve been in the fitness industry for 15 years and I’ve held every position in the gym from personal trainer, to sales manager, to general manager. I know what it takes to be successful in this industry and I’ve also witnessed dozens of people quit because they just couldn’t make a living training.
Here are my top 10 personal training tips to becoming a successful and profitable.
1. Sales
Sales is the lifeblood of all business and personal training isn’t any different. If sales makes you feel uncomfortable or you have a problem asking for money, then this job isn’t for you. I’ve seen great trainers that were broke, because they couldn’t close and I’ve seen absolutely terrible trainers that are making a lot of money because they can sell.
I’m not here saying it’s right, but it’s the truth so if you want to make a living personal training, then you better learn to sell. For anyone out there that has some sort of moral struggle with this … think of it this way, if you can’t sell them, then you can’t help them.
2. Marketing
The marketing side of the business is different for everyone depending on the city you’re working in, whether you’re working for a gym that provides you leads or working on your own, and who your target client is. But, no matter what you need to have a marketing plan. That plan should include:
1. A social media strategy. What social media platform are you target clientele on and how do you reach them?
2. Know your brand. What are you known for? What makes you stand out among all the other personal trainers?
3. Who is you target demographic and where can you reach them? If you want to train football players, then you can put an ad in the local high newspaper. If you want to train high end clients, then sponsor the local golf fundraisers. Being very deliberate in where you spend your time and who you want to reach.
3. Not Everyone is Trying to Make it in the NFL
Too often I see trainers who just simply don’t know what to do with beginners, seniors, or those suffering from obesity or other physical limitations. Just because you’re in great shape and can do anything, doesn’t mean that you should be trying to give the same workouts to your clients. Educate yourself on modified, low impact versions of your favorite exercises and remember that most people’s goal is to be more fit than they were yesterday… and more often than not, that doesn’t require a 400lbs. bench press.
4. Be Organized.
You should keep a planner, calendar in your phone, or some concrete way of knowing when all of your appointments are. Come up with systems for everything from selling, to providing meal plans, to workout programs. If you’re a “fly by the seat of your pants” type of person, then it’s going to work against you.
5. Have 3 Months Living Expenses Saved Up
Personal training is not a salaried or hourly position. The majority of trainer jobs pay per client trained which is why I recommend having enough money saved up to live for the first 3 months because it’s going to take at least that long to build up a clientele. Chances are you’re not going to make any money to start with. You’re going to have to hustle and grind for every new client. Even if you’re working at a gym, chances are you’re still going to be expected to find your own clients and at the very least close the leads that you’re given.
6. Be Professional.
Don’t ever let your guard all the way down. Don’t talk to them the same way you do your best friends, don’t cuss, don’t tell dirty jokes, and don’t flirt or have relationships with them. That may be fun at the beginning, but it won’t be fun when you lose them as a client and your paycheck goes down.
Show up on time and be prepared to get started. When it’s their time, PUT YOUR PHONE AWAY. Give them your undivided attention. How would you feel if you were paying for someone’s time and they sat their staring at their phone?
7. Be a Good Listener and a Therapist.
If you don’t like to talk, or don’t consider yourself a people person then it’s time to find a different field. Being a successful personal trainer is often more about being a therapist than it is about having a good understanding of fitness.
Think of it this way … Once they reach their goal, what’s going to keep them coming back? If they love talking with you, opening up to you about their bad day, and how much their mother-in-law annoys them, then they can’t stop training. Because who would they talk to if they didn’t have you anymore?
8. Get Results.
I’m always amazed at the low percentage of clients who actually see substantial results with their trainers. If they don’t see results, they’re going to quit and your pocket book is going to suffer so it’s imperative. I have 4 keys to making sure your clients get the results they’re paying for.
1. Provide a nutrition plan and go over it with them in detail.
2. Give your clients homework on the days they are not with you.
3. Provide accountability, ask them what they ate that day, did they do their homework, and give guilt trips when they are not doing what they’re supposed to be doing.
4. Actually workout!
9. Certifications and degrees do not make you successful.
I consider this to be the dirty little secret of the industry. There are so many people trying to sell you their certifications that it gets hard to see the reality. So here’s the truth…
1. Hiring managers don’t care about how many or what certifications you have. They only care if you can sell.
2. Most states do not require you to have a certification or any type of license to train.
3. Certifications do not make you a good trainer. I’ve known many with 4 year exercise science degrees that were terrible trainers. Unfortunately, certs and degrees don’t really prepare you for the business or social element of being a personal trainer. They only equip you with the scientific basis of training.
4. No prospective client will ever ask you about your certification or be impressed that you are QUZ, BFE, WFC certified.
5. Their only value is in the education and knowledge you receive from them. Don’t get me wrong, it is important to have the knowledge, but it far from guarantees success and is only a small piece of the overall puzzle.
10. Tough Love
Great trainers learn the art of “tough love.” What is tough love you may be asking? It’s the ability to show clients love when they need support and give a firm kick in the butt when they need motivation. It’s like walking a tight rope. If you’re too soft, then you become a push over and you lose your power. If you’re too harsh, then they lose respect for you and will defy you out of spite.
You want the client to feel guilty if they miss an appointment and feel like they let you down if they cheat on their diet. Clients respond better to be encouraged and motivated, oppose to be yelled at by a drill instructor. Never forget that you are working for the client and not the other way around.
Client retention should be your number one goal. If you take genuine pride and joy in their victories, while also being there to pick them up after they stumble and fall, then you’ll have a loyal client for life. All successful trainers have one thing in common; they have the ability to build meaningful coach and student relationships that last a lifetime.
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