How to sell personal training Pt:1 | Making More Money In Big Box Gyms

How to sell personal training. This is Jonathan
here and in this video I’m going to go over a topic that a lot of trainers need help on
and that is how to sell personal training in a big box gym. I think the personal training
sales manuals do a poor job in equipping you with tools on how to succeed in that environment
and usually when you get hired in the gym, they don’t do much to prepare you. They
just kind of throw you to the wolves. So I’m going to give you seven tips on how to see
success. But first, if you’re watching this video I definitely recommend that everybody
click up there and sign up for my newsletter so you can get weekly updates on how to navigate
the personal training industry. So I’m going to paint some broad strokes
and if you need more specific help in terms of details, spreadsheets, templates; I’ll
definitely recommend that you check out my Dumbbells to Dollars course, which is essentially
a high level mentorship course for personal trainers and fitness professionals that are
looking to start their own businesses. So tip number one, the first thing you should
do in the big box gym is teach classes. A lot of trainers have reluctance to teach classes
because they don’t like to be in front of a lot of people, I’m not sure why. But it
is the best option for you as it’s going to help you to establish report with a lot
of people at the same time and then that way when you are walking the floor as a personal
trainer, people know who you are already. In the instance where you’re teaching classes,
you can also promote your personal training either during or after the class. And your
goal is, when you’re teaching classes, to learn as many names as possible and then to
collect as many emails and get as much information as possible because you want as many people
as possible friending you on Facebook and following you on Instagram.
The one thing that you want to do when you teach classes is you want to have it similar
to your personal training style so people say, ok, I want this. However, you want to
water it down a little bit because you can’t have people pay for something they’re already
getting for free. So you want to take it down a notch and make it more accessible for the
universal client because a lot people will be taking the class. But definitely you want
to teach classes. Now the second thing you want to do is you
want to get cool with people in the gym that have influence over the patrons. So, after
I started teaching the class I would then start taking other classes, the more popular
classes. I would take the Zumba class, the spin class, step class, whatever tends to
draw a lot of people and your goal is to get cool with the instructors. And you want to
let them know, hey I’m a personal trainer in this gym, I really enjoyed your class,
great job and if anybody asks you about personal training – because people that take these
classes do ask about personal training, if anybody asks about personal training, send
them my way. And one hand has to wash the other so you can also in turn say, and whenever
I have comp sessions or clients, I’ll make sure to send them to your class because I
know that you’re going to give them a great workout. This will speak greatly to those
instructors because they have to keep their attendance up or else they’ll lose the class.
So one hand washes the other and then you’re fine. You also want to get cool with the sales
staff. If they like you, they’re going to send clients your way because they do the
sign up, so they know who’s interested in personal training. So if you have a leg up
on the other trainers, you’re going to be more likely to get the clients sent directly
to you. I would say that the best thing that you can
do in both instances is develop your own incentive program. A lot of times the gym, personal
trainers and the gym staff, don’t get along because they’re battling over the incentive.
I say don’t even worry about the incentive because the client leads to more clients.
The incentive that’s thirty or fifty dollars that you would get for a sign up really doesn’t
go anywhere but when clients refer you more clients, that’s how you make more money.
Alight so if sales staff knows they don’t have to argue with you for sales incentives
or if you say, hey if you sign me up a client I’ll give you an additional fifty dollars,
it’s worth it. It’s worth the amount of time that it would take to acquire that client
on your own. The third tip is to learn to assume the position
Trainer on Duty. Usually trainers operate under two areas; they’re either training
a client or they’re walking around as a desperate salesperson. You never want to walk
around as a desperate salesperson because people can feel it and they’re not going
to want to be near you. However, if you were to put a sign that says, Trainer on Duty,
and then have people at the front desk announce you and say, Jonathan is on duty from 6PM
to 8PM, if you need any help with any machines, he’ll be walking the floor, feel free to
help. If you have that then people are going to be more likely to want to talk to you,
they’ll ask you questions. And if you find that it takes more than two or three minutes
to answer their question, you’re going to say, you know what we’ll be probably better
off if we schedule a one on one appointment, a comp session and so we can make sure that
you get everything that you need. And that’s when you can start to pitch personal training.
Moreover, even if people aren’t’ coming to you, if you’re operating as the Trainer
on Duty, you can also operate as personal training customer service. You can walk the
floor and essentially just say, hey I was checking to make sure that you got your comp
sessions, as most people don’t get their complimentary sessions that are awarded to
them by virtue of their membership. So you can just go through the entire floor offering
complimentary sessions to the clients to make sure that you go through every possible opportunity.
The next tip, tip number four, is that you want to learn how to train in space. Often
times when you’re doing comp sessions, complimentary sessions, the trainer usually just takes the
client through the machines and once a client learns how to use the machines, then they
really don’t need you. However, if you learn to train in space, you know with free weights,
cones, TRX’s, things like that, then a client actually needs you. Then they benefit from
your creativity, alright? And it’s harder for them to replicate the workout that you’re
giving them. So you want to learn how to train in space and then even when you’re training
you never have to wait on other machines because somebody else is using it.
Tip number five, you want to put your client through the entire experience of having you
as a personal trainer. So it’s not just about you know, giving them two workouts and
expecting them to sign up because essentially, they’re looking to make what’s equivalent
to a car payment invested into you, alright? So you have to put them through an entire
courting process. You should put them through a full fitness profile, you should teach them
about nutrition. I always put all my clients through My Fitness Pal and I go over their
journals every day. So my journaling process for my boot camp lasts thirty days. Personal
training, it should probably last a week so from the time that you first meet them to
the time that they make their decision about whether or not they want to train, you should
have a week to show them how valuable you are. If you just focus on the workouts, then
they’re only seeing you for two hours over the course of a week. It’s hard to build
value. However, if you’re constantly communicating every day about their nutrition and it really
only takes two minutes to go over somebody’s journal, then they start to feel like a connection
with you, with the actual relationship. And that’s what you’re selling. You’re not
selling a product, you’re selling a relationship. So you want to give them the entire suite
of your personal training experience, not just exercises.
Now tip number six is you want to show your clients prices early. I usually show my clients
the prices before we do our first workout. So I’ll put them through their fitness profile,
I’ll talk to them about nutrition, I’ll set up their My Fitness Pal and then I’ll
show them the prices. Well, these are the prices should you decide to continue. Now
we’re going to start our relationship process and that will take place over the course of
the next six days. And that’s when I’m giving them workouts and that’s when I’m
going through their journals on a daily basis. So if they have an idea of what the prices
are they’re less likely at the time of close to say, I have to ask my husband, I got to
ask my wife, I got to think about it, I’m not sure if I can afford it. You let them
know in a nonchalant manner these are the prices, I’ll give you the experience and
then you can make your decision after you’ve experienced what it’s like to have a personal
trainer. If you do that, you’re going to put yourself in a better position to sell.
And then tip number seven is to always have back up options because not everybody can
afford personal training. So if your prices are fifty dollars an hour and somebody wants
to train with you four times a week, not everybody can afford eight hundred dollars a month.
But, if you were to offer semi-private training at let’s say, thirty dollars per session
then they’re paying something like half that. So you want to make sure to give them
a number of options. If they can’t afford semi-private training, perhaps they enjoy
the nutritional coaching that you gave them and then you can just offer fifty dollars
a month for nutritional coaching. It really only takes two minutes a day to check somebody’s
journal, alright? If they didn’t want to do the nutritional coaching, you can just
say alright, do this on your own and let’s do a checkup every month at thirty five dollars
per checkup and that’s when you give them a fitness profile, so you always have money
coming in. More than likely, after a month the client is going to realize, ok I need
at least some kind of accountability, maybe let me sign up for the nutritional coaching
because I haven’t seen any results or let me sign up for the semi-private because that’s
cheaper than training. And no matter what, if they sign up for a
package, you want to give them something extra. So even if they sign up for personal training,
you want to be able to offer them extra training. So I give my clients two extra days a week
and in my course I give you templates for extra workouts that the client can do, so
even if they sign up for two personal training sessions a week, they’re going to get four
workouts it’s just that two are supervised, two are unsupervised and they can keep you
posted on how they perform on My Fitness Pal. So you always want to give the clients options,
alright? So that’s about it, I’ve laid out seven
tips that you want to take advantage of it you want to see success in a big box gym.
You always want to maintain communication with the clients so you always want to get
their emails, you always want to keep communication, you always want to have good report and you
always want to have multiple options. Now if you think you’d benefit from having premade
spreadsheets, worksheets, templates for collecting emails, for monitoring workouts; I have premade
syllabuses just for classes, free classes and I have a syllabus for paid clients. This
is all available on my Dumbbells to Dollars course. I definitely recommend that you check
it out as it will provide you information on how to dominate the personal training industry
in the gym and how to navigate your way from working for somebody else to working for yourself
and eventually putting together a hundred thousand dollar business the way that I have.
So, check it out and as usual if you have any questions or comments, comment below and
if you haven’t subscribed to this channel, make sure to subscribe to this channel as
I’ll put new videos periodically. And as always remember to eat healthy, hydrate, drive
safe, stress levels low, get rest, don’t slap anybody, love your clients they will
love you back, I’ll see you all tomorrow or the next day and you have a good one.

60 thoughts on “How to sell personal training Pt:1 | Making More Money In Big Box Gyms

  1. Great video brah! Btw I hate trainers who put their client only on machines , that might cause all kinds of stabilizaition strength loss and muscle imbalances.

  2. jonathan, wouldnt it be a better idea to price present after the first free session? as the price might scare them initially. at my big box gym they tell us to do it after the session. also wouldnt i need a group fitness cert to do classes?

  3. Hey man great video i watch them all ive been having my nasm cert for about 3-4 months nd im also a cert massage therapist do u think i can use it to my advantage or just stick to one ?

  4. So you provide members with a week of free training, then give them the option of choosing a program? I'm only familiar with the one free workout/assessment/consultation then go for the close.

  5. Hey Jonathan, I'm 17 and really want to get into the fitness industry. Do you recommend any certain college courses if any?

  6. hey Johnathan I am preparing to become a cpt an you might already been asked this question but I want to know is possible that a personal trainer can work at two gym or more because not a lot clients

  7. i signed up for your course! possibly the best resource I can get my hands on! definitely a wealth of info that certifications don't really cover

  8. How you doing Jonathan. I know your a busy guy. I subscribed to your youtube channel and your news letter . Im a 23 yr old with questions that i believe you can answer. Is there a way i can connect with you one on one for some guidance? If there is i will highly appreciate if you share that source with me so that i. Can talk to you for a few minutes. Thank you Jonathan!

  9. i have found your channel and i first want to start by saying THANK YOU! i am a new NASM certified trainer and i am ready for the challenge. These videos have helped and you have defiantly left your mark in this world for trainers. i continue to watch the rest of these videos. Thanks again

  10. This is absolutely fantastic. I'm from Australia so I wasn't sure if certain points would apply to me or not, but they all do! Thank you!

  11. +How to sell personal training Hey Jonathan, are you saying to not go for the sale during the first meeting? A trial period of 6 days and then go for the close at a subsequent meeting? Thanks!

  12. Jonathan

    I would love to talk to you via email where the conversations are not public.

    James D. Tessmer II

  13. I work at a gym and I realllyyy don't know how to start on my own. What Insurances do I need, permits? I have no clue.

  14. I love your page! Subscribed to your newsletter and keeping up with videos is actually giving me confidence on my start up personal training ! Already have 6 clients and I actually like how you rather sell relationships and actually want your clients to progress! Very down to earth! Will be stuck on your videos for weeks!!

  15. Youre spot on with your personality man. Love seeing confidence in others. Also love helping others BE and FEEL confident.

  16. Thanks for the video, I find this helpful while prospecting for clients. I was taking notes and so forth. I always thought I wouldn't be good enough on the sales side of things. I have been through the certification course and I admit that the sales part of it was not talked about much.

  17. Hello, I am an independent mobile Fitness Instructor ( I go to them) and I need tips on how to market my services accurately. I have a website but I think I am missing something. I don't have as many classes as I would like right now..Any suggestions? Thank you in advance…

  18. In regards to showing your rates early and revisiting them down the line, how would you go about it if your gym only offers 1 free session? Since I'll be keeping in touch with a prospective client for the week, do I just bring it up during the final check up whenever I see them or through texting?

  19. When you say “nutritional coaching” don’t you have to tread lightly with that not being a nutritionist? How in depth are you able to go if someone is paying $50/month?

  20. When you say “nutritional coaching” don’t you have to tread lightly with that not being a nutritionist? How in depth are you able to go if someone is paying $50/month?

  21. The only thing I do not agree with is when prices are presented. I've ALWAYS had success presenting prices after the assessment/workout.

  22. Hii.Sir I had done the personal trainer course in 2011 and then I lift,got some problem.but now I want to restart my personal trainer.from where should I start please help me out.
    Thank you.

  23. I'd be all over this stuff if I had the time and if LA Fitness paid me to do any of this stuff. I don't get paid enough by them anyways, and they don't pay me to do the comp sessions. I do assessments and comp sessions unfortunately for free, and the never taught me how to use the system so I could get the commission. I'd love to get half of what they make their clients pay because I only get $6 a session that's only 25-30mins.

  24. Thank you for such an informative video!! You mentioned semi-private sessions. Do you mean training 2 people simultaneously during them or what? What exactly do you mean by "semi-private"? Thank you.

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