Build a $100k PT Business The Ultimate Guide
I’m going to show you how to find success in the personal training business and at the end of this article, you too will be able to start making cool bucks.
Trust me, a Bachelor’s degree, multiple certifications, and over ten years of experience confirm that I’m the right guy to help you get started.
Let’s jump right in!
What do personal trainers make? That’s the burning question I get asked by many who visit this site.
So you’re certified and you’re ready to step out into the big world of professional fitness. That makes it a very relevant consideration.
This is now your career and livelihood, so the goal is to make it profitable and sustainable of course.
Now, it’s fair to recognize that personal training business will continue to grow, it is a burgeoning industry. The demand for health and fitness products and services has skyrocketed over the last decade.
People are more conscious about their health and fitness needs, and with that rising awareness comes a demand.
However, as with any lucrative industry, competition is continuously growing and the market is saturating fast.
In the US alone, there are approximately 340,000 personal trainers as of writing this article.
The number is growing and the options for true innovation are dwindling.
Quite challenging prospects if you also factor in the inherent challenges that come with running a PT business.
Administrative constraints, marketing, and sustainability of revenue all come into your field of concern.
You need to be realistic in order to defy the reality most trainers face.
The first question you should ask is how much money do personal trainers make?
From here, you can begin to look at the common strategies that the average trainer implements so you can build on them.
According to statistics, the average personal trainer salary sits at roughly $60, 000 per year.
If you want to earn more than that, you have to stand out. The highest-paid personal trainers all have a quality or set of defining attributes that stand them above the rest of the pack.
It’s not just about working hard, the world is full of hard workers, but working smart is what gets you the big bucks!
So how do you stand out and become a top earner?
Well, that’s what I’m about to share with you.
I’ve gathered facts, figures and pro tips from my experience as a successful fitness professional which I will share with you so you can have a shot at making your dreams come true as a pro trainer.
Just in case you haven’t already gotten your certification or are considering options for continued education, my quizz can help guide you to the right option for the type of trainer you are. Check it out here.
And without further to say, let’s jump into my top tips on building a 100K fitness business.
Top 7 Tips For Building a $100k Fitness Business
Tip #1: Specialize
In this section, you’ll learn about the different specialization certifications and which one best suits your personality.
Join me to discover what specialized certification will work best for you.
Let’s get going.
Having a niche is tantamount to how successful you’ll ultimately be as a trainer.
You need to stand out, or at the very least, offer something less common, while also retaining the standard tools and approach of your average PT.
That means diversifying your services, and the most fundamental way to do this is through specialized qualifications.
You should already have a standard PT certification from a recognized, accredited agency.
That’s great, but in this day and age, that’s simply not enough. You need to be able to offer more than just your run-of-the-mill PT services.
The trick, as I hinted at, is balancing your general PT services with a mix of specialties.
You want to be the person who’s on call for as many different services as possible.
You will, of course, need to have the relevant competence and credentials, so getting a specialist cert attached to your name is a big bonus.
The first one I suggest getting is a cert in group training or group fitness. I’ve reviewed some of the best group fitness certs right here, so check them out and see which one works for you.
After this, you’ll want to go into special populations. One that I’ve found is really picking up is youth training or fitness for kids.
Parents today are more in touch with the health and fitness needs of their kids. There’s also a high demand for giving kids a competitive edge on the sports field for scholarship and career prospects in the future.
Whatever the motivation, your business can truly benefit from having the ability to train kids effectively.
Another specialization is one that sits on quite the opposite side of the spectrum, and that’s training senior citizens.
Fitness is, in fact, an aspect of medicine, and although your PT cert does not award you the same level of qualification or scope of practice as a doctor, you still play a vital role in the public health system.
As people get older, their health and medical needs become more urgent. Staying fit is one of the most profound forms of treatment and quality of life boosters for senior citizens.
By keeping older people fit, you are not only allowing them to stay fitter and stronger for an extended lifespan, but you’re also helping them maintain their independence and ability to be productive and interactive in society.
This is very sought after, and this can be very profitable if we’re looking at how to make money in fitness.
Other specialties include:
- Special populations
- Pregnant women
- High-performance athletes
- Body transformation
Should you choose nutrition, make sure it is one of the top fitness nutrition specialist certifications on the market.
You can even specialize or find a niche in specific disciplines or sports. Examples of popular discipline-specific specializations include:
If you want to learn how to master small group training to make more money, keep it locked as I will be bringing out some paid content on how to max out you earning.
One big way I’ll be teaching you how to do that is through the art of small group training.
Mastering the group approach can help you net more revenue in the same amount of time.
for example, a small group of say, 10 clients will bring you more in a hours session that a single client.
To achieve this, get a group fitness instructor certification for your continuing education credits even if your fee per head is lower, the group volume will easily surpass a one on one session’s earnings in the same amount of time!
It ends up working cheaper for each individual client and makes you more money, the true definition of a win-win situation.
Tip #2: Grow Progressively
In this business, planning is everything. This section will discuss how to make the best of your time and plan to succeed.
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Are you ready to start making those plans that will help your business off on the right footing?
Come along, and let me show you how.
A big factor in determining how to make money as a personal trainer is how you map out your career progression.
Progressive, long term planning and patient diligence are key factors when looking at how to be a successful personal trainer.
As a fledgling trainer, your options are relatively limited.
You will likely need to start off at a big franchise commercial gym.
This is the best way to get your toes wet and gain the relevant experience you will need as a top-earning trainer.
Having said that, it is important to project your career with long term goals in mind, goals that shoot far past working in a big box gym.
These commercial fitness clubs, while offering easy access into the industry, are not where your bread will really be buttered.
You will learn the ropes, have a great pre-established environment and facilities and constant access to prospective clientele.
But the benefits stop there, especially where the money is concerned, so while this may be a necessary step for most trainers, it should always be a temporary stepping stone.
Working up from that you have the option to contract with private or boutique gyms, allowing you to take control of what you charge, but also comes with the hefty tedium of gym rent and admin work.
But if you want to earn more, you kind of have to spend more.
Working in a private gym as a contractor also has a bit more of an exclusive allure attached to it which you can leverage in your marketing approach.
This again, shouldn’t be your final destination, because while income would naturally increase, you’re still nowhere near making a killing, and your revenue is not as secure as you would like it to be.
Just as with your franchise club days, working as a contract trainer with private and boutique gyms should be a stepping stone.
This is where you establish your reputation as a reliable and seasoned fitness pro while growing your influence and client base.
From here, you want to be in a position to invest in an independent operation. You either want to open your own facility or function without the need for one by offering fitness-related products or services that don’t require fixed premises such as online training or house calls.
The best way to track your progress and figure out if you’re ready for the next big move, especially income-wise is to keep track of all relevant numbers.
Monthly and yearly income stats, client turnover/churn rate, online analytics all play a part in determining where you are in your career, helping you work towards where you want to be.
The highest-paid personal trainers are the ones who have gone through the works, starting from the bottom and paying their dues.
You can’t rush success.
Tip #3: Get Your Marketing Game On Point
This is where I get to expose my top marketing secrets.
You’ll get to learn how I find the right PAYING CUSTOMERS that become repeat business for me.
I know you’ll love this part; so let’s jump right into it.
How much do fitness trainers make? Well, lets rather ask, how much do fitness trainers market themselves?
One of the biggest struggles as a personal trainer is getting the word out that you are one.
Being able to effectively market yourself is so tricky when there are so many options to choose from all offering similar services.
This is where the specialization we spoke of in tip #1 will come in handy, but that alone isn’t enough.
You need to be able to broadcast your availability and do so in a way that will entice conversions and improve client retention.
To this end, social media is an obvious starting point.
Facebook, Youtube, Instagram, and other such platforms are the best place to present yourself to a wider audience.
However, statistics show that simply being present on social media is less than effective in building your client bases.
That’s because the highest-paid personal trainers have one thing in common, good reviews!
Whether those reviews come from positive word of mouth from the results your clients discuss within their social circles, or you have an online review platform such as Google or TrustPilot, you need to have actual people say good things about what you offer, it’s way more effective than you saying good stuff about yourself.
Other great marketing strategies include referrals and paid ads.
Having a good website with an effective SEO strategy is also essential if you’re aiming for that top-level income.
A full-spectrum marketing strategy that embraces all the resources and platforms I’ve just mentioned is a huge determining factor in how much personal trainers make.
Soon I’ll be releasing some premium content on marketing, sales, and business, so stay tuned if you want to learn more about that.
Tip #4 Online Coaching
Coronavirus or not, you can continue your personal training and coaching business from the comfort of your home.
In this section, I’ll show you how to utilize the power of the internet to leverage your business and keep your clients satisfied.
Let’s go e-commerce!
We live in a digital age, there’s no ignoring that, because you can bet your socks your clients and potential clients aren’t.
Increasingly, people are seeking their fitness fix online.
With the high paced hustle and bustle of modern life and the myriads of commitments we face just to keep up, the idea of setting aside time to meet and train with a coach in person is not that appealing for some.
We also live in a world where long-distance travel and connections are possible. Servicing existing clients remotely while converting new clients located outside of your geographic scope can only be achieved through online coaching.
When people ask me “how much do trainers make?” I often respond with “Not as much as they could if they were online.”
Online coaching is the fastest-growing segment of the fitness business. And while it might seem limiting with regards to the fact that you can’t give that personal touch, it’s also quite empowering and can lead to tremendous career growth when implemented correctly.
In order to do online properly, you need the right tools.
The first thing you’ll want to do is optimize your social media presence.
That means you’re no longer posting random content willy-nilly.
You now have a purpose-driven, organized approach to the way you handle your social accounts.
You provide value and meaning while directing your audience with effective calls-to-action or CTAs, opening them up to potential conversion.
Next, you will want your own digital real estate in the form of a web domain. Find a name that resonates with who you are and what you do, then register a domain.
After that, design your website with the right UI/UX principles and some SEO magic sprinkled in.
Next, you want to create the products and services you’re going to offer.
A great place to start is with custom workout plans. From here you can and should progress to nutrition plans. Nutrition is one of the most overlooked areas in the professional fitness business when it comes to trainer services, yet it’s probably more important than the actual exercise component.
Use this to your advantage and capitalize on nutrition.
Moving from here, you can start to design and package information products such as workout bibles, recipe guides, and video tutorials.
By using an eCommerce system on your site, you can ensure payments are managed automatically.
Taking things further, you can outsource your online PT activities to full-scale digital management systems that handle everything from program design, client tracking and instant messaging. A good example of this is Trainerize.
The online model is your gateway to the dream of passive income as a trainer. An online fitness coach salary, in addition to what you make with your in-person services, will boost your earnings significantly.
If you want to gain so pro insight into becoming a successful online personal trainer, stay tuned as I will be creating some premium content to help kickstart your online business.
Tip #5 Optimize Your Pricing and Payment Model
Next up, I’m going to show you how to make the best out of a sound and very rewarding pricing model.
Pay attention because different clients behave in a different way, so you need to be smart and be able to customize the pricing model to fit each client.
I’ll show you how below.
What you charge is one thing, how you charge is another. The highest-paid personal trainers are shrewd in how they collect their income.
What I mean is the way you price your services can have a big impact on how much money you ultimately pull in.
Many trainers falter not because they aren’t charging a fair amount for their services, they fall off because of the way they structure their pricing and payment systems leaves so many income irregularities.
You want to create a steady revenue stream as opposed to dribs and drabs of cash here and there.
You want to be able to budget your monthly income towards the things that matter instead of playing the waiting game with clients.
The best way to do this is to create a membership model. A system that retains clients over a membership period with recurring payment streams you can rely on for steady revenue.
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When you have to wait for once-off payments, you lose time on your income, and as you know, time is money. Getting paid late is the same as being lowballed in the value scheme of things.
Make your pricing options so that clients are incentivized to retain your services for an extended period, thus securing a stable cash flow as a result.
Another way of optimizing your pricing is by implementing a validity period policy.
Make it so that whatever package or tier your client’s purchase, there is a limit on how long it can be used.
Often, clients will purchase a package, and let that purchase sit until they feel motivated to get off their butts and use it.
By placing a time limit on a package, let’s say for 1 month from purchase, you are encouraging client activity, which will lead to results and retention and keeps the money coming in.
The system of payment is also important. Instead of having to remind your clients every instance that they need to pay, have payments automated through a debit order or similar system.
One last interesting thing I want to mention when it comes to pricing is to try not to lowball yourself in the hopes that a cheaper price will result in better business.
Consumer psychology is a funny thing. You will often find that the more expensive something is, the more perceived value is attached to it, making it more sought after.
Don’t be shy to price high, besides, it’s easier to slash a high price than to justify a sharp increase.
Tip #6 Get Involved With Nutrition
In my experience, having a good knowledge of nutrition makes the clients trust me more.
Let’s talk about the right kinds of food, how to measure them, and how to space them to get the optimal body.
Trust me, this is one of the most effective means of getting and keeping clients.
Ready? Let’s go!
How much do personal trainers make a year?
not much if they don’t fully integrate nutrition as part of their service.
As I already mentioned, nutrition is one of the most overlooked aspects of health and fitness as far as trainers are concerned.
Most trainers have a good solid foundation of nutritional science and psychology in terms of personal application, they obviously take that aspect of their lifestyles seriously.
The unfortunate thing is many trainers don’t translate this concept into a service.
That might be because nutrition is complex, it requires a lot more understanding of your client’s unique individual needs that exercise.
It’s also harder to monitor and motivate because you’re not there every time your client puts something in their mouth, but you are there most times they exercise.
Nutrition coaching is also difficult to implement because of the deeper psychological factors at play when it comes to remapping diet habits.
My advice is you must learn nutrition as a coaching practice and implement it as part of your service portfolio.
When good nutritional coaching is on offer, your revenue options will skyrocket.
Tip #7 Networking is Essential
The more people you know and who trust you, the more your business will thrive. It’s commonsense, right?
As simple as this may sound, many personal trainers miss out because they do not know how to network properly.
Let me show you how the game works, thereby helping you gain more clients.
Let’s go networking!
Success is never achieved in isolation and your network is your net worth, both pretty cliched Quotables.
But cliches are cliches for a reason, they are steeped in truth and understanding of objective reality.
So how much can a personal trainer make with networking in mind?
When it comes to the question of how to be a successful personal trainer, just as with any business venture, networking is your bread and butter.
Your influence, good reputation and access to business prospects/clients grow as you interact with more people and organizations.
You obviously want to immerse yourself within the circles relevant to what you are aiming to achieve.
So a great place to start is your classmates/alumni for whatever educational experience got you here, to begin with.
If you have a college degree in fitness science or sports medicine, connecting with your fellow alumni is a powerful networking event.
Even with certification, most of the top accredited certifying agencies have a portal to access the network of students past and present.
Networking in this way is more than just building your social currency, it’s also a way of learning.
You can have a mentor, or simply observe the success of your peers while recognizing and avoiding their failings.
Another great way to network is by attending trade shows, conferences, and seminars.
These are huge gatherings with an industry focus and thus, plenty of opportunities.
You can take this a step further and actually be an exhibitor at trade shows, marketing yourself not only to prospective clients but also to potential partners who can add value to your business.
The last way you can implement networking tactics is to actually interact with your clients in a more connected way.
By building rapport with clients and getting to the core of their character, you gain access to their network of family, friends and professional connections.
There you have it, people.
Making 100k a year as a personal trainer is not beyond reach.
I am a living proof that it is possible.
Just follow my steps, and watch your earnings begin to rise exponentially!
So there you have it, my 7 pro tips on how to optimize your PT business approach towards nailing a $100,000 + per year operation.
The key on how to make money in fitness is to offer unique value and recognize for yourself what that value is worth.
A lot of trainers recognize the inherent level of competition and challenge in the industry and they make the right moves to innovate around it, but after this, they very often forget to value themselves up and end up struggling, even with a golden opportunity.
When asked how much money does a personal trainer makes, I often reply, how much is that trainer worth? Increase your value by adding to your repertoire and your reputation.
Networking and adding to your credentials are key when considering this.
So the question of how to make money in the fitness industry is really a question of what have you done to increase your value, followed by what strategies you implement to substantiate that value.
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