NASM 6th Edition chapter 20 – Developing a Successful Personal Training Business

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Chapter 20 NASM study guide

Provide great customer service:

As a personal trainer, you should never take your clients for granted and never see them as an interruption. Although the questions your clients ask may seem repetitive, giving off a bad impression is the worst thing you can do. Your clients are the ones paying the bills, and need to be the priority at all times. Creating a great first impression, using proper body language and vocal tone are essential. If there is ever a complaint about your attitude or your training, you need to own this and fix this.

Different places to work as a trainer

Commercial fitness clubs: One of the benefits of working at a commercial gym is that the salesman provides lots of opportunities for clients. Typically you will find pay rate structures, world-class equipment, and in-house training. Some of the cons include lower pay and no control over marketing or sales.

Independent contractors: Some of the advantages include – you may be able to control your schedule, you may be able to control marketing and sales, there are no overhead costs for equipment, rent etc. The cons are – probably no employment benefits, personal marketing for your business may not be allowed, the club will take a percentage of your sessions.

Owning your own facility: Can be very financially beneficial, very targeted marketing and networking, appealing to personalized clients. Some of the cons are – You are completely responsible for all of the overhead including your equipment and rent for space.

The 10 steps for success

  1. Set a desired annual income
  2. How much do you need to learn on a weekly basis to re-achieve this annual goal?
  3. To earn this weekly goal, how many sessions do you need to do?
  4. What is the closing percentage?
  5. What is the timeframe that new clients will be acquired?
  6. How many potential clients will you need to interact with in total?
  7. How many potential clients will you need to contact on a daily basis?
  8. How many potential clients will you need to contact on an hourly basis?
  9. Make sure to ask for the contact information for each member at the gym
  10. Always follow-up!


Chapter 20 NASM practice quiz

NASM flashcards for chapter 20

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