What I'm about to share with you may not fall in line with what you're currently doing now, so be sure to try to pick out the areas where you may be able to become more efficient.
1. Define Your Complimentary Sessions
When I was first starting out as a personal trainer, my complimentary fitness consultations with new leads were all over the map – sometimes lasting two hours. I didn't have a defined plan that I could follow step-by-step. However, all of that has changed now and my team and I follow a specific formula which allows us to schedule a 45- to 60-minute block for each comp session.
Tip: If you're not blocking out a specific amount of time for your complimentary fitness consultations they will look unstructured and you will end up eating up way too much of your time.
2. Carve Your Schedule in Stone
I see way too many trainers taking 15- to 30-minute breaks between sessions. This is an absolute waste of time, especially during peak training hours. Answer all client questions during your active rest periods between sets so that you can immediately flow right into your next session without interruption.
Tip: Use your planner to schedule at least three back-to-back sessions without breaks in between.
3. Always Start and End Sessions on Time
Your clients are important busy people and that means their time is valuable, therefore, you must always keep that in the back of your mind. You will look unprofessional and unprepared if you show up late or end the session late. What if they have their entire day planned with meetings and you end up starting and finishing 15 minutes late? They won't be too happy that their schedule has now been thrown off.
Tip: True fitness professionals don't waste their time or their client’s time by not being prompt for sessions and ending as scheduled. Your clients will appreciate your promptness.
4. Strictly Enforce Your Cancelation Policy
You're a professional, right? Do doctors, dentist, lawyers, hair stylists or massage therapists just let their clients cancel last minute without being charged? Absolutely not. And not charging a client when they cancel within 12-24 hours is showing them that your time is not valuable.
Tip: Let every new client know up front about your cancelation policy and then enforce it.
5. Offer Extras
Offering additional services involves selling supplements, equipment, and any other fitness related products that your clients may need in order to better reach their goals. Working within your scope of practice you can easily pick up equipment or a protein shake powder for a client and add a price mark up to it.
Tip: Offering "extras" to your clients comes once you've established trust with that client and actually have useful things to offer them that would complement the services you're already providing. This allows you to make some extra money without actually having to train any additional sessions.
Notice how I didn't title this article "make" more per hour or how the five ways did not include "short-changing" your clientele?
Remember, your job is to provide more value than what your clients are paying for – that's how you ultimately end up having more clients who want to train with you than you have time to train them. I know most fitness gurus are promoting get rich quick schemes, but in the real world, believe it or not, you still have to "earn" your paycheck. This is a good thing in my opinion since the system weeds out those who aren't willing to work to succeed in the fitness industry. It also handsomely rewards those who do persevere with a high five-figure or even six-figure yearly income.
I hope you enjoyed the tips and be sure to look for part 2 of this article which will show you how to create your ideal schedule while working fewer hours but still making the same amount of money.
1. Define Your Complimentary Sessions
When I was first starting out as a personal trainer, my complimentary fitness consultations with new leads were all over the map – sometimes lasting two hours. I didn't have a defined plan that I could follow step-by-step. However, all of that has changed now and my team and I follow a specific formula which allows us to schedule a 45- to 60-minute block for each comp session.
Tip: If you're not blocking out a specific amount of time for your complimentary fitness consultations they will look unstructured and you will end up eating up way too much of your time.
2. Carve Your Schedule in Stone
I see way too many trainers taking 15- to 30-minute breaks between sessions. This is an absolute waste of time, especially during peak training hours. Answer all client questions during your active rest periods between sets so that you can immediately flow right into your next session without interruption.
Tip: Use your planner to schedule at least three back-to-back sessions without breaks in between.
3. Always Start and End Sessions on Time
Your clients are important busy people and that means their time is valuable, therefore, you must always keep that in the back of your mind. You will look unprofessional and unprepared if you show up late or end the session late. What if they have their entire day planned with meetings and you end up starting and finishing 15 minutes late? They won't be too happy that their schedule has now been thrown off.
Tip: True fitness professionals don't waste their time or their client’s time by not being prompt for sessions and ending as scheduled. Your clients will appreciate your promptness.
4. Strictly Enforce Your Cancelation Policy
You're a professional, right? Do doctors, dentist, lawyers, hair stylists or massage therapists just let their clients cancel last minute without being charged? Absolutely not. And not charging a client when they cancel within 12-24 hours is showing them that your time is not valuable.
Tip: Let every new client know up front about your cancelation policy and then enforce it.
5. Offer Extras
Offering additional services involves selling supplements, equipment, and any other fitness related products that your clients may need in order to better reach their goals. Working within your scope of practice you can easily pick up equipment or a protein shake powder for a client and add a price mark up to it.
Tip: Offering "extras" to your clients comes once you've established trust with that client and actually have useful things to offer them that would complement the services you're already providing. This allows you to make some extra money without actually having to train any additional sessions.
Notice how I didn't title this article "make" more per hour or how the five ways did not include "short-changing" your clientele?
Remember, your job is to provide more value than what your clients are paying for – that's how you ultimately end up having more clients who want to train with you than you have time to train them. I know most fitness gurus are promoting get rich quick schemes, but in the real world, believe it or not, you still have to "earn" your paycheck. This is a good thing in my opinion since the system weeds out those who aren't willing to work to succeed in the fitness industry. It also handsomely rewards those who do persevere with a high five-figure or even six-figure yearly income.
I hope you enjoyed the tips and be sure to look for part 2 of this article which will show you how to create your ideal schedule while working fewer hours but still making the same amount of money.
Stephen Cabral has consulted for MTV, Men's Health, NutritionData, SELF, Women's Day, as well as dozens of others. He was named the PFP 2011 Trainer of the Year. He is also a fitness writer, author, studio owner, and the founder of Personal Training Business School. His free fitness business video series, proven strategies and tips can be found athttp://PersonalTrainingBusinessSchool.com
