When I was starting my personal training business, I had one goal: Be Successful!
The only problem was, how do I do that? Does that mean that I want to have a ton of people talking about how much progress they have made with me? Does that mean I have financial freedom and don’t have to go back to the corporate world? Or does that just me that I straight up deliver results and Get Sh!t done?
I can tell you this, after being a successful trainer that your goals will change and develop as you go. Your goals will be different in two years than they were in the beginning. Honestly, in the beginning, my goal was to be successful and more importantly not to Fail!
The Tale of Two Trainers
As with any business you have a busy season and you have a slow season. And the difference between success and failure often depends on how you set up your business.
It’s a few days before Christmas and all through the gym…not a creature is stirring…except for a few trainers and their clients. You see, during this time of year, most people go out of town, start carb loading their favorite breads, and second guessing their workouts.
I didn’t really notice this until I had the 5th cancellation in two days. Then I really started to take note of the situation…
The two trainers that are working so diligently set up their business for success! And the ones who didn’t are either at home reading their 4th cancellation text of the day or on vacation. When I was starting my personal training business, I heard of these crazy stories and I decided to do something about it. I took action and set up my business so I didn’t have to worry about cancellations and added some urgency to my clients by creating a fail proof business model.
The Stressed Trainer
I was determined when I was starting my personal training business to create a steady cash flow. In the big box gyms, they sell packages for personal training and since that is where most trainers start, that is how they run their business. They sell packages of ten or more and sometimes offer free sessions.
And the holidays are a perfect reason why that doesn’t work! Because as I am working during the holiday season I realize that the trainers that are not in the gym, are the ones who sell packages. It is simple, packages create short term clients. And if you are trying to support yourself in this business as an independent trainer, this doesn’t work.
Now I’m not saying this doesn’t work for everyone, but if you only have a few clients you may be scraping by on this method.
The Stress-Free Zone
As I am standing there in a pile of sweat and burning fat from all the clients pushing through the holiday jitters, I came to this realization: The two trainers in the gym operate on a monthly session program! Instead of selling packages, we sell macro results! What I mean by macro, is that we sell the whole picture of fitness! When clients sign up with the trainer, they are committing to the month or year instead of individual sessions.
90% of my business operates on a membership basis!
In the stress free zone, clients are accountable because they pay for the month in advance. So, during the holiday season, all my clients are there because they have the fear of loss! They don’t want to lose the money they have used to pay for training.
Its a perfect combination! It holds them accountable, and creates a positive cash flow for your fitness business.
You can do this the hard way by collecting checks monthly or use the easy method!
Laying the Foundation
A year after starting my personal training business, I was living on the edge of success and failure. Then I switched my clientele to the membership program and almost double my revenue over night!
Now you have to choose, which trainer do you want to be? Often times the difference between success and failure is made with one small step.