Fitness, Business, Fitness Business, & Achieving Life Goals

Be Your Own CEO While Working for Others is a session I will be presenting at Club Industry East in Boston this year. The idea came from club employed Personal Trainer complaints that I’ve heard through the years. “The club is getting half of the money, so why should I work hard at selling Personal Training for them?” That kind of mindset limits their ability to build their business. Which isn’t good for them or the club.

I get it. You don’t want to work for “the man.” You want the money to be all yours. I can’t blame you. BUT, if that’s the case, then you had better be ready, willing, and able to go and start your own business. And, by the way, the money is never “all yours”. What about your facility overhead, taxes, insurance, etc. that is currently taken care of by the club you work for? Now, I still believe that most people should be working toward owning their own business, but know what it really takes to do that. Don’t just think it’s as simple as hanging a shingle. Read The E-Myth Revisited by Michael Gerber.

So, in the meantime what do you do…resign yourself to doing a half-a** job because you’re working for some else? Get over it! Your brand, your reputation, how smart you work, your business within the club, is in your control. Yes, the club takes it’s cut, but you get yours as well. Are you doing what it takes to make the most you can in the club. Ask yourself these questions(and there are more):

If there are Personal Trainer tiers, are you taking the steps necessary to move up to the top tier?

Are you always friendly, smiling, and approachable?

Do you always look and act as a professional?

Are you exceeding your existing clients’ expectations, constantly showing the value?

Are you asking them for referrals?

Are you spending time in the club and on the workout floor (on your own dime if necessary) connecting with members and seeking opportunities to sit down with them to problem solve and make a recommendation (if appropriate) to train?

Are you connecting with your club sales people and letting them know what you specialize in and what kind of members you work best with? You could even treat them to a session so they will know what they’re promoting in you.

Are you opening your schedule up to connect/integrate new members into the club.

Are you teaching group exercise classes for greater exposure as a fitness expert and to build rapport with a large group of people?

Are you doing small group trainings to maximize your $/hr earnings?

Are you creating an contact/email list to: re-connect with people, see how their program is going and if you can be of help to them, send e-newsletters, blog postings, links to articles of interest which helps to make you the go-to person for information?

Are you using/creating the tools to monitor your productivity? (i.e. a closing ratio spreadsheet)

This is not a complete list, by any means, but is a great start on taking control of your business within the club you work for. Good luck, make it happen, and if I can be of help to you, please email me at m a r k @ m a r k n u t t i n g . c o m.

Best wishes, Mark