Johnny clearly has dialed into a system that works for him. The most important of which is realizing “it’s not about me”. Helping others achieve their goals is best served when it comes from a selfless place. This doesn’t mean a personal trainer should put their needs aside. In fact, anyone working in a sales & service driven occupation should always ask an important question “what’s in it for me”. Nor am I suggesting personal trainers act 100% selfishly to achieve their goals. Rather, it means, if you work hard, do all the right things and service your clients at a high level, the reward will be success. Below, I show trainers how to achieve a 6 figure career when working within a fitness franchise. Some franchises offer a system where employees receive little or no bonus, have very little reason to be a good teammate and have limited opportunity to improve their financial standing. Here is an example that closely mimics this business model.
Franchise Financial Model 1 (no goal, commission or referral bonuses available):
- 6 training sessions a day = 6 x $25 / session profit = $150
- 150 x5 day / wk = $750 / wk
- x49 weeks = $36,750
I hate admitting this, but with 3 degrees and 2 industry relevant certifications, this was the exact amount of money I made early in my fitness and sport coaching career.
Other, more proactive franchises have chosen a model designed to create multiple levels of success and financial opportunity. With a strong support team and infrastructure, dedicated trainers build financial success within a couple of years. I guess the magic question is: how can a personal trainer essentially triple the salary shown above? Well, they can perform an insane number of client training sessions or they can begin to take advantage of the other available revenue streams offered inside a strong Sales, Science and Service franchise model. A few simple steps can help trainers diversify their business portfolio and evolve into a six figure Personal Trainer. This obviously isn’t going to happen overnight, but very few professional careers have a starting salary over $60,000 per year let alone the $100,000 outlined here. In a phone interview, the VP of Steve Nash Sports Club outlined their Elite Personal Trainer model (see below) and told me:
“If personal trainers run their businesses well, and take advantage of the financial opportunities available to them, they will not only earn a 6 figure salary, they will do so in less than 40hr/wk.”
SNSC Elite Personal Trainer Model (multiple goal, commission & referral related bonuses available). the keys to this system are:
- Charge more money based on experience and credential (Science)
- Be a team player and refer clients to other trainers
- Be a team player and refer new trainers
- Take advantage of product sales (nutrition, clothing & portable fitness equipment)
- Maximize bonus opportunities by hitting paid session hours / wk goals.
- 8 training sessions a day = 8 x $40 / session profit = $320
- 320 x5 day / wk = $1600 / wk
x49 weeks = 78,400
Plus Commission & Bonus Extras
- Commission on sales 160 sessions / month x $90/session = $1440
- Commission on $2000 supplements = $200
= 1590 / month x 12 months = $19,080
- Commission on referrals to other trainers x 2500 = $250
- Commission on product sales x300 / month = $30
= 230 x12 months = $3360
- 2 trainer referrals / year at $500 commission = 1000
- Team trainer bonus 6x / year = $1920
Grand Total = $103,760
Some of you are probably new to the industry and trusting what I’ve written. But some of you are currently working in other franchise models, maybe similar to franchise 1 above and think this isn’t a realistic salary? Well, I won’t tell you exactly what Johnny said his 2013 salary was, but lets just say, it’s a lot higher than 103G’s.
Go old school if you have to but if you are asking the key question “What’s in it for me”, franchise model 2 is the only way to go.
Chad Benson, MSc, CSCS, CPT
Vice President, BCPTI