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Tuesday, 21 March 2017 13:54

Trainer dude uses google

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He took the job because it was the first gym to offer.  At 22 years old, fresh from graduation, he didn’t even have a certification.  But that was coming soon.  On Saturday, only 3 days away, he would sit for the exam, and there was no way in hell he was going to fail.

The gym was about 10000 square feet.  It had a bunch of treadmills, elliptical machines, and a few stationary bicycles. 

In the middle part of the gym, about 14 pieces of Cybex machine weights were stationed. 

Down a dark hallway, in the back of the gym was the free weight area.  Dumbells, and more dumbells.  A couple of squat racks, a hack squat, a 45 degree leg press, some kettlebells and a bunch of benches, crammed into this corner in the rear of the building.

The 22 year old soon to be certified trainer was excited.  He was told the following:


-           You are an independent contractor. 

-          Find clients any way possible.  The only rule is that they have to be a member.

-          The revenue split is 60/40.  You as the trainer get 60% of the money.  The gym gets 40%.

-          Charge whatever you want, but we would like you to be consistent with our other trainer. She charges $50.00 for a session, 10 sessions for $450.00, and 20 session for $800.00.

-          The best way to find clients and make it work as a trainer here is to hang around the gym a lot, especially in the evenings.

Trainer dude was excited.                                                                                                       

The first week he talked to a lot of members.  Mainly introducing himself, and handing folks his rate sheet.

On the second week, he finally met the other trainer, Julie, for the first time.  She was friendly, but seemed in a hurry to get out of the gym as she just finished training a client.  She stayed long enough to let new trainer guy know that she has 6 clients and has been a trainer there for over 2 years.

That evening, as new trainer dude was driving home, he started getting nervous.  He should be excited, but he was scared.  The exam he took recently was aced, and his certification was legit. But he had zero clients and didn’t know if he was ever going to get any.  The only other trainer at this gym with 1200 members has been there two years and has 6 fucking clients.  “How the hell am I going to survive?”, he thought to himself.

That evening, while sipping on a protein shake with 2 shots of vodka, trainer guy spends hours working the google on the internet machine.  He searches things like, “How to find personal training client” and “how to sell personal training.”

He comes across a fitness consultant website and the blog section of it.  He reads and reads and reads.  This consultant is offering a free call for any coach, gym owners, gym employee, etc.

He schedules a call for the next day. 

During the call, trainer guy provides consultant guy with the basic information:

Nice facility, 1200 members, one other trainer who has only 6 clients.

Consultant guy has a few more questions, some of which trainer dude doesn’t know the answers to. 

“How many new memberships are sold each month?’

“Can you sell training memberships?”

“Can you do small group training?”

Near the end of the call, consultant guy says,  “Look, trainer guy, in order to sell training/coaching, you need a system to follow, one that involves getting in front of members, especially new members. You need to spend about an hour with them, and part of that hour has to include a 20 to 30 minute workout.  If the gym won’t pay you for this hour, you still are going to do it.  I have a system that works.  It is a 12 page manual and 12 short videos.  It is proven, it will work for any type of coach, and it is sold for $800.00.  But, you don’t have to pay me a dime now.  I am sending it to you for free, and after you go through everything, we are going to have another call. Then you are going to start selling.  After you have sold 50 clients a combo of one to one and small group, you can pay me $200.00 per month for 4 months.”

Trainer dude left the call stoked.  Within minutes, the “selling coaching” system arrived in his inbox.  Since he was an Independent Contractor with zero clients, he stayed glued to his laptop, read the manual, and watched all 12 videos.

90 minutes later, he was fired up.

He emailed the consultant dude, informing him that the information was absorbed, digested, and he was hungry for more.

They had another call. 

The next day, trainer dude put his plan into action.  It wasn’t without some hitches at first.  He knew that in order to sell coaching, as he now called it, he had to schedule one hour appointments with members, especially new members.  The sales staff seemed enthusiastic about it, but nobody had a plan to get these appointments scheduled.  So, those first couple of weeks, the appointments were few and far between.  But they went well.  On the second appointment, trainer dude made a sale. On the next 7, he did not.  He called up consultant dude.

“Trainer guy, simmer down, it’s all good.  Your first 10 to 20, I don’t care about your closing percentage.  You are getting your feet wet, getting comfortable following the system.  You will get it.  Trust me.  As long as you are willing to try, and are not afraid to ask for money, you will sell by following my system.  My bigger concern is you getting support from the gym owner and staff.  Can you have owner guy schedule a call with me so he and I can talk?”

He did.  They did.

Consultant guy simply helped owner guy understand the importance of scheduling new members to meet with trainer guy for a “free session.”

The next week, trainer guy had 8 free session. He sold 5 of them a training membership. 

That month, he had a total of 27 free sessions.  He sold 12 training memberships. 

Within 6 months, he had sold 84 training memberships, paid back the consultant and was earning over 7K per month. 

And then he quit.

He still trains, still makes a lot of money, and has not spent more than the $800.00 for the “Selling Coaching” system. 

He did not open his own gym. 

He did not go independent, and train from home or online.

He simply went to a gym in the next town that made him an employee, paying him $30.00 per session, and allowing him to have a consistent schedule.

This is a true story.


Keep Changing Lives.

Jason Linse

Jason has a passion for the industry, follows other industry experts, attends workshops, speaker schools, reads, reads and reads.  He enjoys imparting knowledge and ultimately affecting the bottom line of business.  He lives in uptown, Minneapolis, exercises almost daily, and lives by the motto:  “Everything in moderation, including moderation.”

Website: jasonlinse.com Email This email address is being protected from spambots. You need JavaScript enabled to view it.

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