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Live from NEHRSA/IHRSA: 12 Tips for Profitable Personal Training 

Kelly Whalen, personal training manager for Wellbridge Harbor East in Baltimore, MD, presented a session titled Achieving a Breakthrough in Personal Training and Programming Revenue at the NEHRSA/IHRSA Fall Conference & Trade Show on Thursday. During her presentation, Whalen explained how she helped significantly grow personal training revenue at her facility. 

Her tips for other personal training managers include: 

  1. Encourage trainers to find their niche. They may say they can train everybody but then they may just blend in. Are they great with seniors, or corrective exercise? Find out.
  2. Be willing to have tough conversations with trainers about punctuality and other behavior.
  3. You have to care, but you don’t have to be liked. Be kind, not nice.
  4. Don’t be afraid that hiring new trainers may upset existing trainers. Hiring more trainers usually results in growth for everyone.
  5. Make it fun for trainers to work as a team; work out as a team, take a class somewhere else such as a yoga studio or group cycling studio, have team get-togethers.
  6. Encourage trainers to explore their strengths and interests, such as public speaking at industry events.
  7. Celebrate victories, such as the high average revenue per month per trainer.
  8. Encourage the sharing of clients when the trainer is sick or out of town. This gives clients variety, and they will be familiar with someone else in case their trainer leaves the club.
  9. Clients must get results and results must be tracked.
  10. Do not allow trainers to overpromise and under-deliver.
  11. As the personal training manager, take responsibility for your department’s performance every time.
  12. Be the club that every trainer strives to work for. 


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